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Our personalities play a major role in dictating how we behave and interact with others. They also contribute to the way we resolve conflict and negotiate. As a small business owner, you’ll likely have to negotiate for your company and as you grow, you may find yourself wading into international waters where negotiation styles may differ.
Whether you hope to find a great new product for your company or want to get the best manufacturing deal possible, communicating with people in different cultures is probably in your future as a small business owner.
To help you navigate negotiations with a foreign company, we’ve created an infographic with 10 major countries around the globe. We detail important traits of each country, the negotiation style that best fits their culture, and how you can adapt your own negotiation style to find the best solution for both sides.
Before trying to negotiate in another country, it’s important to understand the basics of negotiation and how they are affected by psychology and personality.
There are five main negotiation styles (also called conflict resolution styles). These styles vary based on the personality and background of the negotiator, their needs, and the urgency needed to find a solution.
Understanding how to interact with and adapt to different negotiation styles is imperative in coming to a satisfactory solution and maintaining good relationships with business partners.
When conducting business in foreign countries, take the time to research your opponents and understand their perspective and needs before beginning negotiations.
No matter what the negotiation involves, it is important to always:
Renowned psychologist and professor Geert Hofstede published a theory in the 1970s that describes dimensions of international cultures. These dimensions describe important social elements of culture, including how they impact communication and connection between populations.
The six cultural dimensions have become a vital part of international business communication and are important to successful negotiations in foreign countries.
To help you determine the best way to negotiate when conducting business in a foreign culture, we created an infographic with 10 of the most culturally-diverse countries across the globe. We analyzed each country’s Hofstede scores and compared them to the negotiation styles that you will most likely encounter in that culture.
Remember: it’s important to research your negotiation partner before meeting with them. While our suggestions may fit your partner’s overall culture, negotiation style varies person to person! Be prepared to adapt to any negotiation style once you arrive at the meeting.
Adapting to both conflict styles and cultural dimensions is crucial to successful negotiations in foreign countries. Remember, negotiators from other countries are unlikely to demonstrate the same negotiation style you use. For this reason, it is important to understand how you negotiate and how different cultures approach negotiations.
For the best results, thoroughly research appropriate business etiquette in the country you’ll be visiting and communicate your interests clearly when negotiating.
Training Industry | Harvard: 1, 2 | Business Insider | Forbes | Leadership Crossroads | Business Culture 1, 2, 3 | Today Translations | USA Today | Global Negotiator | Go Global | United States Institute of Peace | Beyond Intractability