The business world is global. Many businesses have employees, customers, and suppliers in multiple countries. That’s why cross-border negotiation is an essential skill for the modern businessperson. This guide will provide eight tips for negotiating successfully across borders.
The process of negotiation is universal
Establishing goals and strategy, planning the negotiation, communicating effectively, managing emotions during the negotiation, finding common ground – these are fundamental skills for success in any negotiation. There might be cultural differences, but the process of negotiation is universal. Understanding this will give you confidence going into a negotiation.
Show respect
Respect is important in many cultures. For example, the Chinese expect respect to be shown during a negotiation and are shocked when this is not the case. Respect can take many forms – an open body posture that shows you’re happy to see them, treating them with dignity and esteem, or even giving them your undivided attention as they speak. Don’t underestimate their importance; these little things can really make a difference.
Do your research
Culturaldifferences can show themselves in every aspect of a negotiation, from the gestures used to greet each other to how business cards are exchanged. To avoid embarrassment or misunderstanding, it’s important that you know and understand these cultural differences. The internet is an incredible resource for this kind of information, but a local consultant might be able to provide better insight.
Leave the negotiation at the table
The negotiation itself is important, but what happens after the deal is done can be even more important. A relationship built on respect and common ground will greatly increase your chances of success and create a strong foundation for future deals. After all, you never know when you might need that potential supplier again or if they could recommend you to others.
Don’t assume
There are sure to be cultural differences but don’t assume they know what you mean. When negotiating in a foreign country, people often assume that the other party has understood what they were saying without explaining it. This can lead to confusion and frustration on both sides. By being clear about your intentions, you can avoid these problems.
Learn the language or use a translator
When negotiating across borders, it’s useful to know some of the local languages. The more you speak, the better you understand them, and they will understand you. Incorporate phrases from their language into your own to show that you are making an effort. If this isn’t possible, use a translator so that both sides can fully express themselves without misunderstandings or miscommunications occurring. Alternatively, try using Smartling localization software to translate documents.
Remember people negotiate with people
People negotiate with people, not companies. This means that your reputation is just as important as the company you represent, and they will be considering this when making a deal with you. Building up a reputation over time takes work, but the rewards can be substantial – think of it as paying yourself to do business development.
Don’t take it personally
It might sound strange, but don’t take negotiations personally if they don’t go your way or you don’t get along with someone during the negotiation process. These things happen because no two personalities are exactly alike, so try not to let them get in the way of achieving your goals.
