Before any professional international or domestic negotiations, we always do some strategic planning or homework about tomorrow’s face off. While planning we always do some research & think about some factors like time, setting arrangements, situation, stakes of opposite parties, history of the parties, individual preferences, mood and nations of all the chaired persons.
In an unidentified article, a Japanese journalist describes that “U.S negotiators are stubborn to agree”.
In this section, I’ve comprehended top countries negotiation approaches in terms of behaviour pattern, tactical style and cultural perspective.
These could help negotiators and mediators prepare negotiations strategy for possible pitfalls to occur due to cross-cultural factors.
Kindly Note: Below approaches are only guidelines. It won't apply in every circumstance of negotiations.
The U.S. Approaches Negotiation
- U.S. negotiators are autonomous, independent, self-reliant and tend to think individually. They love to work singly rather than as a segment of a crew. They focus on one problem at a time
- U.S negotiators have a very much competitive approach in negotiations. If negotiation goes in a fall-back position then, negotiators come up with unrealistic offers and try to make a win-win situation.
- U.S negotiators are very much energetic, confident, and enjoy debating their positions.
African Approaches to Negotiation
African follow ancestors formal laws, regulations & give more emphasis on hierarchies. While cross-cultural negotiation both parties admire the laws & regulations made by their ancestors. The aim of this is to get a positive outcome without any distress or hurt
Japanese Styles of Negotiation
Japanese negotiators are focus, interdependent and have a hierarchical orientation.
Japanese negotiators are known for their courtesy and try to establish connections before the negotiation begins. Japanese negotiators tend to put less emphasis on the literal meanings of words used in negotiation.
European Styles of Negotiation
European styles of negotiation vary according to territory, community, language is spoken and many other contextual factors.
One group study found the French negotiators are very aggressive to achieve their goals. German and British negotiators were evaluated as moderately aggressive in the same study.
Latin American Styles of Negotiation
Latin American negotiators believe in systematic works & believe in associations.
In Central America, people respond to conflict very holistically rather than a linear, analytical one.
When Central American negotiators needed help while negotiations, they tend to look inside partials rather than outsider neutrals,
They referred to the concept of confianza. Confianza means "trustworthiness," that "they know us" and "we know them" and they will "keep our confidences."
The Evolution of Negotiation
The above approaches of negotiation across national cultures are changing constantly. International business culture tends to privilege Western approaches to negotiation, centred on problem-solving and linear communication, as do many settings. As Western norms are balanced with Eastern and Southern values, and local traditions are balanced with regional and national approaches, negotiation practices continue their global evolution.
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