The_Essential_Manager_s_Handbook

438 / DEVELOPING YOUR TECHNIQUE

Negotiating internationally

Understanding the differences

You are likely to experience significant differences

in several key areas when you engage in

international negotiation:

Agreements Western negotiators expect to

conclude the process with a comprehensive

bulletproof legal contract. In other regions, and

notably in Asia, memorandums of understanding

(MOAs), which are broader but less substantial

agreements, may be more common.

Time sensitivity In countries in which a

“doing” culture is prevalent, people believe

in controlling events and managing time

strictly. In some countries, time is not

viewed as such a critical resource, and

negotiations can be slow and lengthy.

Degree of formality Negotiators from informal cultures

tend to dress down, address one another by their first

names, maintain less physical distance, and pay less

attention to official titles. In contrast, negotiators from

formal cultures tend to use formal titles and are mindful

of seating arrangements.

In today’s global economy, ever more business deals are made across

national borders. Negotiating international deals is a challenge because

you must be familiar with the complexities of the immediate negotiation

context, such as the bargaining power of the parties and the relevant

stakeholders, as well as the broader context, which may include

currency fluctuations and government control.

US_438-439_Negotiating_int_1.indd 438 30/05/16 3:07 pm