Southern Europe

Is sensitivity to cultural differences key to success according to which rules run negotiations in France, Russia or China? How agreements reached on the binational negotiating table or agreed prices? How can a compromise be reached after a conflict? When the room for negotiation is finally exhausted and it is time to reach a conclusion of the contract? How important have written contracts or oral agreements? A successful negotiator sure can assess all these issues in the international arena. Charles Lowe shares his opinions and ideas on the topic at hand. The sensitivity for possible cultural differences is often the key to success. Self-evident rules in working life culture is widely used as a set of social conventions, norms and habits understood, people’s behavior is geared to that. Intercultural research has developed precise definitions, stresses above all that companies never culturally homogeneous and the behaviour of its members are by no means uniform. From the perspective of an outsider, always trend towards cultural specifics are visible. In everyday work life, German Manager hardly only once are aware that they are also carriers of a particular business culture.

They follow the rules of the game, who would hardly question in meetings and negotiations. Only when they leave the familiar terrain and continue their business across cultural boundaries, they realize, as many of these rules are no longer valid. Cultural differences are then responsible for that their interaction with a foreign business partners with own attitudes and habits is unsatisfactory. Cultural differences in negotiation have the interest to achieve a good outcome of the negotiations Manager everywhere in the world. Only the way runs very differently in the different business cultures. While Americans such as degree-oriented and negotiate with a strong focus on the matter layer, is available in many countries Southern Europe or Latin America the personal level of relationship clearly in the foreground. Shops here only with friends “made. While Germans like to say what they think, and think what they say is Chinese or Japanese use a very indirect communication style.