What Is The Biggest Barrier In Cross-Cultural Negotiations

Quick answers to…

Today’s question is:

What is the biggest barrier in cross-cultural negotiations?

Without a doubt the biggest barrier in cross-cultural negotiations is:

• our own mindset

We all tend to think any barriers in cross-cultural communication and negotiation is due to something beyond ourselves.

But we all forget that we all come to the cross-cultural negotiation table with our own cultural prejudices.

To put it in other words…

We automatically assume our way of thinking, our way of doing things, is the only way or the “right” way.

So, when you first start in cross-cultural negotiations, your own mindset will be your biggest risk in cultural blunders.

You need to put aside your own ideas, thoughts and opinions in your cross-cultural communication.

This takes a little practice…

Simply because these little ideas, thoughts and opinions have a habit of wanting to find their own way back.

You need to make a conscious effort to communicate with people from other cultures on a “prejudice-free” environment.

I have a little technique I use that has always worked well for me.

When I am communicating with someone from a different culture than mine, I imagine myself turning 90 degrees from my waist up to meet them.

It is as if I keep my full cultural profile out of their view and that is where my own cultural prejudices stay.

And that 90 degree turn is the one where I greet people politely.

I imagine myself in this position until the encounter is over.  Some people say “put your best face first”.  I guess I took that literally.

With practice this becomes easy and natural to do.

• If you can adapt your own mindset to receive cross-cultural communication without any of your own filters,
• If you are interested in understanding the other person,
• If you interact appropriately with the other person,

Then your communication will be successful 95% of the time.

Read More On Cross-Cultural Negotiation

Cross-Cultural Negotiation Guide • Would you like an easy guide to keep you away from the big first time blunders? You will find this and more, here.

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How Can I Prepare For My First Cross-Cultural Negotiation?

Quick answers to…

Today’s question is:

What advice can you give me to prepare for my first cross cultural negotiation?

Of course, it is important to go into your negotiation with the right mindset.

• Open your own cultural responses up to meet another culture.

But do not be so focused on the cross-cultural aspect of your negotiation so much that you forget your basic preparation.

Like all negotiations, preparation is important.

You need to know exactly:

• Where you stand in your negotiation process,
• What your aims are,
• What exactly is on the table,
• …and what is not.

Prior preparation can also be critical if there are any cross-cultural communication differences.

When you know the extent to which you can negotiate and are fully prepared, you will be able to pace yourself if there are any differences.

So, how do you prepare for your first cross-cultural negotiation?

You need to prepare both the broad outlines and key details.

Most people remember to prepare for the key details. After all, these are important to the negotiation process.  You know what details you need.

You should also ask yourself if there are other details that might be important from another cultural perspective. But don’t get too caught up in this.  Blunders do not usually happen due to lack of preparation here.

They can happen if you forget to prepare..

Your broad outlines too.

This is where your own natural assumptions might lead you to miss something.

Here are a few questions to brainstorm:

• Why are you there in the first place?
• What is the one thing you want to get out of this negotiation?
• What are your limits?

Knowing your limits and the broad outlines will help you to navigate any cultural differences more effectively should you find that you are not on the same boat.

Winging it rarely works in cross-cultural negotiations. You must stay focused. Your basic preparation is essential.

With regards to other cross-cultural aspect, a few key questions to the right person prior to your meeting is all you need before the meeting.

You will also be interested in reading what to do during your meeting:

• Your Guideline For Successful First Time Cross Cultural Negotiations In Any Culture

This is part of the…

Cross-Cultural Negotiation Business Guide

Cross-Cultural Negotiation Guide • Would you like an easy guide to keep you away from the big first time blunders? You will find this and more, here.

Guide 7 - Run With Your International Sales Strategy • Do you need help setting up your international sales strategy? • Do you want to know what to say to your foreign prospects to get the sale? Read about how to create your international sales strategy.