Negotiation Styles
Your communication skills will be put to the test during negotiations, especially if those negotiations include people with different personalities, approaches, and comfort levels. In international negotiations, differences in culture and communication styles become even more apparent. Read this article, which gives an example of Chinese and Brazilian companies negotiating an agreement and highlights the importance of finding a common understanding.
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Lacking a basic knowledge of the customs, history, and politics of other countries is a recipe for almost certain failure in an international setting – a problem Americans, in particular, frequently bring to the negotiating table.
"Foreigners know so much about our country", from current events to politics, Kelm says. On the other hand, many Americans do not know something as simple as the name of the president of the country they are visiting. "That puts us at a disadvantage with them because we can't talk about those sorts of things", Kelm says.
"If you want to make a negotiation successful, the best way is to understand each other's cultural background and do some research", said Roger Zhou, the group leader from Sinopec. This homework will help you respond authoritatively to any topic that might arise.