Global Negotiation Resources

Contracts Aren’t Always Your Best Tool

Last week I helped a U.S. client prepare for his first negotiation in China. He had dealt with a few other Asian countries before but was clearly much more comfortable with the American style of doing business. After almost two hours, he looked at me and summarized some of the frustration he must have felt in this question: “You mean I can’t rely on a contract as a way to force them to do what they say they’ll do?”

Correct. I was glad he had gotten the point.

This is actually a source of deep frustration for many Westerners dealing with countries like China: the concept of relying on a legal document as the primary bond between Read the rest of this entry »

Bridging the Theoretical with the Practical

International business negotiations is “a science and an art”. This dycotomy has been expressed as representing the difference between the theoretical and the practical. We fully recognize that many of the theories and comments we make here have encountered difficulty in their application in the “real world”. To that extent we would like to open a specific area to the discussion of this gap and the means by which it can be bridged.

At times we realize that it may be simple a question of utilizing a specific technique or tactic to implement the theory, at other times we suggest that the bridging mechanism may be much more subtle. Within this space we hope to be able to explore the more practical side of the “art”.

Advice on Negotiating in the Arab World?

In our “50 Countries”; we have a section giving advice on how to negotiate in Saudi Arabia. We are wondering how the advice we give on negotiating with Saudis is also appropriate for use in the UAE, that is, in places like Abu Dhabi and Dubai, as well as in other Arab countries? Those of you that are experienced in those places, please jump into the conversation.

Asians Use Their Brains Differently

According to an article on SpectroscopyNOW.com, an interdisciplinary research team found that when having to solve easy or more complex tasks, the brains of Asian and American individuals consistently show different patterns of brain activity. This aligns well with Richard E. Nesbitt’s observations in his book “The Geography of Thought - How Asians and Westerners Think Differently,” which I highly recommend. Both independently indicate that Asians focus much more on context and holistic thinking when interacting with others and making decisions. What does this have to do with negotiating?

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Deceptive Tactics and Lies

In the India section of Lothar Katz’ book Negotiating International Business, it reads “Deceptive techniques might be used and it may be effective to use some of those yourself.” The latter half of that sentence implies that it’’s ok to lie, etc. as in the next few sentences. For other countries, for instance Israel, it even says “…and can be effective.”

To that I’d suggest adding something like: “Of course, we advise against using such tactics….” The main point is that it is good to be vigilant for the use of deceptive tactics by foreign counterparts, but such tactics are inconsistent with the creative, long-term relationships that should be the main goal in most commercial negotiations.

Negotiation Style Differences Across China

On page 98 of Global Negotiation: The New Rules we provide some information about how negotiation styles differ across regions of the Greater China. Do those of you with long experiences living in the region agree? What should we add or subtract?

The Concept of Risk within the Banking Industry

Our experience has demonstrated that the concept of risk fluctuates within national cultures and organizational cultures.  We find this is particularly true within the Banking Sector.  In part because of the different legal / regulatory frameworks of each individual country, but also because of the individual executive’s risk taking propensity.  We seek here to begin a dialog whereby we are able to explore this concept.

Communicating with the French

As a European now living in the US, I’ve often wondered why there is such strong animosity between Americans and the French. Sure, I understand the political aspect, but I sense there’s more to it. Talking with several Americans working for or with French companies, it recently dawned on me that a big factor is how differently the French communicate.

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