Global Negotiation Resources

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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Add Topic / Open Forum

If you would like to open a new forum and add a topic to this blog, please click on “Comments” in this entry’s title line. Once we have reviewed your comment, we will create a new category for it unless we feel it belongs into an existing one.

Thank you!

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”.

Please Share Your Thoughts on China

If you would like to find out more about how to negotiate effectively in China, take a look at the corresponding Country Section from the book Negotiating International Business by Lothar Katz.

If you have any experience to share (or questions you would like answered) relating to China, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Other South American Countries

If you have any experience to share (or questions you would like answered) relating to any other country in South America, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Other Oceanian Countries

If you have any experience to share (or questions you would like answered) relating to any other country in Oceania, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Other North American Countries

If you have any experience to share (or questions you would like answered) relating to another country in North America, including Central America and the Caribbean, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Other Middle East Countries

If you have any experience to share (or questions you would like answered) relating to any other country in the Middle Eastplease click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Other European Countries

If you have any experience to share (or questions you would like answered) relating to another European country, please click on “Comments” in this entry’s title line.

Please Share Your Thoughts on Other African Countries

If you have any experience to share (or questions you would like answered) relating to other African countries, please click on “Comments” in this entry’s title line.