We sometimes have to do things overseas that we would not do at home because what is acceptable and expected in our domestic markets might not work elsewhere – and vice versa. Bridging the cultural chasm is essential for success in negotioations, but it has the potential to offer a much bigger impact than that. The continuing efforts of marketers to understand cultural issues help them identify terminology that is persuasive, but, more than that, these efforts help secure important assimilations of value systems.
Meeting face-to-face generates a global connectedness that helps business on a personal level, but helps cultures on a global level. This enhanced “one world” sense can contribute to undermining support for terrorists, who polarize and alienate, rather than unite, world cultures……….
In the home country it is wise to approach the negotiation process with as much market intelligence as possible so that the negotiation team is not caught off guard, surprised, or taken advantage of. When negotiating with international partners, the team needs this same information as well as cultural knowledge, awareness, and sensitivity. In international situations, there is greater risk of undermining a position by committing a cultural faux pas but at the same time, counterparts face that risk, too.
sending...