"Negotiating around cultural differences"

This is the title of the article that I read in the Hindu on August 6, 2014. We find that many youngsters are crossing boundaries to either study in a university abroad or to secure a job. They are also sent on deputation by their employers especially if it is an MNC. Culture shock and differences are bound to arise. It is more difficult to put across your view point and negotiate when you are interacting with people from different cultures. I have picked some vital points from this article which will give some tips while negotiating with people from different cultures.  

Read on.........

“Negotiators focus narrowly on the most obvious information about the task at hand.               Prof Max H Bazerman of Harvard Business School in Cambridge says such focusing failures lead negotiators to overlook information that is equally important but less obvious. When you learn that you will be negotiating with someone from a different culture that person's culture becomes the most salient aspect especially if the culture is unfamiliar to you. Individual differences play an important role in negotiation around cultural differences. Cultural differences are unique and multifaceted. For an international negotiation, emphasis should be placed on culture so that your counterpart is not offended with insensitive behavior. Simultaneously focusing too much on culture can also back fire. Therefore the guidelines that can help to strike the right balance are:

• Consider the individual: Back ground research on your counterpart’s culture, including his / her profession, work experience, education areas of expertise, personality and his / her negotiating experience. Ensure that your counterpart treats you as an individual rather than as stereotypes. Suggest an introductory telephone call to discuss your plans and expectation for your first meeting.
• Broaden your scope: Understand issues pertaining to changing politics and laws in the region, the interest of community groups and business norms. Adopting a more inclusive mindset and thinking like a diplomat, though you will improve your odds or reach a successful lasting agreement.
• Reduce stress: Emotional stress, deadline and accountability to others from your own culture can cause you to act in lockstep with cultural expectation. Do what you can to reduce stress at the bargaining table whether by taking breaks, extending dead lines or asking a neutral third person to help you to resolve any differences that arise during your talks.

Notes: 
Lockstep.......means a way of marching in which the marchers follow each other as closely as possible.