{"id":3115,"date":"2021-04-08T12:58:42","date_gmt":"2021-04-08T12:58:42","guid":{"rendered":"https:\/\/www.iese.edu\/standout\/?p=3115"},"modified":"2025-01-13T14:13:00","modified_gmt":"2025-01-13T14:13:00","slug":"negotiation-multicultural-keys","status":"publish","type":"post","link":"https:\/\/www.iese.edu\/standout\/negotiation-multicultural-keys\/","title":{"rendered":"How to be successful in cross-cultural negotiations (with examples)"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row][vc_column][vc_column_text css=&#8221;&#8221; css_animation=&#8221;bottom-to-top&#8221;]<span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">A<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">s markets become increasingly\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">globalized<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">,\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\"><a href=\"https:\/\/www.iese.edu\/standout\/lead-high-performance-team\/\">business leaders<\/a> may find an<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">\u00a0added layer of\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">complexity when\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">trying<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">\u00a0to mediate conflict<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">, achieve a consensus or gain\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">team alignment<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">\u00a0in the form of<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">cross-cultural divides.<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">For<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">\u00a0Prof.\u00a0<\/span><\/span><a class=\"Hyperlink SCXW240172843 BCX0\" href=\"https:\/\/www.iese.edu\/faculty-research\/faculty\/kandarp-mehta\/\" rel=\"noreferrer noopener\"><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW240172843 BCX0\">Kandarp<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW240172843 BCX0\">\u00a0Mehta<\/span><\/span><\/a><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">,\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">the crux of\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">successful\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">multicultural\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">negotiations\u00a0<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">is a<\/span><\/span><span class=\"TextRun SCXW240172843 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW240172843 BCX0\">\u00a0deep awareness of our cultural affinity, as well as that of our counterpart.\u00a0<\/span><\/span><span class=\"EOP SCXW240172843 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span>[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-69dbbbba0d7a5 {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-69dbbbba0d7a5\" class=\"gem-divider  \" style=\"\" ><\/div><div style=''  class=\"gem-quote gem-quote-style-default custom-color-blockqute-mark-added\" ><blockquote  ><strong><span class=\"TextRun SCXW211003811 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW211003811 BCX0\">\u201cWe<\/span><\/span><span class=\"TextRun SCXW211003811 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW211003811 BCX0\">\u00a0all have\u00a0<\/span><\/span><span class=\"TextRun SCXW211003811 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW211003811 BCX0\">cultural blind spots that can undermine our ability to <a href=\"https:\/\/www.iese.edu\/standout\/negotiation-successful-online\/\">effectively negotiate<\/a><\/span><\/span><span class=\"TextRun SCXW211003811 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW211003811 BCX0\">\u201d. <\/span><\/span><span class=\"EOP SCXW211003811 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/strong><\/p>\n<p><span class=\"TextRun SCXW151979436 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW151979436 BCX0\">Kandarp<\/span><\/span><span class=\"TextRun SCXW151979436 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW151979436 BCX0\">\u00a0Mehta<\/span><\/span><span class=\"TextRun SCXW151979436 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW151979436 BCX0\">, IESE Professor<\/span><\/span><span class=\"EOP SCXW151979436 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/blockquote><span style=color:#ff0000;  class=\"custom-color-blockqute-mark\">&#xe60c;<\/span><\/div><div class=\"clearboth\"><\/div><style>#thegem-divider-69dbbbba0d812 {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-69dbbbba0d812\" class=\"gem-divider  \" style=\"\" ><\/div>[vc_column_text css=&#8221;&#8221; css_animation=&#8221;bottom-to-top&#8221;]<span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">\u201cFor this reason, it\u2019s important to<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">\u00a0expand our awareness beyond\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">superficial cultural<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">\u00a0stereotypes<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">.\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">In this regard, he\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">highlights three main archetypes \u2013\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">dignity<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">,\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">honor\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">and<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">\u00a0face<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">cultures<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">\u00a0\u2013\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">to\u00a0<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\">bear<\/span><\/span><span class=\"TextRun SCXW107220130 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW107220130 BCX0\"> in mind when taking part in a multicultural negotiation&#8221;.<\/span><\/span><\/p>\n<h2><span class=\"TextRun SCXW268234610 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW268234610 BCX0\">3<\/span><\/span><span class=\"TextRun SCXW268234610 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW268234610 BCX0\">\u00a0keys<\/span><\/span><span class=\"TextRun SCXW268234610 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW268234610 BCX0\"> with examples <\/span><\/span><span class=\"TextRun SCXW268234610 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW268234610 BCX0\">for a<\/span><\/span><span class=\"TextRun SCXW268234610 BCX0\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW268234610 BCX0\">\u00a0multicultural negotiation<\/span><\/span><span class=\"EOP SCXW268234610 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/h2>\n<h3><strong><span class=\"subrat\">1.<\/span> <span class=\"TextRun BCX0 SCXW18765296\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW18765296\">Dignity<\/span><\/span><\/strong><\/h3>\n<p><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">D<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"SpellingError BCX0 SCXW121002952\">ignity<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">\u00a0cultures\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">li<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">ke those prevalent in\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">North America, Northern Europe and Australia-New Zealand<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">stress the value of the individual<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">\u00a0and<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">\u00a0a data-driven approach<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">. In\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">th<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">ese\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">c<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">ontexts<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">,<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">negotiators need to understand and trust<\/span><\/span><span class=\"TextRun BCX0 SCXW121002952\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW121002952\">\u00a0the person sitting opposite them before they engage in any type of business transaction.\u00a0<\/span><\/span><\/p>\n<h3><strong><span class=\"subrat\">2.<\/span> \u00a0<span class=\"TextRun BCX0 SCXW202856296\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW202856296\">Honor<\/span><\/span><\/strong><\/h3>\n<p><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">In honor<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">\u00a0cultures, characteristic in\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">South America, Northern Africa and the Middle East<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">,\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">you not only represent yourself; you represent the entire group, which means\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">protecting the\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"SpellingError BCX0 SCXW234626443\">honor<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">\u00a0of the individual and the community is\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">paramount. In these regions,<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">\u00a0<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">negotiations often center on offers, substantiating offers and getting concessions<\/span><\/span><span class=\"TextRun BCX0 SCXW234626443\" lang=\"EN-US\" xml:lang=\"EN-US\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW234626443\">.<\/span><\/span><\/p>\n<h3><strong><span class=\"subrat\">3.<\/span> \u00a0<span class=\"TextRun BCX0 SCXW202856296\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW202856296\"><span class=\"TextRun BCX0 SCXW258238436\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun BCX0 SCXW258238436\">Face<\/span><\/span><\/span><\/span><\/strong><\/h3>\n<p><span data-contrast=\"auto\">In\u00a0<\/span><span data-contrast=\"auto\">China<\/span><span data-contrast=\"auto\">,<\/span><span data-contrast=\"auto\">\u00a0Japan<\/span><span data-contrast=\"auto\">\u00a0and\u00a0<\/span><span data-contrast=\"auto\">other East Asian cultures<\/span><b><span data-contrast=\"auto\">,<\/span><\/b><b><span data-contrast=\"auto\">\u00a0<\/span><\/b><b><span data-contrast=\"auto\">societies are based on maintaining\u00a0<\/span><\/b><b><span data-contrast=\"auto\">stable social hierarchies and social cohesion<\/span><\/b><span data-contrast=\"auto\">. To preserve\u00a0<\/span><span data-contrast=\"auto\">these so<\/span><span data-contrast=\"auto\">cial constructs,<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">negotiations\u00a0<\/span><span data-contrast=\"auto\">are more indirect, complex and multifaceted\u00a0<\/span><span data-contrast=\"auto\">compared to\u00a0<\/span><span data-contrast=\"auto\">dignity cultures\u00a0<\/span><span data-contrast=\"auto\">since parties\u00a0<\/span><span data-contrast=\"auto\">d<\/span><span data-contrast=\"auto\">o\u00a0<\/span><span data-contrast=\"auto\">their best to<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">avoid confrontation<\/span><span data-contrast=\"auto\">\u00a0and save face<\/span><span data-contrast=\"auto\">.\u00a0<\/span><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">While\u00a0<\/span><span data-contrast=\"auto\">gaining a better understanding of these prototypes is useful<\/span><span data-contrast=\"auto\">, Prof. Mehta\u00a0<\/span><span data-contrast=\"auto\">is quick to point out that<\/span><span data-contrast=\"auto\">\u00a0they rarely\u00a0<\/span><span data-contrast=\"auto\">exist in their purest form.<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">\u201c<\/span><b><span data-contrast=\"auto\">Culture isn\u2019t really a matter of citizenship, nationality, race or ethnicity. In essence, it is a set of beliefs and norms that drives our behavior<\/span><\/b><span data-contrast=\"auto\">, which also includes the cultures specific to distinct communities, organizations or sectors.\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:true,&quot;134233118&quot;:true,&quot;335559740&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">Also important is remembering that<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">you\u2019re negotiating with a person, not a representative of a specific nationality or ethnicity. As Prof. Mehta observes, \u201c<\/span><span data-contrast=\"auto\">Anything that helps us avoid the trap of ethnocentrism and gain a better understanding of why people behave the way they do is helpful. Take a genuine<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">interest<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">in your negotiating partner as an<\/span><span data-contrast=\"auto\">\u00a0individual\u00a0<\/span><span data-contrast=\"auto\">and aspire to discover the<\/span><span data-contrast=\"auto\">\u00a0motivations, objectives and needs\u00a0<\/span><span data-contrast=\"auto\">that are\u00a0<\/span><span data-contrast=\"auto\">driving their behavior<\/span><span data-contrast=\"auto\">.\u201d\u00a0<\/span><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"auto\">If you would like to\u00a0<\/span><span data-contrast=\"auto\">boost<\/span><span data-contrast=\"auto\">\u00a0your\u00a0<\/span><span data-contrast=\"auto\">negotiating skills in multicultural settings, learn more about IESE\u2019s\u00a0<\/span><span data-contrast=\"auto\">\u201c<\/span><a href=\"https:\/\/execedprograms.iese.edu\/strategic-management\/winning-negotiation-strategies\"><b><span data-contrast=\"none\">Winning Negotiation Strategies<\/span><\/b><\/a><span data-contrast=\"auto\">\u201d. <\/span><span data-contrast=\"auto\">Delivered<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">over five weeks\u00a0<\/span><span data-contrast=\"auto\">in\u00a0<\/span><span data-contrast=\"auto\">a live online format<\/span><span data-contrast=\"auto\">, it<\/span><span data-contrast=\"auto\">\u00a0equips managers with\u00a0<\/span><span data-contrast=\"auto\">proven<\/span><span data-contrast=\"auto\">\u00a0frameworks<\/span><span data-contrast=\"auto\">\u00a0<\/span><span data-contrast=\"auto\">and techniques to excel in any negotiation context.<\/span><span data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span>[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-69dbbbba0d837 {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-69dbbbba0d837\" class=\"gem-divider  \" style=\"\" ><\/div>[\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row_content_no_spaces&#8221; equal_height=&#8221;yes&#8221; content_placement=&#8221;middle&#8221;][vc_column width=&#8221;1\/2&#8243; css=&#8221;.vc_custom_1606216313822{padding-right: 70px !important;padding-left: 70px !important;background-color: #000000 !important;}&#8221;][vc_column_text]<\/p>\n<div class=\"title-h2\">\n<p><span class=\"TextRun SCXW111400908 BCX0\" lang=\"EN-GB\" style=\"color: #ffffff;\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW111400908 BCX0\">Read here the article<\/span><\/span><span class=\"TextRun SCXW111400908 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"auto\"><span class=\"NormalTextRun SCXW111400908 BCX0\">\u00a0<\/span><\/span><a class=\"Hyperlink SCXW111400908 BCX0\" href=\"https:\/\/www.iese.edu\/standout\/negotiation-successful-online\/\" rel=\"noreferrer noopener\"><span class=\"TextRun Underlined SCXW111400908 BCX0\" lang=\"EN-GB\" xml:lang=\"EN-GB\" data-contrast=\"none\"><span class=\"NormalTextRun SCXW111400908 BCX0\" data-ccp-charstyle=\"Hyperlink\">Face-to-face and online negotiations: Keys to success<\/span><\/span><\/a><span class=\"EOP SCXW111400908 BCX0\" data-ccp-props=\"{&quot;335559740&quot;:360}\">\u00a0<\/span><\/p>\n<\/div>\n<p>[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-69dbbbba0d89c {margin-top: 50px !important;}<\/style><div id=\"thegem-divider-69dbbbba0d89c\" class=\"gem-divider  \" style=\"\" ><\/div>[vc_column_text][\/vc_column_text][\/vc_column][vc_column width=&#8221;1\/2&#8243; css=&#8221;.vc_custom_1617875209295{margin-top: 0px !important;margin-bottom: 0px !important;padding-top: 300px !important;padding-bottom: 300px !important;background-image: url(https:\/\/www.iese.edu\/standout\/wp-content\/uploads\/2020\/11\/negotiation-success-face-to-face-online.jpg?id=1855) !important;}&#8221;][\/vc_column][\/vc_row][vc_row][vc_column][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row][vc_column][vc_column_text css=&#8221;&#8221; css_animation=&#8221;bottom-to-top&#8221;]As markets become increasingly\u00a0globalized,\u00a0business leaders may find an\u00a0added layer of\u00a0complexity when\u00a0trying\u00a0to mediate conflict, achieve a consensus or gain\u00a0team&#8230;<\/p>\n","protected":false},"author":4,"featured_media":3122,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[107,8],"tags":[57],"class_list":{"0":"post-3115","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-general","8":"category-senior-executives","9":"tag-skills"},"yoast_head":"<!-- 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