Study the information below and answer the questions which follow it.

One of the most important skills anyone can hold in daily life is the ability to negotiate. In general terms, a negotiation is a resolution of conflict. We enter negotiations in order to start or continue a relationship and resolve an issue. Even before we accept our first jobs, or begin our careers, we all learn how to negotiate. For one person it begins with the negotiation of an allowance with a parent. For another it involves negotiating a television schedule with a sibling. Some people are naturally stronger negotiators, and are capable of getting their needs met more easily than others. Without the ability to negotiate, people break off relationships, quit jobs, or deliberately avoid conflict and uncomfortable situations. In the world of business, negotiating skills are used for a variety of reasons, such as to negotiate a salary or a promotion, to secure a sale, or to form a new partnership.

- Have you ever had to negotiate for anything in your life?

- Did you get what your wanted or did you agree on a compromise?

- How did you feel when negotiating?

Negotiating Across Cultures

2. Work in groups of four. You are each going to read an article (taken from the FINANCIAL TIMES) about a different negotiating style. Choose either Article A or B, or Article C or D below.

Before you read, match the words from your article with their definitions.

Then, as one group, answer the questions in ex. 3.

Article A

tactics	a) be flexible
make compromises	b) not changing your opinion or attitude
consistency	c) the methods you use to get what you want

 

Negotiations are demanding and may become emotional. You may find your Russian negotiator banging his or her fist on the table or leaving the room. Accept such tactics with patience and calmness. They are designed to make it difficult for you to concentrate.

Russian negotiating teams are often made up of experienced managers whose style can be like a game of chess, with moves planned in advance. Wanting to make compromises may be seen as a sign of weakness.

Distinguish between your behaviour inside and outside the negotiations. Impatience, toughness and emotion during the negotiations should be met with calmness, patience and consistency. Outside the negotiating process you can show affection and personal sympathy.

 

Article B

small talk	a) style of behaviour
protocol	b) polite or social conversation
manner	c) the way things are done on official occasions

 

Communicating is a natural talent of Americans. When negotiating partners meet, the emphasis is on small talk and smiling. There is liberal use of a sense of humour that is more direct than it is in the UK. Informality is the rule. Business partners do not use their academic titles on their business cards. Sandwiches and drinks in plastic boxes are served during conferences. 

This pleasant attitude continues in the negotiation itself. US negotiators usually attach little importance to status, title, formalities and protocol. They communicate in an informal and direct manner on a first-name basis. Their manner isrelaxed and casual.

The attitude ‘time is money’ has more influence on business communication in the US than it does anywhere else. Developing a personal relationship with the business partner is not as important as getting results.

Article C

speak your mind	a) when you find out what the other side wants
place great weight on	b) say what you think
exploratory phases	c) consider very important

 

As well as being formal, negotiations are direct. German managers speak their mind. They place great weight on the clarity of the subject matter and get to the point quickly.     

Excessive enthusiasm or compliments are rare in German business. You should give a thorough and detailed presentation, with an emphasis on objective information, such as your company’s history, rather than on clever visuals or marketing tricks.     

Prepare thoroughly before the negotiation and be sure to make your position clear during the opening stage of the talks, as well as during their exploratory phases. Avoid interrupting, unless you have an urgent question about the presentation.

 

Article D

counterparts	a) unplanned thoughts
spontaneous ideas	b) give your opinion
put your point across	c) the people on the other negotiating team

 

At the start of the negotiations you might want to decide whether you need interpreters. You should have documentation available in Spanish. Business cards should carry details in Spanish and English.         

During the negotiations your counterparts may interrupt each other, or even you. It is quite common in Spain for this to happen in the middle of a sentence. For several people to talk at the same time is accepted in Latin cultures, but is considered rather unusual in Northern Europe.

The discussion is likely to be lively. In negotiations, Spanish business people rely on quickthinking and spontaneous ideas rather than careful preparation. It may appear that everybody is trying to put his or her point across at once. That can make negotiations in Spain intense and lengthy, but also enjoyably creative.