Mediación

Ability to understand and adapt to unfamiliar cultural contexts

Some negotiation style might work well in one cultural context but not in another

Those who are socially successful in their own culture may struggle more with understanding and being accepted by cultural strangers.

Cultural intelligence can be developed by consciously trying to understand and avoid relying on stereotypes when interacting with people from different cultures.

Telling the other side that you respect their culture may secure you a contract. But to build a promising relationship, you’ll need to back up your words with respectful actions after the contract is signed.

When it comes to business partnerships, merging distinct cultures can be a confusing, lengthy process. A better approach may be to maintain your unique identities and borrow from the best of both.

Because national culture is just one facet of our identities, try to view negotiating counterparts as unique individuals rather than cultural ambassadors.

Don’t assume that the business strategies you’ve cultivated on your home turf will work in a new culture. Arrive ready to listen and adapt your style

Independence and Trust

Developed in regions with low population density and ample farmland, emphasizing individualism and self-reliance.^

Conflict Management

Strive to manage conflicts rationally and directly, avoiding strong emotional reactions.^

Trust

Supported by effective legal systems and strong markets, fostering automatic trust among members and a preference for mutually enhancing trades.^

Cooperation and Harmony^

Evolved in rapidly growing populations with organized food production, emphasizing cooperation and respect for tradition.^

Saving Face

Focus on preserving harmony and avoiding direct confrontation, with norms encouraging individuals to save face and defer to authority.

Indirect Negotiation

Lack of trust leads to indirect approaches in negotiations, with negotiators taking turns making offers and substantiating them rather than engaging in direct Q&A.^

Close Ties and Strong Emotions^

Developed in herding economies with a strong emphasis on family ties, defense of honor, and a code of honor.^

Status Challenges

View insults and conflicts as direct challenges to one's status, often responding boldly or aggressively.
^

Betrayal Aversion

Reluctance to trust counterparts due to fear of betrayal, with a tendency to experience negative emotions such as anger more frequently.

Emotional Distraction

Easily distracted from cognitive tasks of negotiation by emotional need to protect honor, emphasizing the importance of building trust and managing conflict.^