SpeechMasters International and Orbis Cultural Synergy

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The Manager's Handbook of Cross-Cultural Communication


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7 Negotiating international deals

 

The sharp edge of international business is at the negotiating table and whether  you are buying or selling this is probably the best documented area in intercultural communication. We believe however that the central process is essentially the same every where in the world. Important  differences do exist in behaviour,  forms of expression in attitudes to the opposite party, and in degree of formality.

 

However once  we understand the role play and ritual which surrounds the process we can understand that both tactically and strategically negotiators operate according to the same best practice just as military experts the world over agree on sound military procedures.