The reason that sets the professional cross cultural negotiator apart from the others is their ability to think in terms of the differences among traditions and individuals rather than thinking in terms of right and wrong, an issue very rarely addressed in most negotiation training workshops.
As humans many of us believe that those who are dissimilar to us and our ways are wrong. All of us view the world through the filters of our personal encounters and personal preferences and this means that the image of ourselves and others is by definition almost always prejudiced one way or another.
When thinking about business negotiation across traditions there is an inclination to only think about the domestic or ethic cultures involved with it, but you should also take into account the secondary or group customs, for instance the organisational culture, the religious customs and the professional culture. Improve your negotiation skills instantly simply by thinking about these elements.
When we have an advanced legal infrastructure in place within a territory, it means that we have reference to case law and precedents to give assistance with regards to structuring agreements. It also ensures that when things go wrong it is easy for us to have recourse at the courts where we are able to trust in a comparatively objective ruling to remedy disputes.
If you are negotiating in an environment where there is both a mature and advanced legalized and economic system in place, you should expect to focus more on the content of the negotiation rather than the framework surrounding the settlements.
In content operated negotiations the focus is going to be on the contractual terms and supporting details. The relationship is generally considered once the contract has been successfully agreed & executed.
However, if you are negotiating in an environment where the legal and economic practices are comparatively immature then it becomes important for you to concentrate on the context within which you negotiate rather than focusing merely on the content.
Which means that, whenever you are involved in negotiations in a context powered territory you should spend more time on building important relationships and creating trust. Once you have established confidence the agreement will follow.
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