Negotiating a Shared Understanding


Much of the work around negotiations right now is about bringing the background of the talks out into the open, which means that rather than guessing about each others’ preferences and techniques, partners use cultural dialogue to talk about how they are going to approach the negotiation.

This, of course, is preceded by the negotiating team members gaining familiarity with their own cultural preferences by taking their Cultural Orientations Indicator assessments. With awareness of their preferences, members of the negotiating team can conduct due diligence to learn about their partners’ preferences. For those negotiating with partners from other countries, the Cultural Navigator’s country guides have extensive information on the negotiation preferences and techniques of 56 nationalities. The Negotiating Across Cultures section also allows users to compare the negotiating techniques of two different countries side-by-side.

Equipped with knowledge of their own preferences and those of their partners, the two sides in a negotiation can have a dialogue about how to best create a shared culture within which to communicate during the negotiations. The two sides discuss their preferences for approaching the talks, decide on which points to style switch, and create a shared culture to help facilitate the process. This helps them avoid any stumbling blocks or mishaps that could derail the negotiations.

Karen Walch