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Posts tagged virtual negotiations

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Cross-Cultural Negotiation Skills: Four Key Considerations

We work in an increasingly globalized business world.  Whether we’re selling, buying, or working with colleagues on important projects, it’s more likely than ever that we’ll be called on to negotiate with someone in another country, or a co-worker “down the hall” with a a different cultural heritage than our own.

Too often negotiation skill training minimizes the effects of culture.  Yet given the growth of international business activity, managing the cross-cultural dimension of negotiation can make the difference between success and failure.

Four key issues any cross-cultural negotiator must consider are:

  1. How to minimize distrust and stereotyping, which are much more likely in cross-cultural settings.
  2. How to manage language issues between the parties, which can emerge even when both negotiators presumably speak the same language (with one party challenged because it is their second language)
  3. How to be successful in virtual negotiations (conducted via email, web meeting, or even text messaging), which are much more common in cross-border business transactions.
  4. How to uncover and address needs of the other party based on their cultural preferences in areas like need for short- vs. long-term results; need for certainty and process (vs. tolerance for ambiguity); and need to succeed in negotiations on behalf of the collective team (rather than as an individual performer).

Want to learn more about how to develop your team’s cross-cultural negotiation skills?  Download Improving Cross-Cultural Negotiation Performance:  Key Considerations for Global Learning Leaders, a complimentary white paper on the subject.

Filed under B2B cross-cultural negotiation globalization virtual negotiations

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Improving Results From Your ‘Virtual Negotiations’

Do you or your team negotiate “virtually,” perhaps in a cross-cultural environment, using email, voice mail, web meetings, or other online tools?  You’ll want to read this article by BayGroup International, appearing in Contracting Excellence (the publication of the International Association for Contract & Commercial Management):

Filed under virtual virtual negotiations negotiations sales B2B Strategy B2B Strategy IACCM Sales Training