By learning and understanding the specific behavior of our opponents (different negotiating cultures), it will be much easier to reach an agreement with them. Different negotiation cultures translate into different behavior of negotiators is a fact.

Ten basic differences in negotiating:

• The purpose of negotiations -> signing a contract or building a relationship?
• Attitude towards scenarios of ending negotiations.
• Formal or informal style?
• Direct or indirect communication?
• Approach to the phenomenon of time -> free or restrictive?
• Emotions -> hidden or revealed?
• Contract shape -> general or very specific?
• Approach used in negotiations -> inductive or deductive?
• Decision maker -> group or individual?
• Willingness to take risks -> high or low?

We distinguish the following cultures:

• pro-transactional and pro-partner
• ceremonial and non-ceremonial
• monochronic and polychronic
• restrained and expressive

PRO-TRANSACTION CULTURES

• direct, open and honest expression is preferred
• openness to talk about business with strangers
• during meetings, you get down to business after talking about general topics for a few minutes
• when communicating, a thorough understanding of each other is given priority
• during negotiations it is not very important to maintain harmony between the partners
• the matter of „saving one’s own face” is of little importance
• most matters are agreed rather by telephone or other means of communication
• lawyers sit at the negotiating table
• written contracts are relied upon for disagreements

PROMOTIONAL CULTURES

• negotiators are not willing to do business with strangers
• a less open, indirect way of expressing oneself is preferred
• the first contact is made indirectly, e.g. at trade fairs, during official trade missions, through the embassy, ​​through introducing third parties or through recommendations of companies and organizations
• during the first contacts, a lot of time should be devoted to building mutual trust and good relations before getting down to business
• it is important to maintain harmony between people, avoiding conflicts and confrontations during discussions
• negotiators are sensitive to „saving face” and their own dignity
• effective communication and problem solving requires frequent face-to-face contact
• lawyers generally remain in the shadows during negotiations, while traders themselves have the most say
• rather, reliance is placed on close interrelationships to clear up misunderstandings

CEREMONIAL CULTURES

• ceremonial in interpersonal contacts is an extremely important way of showing respect
• differences in social and professional status are emphasized in various interpersonal situations
• young people and women have less authority and influence in negotiations
• business partners are usually addressed by their surname, preceded by the title
• lack of ceremony can be perceived as a sign of disregard and disrespect
• protocol rituals are numerous and elaborate
• one can get the impression of being hypersensitive about social position

NON-CEREMONIAL CULTURES

• unceremonial behavior is not seen as disrespectful
• differences in social and professional status are clearly smaller than in hierarchical cultures
• highlighting differences in social and professional status causes embarrassment
• soon after getting to know each other, most partners can be addressed by their given names rather than by their surname and title
• protocol rituals are few and simple

MONOCHRONOUS CULTURES

• punctuality and adherence to schedules are very important
• schedules and deadlines are most often considered rigid
• scheduled appointments are not interrupted

POLYCHRONIC CULTURES

• punctuality doesn’t matter
• schedules and the deadlines are rather flexible
• meetings are often interrupted

RESERVED CULTURES

• people speak more quietly, interrupt each other less often, and tolerate silence in conversation well
• the spatial distance between people corresponds to the length of the hand
• there are few tactile contacts, the exception being handshakes when greeting
• intensive, constant gazing of partners in the eye is avoided
• less gesticulation, both with the hands and with the whole hands
• facial expressions are limited

EXPRESSIVE CULTURES

• people often speak quite loudly, interrupt each other, and feel uncomfortable when there is silence
• the spatial distance between people is half a hand’s length or less
• there is frequent touching while talking
• direct, also intense looking into each other’s eyes shows interest and sincerity
• facial expressions rather expressive
• animated gesticulation

As you can see from the list above, different negotiation cultures are a huge topic.

Source:https://poradniknegocjatora.pl/roznice-kulturowe-w-negocjacjach/

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.