National and Cultural Negotiation Style

Cultural and national negotiation styles reflect communication behaviors and priorities of that culture. Priorities such as trust, teamwork, non-confrontational situations, and openness are all along a sliding scale with each culture. The communication behaviors of each culture reflect these priorities and can dictate how a culture will engage in negotiations. Often, other Asian and Japanese negotiators plan a social event and dinner before any real negotiations occur. Likewise, Americans place an emphasis on taking clients out to dinner and a round of golf. Engaging in this type of activity creates trust and open communication line between the two parties. Using persuasive techniques to "connect" with another person can lead to confidence and the sense of a relationship being built. The trading styles of these two cultures mesh well, allowing them to understand the priorities of their cultures.

Once a relationship is built on trust, negotiators can begin exchanging information. This level of openness is strongly dependent on the degree of opening for that country. This phase of the negotiations require each party to achieve its aim of reciprocity - that can sometimes make you feel like a party that faced - but if done correctly can develop "fast trust" (Brett, 207). Confidence rapidly develops when the proportion of two groups of information and allow the other party to see their weak side. Obviously developing trust is important, but some cultures simply can not be comfortable with disclosing information quickly.

Getting down to business: Using Culture to persuade
Probably one of the most important factors for trading is an underestimation of the culture in which you are engaged in negotiations. Cultures vary in their openness and time that the business conducted. Terms of agreements should be taken into account, for example, Italy has 90 days of the billing cycle than the "normal" U.S. 30-cycle billing. These cultural norms are very important to figure out how to negotiate on a global scale. Building relationships is the key to building trust among partners and potential customers. Confidence can be a factor in total, when it comes time to take a final decision, the understanding of what is expected and then allow you to scroll through the negotiations without a hitch .......