global negotion

Negotiation is an important step in international business. Although both international and domestic negotiations should try to achieve a "win-win" situation, there are some differences between the two. Discuss how international negotiation is different from domestic negotiation. What are some specific points managers must keep in mind when negotiating with people from different cultures? Cite real life examples to support your points.

   We begin a conversation about negotiation as if it is a casual add on to the current conversation of multiculturalism. Meanwhile, I am confident that none of us are so cavalier; realizing negotiation to be a highly developed art and science in its own right.

   From a perspective of negotiation, adding the global component seems the best approach; for negotiators are artists of sorts, their craft needing the patina of experience. Meanwhile, global sensitivities beyond learning may best be assimilated through raw experience (albeit also over time).
   Firstly, to recognize the wealth of moving parts alone, even from a generic perspective, can be daunting. We can appreciate this with a cursory familiarity of negotiation and globalism. Then consider:
   • What may be a point of advantage in ones domestic culture could have wide ranging implications for the counterpart elsewhere (death among them).
   • What may be a poker face or other standard posture of countenance, gesticulation, etc. in ones domestic culture could be interpreted else wise.
   Let us assume funds are limited and your entity needs to make a go of things without benefit of hiring a seasoned master. Some recommendations would include:
   • Leave no stone unturned. Treat this as a one would a business plan, doing detailed research on every consideration possible. This naturally embraces all the acculturation one can corral, every custom one may unearth, all legal habits, statutes, structures, etc. create a database as to where the culture sits in relationship to one’s own by every metric that has been established (Inglehart-Welzel, Hofstede, comparative height considerations, living standards … everything), etcetera!
   • Develop and practice your layered chess game in advance. This includes having an understanding as to who will represent, how the room will look, what they will wear, where they will sit, what they may have with them, who interacts with whom and in what order and so on.

Seriously, as well as one can, create scripts with rebuttals for every eventuality, proofread (including through the multicultural filters developed) and practice. Hone wherever possible.
   Including the Phatak & Habib graphic should illuminate how even a passing consideration in this direction may be found to be full of surprises. In sum: translate everything.

Reference
Lewicki, R. J., Barry, B., & Saunders, D. M. (2010). Negotiation (6th ed. ed.). NY: McGraw-Hill / Irwin.