Presentation on theme: "25 Negotiation Styles around The World Language is only the most obvious part of the global communication gap. Different cultures also have distinct approaches."— Presentation transcript:
25 Negotiation Styles around The World Language is only the most obvious part of the global communication gap. Different cultures also have distinct approaches to communication during meetings, as described by British linguist Richard D. Lewis, whose best-selling book, “When Cultures Collide,” charts these as well as leadership styles and cultural identities.Richard D. LewisWhen Cultures Collideleadership styles cultural identities Lewis, who speaks ten languages, acknowledges the danger of cultural comparisons in his book: “Determining national characteristics is treading a minefield of inaccurate assessment and surprising exception. There is, however, such a thing as a national norm.” In support of cross-cultural studies, he writes: “By focusing on the cultural roots of national behaviour, both in society and business, we can foresee and calculate with a surprising degree of accuracy how others will react to our plans for them, and we can make certain assumptions as to how they will approach us. A working knowledge of the basic traits of other cultures (as well as our own) will minimize unpleasant surprises (culture shock), give us insights in advance, and enable us to interact successfully with nationalities with whom we previously had difficulty.” Lewis’ diagrams show how cultures use language to communicate during meetings, with wider shapes showing greater conversational range, obstacles marked in grey, and cultural traits noted as well. We’ll go over the rest in brief after a selection of charts taken with permission from the 2005 third edition of “When Cultures Collide.” (Click to enlarge.)When Cultures Collide
American Americans, tend to launch right into negotiations, respond to discord confrontationally, and resolve with one or both sides making concessions.
English English tend to avoid confrontation in an understated, mannered, and humorous style that can be both inefficient and powerful.
Canadian Canadians tend to be more low-key and inclined to seek harmony, though they are similarly direct.
French French tend to engage vigorously in a logical debate.
German Germans rely on logic but “tend to amass more evidence and labour their points more than either the British or the French.”
Swiss Swiss tend to be straightforward and unaggressive negotiators, who obtain concessions by expressing confidence in the quality and value of their goods and services.
Spanish Spanish and Italians “regard their languages as instruments of eloquence and they will go up and down the scale at will, pulling out every stop if need be to achieve greater expressiveness.”