To be effective, a negotiator must take stock of the subtle messages
being passed around the table. In international negotiations, however,
you may not know how to interpret your counterpart’s communication
accurately, especially when it takes the form of unspoken signals. The
author identifies five rules of thumb for negotiating in other cultures:
Adapt the way you express disagreement. In some cultures, it’s OK to
say “I totally disagree.” In others, that would provoke anger and
possibly an irreconcilable breakdown of the relationship. Know when to
bottle it up or let it all pour out. Raising your voice when excited,
laughing passionately, even putting a friendly arm around your
counterpart—these are common behaviors in some cultures but may signal a
lack of professionalism in others. Learn how the other culture builds
trust. Negotiators in some countries build trust according to the
confidence they feel in someone’s accomplishments, skills, and
reliability. For others, trust arises from emotional closeness, empathy,
or friendship. Avoid yes-or-no questions. Instead of asking “Will you
do this?” try “How long would it take you to get this done?” Be careful
about putting it in writing. Americans rely heavily on written
contracts, but in countries where human relationships carry more weight
in business, contracts are less detailed and may not be legally binding. [ABSTRACT
FROM AUTHOR]