Analysis of the negotiation process
In order to carry out an effective negotiation process at an international level (that is, when we are dealing with different cultures, it is recommended to follow the following recommendations:
• - Establish objectives: having delimited goals helps reduce the negotiation space in order to reach an agreement. However, aspects such as times and specifications that may change or be determined by the culture of the other party must be considered.
• - Choose team members: The aspects to consider within the team that is going to carry out the negotiation are: hierarchical position, personal experience, knowledge, image and that values are shared between the parties.
• - Focus on needs: It is important to take into consideration that not all cultures appreciate the same things. To carry out an effective negotiation it is better to know the needs of the counterparty.
• - Choosing a translator: is a factor that can add value to the negotiation. Having a translator who not only has experience in the language, but also the culture can help in the process.
• - Decide your position: It is important to consider what you are looking for in the negotiation, whether it is going to be competitive or collaborative. Take into account that there are cultures that prefer to collaborate and others that prefer to face the other party.
• - Consider the time: It is important to know the schedules that the counterparty manages as well as consider the aspects of dates, regarding festivities or vacations. There are cultures that prioritize certain issues over negotiation.
• - Interpret negative responses: Keep in mind that you will encounter negotiators who prefer to hesitate rather than say “no” (especially in low-context cultures). The non-verbal reactions of the counterpart can provide more information than verbal communication.
• - Plan to make concessions: Always analyze whether the counterparty is inflexible or can accept your terms. It is important to always allow for a certain level of concession, trying not to go beyond your needs and not neglect those of the counterpart.
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