Have a look at www.negotiatelikealocal.com and click on your country and the one of your business partner and discover how both of you perceive a “normal” negotiation.
Let’s take the example of a German sales manager visiting his Italian client.
For Germany, the key information is:
In Germany you most probably perceive negotiation as a process. Your company has a process to take new customers and suppliers on board. Therefore, your task is to rapidly assess if the two processes are compatible.
Most probably in your culture, parties involved in the negotiation process are equal, though company size may a role; the largest one could have a "right" to show less flexibility.
Germany is part of the cultures in which negotiation is a process.
For Italy, the key information is:
In Italy negotiation is most probably perceived as a diplomatic ballet. In his country the “client is always right,” and you must do the utmost to satisfy him.
In his country, he will probably see you as the "diplomatic representative" of your company, considering you as an equal in his behaviour, but clearly seeing himself as the one detaining the power.
Italy is part of the cultures in which negotiation is a diplomatic ballet.
As a German sales manager, be prepared to join the “diplomatic ballet” with all the details this entails.
Furthermore www.negotiatelikealocal.com offers you a compatibility rating on the two countries as well as general information on the country. A smartphone application is in the pipeline, so please watch this space.
If you’d like to dig deeper, you’ll find more insights in the book by Marc Jacobs and Jean-Pierre Coene “Negotiate like a local”.
Communicated by Hofstede Insights
Publié le 08 janvier 2018