A recent Business Insider blog post—These Diagrams Reveal How To Negotiate With People Around The World—gives us a set of communications charts from When Cultures Collide, which with great illustrative detail, describe how negotiations with different people across the world varies. Based on communications research, the diagrams aim to describe national norms and variations in how people approach and react in a negotiation.
Although the diagrams show different styles, such as “Hungarians value eloquence over logic and are unafraid to talk over each other,” or “Koreans tend to be energetic conversationalists who seek to close deals quickly, occasionally stretching the truth,” there are some similarities between the illustrated diagrams. The biggest one that stands out to me is that each negotiation includes at least one “resistance”, “refuse”, “confusion”, or, to put it most eloquently “PROBLEMS” stage. Getting people to buy into your ideas is tough, regardless of where in the world you are.
As Market Insights professionals, we encounter these “PROBLEMS” all the time. Despite wanting new ideas, business partners are reluctant to act. Market Insights must play the role of chief insights negotiator at our companies—working to present our findings and recommendations in a way that captures of the attention of business partners and spurs action.
What can we learn from this article to apply back to our work? First, some cultural sensitivity is important when working in the global marketplace. But sensitivity, planning, and understanding are key to successful negotiation in any geography. Here are some tips to take with you as you work to negotiate for action:
- Understand your communication style and those of your business partners. Different people approach negotiation differently. Doing some pre-work to map who you’re working with can set you up for negotiation success.
- Pay special attention to stakeholders with social styles opposite from yours, as well as social styles of “blockers” and “critics,” the key groups that you will need to influence to activate insights.
Members – need some extra help with negotiation and insight activation skills? CEB Market Insights has a workshop coming up that will provide hands-on training on skills including stakeholder identification, conflict pre-emotion and management, and negotiation techniques. Register here.