Cross-cultural differences in negotiation! 

 

United States 

According to Hofstede's theory, USA is the most individualistic country, a fact which verifies the creative and ambitious spirit of most American negotiators. Freedom, direct communication, deadlines, and task-orientation are the main ingredients of the American negotiation style. In this case, business tactics is considered highly 'success-and-achievement-orientated' and, sometimes, even competitive and aggressive but there is, also, another aspect which values cooperation, fairness and constructive communication. 


Bill Scott (1989) stated that the North American negotiation style is the most influential in the world based on confidence, dominance, professionalism, participative managerial climate and interest in packages. Rationality is the key-tool of the American negotiators which is reinforced by strong verbal but low non-verbal communication.

Nancy Adler (1997) revealed the very thought-provoking part of this country's negotiation 'attitude', which refers to the increase of formality in dress, vocabulary, behaviour and style, when working outside of the United States.

Greece and other Mediterranean countries 

Having the eldest culture and language in the world, Greek civilisation focused considerably on relationships and communication, and that is the reason why the Greek approach to negotiation is connected to an exploration of the other party's proprieties and claims. Greek negotiators, usually, gain useful knowledge and information concerning the opponent's future moves and actions. The Greek negotiation style is warm, full of expressive gestures and body movements.

According to Bill Scott (1989), there is a difficulty with all Mediterranean countries in pinning discussions down to particular deals or particular phases of negotiation but, apart from that, this negotiation approach must contain the types of appropriate discipline. 

Due to all the above factors, Greek managers and negotiators are not very much engaged in behaviours which promote the self (warnings, putdowns, etc.) and are, often, highly effective in their judgement accuracy of their counterparts' interests, offers and behaviours. In addition to that, Greek culture favours direct eye contact, loyalty, sincerity, open communication, extraversion, flexibility and inter-related agendas.  

References

Bill Scott (1989), The skills of negotiating, 6th edition, Hampshire, UK: Gower Publishing Company Ltd.

Nancy Adler(1997), International dimensions of organisational behaviour, 1st edition, Cincinatti, Ohio, South-Western College Publishing.

Picture Source Link

https://www.youtube.com/watch?v=QomYnjaVjfs.

Tim Voridis

Organisational Psychologist/Consultant: Personality and Communication Specialist 

'Innovation for a brighter future'.