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Make Full Preparations Before the Negotiation

In order to cope with cultural differences, we must grasp some negotiating skills which will help us get pleasing results.

Before the negotiation, negotiators should estimate the cultural differences that may come up in the negotiation. Although the two sides of the negotiation are not enemies, but it is not to say that they don't have benefit conflicts and contradictions. Changes take place in the negotiation.

Negotiators should make full preparations if they want to master the development of the negotiation in the complicated situations. Only when they make full preparation can they adapt themselves to the changing conditions and handle it elastically to avoid the intensification of the conflicts. The preparation work include: the negotiating background, the evaluation of people and situation; things that need to be checked in the negotiation; the agenda; the best reserved solution and the tactics of concession.

For example, Americans are clear-cut, think highly of efficiency and seek real profit. They are used to talking according to the articles of the contract to save time as much as they can. Thus, it is very important to avoid talking in a roundabout way and keep clearly of right and wrong and ask without hesitate if you have any doubt when negotiating with Americans, otherwise, it is very likely to cause benefit conflict, even make the negotiation in a deadlock.

Another example, Japanese have very strong enterprising spirit, they work conscientiously, and they are cautious, polite, and patient. They pay much attention to etiquette which shows in the way they haggle with refined and courteous urbane and lay stress on establishing harmonious relationship with others. Hence, when come into contact with Japanese, to pick the guests up in the airport when the guests arrive, to have dinners, make friends with the guests after the negotiation is very essential because these can avoid conflicts to some extent.

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