From the course: Complex Negotiation Tips
Join today to access over 25,300 courses taught by industry experts.
International negotiation
From the course: Complex Negotiation Tips
International negotiation
- For years, cross-cultural negotiation experts relied on research findings like this. Negotiators from Russia and Hong Kong create less value at the bargaining table than those from other countries, but for different reason. Hong Kong natives tend to share less information, so deals aren't just robust. Russian negotiators use more power tactics so their opponents become defensive and don't give as much. Here's the problem with this approach to international negotiation. Almost every time you try to stereotype someone, you're wrong. People are interesting because they're unique and hard to predict. And research confirms when we rely on stereotypes we don't listen or observe well. We miss the subtle ques that signal how the negotiation is progressing. So we're less likely to reach the best possible agreement. Long-term relationships can't develop because we don't see people as they really are. This is only one…
Download courses and learn on the go
Watch courses on your mobile device without an internet connection. Download courses using your iOS or Android LinkedIn Learning app.