fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
We know that in cross cultural negotiation an essential element to consider is the difference of culture, how people think etc. Is quite impossible for the negotiator to understand completely all cultures which participates in the bargaining.
Do you agree with my affirmation?
In this case which techniques, process do you use for reducing this gap? Saving Changes...
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Stéphane ParentSelf Employed / Semi-retired| Leader MakerPrince Edward Island, Canada
I believe, Fosco, that the way to bridge cultural differences is twofold.
First, you need to have empathy so you can feel and understand the other person's emotional status.
You also must be able to see things from another person's perspective and get a sense of their "vécu" or life baguage.
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1 reply by fosco frongia
Feb 19, 2016 4:18 PM
fosco frongia
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Thanks Stéphane, I think your consideration are fundamental and normally I try to act in that manner.
Merci pour ta citation en français
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Sergio Luis ConteHelping to create solutions for everyone| Worldwide based OrganizationsBuenos Aires, Argentina
No, I do not agree. I made negotiation training in Hardvard with Mr Fisher and Mr. Ury and one of the key activities is to prepare for negotiation. This is the time to understand the culture.
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1 reply by fosco frongia
Feb 19, 2016 4:28 PM
fosco frongia
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Thanks Sergio, I agree with you: it is essential to prepare for negotiation, but the focal point of my question is another one: it is impossible to understand fully other culture, in other words we can learn other culture and prepare for negotiation but surely any aspect won't be considered totally or partially. If you have time, I suggest to you to read the article above:
Senior Projects Manager | Field & Marten AssociatesNew Westminster, British Columbia, Canada
You need to concentrate on the most important factors in the other part culture and figure out what could make a difference and what not. You have to at least be familiar with their culture prior to entering into a negotiation as you might conclude that it is impossible to do this project or business based in some core cultural habits they have and vice versa.
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1 reply by fosco frongia
Feb 19, 2016 4:29 PM
fosco frongia
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thanks Rami, I agree completely
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Dominic LawProduct Manager| PCCW GlobalHappy Valley, Hong Kong
Personally I like to use Geert Hofstede theory as an introduction to that culture, if I am totally blank about it. Besides, one can search in the internet to have some understanding of different culture. But it never beats the experience of work in that country. Even so there is so much to learn, especially the history, the language etc. One solution is to find someone in that country working on your side; well, the role "local agent" has been around since global trade happened in history.
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1 reply by fosco frongia
Feb 19, 2016 4:32 PM
fosco frongia
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thanks Dominic, great point.
may you suggest any link concerning Geert Hofstede theory?
many thanks in advance
Saving Changes...
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 17, 2016 8:09 PM
Replying to Stéphane Parent
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I believe, Fosco, that the way to bridge cultural differences is twofold.
First, you need to have empathy so you can feel and understand the other person's emotional status.
You also must be able to see things from another person's perspective and get a sense of their "vécu" or life baguage.
Thanks Stéphane, I think your consideration are fundamental and normally I try to act in that manner.
Merci pour ta citation en français Saving Changes...
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 17, 2016 9:35 PM
Replying to Sergio Luis Conte
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No, I do not agree. I made negotiation training in Hardvard with Mr Fisher and Mr. Ury and one of the key activities is to prepare for negotiation. This is the time to understand the culture.
Thanks Sergio, I agree with you: it is essential to prepare for negotiation, but the focal point of my question is another one: it is impossible to understand fully other culture, in other words we can learn other culture and prepare for negotiation but surely any aspect won't be considered totally or partially. If you have time, I suggest to you to read the article above:
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 17, 2016 9:35 PM
Replying to Rami Kaibni
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You need to concentrate on the most important factors in the other part culture and figure out what could make a difference and what not. You have to at least be familiar with their culture prior to entering into a negotiation as you might conclude that it is impossible to do this project or business based in some core cultural habits they have and vice versa.
thanks Rami, I agree completely Saving Changes...
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 17, 2016 9:37 PM
Replying to Dominic Law
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Personally I like to use Geert Hofstede theory as an introduction to that culture, if I am totally blank about it. Besides, one can search in the internet to have some understanding of different culture. But it never beats the experience of work in that country. Even so there is so much to learn, especially the history, the language etc. One solution is to find someone in that country working on your side; well, the role "local agent" has been around since global trade happened in history.
thanks Dominic, great point.
may you suggest any link concerning Geert Hofstede theory?
many thanks in advance Saving Changes...
Sergio Luis ConteHelping to create solutions for everyone| Worldwide based OrganizationsBuenos Aires, Argentina
Fosco: you never will understand completelly a culture. No matter is your own country culture. Talking about organizational culture the hard part is to elicit which culture the organization has because culture is not written in a paper. I will put this on other side. I have been working with multi-cultural multi-country teams in the last 25 years. Most of the organizations where I worked publish documents about how people and culture for each country we have the need to interact behaives. That´s is my point about to understand the culture before the negotiation. For example, body language and body manners.
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1 reply by fosco frongia
Feb 19, 2016 5:47 PM
fosco frongia
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thanks Sergio, i agree with you
Saving Changes...
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 19, 2016 5:32 PM
Replying to Sergio Luis Conte
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Fosco: you never will understand completelly a culture. No matter is your own country culture. Talking about organizational culture the hard part is to elicit which culture the organization has because culture is not written in a paper. I will put this on other side. I have been working with multi-cultural multi-country teams in the last 25 years. Most of the organizations where I worked publish documents about how people and culture for each country we have the need to interact behaives. That´s is my point about to understand the culture before the negotiation. For example, body language and body manners.
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