Cultural research 'vital' for international business negotiations
Negotiators should be aware of other culture's customs
Firms should thoroughly research cultural differences when
holding international business negotiations, it has been
claimed.
Global companies are often required to hold talks with foreign
investors and inexperienced negotiators may come unstuck without
considering the customs of other countries.
Allen Kenneth, a US businessman writing for ezinearticles.com,
claimed staff must appreciate and respect other countries' cultures
to avoid professional mistakes.
He said: "The purpose we research cultural differences and its
conflicts between the east-west is to know ourselves clearly and
understand others properly . . . make best use of the advantages
and bypass the disadvantages."
Mr Kenneth underlines the differences between Western and
Eastern cultures by citing the contrasting approaches to
hospitality.
A Chinese delegation visiting Europe may consider it impolite to
be unaccompanied throughout their stay, as is convention in
China.
Conversely, Europeans making the trip to China may feel
uncomfortable being monitored and may misinterpret it as a lack of
trust.
Those who are aware of such traditions before opening talks
could find the negotiation process is completed without
incident.