Tips for international negotiations

The International Negotiation Skills course is one of the most popular courses offered by Ponto Group and is conducted together with Kulturlänk AB. This week, Jeanette Ohlsson Carlborg shares some of her best tips for negotiating across borders and cultures.

1. Before starting any negotiation, it is important to understand the other party's values, business etiquette and communication styles. Cultures can be high-context (relying heavily on implicit communication) or low-context (more direct). Understanding these nuances can prevent misunderstandings.

2. Flexibility is key. What works in one country may not work at all in another. For example, in China, long-term relationships are emphasized, while in the US, speed and efficiency may be prioritized.

3. Take time to invest in relationship building. Many cultures place a high value on building personal relationships before engaging in business. This may include informal meetings, dinners or social events. Social interactions are as important as formal negotiations.

4. Be aware of how concepts such as hierarchy, time and relationship building can differ between cultures. Don't assume that business practices or expectations in your home country apply to others. Be open to learning and adapting your approach.

5. Even when speaking a common language, nuances can be lost. Be clear and concise, avoid idioms and frequently confirm that you understand each other.

6. Patience is a virtue. International negotiations often take time due to different decision-making processes. Always avoid rushing.

7. Trust is often a cornerstone of international agreements. In many cultures, particularly in Asia and the Middle East, trust is built over time through personal relationships, rather than through a purely business approach.

8. Pay attention to non-verbal communication. Non-verbal signals vary widely between cultures. For example, eye contact may signal trustworthiness in some cultures, while in others it may be perceived as aggressive.

9. Be careful with gestures. Simple gestures can have different meanings in different countries. Make sure you know what is appropriate to avoid offending the other party.

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