Catherine Lee - The New Rules of International Negotiation - Building Relationships, Earning Trust, and Creating Influence Around The World (2007)
Catherine Lee - The New Rules of International Negotiation - Building Relationships, Earning Trust, and Creating Influence Around The World (2007)
Catherine Lee - The New Rules of International Negotiation - Building Relationships, Earning Trust, and Creating Influence Around The World (2007)
“Do you travel overseas in business? Does your company have part-
ners in other countries? Do you feel sometimes confused about how to
negotiate with people from other cultures? Do you teach international
business? If your answer to any of these questions is yes, this book is a
must for you! Comprehensive approach, firsthand experience, solid
theoretical base, practical suggestions—everyone will find something
valuable here.”
—Dr. Krzysztof Gluc, vice president, Wyzsza Szkola Biznesu, Poland
C atherine Lee
Franklin Lakes, NJ
Copyright© 2007 by Catherine Lee
To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201-
848-0310) to order using VISA or MasterCard, or for further information on books
from Career Press.
HD58.6.L43 2007
658.4’052—dc22
2007029046
Dedic
Dedicaation
This book is dedicated to my dear husband, Timothy, and to my
children Stephen, Andrea, Cassie, and Moira.
Acknowledgments
To Alicia Karapetian for her editing and support through the unknown.
For their contribution to the snapshots of various countries, I’d like to
thank: Dr. Sharon Badenhop, consultant and professor, Rochester
Institute of Technology; Camilo Escobar, senior manager, BP, Bogota,
Colombia; Dr. Krysztof Gluc, vice director, Wyzsza Szkola Biznesu
[WSB], the business university in Novy Sacz and Krakow, Poland;
Gary Jamison, principal, Jamison Group and affiliate, Japan Intercultural
Consulting; Rasheed Ahmed, vice president, EXENSYS, India in the
United States, Ramonda Talkie, colleague in development of the nego-
tiation process, John Willig, a literary agent who reflects the best in
the negotiating style, and Chang Lu Wang, business consultant, Beijing,
China.
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Contents
Foreword 9
Introduction 13
Part I: The Cowboy in a New Frontier
Chapter 1: Crossing the Cultural Divide 25
Close-Up of Asia
Snap-shot of China
Chapter 2: Competition is King…and Queen 39
Snapshot of Japan
Chapter 3: The Gated Community:
Corporate America Lives Here 49
Close-Up of Eastern Europe
Snapshot of Russia
Chapter 4: Superiority Complex:
Sophomores of the Global Campus 73
Snapshot of the United States
Chapter 5: Values: A Matter of Priorities 85
Snapshot of Poland
Chapter 6: Build a Trustworthy Relationship:
The Trust Model 103
Snapshot of Hong Kong
Chapter 7: The Business of Good Actions:
Four Strategic Virtues 119
Snapshot of India
Chapter 8: The Charismatic Multi-national:
Lending a Hand to Neighbors vs. Managing
a Business Arrangement 139
Close-Up of Latin America
Snapshot of Colombia
Part II: Negotiating to Shi
Chapter 9: Crossing the Cultural Divide 157
Chapter 10: Recognizing the Needs of the Other Side:
The Fastest Route to Getting What You Need 163
Snapshot of Argentina
Chapter 11: The Mandate: A Blueprint of the Dance Floor 173
Snapshot of Chile
Chapter 12: Common Ground: Cultural and Contextual 187
Snapshot of Venezuela
Chapter 13: Building Trust: Vulnerability and Consistency 205
Chapter 14: A Nation of Superiority: Ask and Listen 219
Chapter 15: John Wayne is Dead:
The Most Difficult Negotiators—From Two Perspectives
(Ours and Theirs) 231
Chapter 16: Verbal Behaviors:
What You Say and How You Say It 239
Snapshot of Brazil
Chapter 17: Getting Ahead
of the Cultural Changes 259
Index 267
About the Author 272
Foreword
Foreword
9
The New Rules of International Negotiation
Too often people focus on the deal that is currently being negoti-
ated and fail to realize that if they get the relationship right, there will
be multiple deals down the road.
Establishing respect among different cultures is essential, particu-
larly in emerging markets. In the end, people buy from other people,
and they usually buy from people they trust.
A confident swagger and self-promotion may score points in the
United States, but, in many parts of the world, humility is the greatest
virtue. These cultural differences necessitate that business profession-
als adapt their approach and show sensitivity to the people with whom
they are negotiating and who they are hoping to call partners.
Today, Motorola generates the majority of its revenues outside the
U.S. While this is a recent phenomenon, it demonstrates that the com-
pany is becoming increasingly dependant on foreign markets and di-
verse cultures for its growth and future.
Global companies, such as Motorola, have an obligation to adapt to
foreign markets and operate, when possible, as a local business that
relies on local managers for results. Organizational design in different
countries cannot be conceived in a vacuum, and consideration must be
given to the wants, needs, and culture of a particular market.
Increasingly, the world is focused on two dominant emerging mar-
kets: China and India. With each country claiming more than a billion
people and annual economic growth of close to 10 percent, China and
India have truly become the new business frontier. For established North
American companies in search of new ventures, these two countries
offer big markets, big opportunities, and big risks.
Although China and India are advancing at rates not seen since the
industrial revolution, they are each struggling with developing financial
markets, legal systems, and corporate governance regulations. In these
countries, the best way to achieve business objectives is to understand
Chinese and Indo cultures, and build long-term relationships.
It is also important for executives to understand that the North
American way of conducting business does not always translate well in
these cultures. The straight-talking, shoot-from-the-hip approach to
10
Foreword
negotiations that is valued in Chicago or Dallas may come across as
arrogant and defeatist in the boardrooms of Shanghai or Bombay.
This brings me to this excellent book by Catherine Lee, The Rules
of International Negotiation: Building Relationships, Earning Trust, and
Creating Influence Around the World.
A top management consultant and negotiations expert who has pro-
vided senior counsel to global companies such as General Motors,
Milwaukee Insurance, BP (Amoco), and Korea Telecom, Ms. Lee’s
book correctly focuses on the need for business executives to bring
cultural sensitivity and understanding to the negotiating table.
This book, which grew out of a series of presentations Ms. Lee gave
to Motorola’s World Wide Management Group, is timely and relevant
given the increasingly global business environment in which people work.
Having been fortunate enough to participate in Ms. Lee’s presenta-
tions and to have read this book, I can say that Ms. Lee injects some
much needed empathy, insight, and thoughtfulness into the realm of
Corporate America. Using a series of anecdotes that are familiar and
relatable, Ms. Lee makes a compelling case for business professionals
to look at the wants and needs of the customer before their own, and to
see people with whom they’re negotiating as human beings rather then
adversaries.
The book looks long and hard at business practices and cultural
priorities around the world including China, where Ms. Lee has spent
much of her professional career and where many U.S. executives in-
creasingly find themselves conducting business. The examination of
China draws comparisons to U.S. business practices and negotiating
techniques, and offers some valuable lessons.
They key learnings I took away from this book are the importance
of respecting customers enough to learn about their country, customs,
and culture, and to focus on relationships that will lead to long-term
success rather than a one-shot deal. In fact, without a solid relationship
even a one-shot deal has a minimal chance of success.
I strongly recommend this book, and encourage each of you to keep
an open mind and learn from Ms. Lee’s experience and wisdom. Apart
11
The New Rules of International Negotiation
from its business teachings, the book contains a great deal of humor,
charm, and practical advice.
As the world becomes more connected and the interdependence of
countries grows, cultural sensitivities will become as valued as a focus
on the bottom line. Globalization will continue to define the world in
which we live and business will become increasingly international. In
this environment, we each have an obligation to understand the people
we work with and rely on for our success.
By Michael Hortie
President of Motorola, Canada
12
Introduction
Introduction
13
The New Rules of International Negotiation
14
Introduction
trained me in assessments and their intended results. It was the best
experience that anyone could have to formalize their learning—first-
hand observation and an opportunity to elicit immediate feedback.
In November 1990, I left for Hong Kong. I was petrified by the
thought of standing in front of businessmen from every different coun-
try in the Pacific Rim and instructing them in leadership and manage-
ment skills. I worried about whether they would understand me, or my
off-center sense of humor. I didn’t know if my woman-ness would af-
front them, or if their cultural bias would offend me. I wanted to be
knowledgeable in every aspect of their culture. I almost couldn’t talk
the first day because my mouth had the dryness of fear, of ignorance,
and of inexperience. Now, I have that same feeling when I have to fa-
cilitate a group of white Americans from the corporate culture. With
the diverse groups, I have the vast lenience of every other culture.
The participants in many of the sessions, if asked respectfully, would
tell me the agenda of a typical workday in their country. Many times in
the cross-cultural groups we would use an agenda from a different country
each day. It kept change a respectable force in our sessions.
The unexpected benefit was often seeing more clearly the values of
a new and different culture. I worked several times with a group of
software developers in Turin, Italy. I once mentioned I would love to
see the Shroud of Turin. It’s put on display for the public only every 25
years. The year was 2000! A couple of the engineers decided to take me.
By the time word got out, about 27 of them went with me. Afterward,
we all went to a restaurant to eat, drink, and discuss the validity of the
shroud as that of Jesus Christ, or of any other man of 2,000 years ago.
I realized later that evening that I was at the end of my fifties and no
one in the group was older than 35 years old.
The engineers had always included me in dinners after work, their
regular Wednesday night parties, and at lunch. I began to see the dif-
ferences in a culture’s values and their priority. Age wore a softer face
in Turin, Italy, and young people searched out an older person’s opin-
ion, judgment, and support. Later, I discovered firsthand that age is
honored and loved in China. In China, I was more deserving of their
respect because I was older.
15
The New Rules of International Negotiation
16
Introduction
was the beginning, yet the establishment of trust, the basis for a long
term relationship required some behavioral modifications to the United
States style for doing business.
Negotiation is inherent to doing business globally. Today working
side by side with four or five cultures has become the norm—in the
United States and across the world. This study brought me back to a
simple understanding that you can’t change someone else’s behavior.
Being married for 40 years, dedicating every effort to change my spouse,
should have chiseled this in my brain and my heart much earlier. One
can only change one’s own behavior, and we do it many times in a day
depending on who walks in the room or which child in the family we’re
reprimanding.
This book develops within an objective to make you aware enough
to want to change your behaviors as a businessperson, so that you will
be able to negotiate and influence in a veritable global marketplace. It’s
not stating that other cultures don’t have their hang ups in the way they
behave—it’s stating we can’t change their behavior, but we can cer-
tainly influence them by changing some of the ways we work with other
cultures, including our own.
This is not primarily a do-and-don’t book taking you through a va-
riety of cultures. Although snapshots of regions and several countries
they house are included, the emphasis is on how to work and negotiate
well with all cultures. The background and cultural considerations of
emerging markets serve as an introduction to the country and its cus-
toms. Most important, it is a guideline for how to work within different
cultures, using a universal base for building trust and earning the right
to influence. It doesn’t negate the value of the “do’s and don’ts,” yet it
emphasizes the skills and behaviors that will convince someone to lis-
ten to you. It then includes stories and examples of what will show
another culture that you value their traditions enough to clumsily and
awkwardly bow or read their business card. It’s the “clumsy and the
awkward” that are important. This book identifies ways to modify the
accepted U.S. business style to a more universally and respectfully ac-
cepted style in order to better negotiate and influence in other more
mature cultures.
17
The New Rules of International Negotiation
The book is structured into two main parts. The first half describes
a business style through examples and stories, which matured out of a
culture of free enterprise, and a capitalistic, competitive society fo-
cused on business and sports—both recognized by the money involved.
Many of the aggressive behaviors that are appealing and acceptable to
organizations are not appropriate when working across cultures. In fact,
these behaviors are also rude in this culture, but have evolved into be-
ing acceptable.
The second part of the book focuses on negotiation processes and
the Behavioral Approach Model that targets successful outcomes and
agreements. This model illustrates how a person’s expectations of an
individual create responding behaviors from that individual. Our ex-
pectations are set by our attitudes, beliefs, and values. Four Strategic
Virtues: Consideration, Acceptance, Respect, and Empathy are devel-
oped within practical applications. Voltaire, the 18th-century philoso-
pher, in his Philosophical Dictionary (1764) wrote, “Virtue between
men is a commerce of good actions….” These Virtues become the
processes for assuring success in the practice of the Virtues. Seven
Influencing Verbal Behaviors are highlighted demonstrating how they
build a better style for ensuring the consistent use of the Strategic Vir-
tues. The behaviors reflect one’s expectation of another, and these in-
fluencing behaviors move one toward “confident expectations” or trust,
as defined in this book.
The emphasis then shifts to “how to modify one’s behaviors” to
work more effectively with other cultures, build trust, and, ultimately,
maintain long-term relationships. A Trans-cultural Alignment Model is
introduced. The Four Strategic Virtues: Consideration, Acceptance,
Respect, and Empathy are developed within practical applications. The
practice of these Virtues becomes the processes for assuring success in
working across the cultural diversities of the continents.
The Seven Influencing Verbal Behaviors are highlighted in the
Influencing Behaviors Model, delineating the behaviors by definition,
example, and then interpersonal impact and business impact. These be-
haviors become action items you may put into use immediately and see
the positive results of your behavior modification. The model introduces
18
Introduction
you, the reader, to the most specific and smallest action to work on. The
impact of these small behaviors on the other person is grand. This recog-
nition of behavior and impact gives you something to do now, to generate
change and to influence the other side to move toward solution. Trying
to change your attitude or belief takes a lifetime, whereas changing your
own behavior or expectation of another can be immediate and could even-
tually have a positive effect on your attitude or belief.
The New Rules of International Negotiation focuses on the behavioral
aspect of negotiating. Behaviors include both the planning and the strate-
gic parts of negotiating. Behaviors are a strong part of strategy; in fact
they often determine the effect of your strategy. In essence, asking, sum-
marizing, and building become the rules for successfully negotiating. These
influencing behaviors also solidify a style for working well in most busi-
ness and social interactions. There are two standard rules that are con-
stant and determine your level of success. The first rule is a consistent
practice of the Strategic Virtues—“commerce of good actions,” which
design the framework for trust. The second rule is to use the Influencing
Behaviors, the specific, small verbal behaviors become a strategy for
maintaining trust and building relationships.
19
The New Rules of International Negotiation
B South America
Colombia
Venezuela
Brazil
Chile
Argentina
B United States
I have worked around the world and I have observed many richly
different cultures. It has taken me 17 years to note well the classical
norms of principles and values, and the exclusivity of cultural traditions
and customs. It is difficult to isolate and recognize every country’s dis-
tinctions in culture, just as it is for me—a born citizen of the United
States. The north, south, east, and west regions each have distinguishing,
cultural characteristics. If I described one area as common for all areas,
I would probably be wrong 75 percent of the time. Whatever I present
about the countries, it is only a small piece of who they are, gleaned from
my experiences, which further influences, one way or the other, the gen-
eral statement of culture. It was easier for me to find the commonalities
(such as common ground in a negotiation), get comfortable with what we
shared, and then move together to an understanding of our differences.
Once we got on the same side of the multicultural table, I could pursue
the differences, discover their distinct values, and then together choose
the best solution for the issue being negotiated. The benefits of the pro-
cess were worth far more than the initial investment—peak in productiv-
ity, better relationships, and more long-term business.
Every country has a culture exclusively its own—a culture rich in
traditions and customs, that, when understood, can show different val-
ues, strengths, and purposes. To work in a collaborative effort requires
an understanding of and appreciation for these cultural differences. It
also requires the flexibility to use the others’ strengths when the situa-
tion is conducive and appropriate (or when the situation is low risk and
perhaps not the best, but is worth forfeiting the best for adequate to
show a willingness to do it “their way” to fortify the relationship).
20
Introduction
Many of the suggestions that are given for how to work better with
those in one country are appropriate and effective when working with
many countries, including the United States. These suggestions are given
on the assumption of sincerity. For example, one of the suggestions
given for Colombia, South America: citizens are proud of their coun-
try, so compliment it. That would work for most countries. If you com-
pliment a country for its natural beauty and substantiate it with a specific
accolade, such as, “Bogota’s mountains and flora make it appealing
year round” or, “Your weather keeps one motivated year round.” Your
sincerity is felt. If you tell them, “Great country you have” or, “Nice
country, seems to work well with so many different people” could be
considered as patronizing. “Your accent is much easier to understand
than many I’ve heard before”—ouch!! Sincerity stops you from being
or from sounding patronizing. When you want to appear appreciative
or accepting, it is easy to fall into sounding patronizing. Avoiding gen-
eral statements and repetition of statements could prevent a perceived
insincerity.
Though I single out certain expectations of one country, the same
expectations could easily apply to other countries. Having it become
part of your demeanor could benefit you across the globe. The premise
of this book is that the Influencing Behaviors, which are delineated and
defined in Chapter XVI, are strategically effective across all continents.
Recently, I was delivering a presentation to the Council of Supply Chain
Management Conference and I took them through these behaviors and
related how they affect the different cultures. Why a summary and a
paraphrase are appreciated by audiences of different languages. One of
the attendees then asked, “I understand how these behaviors would
help those whose first language is not English, now which behaviors
would work in the United States?” I then realized I had not fully ex-
plained the values or the affects of the behaviors. The behaviors influ-
ence human beings no matter the culture in which they lived. The
behaviors uphold Respect, Consideration, Acceptance, and Empathy in
all countries, and are not exclusive to any culture. The Four Strategic
Virtues transcend all cultures and the Seven Influencing Behaviors sup-
port the virtues.
21
The New Rules of International Negotiation
NOTE:
When commenting on a specific global area or country, it is usually
in generalizations—general comments, not personal absolutes. Please
keep in mind that situations, individual social styles, circumstances,
and interpersonal dynamics influence every exchange socially or in busi-
ness. There is no category of behavior that describes everyone.
22
Foreword
Part I:
The C owbo
owboyy in a New
Cowbo
Frontier
23
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Crossing the Cultural Divide
CHAPTER 1:
Crossing the
C ultur
ultur al Divide
tural
Agenda
A. Small social courtesies with large business impacts.
B. Barriers that prohibit relationships.
C. Image—whose image is the right one? Mine or Theirs?
25
The New Rules of International Negotiation
Thirty-two businessmen from all over Asia gather in this large con-
ference room, seated at round tables, waiting for the morning’s session
to begin. An assortment of sweets and savories fill gilded gold and red
trays in complex and appealing geometric design, perfect in spacing
and color. Angular and round pastries stuffed with varied sweet bean
pastes are outlined by sprigs of violet and pastel pink orchids. It is so
exquisitely presented that I am, at once, confident the taste will match
the perfection of the display. Meat-filled pastries and skewered beef
pieces extend an aromatic welcome with a mystifying arrangement. The
scent alone pulls everyone to the table.
Both the room and the food make the participants of this American
Corporate Leadership Seminar feel valued. It is an environment invit-
ing conversation and camaraderie. The men talk about family, current
events, and business. As the program begins, attendees exhibit a fo-
cused attention, astute listening, and a somewhat guarded willingness
to participate. Small group breakouts help illicit more contributions
and the interactions become productive in outcome.
By midday the men are feeling comfortable with each other and
accomplished in their involvement. I turn to face them to begin the last
activity before lunch. As I look out into the group, I notice three men
boldly picking their noses. In fact, they are making a dedicated effort
to the capture. They sit militarily, straight-backed in their chairs, at
attention, heads held level and high, looking straight at me with their
fingers industriously digging. Their attitude seems professional in all
other regards, and even a bit defiant. Our eyes meet, and they don’t
even flinch. They continue. I can’t watch. I look away embarrassed.
They continue. I can’t guess what they ultimately did with their “find.”
These men manage multi-million dollar operations. They are atten-
tive and focused. They are targeted to succeed. They are well educated,
smart, and considerate. They are nose-pickers. No one else seems both-
ered by this activity. Perhaps the others could not see them.
I set my line of sight on the Chinese vases in the back of the room. I
am disgusted, embarrassed, and arrogant. How gross for an adult man! I
consider it insulting. I begin to look at those three men with a different
26
Crossing the Cultural Divide
feeling. Where is their breeding? The remainder of the day, I can hardly
talk with those men. It is the beginning of an almost two-year resistance
to learning about the Chinese culture and valuing its historic differences.
Why? I never left my own cultural frame of reference.
It’s shameful to mention that nose picking could influence me into
a destructive bias. To judge a person’s value on an American custom of
“polite” contradicts every value—and business instinct—I have.
Almost two years after the first of several incidents, a Chinese col-
league of mine explained to me that the Chinese do not believe picking
your nose is polite or impolite. It has never been a consideration of
theirs. No Chinese child ever heard, “Don’t pick your nose” or, “Go
get a tissue.” The Chinese do not share a code of behavior or manners
that compliment our proprietary system. It’s not part of their culture.
It’s not even considered.
Social rules such as: “Don’t pick your teeth at the table,” do not
apply. In China, a hand covering your mouth while the other hand cleans
the teeth with a toothpick is most acceptable. In the United States,
meals are dished out with serving utensils, but in China food rotates on
a lazy Susan and each person uses his or her chop sticks to pick up
pieces from the main serving platter. It’s nothing in China to clear your
throat or nose at the table. It might happen stateside, but it’s certainly
not appropriate.
The Chinese find it rude and intimidating when someone consis-
tently looks them in the eye, whereas, we, here in the United States, do
not trust someone who doesn’t look us in the eye. We consider them
“shifty,” dishonest, and insincere. Also, a person in China must refuse
an invitation to pay for dinner several times before accepting it, but in
the States it varies.
One perceived misbehavior becomes a barrier to building a good
relationship for doing business. Many times, I judged another’s compe-
tency based on American etiquette standards and not on his perfor-
mance or idea. I questioned a person’s expertise based on his style of
picking his nose. He certainly could not be as “smart” as someone who
didn’t pick his nose in public. I often thought that a nose-picker could
27
The New Rules of International Negotiation
Define Culture
According to Webster’s Unabridged Dictionary, the definition of
culture is “the behaviors and beliefs characteristic of a particular so-
cial, ethnic, or age group.” Culture embodies the rules that regulate
basic patterns of behavior. They are the “shoulds” and the “should nots”
of any group living in the same country, practicing the same religion, or
of the same nationality. These “rules” create parameters or natural bound-
aries that make the people living within that culture feel comfortable.
28
Crossing the Cultural Divide
One of the outcomes of these rules and regulations is inclusion or ex-
clusion. Culture could be developed through neighborhood, religion,
ethnicity, profession, or common interest.
A business culture is much the same. Merriam-Webster’s Collegiate
Dictionary says a business culture is “the set of shared attitudes, val-
ues, goals, and practices that characterizes a company or corporation.”
Group behavior and beliefs are key components of a business culture.
These “shared” attitudes become visible indicators of the “shoulds”
and “should nots” of that work environment. For example, walking into
corporate headquarters of a company usually reflects a more formal
and cautious attitude versus a branch that is out in the field where it
could be seen as more friendly and inviting. From the way a reception-
ist greets you to whether an executive offers you a cup of coffee, you
can determine revealing parts of the work culture. Countries are the
same. What can make you feel foreign?
Be the Foreigner
On a November morning in 1992, I was in the railway station in
Beijing. I had just finished giving a seminar and had to be in TianJin, in
the industrial zone, to give another workshop the next day. There was
an unexpected snowstorm and I couldn’t get to my destination by car.
My driver took me to the train station and instructed me to get a re-
served seat, and then he drove off, leaving me alone with a million other
people.
Colossal and bleak, the station was a cement palace. It was packed
with more than a million people, but the silence was deafening. People
rippled 15 abreast subtly and smoothly through the corridors, as if their
feet didn’t even touch the floor. They systematically filled every inch of
space, and the undetected order was disturbing.
I began to look for a familiar face, yet I knew I would recognize no
one. I tried to make eye contact with someone—anyone—but their eyes
looked past me. I desperately wanted to make eye contact so perhaps
someone could help me find the ticket office. No one would look at me,
but I could feel their stares when my eyes shifted.
29
The New Rules of International Negotiation
I was the only westerner in the station. Standing 5 feet 7 inches tall,
with dishwater blonde hair, my arms full of bags and pulling a suitcase,
I was neither subtle nor quiet. The wheels of my suitcase rolled heavily,
clanking across the cement floor like a tank moving in to attack. Feel-
ing more and more like the “other,” I walked faster, but the sounds of
the wheels became even more intense, almost symphonic. The heat of
embarrassment rose within me, but not a head turned. As I looked for
an information area, I realized I could see across the entire mass of
standing people. It was as if I was standing in the middle of a classroom
of young children and by size alone, I was the designated teacher. My
usually confident carriage was being challenged by my confusion, frus-
tration, and fear of missing my seminar.
My appreciation of China made me forget that I looked any differ-
ent than they do. I did not think about my ever-changing yellow hair or
my square-jawed, first-generation Russian face. I had large feet, con-
spicuous hands, and an impatient habit of crossing and uncrossing my
legs while moving my hands in uncontrollable repetition to smooth my
wrinkled raincoat. The entire process made me look like a nervous horse
circling and waiting for the race to start. I looked at the people in front
of me and on the side of me: delicate and small, dark hair, wrinkle-
free skin, gently moving with a noncombative presence. I became aware
of their fascination with my appearance and, of course, with my very
presence—my very foreign presence.
Examine Exclusion
Feeling foreign damaged my confidence. My exterior excluded me
from the group of one million. No word was exchanged, no thought or
idea expressed. I just didn’t belong. I began to lumber rather than walk
with purpose, my posture caved into the pressure of certain stares, and
my confidence fell reflecting the discomfort of being different.
This change in a person’s attitude and actions happens in the work
place when an employee is made to feel strange or different and just
doesn’t fit in. The exclusion reduces his confidence and promotes a
feeling of inferiority. The individual is less likely to extend his efforts.
Productivity and quality are directly impacted by this perceived loss of
30
Crossing the Cultural Divide
value and integrity. One’s skin, clothes, accent, and mannerisms can
each exclude an individual from a conversation, a meeting, or even busi-
ness negotiations all together. The exclusion from a business culture
limits an employee from reaching his full potential, and therefore limits
the resource for the organization.
There is no universal standard for the superficial, yet there is for
the depth of a person. They are foreign to us and we are foreign to
them. My perception of myself was just that—a presumptuous percep-
tion. Corporate, capitalistic arrogance convinced me that our way was
the only way, the right way, and the best way. It led me into thinking
that everyone would want to be us, look like us, and live like us. This
attitude of superiority sets up a barrier that tells others that any differ-
ent way of doing or acting is inferior to our way of doing or acting.
Without asking or without exploring, we decide who fits and who does
not. We judge based on our criteria and then try to make up for it with
respectable excuses: “She’s so difficult to understand. I don’t want to
embarrass her,” or, “He gets so emotional. He shouldn’t present at this
meeting.” More common is the remark, “He has to get more aggressive
if he wants to be heard.”
The United States has often been called a melting pot, but we want
everyone to jump into that pot and come out looking American. The
definition of barrier is based on exclusion versus inclusion. A barrier
limits access to information, to being together, to a facility, to a meet-
ing. Outward appearance often limits access and social habits. These
barriers can create confusion, misunderstandings, distrust, and a break-
down of communication. Understanding the barriers can afford oppor-
tunities for working together while focused on reaching the targeted
outcomes and negotiating the best solution for both sides.
Our ultimate goal is to build strong relationships that are grounded
in trust. Identifying barriers, understanding the differences, and, ulti-
mately, valuing a different way of doing, results in an influence of
strength. Picking a nose or seeing only from my perspective, limits my
access to the best of solutions and to quality and timely implementation
of those solutions.
31
The New Rules of International Negotiation
Close-Up of Asia
In the June 28, 2006 issue of Working Knowledge for Business Leaders
(a weekly newsletter for business executives put out by the Harvard
Business School) an article titled, “What the New Asia Means for
Multinationals,” stated that “[I]n the Asian competitive environment
of tomorrow, it won’t be enough for the managers of Western multina-
tionals to be able to think global, act local. The reason is that being an
expert at taking a global business formula and adapting it to a local
market largely ignores the opportunity to take learning from a local
Asian market and apply it to reshaping the company’s strategy across
Asia (or for that matter, the world).”
This excerpt from a Harvard Business School article pinpoints the
essence of succeeding in Asia—recognize and learn from the excep-
tional business practices of local businesses so that you can use them
across your global market. This strategy will keep you competitive with
the rest of local Asian businesses who will capture the best practices of
other locals. This was written in 2006, and that “tomorrow” is now.
This centers on the controversial discussion of whether it is a trend or
not. Will the way of doing business remain the Western way of doing
business?
Asia is an enormous continent that includes major markets—China,
Hong Kong, Japan, Korea, Taiwan, and India. Unlike North or South
32
Crossing the Cultural Divide
America, Asia hosts a wide variety of languages, races, religions, and
distinct cultures. Though the countries hold some commonalities in
values, they have very distinct business styles and individual customs,
traditions, and behaviors—from passive to assertive.
33
The New Rules of International Negotiation
Snapshot of China
China is a major player in today’s global market. Believed to be the
oldest civilization, its prehistory dates back 12,000 years (the Neolithic
Age). China’s population is now close to 1.5 billion, and the predomi-
nant language is Mandarin. Today the Communist Party governs China
from Beijing, the capital, but, the communist constitution does allow
freedom of religion. The majority of people in China follow the Analects
of Confucius, which is more of a philosophy as opposed to a religion.
Confucius spent his life dedicated to learning—learning how to be-
come a benevolent, virtuous man. A small portion of the Chinese popu-
lation (about 20 percent), follows the teachings of Buddha. In fact,
some Chinese only follow Buddha’s teachings as a safeguard, just in
case the Buddhists are right.
China also has a long history of dynasties and emperors—beginning
with the Xia Dynasty about 1994 B.C.E. and ending with the Manchu or
Qing Dynasty, which ruled from A.D. 1644 to 1912. As the dates indi-
cate, the dynasties historically endured. Chairman Mao Zedong brought
communism to China in the late 1940s.
China is a collectivist culture valuing relationships, the group, and
its members, and counters the individualist thinking of a democracy.
The following list is not an absolute statement of good or bad, right or
wrong, or effective or offensive. It does not describe every person in
China who embodies all of these characteristics. Instead, the list de-
scribes “what is.” The businessperson who determines how best to work
within a different culture is the one who will be effective and efficient,
building the relationships needed for long-term success.
34
Crossing the Cultural Divide
DO DON’T
Ask open questions. Order or insist.
Mentor. Assume.
35
The New Rules of International Negotiation
Cultural Considerations
Relationships are the foundation of the Chinese culture. Relation-
ships, either within one culture or across cultures, involve many as-
pects of a person. The Chinese person is there to support others. It is
easier to build trust from the beginning than to try to undo what’s
been done before. If you establish an ineffective relationship—or one
of necessity—it is even more difficult to change it into a trusting one. It
is better to start building trust from the first encounter.
Decision-Making
B Collective decision-making takes more time and is recog-
nized. Decisive could be considered deliberative in China.
B Decisions are weighed as strongly by feelings as by data,
much like the Latin American cultures.
B In hierarchical tradition, the decision-maker generally will
not speak directly to the project manager of the other side,
nor will all of the decision-makers meet at the same time.
B The top-ranking authority will take time to hear all the in-
put of those working on or impacted by the negotiation.
B Chinese colleagues who have not developed a good relation-
ship may intentionally not cooperate at work. This becomes
an issue of respect and trust.
Building Relationships
B Saving Face is fundamental to the Chinese.
B Challenge and/or confrontation are avoided at all costs for
the sake of harmony.
B Time taken to gradually build a relationship with managers
is well invested.
B Generally, the Chinese prefer to not touch.
B Know the background, education, and experience of the
managers.
B Strong, aggressive behavior is often seen as disrespect.
36
Crossing the Cultural Divide
B The Chinese will shut down or retreat and take their time.
B The Chinese highly value humility—no self-praise; it must
come from others.
B Interest in Chinese art, history, and land builds and main-
tains strong relationships.
B It is appropriate to give gifts to an organization and, at times,
to an individual. Red and gold signify good fortune and long
life.
B Age is honored and highly respected.
B Once a relationship is established, you may ask almost any-
thing of your colleague.
B Loyalty is a guarantee.
These cultural considerations and those on the previous pages were
collected from interviews, questionnaires, and focus groups. The
Chinese participants were businesspeople who have worked in Chinese
and U.S. companies/corporations. This information took 11 years to
compile.
Chinese Companies/Business
B Managers become managers because of years of service or
because of the relationship with their supervisors.The Chinese
are very sensitive to titles and status.
B The majority of Chinese companies are still government-
owned. Individuals have no sense of ownership.
B Time is not a priority in the Chinese culture.
B Skill and knowledge alone are not reasons for promotion.
B A common Chinese perspective is “work well and speak less.”
B The Chinese have little training in customer care, manage-
ment skills, and processes or efficiency.
B The top priority of Chinese companies is “good relation-
ships.” Second is solving technical problems, followed by
training.
37
The New Rules of International Negotiation
38
Competition Is King...and Queen
CHAPTER 2:
Competition Is King...
and Queen
Agenda
A. A society led by business and sports
B. Vulnerability and empathy put “competitive” in
jeopardy.
39
The New Rules of International Negotiation
40
Competition Is King...and Queen
a bit formal and stiff. S.K. and I knew each other from previous profes-
sional workshops. On the third day I posed the question, “In one sen-
tence tell us, in your opinion, the major reason for your plant’s superior
rating.” We went around the room and everyone gave the question seri-
ous thought and the answers were building a good foundation for the
next discussion. S.K. was last and she said, “I treat everyone in my
factory as if they were my family, and they protect me as if I was their
mother.” Her humble, familial statement unified the group in focus and
in spirit. The analogy could be carried easily to every aspect of their
business and it made S.K. an approachable woman colleague whose pri-
ority of values, as a woman and mother, were in the correct cultural
ranking. S.K. did not place business success before her role, as woman
and mother.
41
The New Rules of International Negotiation
42
Competition Is King...and Queen
a long-term plan, rather than doing everything possible to be certain
the negotiation is done “our way.”
Competitive posture is part of how we do business. But it is more
important that we remain aggressively competitive in product develop-
ment, and to seek out new business in a principled and collaborative
manner. It is similar to the thinking of politicians who state, “I am
fiscally conservative, and socially more moderate.” Keep competition
to the product and collaboration to the relationship. How we do busi-
ness across cultural barriers requires more of a family-owned-business
process in order to develop the long-term relationships needed to con-
tinue to compete.
Within the global client arena, businesswomen appear, at times, to
be more effective. Many cultures, including the United States, breed
women to develop and maintain relationships. Maintaining relationships
is one of the determinants of business success as we know it. It will
determine the difference between satisfaction and retention of our glo-
bal customers. When negotiating, often one party suggests that he or
she has more value to offer and more money than the other party,
thereby suggesting that he or she has more power. There is a distinc-
tion between a competitive posture and a confident presence: one pro-
motes the self and the other promotes ideas and solutions.
But the guidelines for how we do business are standard for all cul-
tures, because they’re dependent on Four Strategic Virtues: Respect,
Acceptance, Open-mindedness, and Empathy. Our research showed that
these virtues are universally valued, and, in fact, are essential to every
good relationship. A Chinese businessperson might admire a shrewd
American businessman if he is, at the same time, principled in his crite-
ria for doing business—in essence, building a strong foundation for
trust. If you bow just the right way or hand your business card with
both hands you’ll be invited into the house. If you show the respect for
their time, their opinion, and their arts, you’ll be asked to stay for the
first of many meals.
In 1998, I had been working with a joint venture of a large American
corporation and a Chinese partner. The joint venture was conceived in
1989, and the facility was not yet built. Chinese regulations, at the time,
43
The New Rules of International Negotiation
44
Competition Is King...and Queen
looking into their culture to understand the reasons for their way of
doing things.
It’s difficult to have a partnership within a joint venture without
respect. The competitive attitude, because of its intensity here in the
United States, seems to permeate every business issue and activity.
Partnering is key to a successful joint venture and its base is respect,
not winning at your partner’s expense.
Competition, aggression, and politics are three powerful resources that,
if appropriately employed, will bear a well-synchronized organization. In
team sports, individual players and their talents are key to winning the
game, but winning isn’t possible without teamwork. Many times business
opportunities are missed because they have to be negotiated with contribu-
tions from the other side, the other culture. Aggression is valued more
than compliance, and the short-term bottom line more than the long-term,
valuable relationships. If the negotiation process encourages the relation-
ship, long-term results become part of the process. If negotiation behav-
iors reinforce the value of a diverse point of view or build on the suggestions
of the others, both sides can implement a better agreement.
Practicing the Four Strategic Virtues results in a modification of
behavior that assures long-term success and personal development. The
competitive posture, many times, leads to a bearing of superiority, be-
cause you must be better or best to win, while a competitive talent or
product can bring attention and notice to a beneficial solution.
Snapshot of Japan
Japan is a small island of great strength that protects its culture from
the strong influence of foreign cultures. Generally a more reserved cul-
ture, Japan’s position in the Pacific Ocean has allowed it to remain aloof
when it comes to other cultures. Its language is Japanese and is spoken
only in Japan. The country’s form of government is a parliamentarian
democracy with a prime minister who serves as the ruling officer.
With the Japanese you must build credibility during a very long
time—perhaps two to three years. As your credibility increases, it may
bring you into the inner circle—a private culture.
45
The New Rules of International Negotiation
Cultural Considerations
B The less senior person bows lower and then often shakes
hands. Try to do a comparable bow.
B It is very important to affirm the pride of the Japanese in
their culture. Learn as much as you can about their culture.
B The Japanese prefer to eat only Japanese food.
B Relationships are key, along with team considerations be-
fore individual considerations.
B The Japanese have “sharp antennae” because they have de-
veloped their intuitive skills.
Business Considerations
B Find someone to make an introduction or referral.
B Meet in the office and later for dinner to build a social rela-
tionship, so that they can get to know more about you.
B Dinner out, but drinks at a different establishment. For some
reason they don’t drink in the same place.
B If you don’t wish to join them for drinks after dinner, you could
excuse yourself by telling them you are tired from the travel.
B When conducting an introduction with a business card, take
your card out with both hands. Take their card, look at it, but
do not comment or put it away into your case or coat pocket.
B Be patient. We are seen as an impatient culture with a cow-
boy attitude. This can be a bit of an advantage, however,
46
Competition Is King...and Queen
because the Japanese see the United States as a “take ac-
tion” society. The Japanese business community does have
to have every contingency possible drawn up when planning.
B When they “agree to consider your idea,” this does not mean
they agree with you. Instead, it means they will consider it
and more than likely disagree with you.
B The Japanese are consistently thinking long term.
B It takes a long time to build credibility with the Japanese.
You must never mislead and always be forthright even though
the Japanese are not always forthright with you. You may
slowly build layers of credibility with consistent honesty.
B Language is also a matter of pride or losing face. They pre-
fer everything to be written in Japanese, and they often work
with translators. The Japanese have a need for perfection
and often can be self-conscious about their English. Also,
they often use a translator so they have time to think of
their answers, even if they speak English. Use the simplest,
most direct terms, especially with a translator. Do not use
slang, colloquialisms, or acronyms.
B The Japanese businessperson is more reserved, proactive,
and very persistent. They are also aggressive, but don’t want
to appear aggressive.
B Saving face is an important social and professional consid-
eration. It is also the subordinates’ responsibility to find a
way to save face for the hierarchy. Feedback should and will
not be given in front of anyone or a group.
Negotiations
B The Japanese do not like surprises and try to avoid confron-
tations. In order to save face and respect authority, they
frequently have the meeting before the meeting, nema washi.
Many times the CEO, president, and another officer of the
company will meet before a scheduled board meeting to re-
solve any contentious issues and reach consensus.
47
The New Rules of International Negotiation
48
The Gated Community
CHAPTER 3:
The Gated C
Gated ommunit
Communit y:
ommunity:
C orpor
orporaate Americ
Americaa Lives Here
“Mothers are the only race of people that speak the same tongue.”
—Will Rogers (satirist of the 1930s).
Agenda
A. China—an inviting market/an elusive culture.
B. Literacy that escapes reason.
C. Buzzwords and acronyms tripping our common sense.
49
The New Rules of International Negotiation
You may lock the door and leave for weeks at a time and you only
worry that no one mistakes your door for their door.
When someone tells you they live in one of these communities, it
takes the guess-work out of calculating their net worth. You can more
easily categorize and then decide on your next social move. Although it
is an attitude based on insecurity, it has become part of our culture—a
way to include or exclude.
We, in the business community, often carry this attitude to other
countries. We exclude or include. Other cultures, with their distinct
traditions and customs, often make us feel like outsiders. Within our
search for security, fearing the differences, we often appear aloof,
arrogant, and selective despite the fact we, too, crave inclusion. We
prefer the comfort, familiarity, and sameness to the threat of the un-
known. In a negotiation, recognizing something as minute as the clothes
the other side wears, understanding the language and the customs, and
seeing a smiling face, gives us a sense of security. We take it for granted
when this occurs in our own gated country, but in its absence, we feel ill
at ease. When you live in a gated community you expect that the resi-
dents can all afford the house or condo, that they are at about the same
social or financial level, and that they will have similar interests. The
same is for one’s country or culture—it gives a sense of security and a
comfort with the familiar. When you are outside in the global community,
business or social, you feel too vulnerable and often ignorant of the
other side’s expectations or needs.
How does this fit into negotiations? What difference does it make?
The analogy reveals the same when an American is faced with negotiat-
ing across known, comfortable borders into areas of unknowns, differ-
ences, and cultural barriers. The discomfort of the foreign unknown is
still less painful than the discovery process of what might work better.
As individualists we still prefer the security of the known and the ex-
pected. When dealing across varied cultures, we often don’t know what
to expect or what their expectations are. We don’t know the rules of
the game because they have to be translated and culturally adapted for
us, and also for them, to be understood. This is only the initial step into
understanding, valuing, and collaborating with other cultures. Look for
50
The Gated Community
interpersonal, behavioral common ground—an overlap of thinking, feel-
ing, and traditional experiences—then use it to explore the priorities of
their needs. It is the commonalities of individuals within the cultures
that becomes the basis for seeing the value in the differences and using
the differences. I discovered this phenomenon and its long-term ben-
efits when I presented at a worldwide women’s conference.
In 1995 I was given the opportunity to present at the Fourth World
Women’s Conference in Huairo, China. “Getting Women Elected: A
Grass Roots Effort” was the topic of my presentation. More than 400
women from 39 different countries participated in my presentation, and
we had about two hours to work together and decide whether the process
for a grass roots campaign, which I was introducing, would work in their
respective countries. I didn’t want to appear as a know-it-all American.
Instead, I wanted to reach a community of principles by using a common
experience and purpose—all within a relatively short period of time—15
minutes of introductory time and then a couple of hours of teamwork.
I was preparing the speech in August, at the beach in Michigan near
Grand Rapids, where I grew up. My Augusts in Michigan were spent at
my grandfather’s peach orchards. Every summer, at the end of the peach
season, my entire family, grandparents, aunts, uncles, cousins would all
go to the orchard to pick the remaining ripe peaches for canning. I
loved the excitement of getting ready for the winter by picking peaches
to be canned. Working hard, anticipating our needs, like the tortoise
and the hare, having our food ready for the cold. I also liked playing in
the orchard with my cousins.
At the end of the day the women would go down to my grandma’s
cellar and they would peel the peaches. I was six years old and I had
begged since I was age four to go down to the cellar to peel the peaches.
Every woman I knew and loved went down, including my older sister. It
was a secret women-only meeting, and I wanted to be there. That sum-
mer my mom finally said, “Catherine, you’re old enough to come down
and peel the peaches.” Eureka! A six-year-old woman. I walked with all
the confidence of one—a woman that is.
When I descended into the cellar, with its dirt floor, low ceiling,
light bulbs hanging, and only one large open space, it was an intimidating
51
The New Rules of International Negotiation
52
The Gated Community
country could identify—be it washing clothes, cooking together, walking,
or working together. Peeling the peaches became our secret code word.
Even the reporters wanted to know what it had to do with politics.
Common roles, experiences, and emotions erupt spontaneously into
clear understanding. A matching look in an eye can relate the over-
whelming feeling of mutual experience. It’s instant! This story was trans-
lated as I spoke, yet it wasn’t the words that gave us a common purpose
and understanding, it was the feelings of the experience and the value
of the outcome that made us unite. Inclusion overwhelmed the cultural
exclusivity and partnering was the result.
Inclusion and exclusion have become buzzwords in many corpora-
tions as they struggle with diversity issues. It’s a difficult concept to put
into action, because cultures are established for that very reason: to
include and exclude. This story brought everyone’s focus to the same
purpose: getting women elected across the continents. The cause and
solution became the emphasis, not the discomfort of differences—just
as an objective with a respectful approach should be emphasized in
business. Peeling the peaches gave us a bond of understanding, of pur-
pose, of character, and of sameness. This sameness of feeling and pur-
pose united our efforts and assured a high-quality outcome. When
hearing everyone else’s stories, we each began to see the added value of
our differences. The story was the vehicle for understanding the com-
mon needs for the political woman, just as the expected results should
fortify the mutuality of goals for the businessperson.
Just as a common purpose and feeling often unites different cul-
tures and peoples, buzz words and acronyms also include those in the
know, and they strategically can exclude those new or foreign members
of a business culture. Buzzwords and acronyms are used for speed,
time-saving mechanisms, and for quick understanding, yet they can also
confuse and frustrate.
When I reentered the paid workforce after an almost 20-year ab-
sence I was apprehensive—petrified of what I didn’t yet know. I had
never worked in the business arena; then I secured my first contract
with Motorola. Within a few weeks, I realized there were buzzwords
that I was hearing for the first time. They made me feel uncomfortably
53
The New Rules of International Negotiation
out of place—worse, not part of the group. After better than a year, I
learned: best in class, biggest bang for your buck, TQM (Total Quality
Management), six sigma, empowerment, think outside the box…and on
and on. Once I felt I was aware of most buzzwords, I felt confident
enough—just knowing the words—to not use them. Buzzwords, along
with slang, do not work well across the cultures, just as with me, until
they are easily recognized.
The “acronym” is another favorite tool of the business place, espe-
cially with the hi-tech companies. Negotiating across cultures while us-
ing a fair amount of acronyms can be divisive, however. It is both a way
to exclude and a way to make someone feel inferior. Two years ago, I
was facilitating a technical software group in a problem identification
process. When they contracted with me I asked them to e-mail me the
background information on the group, what they had done thus far,
and what their objectives were. They sent me nine pages with about 98
acronyms. Because I had worked with the company for a few years, I
knew some of them, so I sent back a request along with the list of acro-
nyms asking them to put the words along side the acronyms so I could
feel more confident. Eventually with the input of the entire 16-member
team they sent me back the list. They could only reach consensus on
the letter interpretation of less than half of them. This being true, how
must someone from a different business and national culture feel when
they are restricted by the exclusivity of acronyms?
I have worked with some technical groups with the use of only a few
verbs, a couple of conjunctions, and hundreds of acronyms. It’s like
siphoning the liquid out of a can of soda and being left only with the
container, or worse, extracting the fluids from a person and being left
with the exacting biological frame.
Inclusion and exclusion became mild buzzwords in the business world,
especially with reference to diversity. But buzzwords and acronyms ex-
clude anyone outside the business culture of an organization. We are a
country known for its individualism: individual freedom, individual
opportunity, and a clear focus on the individual. Yet we, similar to other
cultures, thrive on being included. No one wants to be an outsider or
rejected for membership. We want to be liked. Inclusion implies liking
54
The Gated Community
the individual, or at least accepting the individual. Excluding someone
for shallow reasons—skin color, eye shape, or where they live—are
common criteria used by many.
Verbal exclusion is not restricted to the business arena. It’s every-
where. It’s the insecurity or fear of not knowing, which, in turn, makes
us restrict membership into our understanding. Academics or teachers
often get hung up in the use of a “better word” or a more intellectual
use. So they try topping each other with another explanation of the
same, but the words used are far more erudite. In the end, they lose the
message and the understanding because their first objective is to show
everyone how much smarter they are. It makes it that much more diffi-
cult for the recipient to understand, which should be the primary con-
cern of the speaker—his orher audience.
My daughter is a stage actress. She once told me that actors must
learn to feel and believe whatever it is they’re delivering for their inter-
pretation to be understood and felt by the audience. Their sincerity is
critical to their portrayal. She told me of a practice developed by Sanford
Meisner called “the Meisner Technique” where the actors are so
wrapped in the feelings of the character that the audience is in tears
because they believe, even when the words themselves seem irrelevant
or unrelated, such as reading from a Cheerios box, but they’re deliv-
ered with a convincing sincerity of feeling. The actor owns the words
and understands their depth. It’s like Shakespeare, depending on the
clarity of understanding of the actor and the depth of their feelings, I
can comprehend every word of the Old English and feel every emotion
toward the character/actor.
The same is true for lawyers. They usually don’t want other lawyers
to serve on their jury because they fear the lawyers might understand too
easily what their “words” are really trying to do. Every profession has its
own “language.” Whenever they get nervous that you’re getting too close
to being enlightened they use bigger and more professional terms. They
would like you to be intimidated into silence. Some insecure physicians
do the same—anatomical terms, chemical ingredients, and relative reac-
tions keep you, the patient, at a good distance from their insecurity.
55
The New Rules of International Negotiation
56
The Gated Community
on the other side of the table of someone from Russia or Poland, do we
feel a confidence reinforced by the known, or an apprehension camou-
flaged by arrogance? They can only judge us by what we say and do and,
often we don’t say what we mean and our motive is positive.
Close the gate, keep a 24-hour guard posted, and don’t let anyone in
without an invitation from one of the residents—this is our Gated Nation.
Tough talk and hard ball are a preferred style because we are superior
to the rest of the world. We have the power because we’re richer and
we’re smarter and we’re just plain better. Making someone feel inferior
is not a move forward in building a relationship. It is an affront that a
person remembers for a long time and it makes a negotiation very diffi-
cult, often resulting with an agreement that is short term—if you reach
an agreement at all.
Language as an Excluder
“The great enemy of clear language is insincerity. When there is a
gap between one’s real and one’s declared aims, one turns as it were
instinctively to long words and exhausted idioms, like a cuttlefish squirt-
ing out ink.”
— George Orwell, Politics and the English Language, Shooting an
Elephant (1950)
What we say and how we say it includes or excludes the listener from
understanding or from being a part of the exchange. Language can be a
formidable barrier, but it can also be a means for building a stronger
relationship. Interest in the other person’s country, history, music, or art
may offer a communication of appreciation or of recognition. Judging
another’s difference from our standard, however, devalues both.
A foreign language or an accent can generate exclusion. Everyone
is more comfortable if they know and easily understand the people and
the place in which they live. When someone is difficult to understand,
the other side often fears misunderstanding, and that fear can reveal
itself as arrogance or resistance in a negotiation. Language is principles;
language is respect; language is thought and feeling. Language is the
best tool we have to build the relationships that sustain organizations.
The difficulty is the diversity of languages often creates barriers of criti-
cal impact. Even when someone can speak your language, the inflections
57
The New Rules of International Negotiation
and melody differently accent your language and often generate a dis-
comfort and sometimes a shut down.
It seems analogies of relationship pull us back to the family. Are
accents, for example, even acceptable here in the United States? Grow-
ing up in Grand Rapids, Michigan, in the 1940s and 1950s, much of my
family spoke with an accent, and by the time I was seven years old, I
already knew I never wanted the family that I would eventually have to
speak with an accent. My children would never have to be embarrassed
like I was when people met my grandma. I could tell by my friends’ reac-
tions that something was wrong—the way they tried not to roll their eyes
because they knew that wasn’t polite; the looks they gave each other and
the comments they would make, such as, “What country is she from?
What language do they speak there? How long has she lived here? Twenty
years?” (It was said incredulously with a “why haven’t you learned bet-
ter?”) It didn’t matter that my grandma spoke several languages, what
mattered was she didn’t perfect her English. Plus, it was part of her re-
bellion against all the people who made her feel inferior. To pretend not
to understand or to speak perfect English versus perfect Polish or Rus-
sian was a political statement for my grandma. The same is true in the
business world: Language can become a strategy in negotiating. The Japa-
nese can pretend their English is insufficient and they prefer a Japanese
translation to be read—just as much out of national pride as out of stra-
tegic movement. Also, the frustration of a U.S. businessperson because
of the accents can be used as a strategy to provoke and lead in issue.
I have been with groups of American businessmen who are actually
angry that a Chinese businessman doesn’t speak English better, espe-
cially because it is an American company for which he works—even
though the meeting is in China, and not one American has made an
attempt to speak Mandarin. How could all these Chinese people make it
so difficult for us to understand them? Even if it is their country, English
is the universal language for doing business. An accent seems to imply
the person is less intelligent and sometimes rude. Here in the United
States, French accents have become a bit more acceptable. Spanish,
not yet, and certainly not Asian.
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In November 2001 I was admitted to the local hospital emergency
unit. There was an older woman in the bed next to mine with her hus-
band. She had fallen and the doctor was questioning her as to what had
happened. She spoke with a Baltic accent, with an English vocabulary
meant for the written word, far superior to the best native speaker—a
smart, very literate woman. The young doctor struggled with the accent
which, in reality, wasn’t that pronounced. The curtain between our beds
was pulled at this time so I couldn’t see anyone, I could only hear them.
After a series of questions, the doctor summarized what the woman
had said, using a pretend accent: “I see, no fooda, no carro, walk to
store, ice on sidewalker, Sophia go boom!”
The shameful embarrassment of it wasn’t that he tried to speak with
an accent. She might not have even recognized the accent. It was that he
spoke to her without literate structure to his statement and in a vocabu-
lary not suited for a toddler. Sophia shut down. Her husband took over
the exchange. The doctor never noticed. If it’s difficult to value a diver-
sity of language, something so concrete and worthwhile, how does one
begin to value a difference of belief or of lifestyle? Within a negotiation,
respecting competency and intelligence, is a rule of engagement. Main-
taining an ambiance of open exchange is a critical introduction to the
relationship. Asking the same question in a different way can bring clar-
ity to a statement that you didn’t understand. Asking for the other per-
son to repeat the original statement several times affronts their intelligence
and becomes insulting.
In a competitive business arena, it is more common to exclude for a
number of reasons—fear, self-advancement, or lack of trust. Some-
times cultural barriers, such as language, create a discomfort and a fear
of not understanding. This mutual identity with “sameness” is not the
ultimate goal; it is the first step to reaching a value of the “difference”
that will bring a negotiation to solid agreement.
In January 2000, I served on a panel for a NAWBO International
Committee event. One of my colleagues, who had worked globally for
at least 20 years and racked up many impressive credentials, was the
vice president of international affairs for one of the major banks in
Chicago. In his presentation he said he is often asked by academics,
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The New Rules of International Negotiation
60
The Gated Community
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The New Rules of International Negotiation
62
The Gated Community
Language is an obstacle that often holds us back. Our attitudes to-
ward other languages easily obscures our ability to hear. We don’t like
the inconvenience of listening harder and the time it takes to clarify or
repeat. Very few Americans speak several languages. Our public educa-
tion system reflects our lack of concern or interest, so elementary schools
seldom teach another language. Colleges no longer require a foreign lan-
guage as a prerequisite for liberal arts majors. We threw away the disci-
pline when we wanted more creativity for our children in the 1960s. Now
this attitude has grown like an indestructible fungus that grew on us out
of our arrogance of a sense of economic superiority.
According to many Americans, English should be the universal spo-
ken language. It’s an affront when the other party doesn’t speak English,
or just as bad if he or she speaks English with an accent. It’s as if they
think the person, with a thick accent, is doing it to annoy or to create
misunderstandings. Didn’t anyone else ever have a bouczia, or grandma,
whom they loved, who spoke with an accent? Not often have I heard an
executive from the U.S. visiting Beijing or Tianjin compliment a Chinese
executive on his English. Even if English is the language of business, it is
not the most widely spoken in Asia, and your client might give you the
business because you had the interest in his spoken language. Most busi-
ness people in China speak English. It is now a requirement in the schools,
starting in first grade, to learn English.
I remember staying in the Movenpick Hotel in Beijing near the air-
port. We had training sessions for a week at a time during a three-year
period. It was a western European hotel and they conveniently housed
shops of varied Chinese artistries, such as, silk carpets, crystal balls with
the ancient reversed painting, water colors on rice paper—so many beau-
tiful works of art reflecting hours and months of labor. Everything was
there for the businessman’s convenience; his training, lodging, food, and
shopping. That arrangement is what helps to undermine an appreciation
of other cultures. A resident of the hotel often judges the country relative
to an airport hotel or a Westernized hotel, and what you can buy to bring
home. The isolation prevents one from meeting or being introduced to
their community. He or she doesn’t have to venture out into the streets
or into different local restaurants or family-owned booths or shops. It’s
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The New Rules of International Negotiation
like suburbia in the United States; the houses are being built with every-
thing including a workout room, swimming pools, recreation rooms with
arcade games, flower hot houses, and anything else you would need when
you’re not at work. Gated communities or condominiums paradoxically
are more insular. You have every amenity yet no real community. Resi-
dents either both work, or have retired. There’s a community pool, but
never a majority of the community in it. There’s a community house,
but it’s generally used by a resident for family and friends outside the
condominium community. It appears to minimize involvement and con-
cern and eventually dissolves “community” within the gated community.
During the three years of work in the Movenpick Hotel, I did a great
deal of bartering/negotiating for the residents in the hotel with the bou-
tiques in the hotel, especially for the carpets. The visiting residents,
almost exclusively male, spoke Italian, French, Spanish, and German,
among other languages. They didn’t speak English, or at least not well
enough to negotiate with the shopkeeper whose English was limited.
The shop was a typical hotel size boutique—larger than the tobacco
shop yet smaller than a clothing store. A floor to ceiling glass window
facing the lobby displayed a beautiful sample of Chinese silk art woven
into a magnificent carpet. It hung with imperial splendor. A husband
and wife owned the business, both curious and most gracious.
One evening I was sitting in the hotel restaurant eating dinner alone.
Three men sitting at the table next to me were speaking in French about
a woman who worked with Motorola and purchased a carpet for one of
the managers for an excellent price. The gentlemen were trying to find
out from the hotel which person she was. I didn’t say a word. The next
evening they were a table removed from mine and still chatting about
how to barter for a carpet for their wives, because time was pressing. It
was Thursday and they were returning to Europe on Saturday. The maitre d’
came over and asked if he could introduce me, if I didn’t mind the
intrusion on my time. That was the beginning.
I spoke French and Spanish well enough for those two languages to
be the common languages for us—proficient enough to do their shop-
ping. So in the evenings someone would find me with a request for a
certain carpet: defined size, color, material, and quality. I would plan my
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negotiation with the buyer from price to size and they were never disap-
pointed with my choice…and neither were their wives. I loved the car-
pets and enjoyed learning about China from the couple who owned the
shop. We usually came to “mutually beneficial” prices for them and for
the men. I would ask the businessman in French what his target price
was, which colors he preferred, for whom it was. I would warn him that it
would take some time. I enjoyed having tea and getting to know the own-
ers and their son. Sometimes a traveler would catch me on the way to the
airport—I would then explain to the owners the need to accelerate the
process. Later they would express their appreciation for the “fast-urgent”
sale, and we would sit and have tea after the sale—long-term in perspec-
tive. They would always offer me a special discount on any carpet I chose,
but the prices were high and I had two children at universities.
For those three years, I admired the carpet that hung in the front
glass on the lobby side. The asking price was beyond my hope. In the
beginning of the third year, I returned in the fall to give a training work-
shop and they asked me to sit down with them and have tea and a sweet.
When I arrived at the shop, I immediately noticed my carpet was no
longer hanging in the window. I was happy they sold it and sad it wasn’t
mine. We sat drinking the tea and catching up with happenings of our
families, with the trip, and the leadership program I was to deliver. They
expressed their opinion as to what was universal in leadership and what
the qualities of leaders centuries ago were. As we chatted their nephew
appeared with a square package about 3 feet by 3 feet and put it at my
feet. They told me they had to take the carpet out of the window and
asked if I would like to make an offer and we could all negotiate. I told
them I couldn’t insult them because their asking price was $16,000 U.S
and it was a very fair price. So they started the process with an opening of
$1,000 U.S and I had trained them “to aspire high.” I was stunned—they
wanted a counter and I couldn’t so they included the shipping. A year
later Marshall Fields offered me $33,000. Now that’s partnering! And it
all started with a poor attempt at speaking another language. I will never
sell the carpet, I believe my husband might. It stands for too much. The
relationship took three years to establish and another three to become a
lifetime commitment. It wasn’t even an issue of speaking Chinese; it was
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The New Rules of International Negotiation
more an issue of the unspoken—the look, the nod, and the appreciation
of their way, their art, and their country’s culture. The carpet represents
respect, personal honor, and a shared culture.
I recall this story not because I made money, but because of the
barriers—language, customs, and traditions. It wasn’t as important to
the Chinese shop owners that I could speak French or Spanish or un-
derstand Italian. It was that I valued talking with them not only about
business, but about ideas, philosophy, and, eventually, values. I also
bartered for many of the American businessmen because they didn’t
have the patience to go through all that to buy something. The differ-
ence was they thought of it as a singular business transaction—short-term—
and not as a cultural exchange—a way to better understand China and
its people, a new way to do business. At the very least, I thought of it as
a social happening. It was my chance to ask some questions of how and
why things were done in a certain way in China. I wanted to know how
long it took an individual to make one of the carpets and how long it
takes to get to work from their home. What is a typical work week?
How can I understand them if I know nothing about them? And then
how can I value what I don’t know? More importantly, how can I an-
swer any of their needs if I don’t even know what they need, much less
the priority of those needs. It was building a relationship.
I have often wondered how someone who is deaf and mute can get
their message across with the passion and conviction needed with the
spoken word, especially in an argument with someone you love. Now I
know it’s not the word that’s so important—it’s the listening—and
that includes words not said. Whenever I meet someone who is or-
nery and growling, I begin to cower and my colleague says to me:
“Don’t worry his bark is bigger than his bite, underneath all that he
really is a nice person.” If he consistently barks and doesn’t say much
that’s nice or kind, he IS an ornery, mean person. That’s all I have to
judge him on—his consistency of word and action. The patterns he sets
by this consistency outline his human profile, and he begins to look like
a Chow Chow to me not a Saint Bernard.
Together, words, languages, and expressions can help bridge differ-
ences and create a partnership for negotiation and for doing business.
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They are powers to bring to the negotiation table. They can either build
a sound agreement, doable by both sides, or they can slowly undermine
the transaction. Words can solidify a relationship in trust or they can
create a tension too severe for successful negotiations. Strategically
placed silence can reinforce your listening skills and the words previ-
ously spoken. Your responsibility is to make it easy for the other side
to listen, to understand, and to question. The words you choose are
your power. They construct a facility for collaboration. To appropri-
ately use words and to simplify their meanings is to show consideration
and respect. Sincerity must be the back drop for what you say.
“The true word leads: the untrue misleads.”
—Franz Kafka in Gustav Janouch’s, Conversations with Kafka
To express an appreciation for a difference in language is a per-
ceived invitation to take time, to sit, and to listen. It is the difference
between meeting with your superior to discuss an issue in the corridor
on the way to his or her office to save time, or in the office with a cup of
coffee and the door closed. It is a statement of valuing his or her input
no matter which language is spoken, and time is not the priority.
Language and its words serve as both inclusive and exclusive instru-
ments. Growing up in an ethnic household, my parents frequently would
speak Polish to each other so we the children would not know what
they were saying. It excluded us and I remember well the feeling of not
being a part of the conversation and the frustration associated with
assuming what they were saying. The same is true in business, for both
sides, to feel excluded because language often results in inaccurate as-
sumptions and inappropriate follow-up behavior.
It seems simple—words as the problem. It is. To use the right words
in the right situation becomes more complex. We are often seen as a
gated community or nation. Our language is English, and to further
exclude we frequently employ acronyms, slang, and buzzwords. The
other side’s quest to understand these idiomatic expressions keeps them
relatively uncomfortable, yet our purpose during the meeting is to keep
them comfortable for a productive exchange. We have to invite them in
and keep the gates open—delineate the acronyms, avoid slang, and use
the buzzwords only when their meanings are obvious. When we don’t
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The New Rules of International Negotiation
68
The Gated Community
growth-based business plan. He had discovered that customers preferred
foods they enjoyed at home, and his menu reflected that knowledge.
This was new to the Polish frame of thinking, and so was being
competitive. Mirka said many Poles missed the security of communism
and some even missed having the communist government as a scapegoat—
something about which to complain, argue, and debate.
Eastern Europe needed to be exposed to capitalism, needed to un-
derstand the fundamentals of owning a business, and needed to change
the way they did business. The new entrepreneurs and business people
have to understand and feel the distinction between owning and work-
ing, competitive and collective, and growing and sustaining (or main-
taining) a business. It is a new way of thinking and acting that affects
the person and the culture—a change that is difficult to manage.
Without competition or incentives, Eastern European employees
lacked a sense of ownership or personal growth. Neither the national or
business cultures supported individual responsibility or self-initiated
new processes or organizational structures. A business culture focused
on customer satisfaction was foreign. Instead, the attitude was, “what
is, is—take it or leave it.”
Nevertheless, Eastern Europeans have a strong work ethic, which
includes a focused commitment to the purpose of their work, and an
innate sense of personal honor. Individuals still need motivation, how-
ever, to learn new skills and to take advantage of new technological
opportunities—better ways to work and live. Learning, accompanied
by small successes, will support their change and give Eastern Europeans
the confidence to move forward.
Snapshot of Russia
Russia is a country of passion, flamboyance, and generosity—once
you get to know its citizens. The Federation of Russia has more than
150 million people and, geographically, it is larger than any other coun-
try in the world. The official language is Russian, and the nation enjoys
an almost 100-percent literacy rate.
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B Use a Russian’s professional title or Mr. and Ms. with their
surname, until invited to use their diminutive. After they ex-
tend the courtesy, you may do the same with your first name.
B Business dress is conservative and includes well-cut European
designs. The quality of your clothing reflects your profession-
alism and work.
Business Considerations
B Receiving feedback in Russia is most difficult. Hierarchy
is avoided.
B Be punctual and patient—never cancel an appointment.
B In decision-making, Russians are still collectivists. Often, the
senior manager will delegate the authority to the entire group.
B When hosting a meeting, provide many refreshments—the Rus-
sians do the same and expect it from you. (Being of Russian
heritage, my mother would prepare food for a celebration to
serve 25 people, and then if the eight of us didn’t eat it all, she
would say, “So, you didn’t like it?”)
B It is an honor to be invited to their homes. Ludmilla, a
teacher and friend of ours, and her husband, Valerie, pre-
pared a dinner for us to enjoy the different foods. The cost
of the foods for the meal had to equal a month’s salary. This
is common in consideration of their hospitality.
B Dinner usually is at 7 p.m. or later. Use military time. Restau-
rants have become more customer-focused in the past 10
years, so service is good.
B Russians prefer to negotiate when you are drunk!
B Toasts are standard—“Na zdorovye!”
B Presents that depict or reflect your home town, high-quality
books, and electronics are acceptable gifts.
B When invited for dinner, flowers, liquor, or gourmet foods
are appropriate.
Negotiation
Howard Dahl, president and CEO of Amity Tecnology, Fargo,
North Dakota, said in the INC-Magazine article, “Negotiating With
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72
Superiority Complex
CHAPTER 4:
Superiorit
Superiorityy C omplex:
Complex:
Sophmores of the Global Campus
Agenda
A. Asking vs. Telling Culture.
B. Loud vs. listening.
C. Prescribing vs. relating.
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74
Superiority Complex
businesswomen/entrepreneurs, attorneys, physicians, and educators in
an attempt to partner with our Chinese colleagues. The leader of the
group was inexperienced in travel and working internationally. She didn’t
understand Chinese life nor did she seem to want to understand it.
Before we left for China, this woman was quoted in a local American
newspaper. When asked to identify the value in the trip, she responded,
“I’m certain I’ll be humbled…by how much I have in comparison to
how little they have.”
Her absolute, culpable lack of awareness of, much less familiarity
with, this ancient culture created a patronizing condescendence—subtle,
but with a very powerful affect. Her posture was one of superiority, not
one of partnership or even curiosity.
So few business people look first for worth in what is strangely dif-
ferent to them. They are too busy competing against, rather than pro-
moting together.
To know why the Chinese diaper their infants leaving the crotch
open, for example, stops you from calling them ridiculous. The typical
young Chinese couple with a new baby live in a 400-foot apartment with
a 4-foot * 8-foot balcony outside the kitchen. The laundry is hung on
the balcony, and sometimes, due to the weather, it takes days for it to
dry. It’s far easier to wipe the wood or cement floor with a cloth and
herb mixture than to launder dozens of diapers. Because China is now
industrialized, disposables are available, but very few can afford or would
want to buy them.
Emerson said: “Culture opens the sense of beauty.” (The Conduct
of Life, 1860). Getting to know a person introduces you to their cul-
ture, and it’s the best way to realize the qualities of a culture. It’s easy
to indict an entire race or culture, yet you are much more uncomfort-
able doing so when you meet its integrity face to face. We are quick to
judge because we know everything: the best solution, the only answer,
and the greatest idea. It is part of our flamboyant Western personality.
Also, our attitude of buy more, buy bigger, buy newer and buy better,
keeps us convinced that we are what we own. A person’s value is at-
tached to his or her ability to purchase.
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Prioritize Values
Some cultures, such as the Chinese, are not seasoned consumers.
Instead of spending weekends shopping, they go to a museum, a gar-
den, or perhaps a park for a music or dance festival. The Chinese find
value elsewhere. One of the first female Chinese millionaires expanded
her apartment by taking over the one above her, making her home about
900 square feet. When I visited her newly remodeled home, I noticed it
was still sparse. She added two more chairs and an extra lamp. Knowing
how much I enjoy primitive Chinese art, she gave me a regional black
porcelain vase. Sharing the same affinity for art, I asked her if she would
buy some now that she had the means. She said, “No, I enjoy looking at
art in a special setting, the museum, and I enjoy it more when I share it
with family and friends.” Some believe that what one owns is one’s great-
est burden in life—a strong belief of the Dalai Lama. This is a chasm of
difference in priority of values.
Many business people have told me that we all have the same val-
ues: family, education, money, success, professional growth, safety, free-
dom. Yes, those values seem universal. Placing those values one in front
of the other makes an enormous impact on how we approach doing
business with our transcultural partners. In the United States, as a com-
petitive, capitalistic society, our number-1 value is money, followed
closely by time. We say we value family, yet they are forced to step
aside when it comes to career, money, or time. In fact, businessmen
usually say that they work long hours and take new positions hundreds
of miles away from the established home because they are “doing it for
the family.” This priority of values directs and sometimes manipulates
the moves made by our leaders—political, business, or community.
Everyone speaks of “family values” politically, but when it comes to
voting for the Family Leave Act they vote “no” because no one wants
higher taxes. Back to the number-1 priority: money.
When we’re doing business in another country we have to discover
their priority of values. When we initiate a new relationship here in the
United States, we try to find out what someone’s needs and wants are
so that we can better service them (and they, us). It’s the same when we
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Superiority Complex
are abroad. Our perceived superiority complex can be diffused if we
show a concern for others’ needs. It’s a beginning, with a balance of
exchange or dialogue. If you’re working in China, telling someone you
will save time is not appealing. Time is not a top priority in China. The
country has a 7,000-year-old history. Telling them how much money
they will make also won’t mean much, unless you include how many
people you will employ and the benefits you will offer them while work-
ing in the company—especially education opportunities.
A few years ago, I was traveling from Beijing to TianJin by car with
a Chinese business colleague of mine. He had been involved with set-
ting up software for air traffic controllers at the Beijing airport. We
were stopped by a heavy snowfall and had to turn back. There were
several older women sweeping the road with large, fluffy brooms. I
turned to my friend and said, “Well, now that you’re going hi-tech in so
many areas, when do you think you’ll bring in snow plows?” He re-
sponded, “When we find jobs for the women.” Their priority, be it out
of necessity or tradition, is still people and keeping them employed.
Put Up or Shut Up
As business people, we reek of the competitive and it often keeps us
from being investigative or responsive. We think we must have the an-
swer, the solution, or the idea. Is it the economic superiority? Or is it
our obsession with competitive sports? Our immaturity as a young coun-
try could add to our sophomoric approach to resolution. Similar to so
many corporations, perhaps the United States has fallen into the trap
of believing our own marketing. In 1998, according to its President Chris
Galvin, Motorola had gotten too arrogant. Newspapers of time say that
happened with IBM and the auto industry. Our national arrogance has
stunted our learning. Our exclusive approach to knowledge and learn-
ing, to idea, and to language has limited our long-term partnerships.
I was in London with a group of managers from England, Scotland,
France, Germany, and a few from Asia. Two of us were delivering a
management program for those managers identified to be on the fast
track. That session was chaotic. The French felt superior to the Brits
and vice versa; the Germans felt better than the entire lot. At the end
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of the first day a vice president from the United States came up to me
and said “Don’t worry about their buy-in, we’re an American company
and they work for us so they have to shut up or put up.” It didn’t matter
that the Europeans were totally responsible for their own organizations
and the company was dependent on their commitment and loyalty in
order to excel in their marketplaces. The U.S. executive preferred the
fast, short-term route, and not the long-term buy-in route.
An attitude of superiority can affect every set goal of a corporation:
productivity, revenue, quality, timelines, and the bottom line. You can-
not have a healthy relationship if one makes the other feel inferior. My
family was often called DPs, the slang term for Displaced Persons, in the
1940s and 50s. I first remember hearing it at age seven, and I thought the
acronym sounded quite American and I liked it. When I asked my dad
about it he told me what it really meant: that you had no place to call
your home and that you had no reputation with people who could protect
your honor if something went wrong. For example, if I pushed someone
in school for saying something about my immigrant family, and later people
were talking about what I did, there would be no one there who knew me
to say, “She usually is a very caring, gentle person; something must have
provoked her.” As a DP, I had no reputation, thus, no one to defend it. I
have never forgotten the feeling of inferiority.
When we are in a position of superiority—either technically, politi-
cally, or financially—we generally have the advantage. When we take
advantage of that position, we risk being perceived as arrogant rulers
and not wise collaborators. The wise superior is benevolent and cares
about the other party’s needs. He or she is confident in reaching the
best results. A superior who abuses the advantage, and uses it to con-
trol and force his own ideas, destroys trust and will not build a long-
term relationship. A benevolent superior, on the other hand, declutters
the road for progress to be made toward mutual goals and concerns.
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Superiority Complex
on the other hand, is not in demand. Our youthful culture, our families,
and our media regard the elderly in our country with less value than
younger people, than the middle-aged, than even the leaders. Every-
thing we do says we don’t value the elderly: our obsession with looking
young is apparent in all of our advertising, from vitamins to clothing.
As an adolescent culture we haven’t found the beauty in old age.
Our expectations of our older community set them up for acting or
performing like they do. It is the same in the business arena—our ex-
pectations of a certain national culture set the stage for their antici-
pated behaviors. It’s common to hear, “What can you expect at her
age?” or, “I can’t count on her description of what happened; she doesn’t
remember it all.”
My older sister calls me occasionally to update me on my mother’s
health. My mother is 90 years old, mobile, exercises, and keeps house—
the one I grew up in. When my sister relates my mom’s visit to the
doctor, she does so on the assumption that anything that is wrong in the
analysis is my mom’s interpretation and not the doctor’s—and many
times it is. For example, the doctor felt my mom needed more outside
activity, especially during the long Michigan winters, so he told my mom
to volunteer. And he told her a second and third time.
My mom is a giving and loving woman. She would notice what our
neighbors needed and she would help. She bakes cookies for the Catholic
elementary school in her neighborhood. When we were kids, our mom
worked hard outside the home so we could all go to college. She doesn’t
want to volunteer; she wants to contribute in her own way. She did not
need an organized event to show her how to give to her community. But
the doctor had the same answer for all “old people.” First, you’re too
old to get paid for what you do, and second, everyone must fit into
volunteering. He never thought of asking an older person what he or
she preferred, because his expectation was they would not have any
idea anyway.
My sister, out of concern, chided my mother for “not volunteering”
because she wanted her to be less lonely. The doctor gave my mother a
suggestion and that was that. She should do it. Why don’t we question
and listen more intently? We also don’t go to older people to benefit
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Superiority Complex
Polish, Spanish, Chinese, and many others. It is a rich and diverse coun-
try with a variety of cultures, religions, and customs.
The geographic location—North, South, East, West, and even the
Midwest may dictate the way business is done. The East Coast is more
conservative and formal in dress and attitude than the West Coast. The
West Coast’s warm weather brings with it a more casual environment,
including clothing. A sport coat for men and a blazer for women would
be considered formal on the West Coast. In large major cities, it is safe
to wear a dark color suit and tie for your business meetings, unless
indicated differently by your host.
The United States is an individualist society—laws and policies gen-
erally support the individual. All men are created equal is part of the
United States Constitution, and women are still working for equality in
pay and for higher positions. The workforce of the United States is
strong and increasing in diversity. Women are present at every level of
management. Self-reliance is more pronounced, which makes teamwork
and concern for others a bit more challenging.
In general, the people of the United States are not as knowledge-
able with regard to other cultures. Americans carry an attitude that
indicates they believe their way of doing things—including business—is
the most accepted and best, and many times the only way, regardless of
culture. Newspapers best reflect this approach because the international
portion of most large newspapers is very limited and small in compari-
son to other nations’ newspapers. Readers believe local news is the
most important. I have taken businessmen to Asia who arrive not know-
ing where one country is located relative to another. Many still believ-
ing that all Asian cultures are alike, or even the same.
The different American business cultures are better recognized than
the diversity of national cultures within the United States. Walking into
an organization’s headquarters can reveal many components of the
corporation’s culture. These same corporations might have sub-cultures
in their divisions or sectors outside the corporate climate. For example,
I have visited McDonald’s Corporation headquarters and Motorola
corporate headquarters and there is a distinct difference between the
two environments. Upon first entering the buildings, I can notice and
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The New Rules of International Negotiation
Cultural Considerations
B A firm handshake lasting a few seconds, while maintaining
eye contact is considered appropriate when entering and
leaving.
B Business cards do not hold the importance or formality of
recognition that they do in other countries.
B Introductions are often made without the title of the per-
son, and other times with the Mr. or Ms., or simply the given
name with their family name.
B In larger cities, dark suits and sometimes sport coats with a
tie are expected of men; women also dress in suits or dresses.
B In smaller towns/areas, casual attire is fine. For men, khaki
pants and a shirt, and for women, neat slacks or a skirt
with a shirt or blazer. Jeans or shorts are not appropriate
for the large cities or small towns, unless the client speci-
fies it is “Casual Friday,” and you may wear jeans. Usually
women do not.
B Gifts are not common. A modest gift or a work of local arti-
sans would be acceptable. Large corporations discourage
gifts, especially if they appear lavish and more like a bribe.
Lunch or dinner is appreciated.
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Superiority Complex
B Business is often conducted during breakfast or lunch, rarely
during dinner. Dinner is reserved for enjoyment and celebration.
B Many public facilities today do not allow smoking. Some
people do not allow smoking in their homes. Always, as a
courtesy, ask permission to smoke.
B Standing in line and waiting your turn is common practice in
the United States.
Business Considerations
B Americans are competitive in work, leisure (sports), and
socially—house, car, clothing. It is a culture that empha-
sizes accomplishment and individual initiative.
B There are rules, regulations, and laws addressing everything
in business. The United States is the most litigious society
in the world.
B Business people in the United States are generally opportunistic
and risk-takers. Many times they may appear to “want it all.”
B People in the United States may be straightforward, tena-
cious, and somewhat controlling in conversations.
B Americans easily disagree and are direct in saying “no.”
B “Saving face” and other formalities are not a dominant con-
sideration with people of the United States.
B Money (the bottom line) is a top priority and always an is-
sue in the United States. “Time is money” could also be
considered a mantra for business people in the United States.
B Schedules and deadlines are serious considerations for the
American business person.
B The work ethic is part of the foundation of the American
culture. American lives often seem to revolve around work.
Negotiations
B Americans do not like silence. This is your strategic advan-
tage. Wait, and they will give you more information.
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The New Rules of International Negotiation
84
Values: A Matter of Priorities
CHAPTER 5:
Values:
A Ma
Matt ter
of Priorities
“What we must decide is perhaps how we are
valuable rather than how valuable we are.”
—Edgar Z. Friedenberg,
“The Impact of the School” (1959) from
The Vanishing Adolescent
Agenda
A. Barriers to valuing the other.
B. Breeding of the polite or courteous—do ideas of what
is polite or courteous keep us from seeing value?
C. Surface characteristics: height, size, clothing, and
social habits.
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The New Rules of International Negotiation
Interpret Language
Language is a barrier, but is far less of an obstacle than its misinter-
pretation. My mom lives in an old ethnic neighborhood in Grand Rapids,
Michigan. I grew up on Hovey Street by John Ball Park Zoo, among
Polish, Russian, Lithuanian, Latvians, and other eastern Europeans. The
church was the focal point, and it, too, was Polish. My grandfather
built the first Russian Orthodox Church in the town. Our community
was Russian and Polish, and I went to school with the other Eastern
European ethnics.
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Values: A Matter of Priorities
Now, 55 years later, a Hispanic family from Mexico moved in next
door to my mother. I could tell she was very apprehensive and fearful,
not for her personal safety, but because this family represented the “other.”
To her, Mexicans are so “different.” She reared six of us in our house,
but she told me she couldn’t tell how many Mexicans were living next
door. She thought there were nine: six men, two women, and a toddler
girl. She knows she can’t say anything that truly hints of bias or prejudice
because I would be upset. So she talks about how many actually live
there or those who come to visit. She says a couple of nice things about
the demeanor of the woman and toddler daughter who live there. Then,
on Mother’s Day, my older sister and her husband took my mom out to a
restaurant. They came back to mom’s house and were saying goodbye on
the front porch. At the same time one of the men from next door was
going into his house, carrying some hanging flowering baskets, and my
mom and sister commented to him how beautiful the flowers were. He
said a few words in English, and they chatted for a minute.
Later that afternoon, after my sister left, the man from next door
came to my mother’s door with a basket of flowers. He happened to
work at a nursery. At the end of that same week my mother went to
his door with a huge batch of cookies, (her specialty gift for families,
neighbors, and local schools). The man who was there couldn’t speak
English so all he kept saying was “thank you, thank you, thank you,”
each with a little more emphasis. Then he hugged my mom. As a result,
they found value in each other—family, flowers, and food replaced lan-
guage. This shared priority of values gave substance to their relation-
ship. It’s a new beginning for my then 89-year-old mother and for the
loving, young Hispanic family. For my mom, the hug did it.
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The New Rules of International Negotiation
top priority. Of course the image is the one we, in our business culture,
design as appropriate and correct. The clothes, smells, haircuts, car-
riage, manners, and even food choices are all image barriers or image
includers. Often in our culture, what you wear, where you live, and what
you drive are the three primary determinants of your worth, net, or self.
Some people are uncomfortable not being able to classify or identify the
clothing manufacturer’s product in the closet or the automaker’s item in
the driveway, much less the sari of India on a business associate. I have
witnessed people devaluing what someone says by how they look or
what they’re wearing. Watch. You see their eyes travel from the shirt to
the trousers to the shoes.
In other countries, looks are not as important as what is said. How
it is said is the second priority. It’s true that this is also important in the
United States, but beware the distinct difference. A man who is tall,
handsome, and welldressed in the U.S. business arena can say very little,
or even nothing, and be perceived as effective or powerful. We judge
what is not said as astute because he looks the part. Face off with a man
small of stature, quiet in approach, wearing an understated, older suit
and asking questions—strategically we think we have control. Often we
tend to categorize someone by what we can see, while what we see does
not reveal principles, motivation, or character.
These categorizations reflect our high level of insecurity when inter-
acting with the “other.” Our insecurity is most apparent through the lens
of the gated community. There we are most protected against outsiders.
Within the gated community there is a synchronicity of values. Everyone
lives in similarly priced houses; drives a high-end car, such as a BMW or
Lexus; and wears Brooks Brothers suits. Even the colors of the cars seem
predetermined—subtle, earth tones, black, beige, white, and an occa-
sional life-crisis red (convertible preferably). The gated community ex-
cludes based on wealth or quality of possessions, and it includes if you
can afford the necessary accessories. Twenty-four-hour protection keeps
out anyone who threatens this sameness. What could be more of an af-
front to community? You seldom see your neighbors because you don’t
mow the lawn or clear the driveway or trim a hedge—so there is no ca-
sual, unplanned contact. As long as community is exactly “‘me”’ I won’t
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Values: A Matter of Priorities
have to be involved because I’m confident there is no threat of differ-
ence. The oddity is that our very competitive posture and our arrogant
lack of value for others are often founded on this very insecurity. We, as
Americans, work so hard to acquire what we have, and then what we have
begins to control so much of who we are, what we do, and where we live.
If you carry this analogy into the business community it works in a
similar way for similar reasons. An American company has a standard
of practices and regulations. If a foreign manager wants to change
certain processes, he or she learns that there is an “American way” of
doing things and it is the only way. If nepotism is bad, it’s bad for all
countries. Building relationships is limited to the professional and not
the familial. If contracts are not valued or needed in the same way in
India, China, or Thailand, as in the United States, then it’s not ac-
ceptable, no matter where you are negotiating the business.
There are two frameworks for building a company: one is entrepre-
neurial and the other is militaristic. The larger the company grows the
more militaristic in organizational reporting it becomes. American cor-
porations see themselves as a desirable neighborhood (as they should),
yet the criteria for moving into their neighborhood is restrictive and
growth-limiting. For example: the person in charge should be American;
and the processes for project planning, for performance reviews, for
systems, and for finance should be the same (as decided by Americans).
Shooting-from-the-hip is the respected style and the most aggressive
person will be rewarded.
In order to negotiate a respectable, actionable agreement, it has to
address the needs and cultural ways of the other team, as well as our
own. If both sides’ needs are not met, the agreement has no chance of
holding water. Addressing surface or superficial differences is a simple
introduction into appreciating differences. It is a good step forward—a
way to symbolically shake hands, safely chat, learn about their culture,
and set the tone for your relationship. The relationship will grow if
both sides move substantively to resolve problems.
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The New Rules of International Negotiation
“The apparel oft proclaims the man.”
—William Shakespeare (Hamlet, 1600)
The introduction of a person is initially without words, but with
fabric, color, and style. Ideas are dressed in the cotton or wool and
only brought out if the fabrics appeal to the “in” crowd. The style,
quality, and familiarity with the clothes either include or exclude the
foreign person. To say it another way, the gift wrapping often becomes
more important than the gift.
The best definition for a barrier that I have found is, “anything that
constrains progress or access to.” I like this definition because it in-
cludes access to information, involvement, decision-making, or even
breaking bread together at the table.
Many times just being aware of a barrier helps us to take positive
action—either climb it or walk around it. That’s the first step to valu-
ing someone or something that’s different. These barriers limit access
to, and limit input from valued perspectives and thinking. If you don’t
understand the differences of others, you tend not to solicit opinion,
idea, or fact from the foreigner. This is a critical step in valuing. One
must work to include, in discussion or input, in sharing of information,
and, most importantly, in the actual decision making process—from
beginning to end. In a negotiation, identifying and recognizing the
other’s needs—either to validate what you researched or to uncover
new needs—is the primary requirement. Some cultural barriers, such
as language or social courtesies, camouflage the true and essential needs
of the other side. Often faulty assumptions are made, and then the strat-
egy goes awry. Questioning techniques can be an instrument for har-
mony or a cacophony for failure.
Several years ago, at a neighborhood block party in the northwest
suburbs of Chicago, I was observing my young and old neighbors as they
were introduced to and interacted with Mrs. Yeh, a Chinese woman who
has lived in the neighborhood since its beginning. She is a gracious, happy,
and positive woman. She searched me out when I arrived. I introduced
her to my relatively new neighbors who were in their late 60s, similar to
Mrs. Wang. They were polite, but took leave as fast as they could. The
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Values: A Matter of Priorities
younger ones reacted the same. After asking, “Which house do you live
in?” they asked her nothing and moved on to another neighbor.
As they became more and more excluding, I started telling them about
Mrs. Yeh, the physician, her husband, an anesthesiologist; and her son
and daughter, the physicians. I brought up China and Confucius and the
poetry Mrs. Yeh writes. While discussing some of Confucius’ writing,
the other neighbor realized it sounded Christian. She couldn’t reconcile
that the Chinese held similar beliefs of virtue before Christianity came
on the scene. I believe it’s too difficult or uncomfortable for some indi-
viduals to work at understanding someone with a strong accent or differ-
ent beliefs. I kept thinking, why aren’t they clamoring to talk with her so
they can better understand a different point of view, a different culture, and
a different image? Especially a culture that is in the news every day. Some
say, if you get to know someone, it is easier to appreciate the culture. I
agree. Yet how will they ever get to know anyone different if they don’t
explore, ask, and listen? The values of our differences are not artificial;
they are below the surface and require an interest in knowing. There is a
fear, in neighborhoods and in business, to explore and possibly discover
a likeness to us that could be even better than we or our beliefs are.
Perhaps it is simply a fear of the unknown, or an apprehension of the
change of learning, or even a lazy lack of interest.
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The New Rules of International Negotiation
Art Is Universal
In many of these diverse perspectives, art serves as a good role
model. In its extended diversity, it appeases many tastes. Its variances
are as numerous as there are artists. To look at art from as many
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Values: A Matter of Priorities
perspectives as possible gives us the view of a dancer, of a trucker, of
a mother, of a CEO, of a child, and of grandfather. Art interprets the
complex and difficult with an ease or pain of the receiver or the vic-
tim. Art is meant to provoke or disturb. If we dislike a work of art,
that also is a purposeful response.
“Thanks to art, instead of seeing one world, our own, we see it mul-
tiplied and as many original artists as there are, so many worlds are at
our disposal.”
—Marcel Proust, Remembrance of Things Past: The Past Recaptured
(1913–1927)
Appreciating the beauty and singularity of a culture’s art is the fin-
est compliment and expression of value. A culture’s development is
measured and held together through its arts: music, dance, painting,
paper cuttings, wood, glass, flowers, furniture, skin nailing, and porce-
lain. This is their civilization. Each culture, within its uniqueness, shares
a soul of person with every other culture, and this soul is an individual’s
right to dignity.
Prioritize Values
Differences bring depth, substance, and relativity to individual think-
ing. Sometimes one can immediately see or feel the value of a different
perspective, and other times one feels more comfortable with sameness
or with a long-held belief. Overwhelming sameness often rests in com-
placency, self-righteousness, and arrogance. Many times we claim to
hold the same values. Priority of values sets the direction of our life’s
activities. Priority of values determines our choices and often the out-
come of our actions.
One day, I was in the square in Old Krakow sitting in the sun, watch-
ing the people walk by: seminarians, priests and nuns, older men and
women, and young people. There were a few mothers with their chil-
dren, playing in the center of the court. Two little girls were together
working on a drawing. Julika was singing a song with a great deal of
verse repetition. Her friend, Tatania wanted her to stop singing. So
then Julika came running to her mother and she said, “Mommy, Tatania
wants me to stop singing and I don’t want to stop.” The mother answered
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The New Rules of International Negotiation
softly, “She doesn’t want you to sing? Then don’t. She’s your best
friend.”
I relate this incident because of my initial reaction. At first I thought,
“Julika has the right to sing if she wants. She could ask Tatania what
song she wanted to hear.” I definitely felt for Julika and was somewhat
upset with her mother for not standing up for her daughter’s rights.
Later, I realized it was a matter of priorities. My priority was the right
of the individual and Julika’s mother’s priority was friendship. Initially,
I couldn’t understand why this little happening preoccupied my think-
ing. I then realized we often share the same values with another cul-
ture, but it’s where that value sits in a priority list that creates a barrier.
Julika didn’t argue with her mother; she understood her friendship was
very important, and she didn’t want to hurt Tatania. After having reared
four children, I, too, felt their friends were valued, but at times I ap-
proached my children in a defensive way when I was trying to teach
them to be considerate of a friend. “Let Kenny go up the slide first this
time, just this one time.” Taking turns and being fair were principles
that supported their maturation, whereas just being a good friend was
left understood, unspoken.
How do you express value of another’s world? Is it through telling them
that you respect their culture? That’s akin to saying “I’m an honest person,”
or, “I’m trustworthy.” Those statements put someone on guard instead of
reassuring them. Your actions build a reputation of trust and honesty. Once
again, it’s by what you say and what you do. In the next chapter we’ll begin
the “what to do” in behavior and then in building the virtues.
Initially, you have to want to know more about the other—out of
interest or out of need. Ask more. Look for why the other does things
differently to better understand what motivates their actions. Investi-
gate the history of the culture to discover the worth of their past as it
exists now in the present.
If a cultural barrier is exclusion, then you must include. Include
“the different one” in:
B Conversation
B Meals
B Meetings
94
Values: A Matter of Priorities
B Social events
B Problem-solving/discussion
B Celebrations
B Teams
B Shopping
Then include yourself in their:
B Cultural events
B Historical monuments
B Art
B Museums
B Local restaurants
B Markets for food and for local artifacts or crafts
B History
B Newspapers/books
The answer to how to value or lead cultural diversity is not a short,
simple three-step process. Valuing diversity is an ever-evolving process
of building a new intercontinental virtuous culture. A strong background
for negotiating the best solution for both cultures focuses on mutual
need and benefit. It’s the most cost effective method for creating a
productive working organization housed in the strength of its commu-
nity. To negotiate better or to secure the desired results requires an
understanding of the other side, their priorities, and their point of view.
Without asking or without exploring we decide who fits and who
doesn’t. We judge for the wrong reasons and then try to make up for it
with respectable excuses: “She’s so difficult to understand, I don’t want
to embarrass her,” or, “He gets so emotional, this is business…” or,
“He has to get more aggressive, if he wants to be heard….” We’re a
melting pot, but we want every one to melt into the pot and become
“American.” While that’s not a bad idea (in theory), it makes us think
that everyone should look, act, think, and speak “American.”
Today, offices are more virtual than they are “virtuous.” In order to
create “a new intercontinental virtuous culture,” perhaps “the virtual”
has to work on a negotiating structure for communicating respectfully by
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The New Rules of International Negotiation
e-mail, teleconference, or the Webinar. The virtual office, and its vir-
tual meetings, have often handicapped the development of honorable
relationships. The misuse or abuse of technology often sends negative
messages, whether intended or not, and these messages weaken the re-
lationship and the long-term contracts for business. Technology has
greatly helped people to meet, to work together, and to produce, yet at
the same time it has made it more difficult to build a relationship of
substance and feeling. It is often a challenge to work virtually in your
own culture. Add to this difficulty the international problem presented—
to hear an innuendo, to interpret a look, or to understand within an
accent foreign to us—these concerns often determine the outcome of a
negotiation, good or bad.
In the June 2007 Negotiator Magazine, Charles B. Craver cites a
Northwestern University study done with regard to “Conducting
Electronic Negotiations.” Craver writes:
“Bargaining involves personal interactions. It is difficult to have
good personal interactions conducted entirely in writing. It is so much
easier to establish critical rapport through in-person or telephone ex-
changes during which the parties talk directly to one another. Profes-
sors Leigh Thompson and Janice Nadler of Northwestern University
have conducted several interesting studies in this regard. They divided
students into pairs and instructed them to conduct negotiation exer-
cises entirely through e-mail exchanges. Half of the participants were
given a five-minute schmoozing telephone call during which they could
discuss their personal lives, their school experiences, and similar top-
ics. They could not talk about their negotiation exercise. When nego-
tiators who got the preliminary schmoozing phone call worked on their
exercises through e-mail exchanges, they behaved more cooperatively,
reached more agreements, and achieved more efficient arrangements
than the participants who had no preliminary phone calls.
“It is thus important for persons who plan to conduct their nego-
tiations through e-mail exchanges to take a few minutes to telephone
each other in an effort to get to know one another and establish some
rapport.”
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Values: A Matter of Priorities
This is excellent advice, not only for the international exchange,
but for any electronic discussion. Designate time only for a casual con-
versation—weather, family, hobbies…. To know the other sides’ pri-
orities of values, familial and business, to address their concerns first,
and to listen without anticipative judgment, will give you an edge in
every negotiation. To stay focused on the issue, the solution, and/or the
process will keep you moving with the other side toward mutual ben-
efits in the final results. Once you delineate the structure to be followed
electronically then the verbal behaviors take the lead in determining
your results.
Knowing the other side’s priority of values gives you a more knowl-
edgeable way to approach: deciding where to begin in order to have
them listen, where to progress, and how to ultimately secure agree-
ment. Knowing their perspective creates a more accepting environment
for the business-focused conference calls. Their priorities become part
of your strategy. Trust insures movement toward your prioritized of
needs. Together, a harmony of perspectives grows.
Snapshot of Poland
The Communist regime was overthrown in Poland in 1989. It is the
biggest Slavic country in the European Union. Poland is a country that
has lost its identity several times. It dates back to the 10th century and
often is referred to as an excellent example of a transition country. A
symbol of resistance against totalitarian systems, Poland is now build-
ing a democratic system—a parliamentary republic—and free market
economy. Because of its history of national ownership, the Polish people
exhibit a resiliency and a true entrepreneurial spirit. Poland is now a
parliamentary republic.
Located between Germany and Russia, the Poles consider them-
selves a western European nation. Their strong belief in the Roman
Catholic Church kept Poland less Communist during that era. The
Poles are indebted to the Church for keeping their cultural identity.
Catholicism is the only religion in Poland today. Although some of the
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The New Rules of International Negotiation
Cultural Considerations
B Poles tend to be conceptual and analytical in thinking, but they
value relationships over the law.
B Truth is determined by both objective facts and subjective
feelings.
B Don’t show superiority—instead learn a few Polish words.
B A show of “economic” imperialism irritates.
B A colleague in Krakow, Kris Gluc, describes the ignorance
of some businessmen who visit with this statement, “Don’t
be surprised with civilization and no “white bears in the
streets,” Learn about the culture, the history, geography,
and sports.
B While the fall of communism makes decision-making more
of an individual responsibility in Poland, it doesn’t exclude
reaching group consensus.
B Poland is a male-dominated society.
B Shake hands when you meet and when you leave. Include it
with an exchange of business cards and casual conversation.
B Address Poles with formal titles such as Mr. or Mrs. and
their name.
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Values: A Matter of Priorities
B Avoid loud behavior. Poles are soft spoken.
B Women who speak more forthrightly might face a bit of re-
sistance from their male counterparts.
B Sunday is a traditional day for family.
B Dress is formal and conservative—tie and jacket for dinner.
B Poles stay up late. So should you.
B Vodka is the real drink. Don’t get in a contest; leave a little
in your glass.
B Toast “Na zdrovya.”
B Do not bring up your background if you are German,
Hungarian, Russian, or Jewish.
B Shake hands. For friends and relatives, kiss cheeks three
times and hug.
Business Considerations
B Business dress is formal and conservative. Dark suits for
men and women (and often dresses for women).
B A gift is appropriate at the first meeting with a Polish busi-
ness person.
B When visiting the home, always bring a gift. If it is flowers,
make it an odd number of stems (even numbers are bad luck).
Red roses have a romantic implication, so if you bring them,
you had better be prepared to propse marriage. Chrysan-
themums are saved for sadness and funerals.
B Always initially address a Polish person with Mr./Mrs./Ms.
along with with their surname.
B Business lunches and dinners are popular.
B It is customary for a foreigner to offer to pay.
B Meetings can start at 8 a.m. Business lunches could be as
late as 4 or 5 p.m., ending the work day.
B Dinner is around 8 to 8:30 p.m.
B Requests for appointments should be made in writing; e-mail
is appropriate.
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The New Rules of International Negotiation
Negotiations
B Poles can be tough, cheap, and cautious in negotiations.
B Have proposals, reports, and promotional material printed
in Polish.
B Be prepared, knowledgeable, patient, and polite.
B Do not fill the silence.
B Negotiations can take a long time.
B Facts and logical development to a sound conclusion show
respect to the Poles.
B New entrepreneurs want to move along efficiently and
quickly.
B Poles can be very tough clients, insisting on their own terms.
There is a certain pride in being difficult.
B Build flexibility into your options.
B A local representative is inherent to successful outcomes—
Polish businesses run on relationships.
B Bring many business cards—preferably printed in both
English and Polish.
B Data is important, yet Poles tend to go with their gut feelings—
so once again, the relationship is critical.
B Cite examples of similar business deals that were success-
ful, especially deals with respected clients.
B Make eye contact and be yourself; Poles are sensitive to
insincerity.
B Meaningful conversation is appreciated after business is finished.
B Sincere compliments are welcome, but if they are too frequent
and public, they will lack sincerity in the eyes of the Poles.
B Do not hold a one-on-one private conversation while in the
group.
B Do not sit with one ankle resting on the other knee.
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Values: A Matter of Priorities
Five Main Negotiating Styles Are:
1. compromise (yes—especially win-win)
2. bargaining (quite rarely)
3. coercion (hardly acceptable)
4. emotion (sometimes a little)
5. logical reasoning (very important)
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Build a Trustworthy Relationship
CHAPTER 6:
Build a TTrust
rust worthy
rustworthy
Rel
Relaationship:
The TTrust
rust Model
Agenda
A. Organizational Alignment Model.
B. Trans-cultural Alignment Model.
C. Trust Model.
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The New Rules of International Negotiation
ran on the platform of developing a strategic plan for the district. This
helped get us elected because most of the voters were businesspeople.
The plan aimed to keep us fiscally sound, focused on results, and was
goal oriented. As a result, every child would have the opportunity to
perform to the best of his or her ability, and, within three years, every
child would achieve 90 percent of his or her potential. I stayed on the
board for a decade and the plan played an important part in moving the
district toward continuous improvement. The superintendents took lead-
ership roles in education in the state and nationally. A strategic plan is
critical because it sets an organization’s direction, the route, and com-
munication to the organization’s employees.
Mission/Vision
B
B B BB
Objectives Practices
Activities Behaviors
Results
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Build a Trustworthy Relationship
with the strategic goals to the objectives, specify how to reach the goals,
and then detail the activities needed to get there. In comparing infor-
mation on different company Websites, you would probably notice that
many are quite similar and would more than likely include capturing
more of the market share in their particular business. Product or ser-
vice would be highlighted with the benefits and added value. Anything
that would be what your company is about or does would be part of this
side.
The right side deals with the way you’re going to do business. Sim-
ply put, it’s your business values or how you will do business. For ex-
ample, Saturn decided there would be no price haggling with suppliers.
Instead they would offer a good, competitive price and then partner.
Partnering with their suppliers was a business value—how they would
do business. From the value follows the practices that help facilitate or
demonstrate their value. Together, Saturn and its supplier would re-
search and determine a fair, competitive price. Together, they would
determine how to cut costs without jeopardizing quality and then how
to assure quality while minimizing error. The behaviors of individuals
should reflect the values and practices employed. The Saturn team should
elicit opinion from the supplier. They would also invite the supplier to
critical planning sessions. They would not exclude the supplier from
information in order to keep control; instead, they would keep them
updated on changes, progress, and feedback—as partners.
This “how to” side of the Alignment Model is what will help to
assure a company’s economic leadership in this new century of global
markets. It’s how you do your business that will distinguish you from a
competitor. Exclusivity of product or technology is minimal today.
Whether someone copies it or brings a new feature to technology, its
average of 60 days exclusivity will not drive a company’s success. Yet it
is essential to demonstrate how you promote your product, how you
develop business relationships, and what priority people receive in your
organization. Negotiation becomes a priority in building the relation-
ships needed inside your organization and in the external business com-
munity. Telling someone what to do will not be as effective as asking
them how, together, you can finish the project on time. Your business
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The New Rules of International Negotiation
or corporate culture will reflect your priority of values and will direct
how you do business.
In today’s world market, diversity is the core of every operation
and project. It’s the machination of a complex: an interpersonal,
intricately structured organ functioning to produce a fluid and
synchronized person-to-person activity. An interaction of substantive
understanding could result in superior solutions, a mutuality of value,
and a respect for the strength of differences. This is accomplished
through a good negotiating process that leads to a collaborative approach
to solving problems. Quality of product or service, productivity, and
time are each a result of negotiating well the relationships and the pro-
cesses. The cultural mix (business and national) adds value to your
business and helps to determine the targeted results.
B BBB
Cultures Values/Virtues
BB B
Customs Practices
Traditions Behaviors
Results
Trust
Building Relationships
Improves Productivity
The Trans-cultural Alignment evolves from the right side of the Orga-
nizational Alignment Model, the business values and how we do business.
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Build a Trustworthy Relationship
Today, diverse cultures are an issue and a reality of a formidable pres-
ence. The person who leads in diversity leads the global market today.
It isn’t a choice; it’s a requirement. The “they” of today pulls in every-
one including the white, Western male. Everyone is someone else’s
“they.” Why are we still using holsters and guns when the competition
is between the brains, the technologies, and the business strategies?
This alignment model addresses the same mission/vision, which, today,
almost every company has to address. The cultural diversity issue is an
integral part of a strategic plan. Understanding this requirement is un-
derstanding the need of negotiating within your organization and exter-
nally with the customer or supplier.
The left side of the Trans-cultural Alignment Model delineates the
individual cultures. It accommodates any national culture. The align-
ment would involve whether the culture and its traditions reinforced
the behaviors, and then, whether those behaviors were in alignment
with individual dignity. Each country’s culture has definitive customs
and traditions that were meant to exclude other countries and cultures.
It is most important to recognize these distinct differences in customs
and traditions. Awareness of these customs and willingness to use them
out of respect is very important. For example, to hand over your busi-
ness card with both hands in Hong Kong and then read the other’s
business card when it is handed to you shows that you value the culture.
The left side of the model is an expression of respect for individual
culture. Alone, this side will not allow you to build the trust that you
need. The question is: Will this be the deciding factor in generating and
developing a long-term relationship or for setting an environment con-
ducive to building trust? From the first exchange, you want to establish
a respectful and well-functioning association, and recognize their cus-
toms and traditions is an excellent introduction.
The right side of the model includes the Four Strategic Virtues, which,
when used consistently on their own, will build an unshakeable trust. The
behaviors, along with the recognition of customs and traditions, will re-
inforce the trust needed to maintain the relationship. This side of the
model is how you should work across cultures in an acceptable and hon-
orable manner. It defines values, practices, and behaviors—the same as
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The New Rules of International Negotiation
the Organizational Alignment Model. The values here refer to what I call
the Four Strategic Virtues: Consideration, Acceptance, Respect, and Empathy.
In general, these virtues are valued by all cultures. It is the priority of
values within each culture, however, that often adds tension to an interac-
tion between the cultures. Within the U.S. business arena, the bottom line
affected by time and quality is most important. Money and time lead in the
priority of values. One of the drawbacks of being able to make something
of yourself is that sometimes your worth is judged in dollars. Children
learn from every commercial on TV, each marketing piece in magazines or
newspapers and billboards: “You’re worth what you can buy.” Good judg-
ment is often determined by what kind of car you buy. Leadership and
influence are frequently identified by the clothes you can afford. Charac-
ter is assumed by the house in which you live. Family is valued, but if it
interferes with professional advancement, the job wins.
For several years, I was consulting with a U.S. hi-tech company in
their Vancouver office. During one of their restructurings they told 27
of the engineers that they would have to move to one of their U.S.
offices or lose their jobs. The economy was strong, and engineers were
in high demand, so several weeks later the entire group, except for three
or four, informed the CEO in the U.S. that they were leaving the com-
pany. Each had found work with another organization. Management in
the United States was irate. They had misjudged the other culture’s
priorities. The Canadians valued family and country more than a ca-
reer with that company. U.S. management gave the ultimatum based on
an American priority of values. This incident also reflects the weak
leveraging with threats and ultimatums—unless you are willing to live
with the outcome of either choice.
This priority of values also affronts many Asian cultures, because
their first priority is relationship and then learning. If you approach
them with the benefits of saving time and ultimately translating that
into money, you lose their attention. If you talk about the people and
the benefits—from housing to food to education—it will serve as a gra-
cious invitation to work hard together. In a negotiation, being able to
identify the priority of needs of the other culture can help you reach
your highest aspiration of needs.
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Certain universal, strategic virtues round off our competitive edges
and lay the foundation for Trust: Respect, Acceptance (appreciation
for, value of), Open-mindedness (vulnerability—sincere yet strategic),
and Empathy, recognition of the other person’s need. These qualities
are not exclusive to competition; they enhance the positives of com-
petitive positioning. Confucius spent his life in search of “the benevo-
lent, virtuous man.” According to his Analects, Confucius was not
looking for a reward of afterlife or recognition. Rather, he searched for
an understanding and to get “closer to rightness.” Voltaire, the 18th-
century French philosopher, defined virtue as “a commerce of good
actions.” It truly is the business of honorable living. Confucius also
referred to virtues as actions that took you closer to rightness.
Respect is defined as the way you behave toward others as if they
have innate value. For example, you wouldn’t interrupt someone’s
thought or idea out of respect, and you wouldn’t take a phone call while
you’re talking with someone, because you value them and their time. If
someone is speaking with a thick accent, you would apologize for not
knowing better their language, and indicate how beneficial for both of
you that they understand your language so well.
Acceptance means your behavior does not indicate “superior” ver-
sus “inferior” in the way you treat any other person. Humility replaces
a boastful posture, and you begin to see the actual value or worth in
differences and, at times, you recognize the similarities within oppo-
sites. Making another feel inferior is an unforgettable insult. If you
have to tell someone how smart you are, then you haven’t learned quite
enough; if you have to tell someone how much money you have, the
money has controlled you and will never be enough; if you have to tell
someone how honest or nice you are, it’s a warning! What you say and
do is the other person’s only criteria.
I was delivering training in a refinery when the general manager of
the 5,000 employees called me into his office. A group of Chinese busi-
nessmen were visiting the refinery the next day, and he wanted me to
give him a couple of pointers on how to act with them. I gave him some
of the typical do’s and don’ts, such as present your business card with
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The New Rules of International Negotiation
both hands; make certain you read the ones that are given to you and
make a comment, if possible; slightly nod and bow, and so on.
I didn’t see the general manager for several weeks. When next we
met, I asked him how things went with the Chinese visitors. He said it
went well, but he didn’t do anything I had suggested because he felt too
awkward and clumsy. I told him that was the very reason he should
have done it. His awkwardness would have shown respect and value of
their traditions.
On another occasion, a senior executive from a major corporation
was working with a special partnership in Hawaii. Though all members
were from the United States, there are many traditional differences.
This executive appeared at their negotiations in a suit and tie out of a
formal respect for the group. For about three days, the executive from
the mainland would appear in his suit and tie, and they would appear in
their Hawaiian dress shirts. On the fifth day, the mainland manager had
gone shopping and bought shirt to wear to the meeting. When he en-
tered the conference room, there sat the three Hawaiians in suits and
ties. This is acceptance, value, and respect. An embroidered shirt brought
the group to the best of agreements. Both parties showed they cared
about the other.
A vulnerability or openness shadows the Acceptance Virtue. This
shred of vulnerablility highlights the sincerity of one’s acceptance. You
have the strength to reveal an issue, a need, or perhaps a happening
that reflects a possible weakness in your processes—the beginning of
trust. It also says that, whatever you say, you should expect a consid-
ered, nonjudgmental response. In American culture, this is often seen
as undermining our competitive edge. In a competition, one has to keep
the upper hand. It matters what you reveal and to whom. It’s difficult
to build trust if neither party is willing to expose a wart or weakness.
My husband and I were married for about two years and were hav-
ing one of our more than 200 arguments about being thoughtful. After
the argument wandered into the trust area my husband said, “You just
don’t trust me or my love….” It dawned on me that my husband wasn’t
yet willing to show any fault, failing, or weakness. He wasn’t willing to
be exposed or vulnerable with me. That made it very difficult to establish
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Build a Trustworthy Relationship
trust. It was a shock to me: My husband actually didn’t trust my re-
sponse, my reaction, or my love. Essentially, he didn’t yet trust me.
By its definition this vulnerability factor expects a considered nonevaluative
response. The same is true for a business colleague, client, or employee.
Empathy, in the business sense, is to recognize the needs of others
first. Coupled with this recognition is that others must see or hear your
concern for their need. This is a constant essential to have the right to
influence. In negotiations, it’s often said that the fastest route to get-
ting your need answered is to service the other party’s need. It’s not
enough to take care of whatever you assume they want or need, they
have to be aware that you’re doing it in a nonbraggadocio way.
Learning is not age discriminating. All learning is change. With the
wisdom of age and the ability to keep sorting it out and understanding
with depth the reasons behind actions, solutions, and behaviors, we
should be protecting and pursuing the opinion of an older person. Older
people in our society tend to live up to the expectations of its society—
inactivity and exclusion from real life and discussion. Our priority of
value dictates this outcome.
Many times, our expectations of a person create the actions and
inactivity of that person. Because I am progressing with speed into
“elder-dom,” it has amazed me where we, the older generations, are
placed in priority within our young country. Many older people are
more resilient than those ages 25 to 40. They can also balance the sad-
ness and joy of life by setting a priority to the changes.
You seldom hear, “Let’s go ask Grandma; at her age she has a bet-
ter clarity of what should be done. I trust her judgment” or “Mom,
you’ve got to come. You always have a better perspective and a much
wiser solution…” People ahould ask the basic question, “What do you
think should be done, Mom?” and follow up that question with an in-
terested, “Why?” Our behavior or way of treating elders creates the
results we get. If we treat them as a mind with no good ideas or creativ-
ity, that’s what we will get. When we treat them as incompetent, they
retreat into the inactivity of an incompetent.
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The New Rules of International Negotiation
Behavioral Approach
Values
Attitudes B Behaviors
B Results
B
B
Confident
Integrity
B Expectations B Trust
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Build a Trustworthy Relationship
The right side includes the expectations of the different cultures, and
this directly affects how an individual treats a different person. If you
expect every Asian to be passive and quiet and your response is to talk
over them, more loudly and more aggressively, that will be the result.
Yet knowing they are quieter, you could ask them nonthreatening ques-
tions of their experience. You could listen and sometimes repeat what
they’ve said showing them that you value their input—you actually lis-
tened and heard. If you are working with a Hispanic colleague, and you
believe their “emotional” responses would be better heard if said in an
enthusiastic well-structured delivery, the structure itself gives a sense
of order and credibility to their ”emotion,” which is valued as enthusi-
asm and commitment to their job.
To change the expectations of a business culture or how a business
interacts with others is not only possible, but also essential to the long-
term success and even the existence of an organization. If the organiza-
tion consists of diverse employees, your choices are focused on using
the individual talents to maximize productivity and quality, or to work
around them or “in spite” of them. If you’re an organization that does
not yet have a diverse workforce, you’re lagging in this global market-
place. Your response to the varied needs of this marketplace could be
competitively delayed.
The workforce should reflect its community. If it’s a workforce that
is synchronized in its efforts, its response time, and in reaching its goals,
it is one that leads in diversity.
The Organizational Model and the Trans-cultural Model expose these
differences and then how to find opportunity in those differences. The
Organizational Model shows us the company’s plan and what they must
accomplish. That’s the left side. Then the right side shows “how” the
company will deliver this product or service. It delineates the company’s
business values. It determines if an organization will partner or compete
with their suppliers. It describes the scenario of the “customer is always
right,” and it carries out the constancy of a company’s key beliefs.
If a company is arrogant and follows hardball tactics or strong-
arming a supplier, the behavior reflects their business values. These
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The New Rules of International Negotiation
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Build a Trustworthy Relationship
its leadership in the business world based on the positive attributes of
both cultures—East and West.
Cultural Considerations
B Never confront a Chinese person in public.
B “Saving face” is central to the Hong Kong culture. A person’s
reputation and status reflect on his or her entire family and
on social groups in which they hold membership. Causing
any embarrassment can jeopardize your business.
B When making decisions and acting upon them, Hong Kong
Chinese are guided by their feelings, similar to other Asian
cultures, but they also have confidence in the ideology of
the group. Some of those who are higher educated may be
comfortable with objective facts over personal feelings. Once
again, Hong Kong Chinese are a combination, and they em-
phasize wholeness.
B The color red is considered a lucky color, so wear a red tie
while in Hong Kong. In Japan, on the other hand, it is a
color of death, so avoid wearing it.
B Making a toast is a very important part of the Hong Kong
culture, and the guest of honor always makes the first toast.
B Do not blow your nose in public or at the table.
B Drinking is an important part of relationship-building in
Hong Kong. Even if you don’t drink, take a sip here and
there.
B Gift-giving is an inherent part of the Chinese culture.
B They may applaud you during your visit. A middle school
student body applauded me many times during a day I once
spent with them. I was also expected to applaud back—they
loved it even more when I did it. It is a sign of respect.
Business Considerations
B A handshake is common in Hong Kong, and a slight bow for
respect is acceptable.
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The New Rules of International Negotiation
Negotiations
B Determine the position and status of each member of the
Chinese negotiating team. It is important to direct your at-
tention and comments to the senior negotiator.
B Ask them to speak first, out of respect. If they insist you
take the first turn, deliver a portion of your presentation
first.
B Present your materials in a humble and comfortable pace.
Humility is respected and aggression is inexcusable. If you
are too bold, you could lose the business.
B Tea often has a consistent presence during negotiations.
Accept and drink the tea, but only after your host starts to
drink it.
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B Keep the same negotiating team throughout the negotiation.
B A yes does not always signal an agreement. In Hong Kong, it
is a manner of speaking, and it often means, “Yes, I hear
what you say.”
B The Chinese avoid confrontation because it dishonors some-
one, so they will not say no to you. They frequently say “per-
haps,” or “Let me think about that” or even, “It could be
difficult.” These each could mean no. You have to continue
to better understand their needs.
B As Sun Tzu said in the Art of War, “Offer option [to avoid
war].” Prepare many options before going into the negotia-
tion. Options offer some valuable alternatives, and they could
also offer the Chinese business person a way to “save face”
by not accepting your proposal.
B The negotiations may be very slow, with keen attention paid
to details, details, and more details. Near the end, the Chinese
might request a large discount because they know you are
ready to close.
B Harmony is an underlying objective of every negotiation, so
avoid conflict and emotional display.
B Age is revered. Your lead negotiator should be 50 years old
or older. For us older than age 50, this is a wonderful chair
to sit in.
B Hierarchy is also respected and a high priority in the busi-
ness culture, no matter how small the company. Hierarchy
may be determined by position, age, and gender.
B There is a strong authoritative, formal structure in Hong
Kong requiring obedience and objectivity.
B Criticism should be delivered discreetly and kindly—and not
in public.
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The Business of Good Actions
CHAPTER 7:
The Business of Good
Actions:
Four Str
Str
traategic Virtues
Virtues
Agenda
A. The Behavioral Approach Model.
B. Four Strategic Virtues: Consideration, Acceptance,
Respect, and Empathy
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The New Rules of International Negotiation
to TianJin from Beijing took us about two and a half hours. The oppor-
tunity for the driver to practice his English with a Westerner, and my
desire to learn more about this curious country, generated an energetic
conversation that lasted the entire trip.
We talked about my country, the United States (his interest), and
about China and the Chinese people (my interest). His questions were
focused on the freedom of the person—but not in a longing sort of
way—in a need to understand sort of way. He wasn’t concerned with
what people had or owned. His inquisitive exchange was focused on
education, technology, music, past times, and later sex or the freedom
of it. A favorite television program seen there was Dynasty—an old U.S.
television series. Throughout his conversation a most sophisticated
English vocabulary emerged and the grammar was almost impeccable.
He was taught English in school, but most of his learning was self-initi-
ated. What was and continues to be astounding to me is the consistent
involvement with thoughts of Confucius in our casual conversation.
We spoke of building relationships and he interjects: “One must do
their best for others and be trustworthy so that one moves closer to
rightness…” (Book XII of the Analects of Confucius). He continued in
support of the “trustworthy criteria” and said, in order to be trustwor-
thy, “One must never put off the fulfillment of a promise to the next
day.” (Analects)
He was an ordinary person, as he referred to himself, who spoke
confidently of the philosophy of a man of letters. This happened fre-
quently in China. People believed, spoke, and acted on the words of
Confucius. Everyone wanted to learn more as part of the set of prin-
ciples and beliefs that the great philosopher taught. Learning for the
sake of becoming a better person was part of the living culture.
Confucius, the revered Chinese philosopher, dedicated his life to
the search of the benevolent, virtuous man…and to be this man. As a
philosopher in 495 B.C. his Analects validate the universal and classic of
the integrity of the individual and the primary concern of the respect of
the individual. His focus seems to be on the practical actions one must
take to get to that level of benevolence and wisdom, similar to Voltaire’s
thinking.
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The Business of Good Actions
Traveling for business can often be lonely: eating alone, sitting in a
hotel room alone, sitting in a hotel lobby alone. In the beginning of my
work days in Asia, I would tour all the sites, from the Hidden City to the
Great Wall—these were all my activities. Working across the continents,
I found there were a lot of empty hours to fill. I spent the time observing
people, listening to them, talking with them. In the beginning, I won-
dered what makes one person so appealing with the Chinese and another
so offensive? Many people would also question me as to how I could get
a timely response and action from our Chinese colleagues.
On Saturdays or Sundays I would often take walks on the main
streets or sit in a café and watch the people walk along the street. A
singular question kept me watching, “What makes a person charismatic
internationally?” One person can appeal to several different cultures
without changing his or her character or personality. I began to ob-
serve and tabulate their specific behaviors, and the affect of those be-
haviors on the response of the other person.
Looks, social or professional position, family name, and perceived
intelligence can all contribute to a person’s “charisma.” Depending on
the audience and the situation, these assets could support “charisma,”
yet the distinguishing factors rest in a person’s sense of honor. This is
what some writers call character. Initially any one of these factors could
impress an individual. They could even get a group to listen for a while,
but it is the Four Strategic Virtues that give a person an appeal and a
framework for building trust.
Working around the world, experiencing the cultural differences as a
stranger or foreigner, searching for a better understanding of cultural
distinctions (each on its own), led me back to the human, universal prin-
ciples that build trust. This priority of Four Strategic Virtues was the
outcome of studying more about the Asian cultures and the influence of
Confucius on those cultures. I found that building relationships within
one’s own culture or within other cultures required a basic set of principles.
The Four Strategic Virtues are:
1. Consideration
2. Acceptance
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The New Rules of International Negotiation
3. Respect
4. Empathy
Although there are more attributes that contribute to building trust,
these universal virtues are identified tools used to overcome the cul-
tural barriers in the global marketplace. They can be supported for
consistency by the appropriate verbal behaviors. The U.S. business style
is often described as: aggressive, competitive, hardball, in-your-face,
take-the-bull-by-the-horns, and shoot from the hip. In Western culture
these ways of acting are admirable behavior for a business person. At
the same time, the U.S. business person is often described as: warm,
friendly, open, and often inviting.
The aggressive behaviors have become acceptable in the U.S. busi-
ness culture, yet they are often accompanied by cutting people off, com-
peting with suggestions versus building on another’s suggestion, and
consistently telling rather than asking. Acceptable behavior doesn’t mean
good or appropriate behavior. Today we are merging with so many dif-
ferent cultures, and it requires understanding of the other culture’s
priorities and needs.
When referring to the old word virtue, I think of it in terms of
Voltaire, the 18th-century French philosopher, as he described it in his
dictionary. Voltaire’s definition of Virtue places the emphasis on ac-
tion, not on the passivity of chastity: “It is the business of good action,
good doing.” Based on this definition, a person could be virtuous with-
out denying every bigoted belief or thought. Now, if they put those
thoughts into action they could become a man or woman without virtue
and without personal dignity. Yet a person who works with others in
the pursuit of doing “the right,” “the beneficial for community, busi-
ness, or social,” is described as “charismatic” or “good” by people from
all cultures.
These Four Strategic Virtues offer a framework for action and for
building relationships that will cross cultural barriers in the global mar-
ket. You can best improve the bottom line by developing the best in
your people. In the outcome, they perform as much for the bottom line
as do quality standards or cost criteria. A staff that embodies these
virtues assures a work environment of: fewer misunderstandings, better
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The Business of Good Actions
solutions, peak productivity, less absenteeism, and a more competent
and reliable workforce. This business of good actions keeps people re-
spectful and considerate of each other’s need.
These Four Virtues: Consideration, Acceptance, Respect, and Empathy,
work in every culture and with every segment of diversity. With regard
to change, they also assure a high success of implementation of the
“newnesses” required by ongoing change.
These strategic virtues transcend differences and bring honor to
differences. The first virtue, Consideration, is defined as how one re-
sponds to another’s question or statement. I remember, when I was a
young child, I hated asking my mother for permission to do something,
because she was the overprotective, Russian mother who always an-
swered no before any explanation or reason was given. I wanted to ask
my dad because he would initially question me, give comments, and
never make a judgment statement of me or my idea or question. In the
workplace today, people are afraid to ask a question or give an opinion.
They don’t want to look stupid or not prepared or naïve or incompe-
tent. They also don’t want to feel demeaned by the response. If my
mother said no without hearing me out, I felt devalued for a couple of
hours…sometimes angry, other times frustrated. Also, I didn’t know
her motives, I only knew her answer. As I grew older, I learned to begin
with, “Don’t say anything, Mom, until I say. Okay?” That little process
worked, and it diffused my mother’s fear that something would happen
to me.
It’s the same in the workplace. A person should be able to ask any
question or give any statement and be given a response that values their
thinking and signals respect. I have heard so many times, “Why do you
ask? Didn’t you read my e-mail?” A person should be able to comment
and give an opinion without a judgmental comeback, such as, “That
sounds risky, did you give it any thought?” That simple come back can
impact productivity to a low, while establishing a firm basis for a
threatening business culture. Responses similar to these, undermine trust
and result in a cautious and apprehensive work environment. One of the
primary objectives in a negotiation session is to keep the climate open to
discussion, so that you can find out more about their needs and eventually
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The New Rules of International Negotiation
work toward a solution and a solid agreement. This first virtue gener-
ates the foundation for building trust.
Expectations strongly influence the outcome of an interaction, a
decision, and a plan. They are an integral part of a goal set—the ex-
pected results of reaching that goal. It’s the same with people: what are
the results you expect from them, from their actions, from their work?
When you expect them to be competent and reliable they usually are. It
doesn’t mean training isn’t needed or guidance is eliminated, it simply
means to treat them with respect and integrity.
My dad treated me, from the time I was born, as if I was capable and
reliable…and I responded to his expectations of me. It’s not to say my
mother didn’t. She showed great confidence in each of our abilities, yet
her fear of someone hurting us undermined her expression of confidence.
I know when someone treats me as if I was capable and reliable, as
if I had the ability to produce—I usually deliver. I also know if their
expectations of me are minimal, I lose energy and focus. It’s most diffi-
cult to respond contrary to the expectations for any duration of time.
This reminds me of the study done by the Harvard School of Education
with a local high school. The teachers were told at the beginning of the
school year that the groups were divided by their abilities: one, gifted;
another group, high achievers; a third group, average; and the final
group, below average in capabilities. After the year was up, and the
teachers compared how their classes performed, the gifted excelled as
well as the high achievers, the average were mediocre, and the below
average barely hung in there. Then the teachers were told that the stu-
dents were, in fact, randomly mixed among the several classes. Their
expectations drove the performance of the students—the same as our
bias with its accompanying behaviors of expectation—it drives the results.
I have visited many schools in China and the students relate a great
deal of their questions to my family and my children. They are not
afraid or even timid when using complimentary statements regarding
my person. My first visit to a middle school in Beijing was one of my
best experiences.
I met with several classes. The students had the opportunity to ask
me questions and then we would interact in English, so the students
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The Business of Good Actions
would have the rare opportunity to practice with someone from the
United States. They gathered closely around me after the session was
over to give me little gifts and to take pictures. The last question came
from a 15-year-old young man. Of course, it had to do with Madonna.
He asked if I knew anything about what she liked and didn’t like and if
I ever saw her in person. I answered that I knew one thing: she would
think he was very handsome and would probably want to meet him.
They all laughed and joined in with many other questions. At the end,
one of the young men stood up and said, “I like you Madame Lee, you
are beautiful because you have a kindness within you and I know you
are a fair person. Also you are very funny with us.” The class applauded
their colleague. I applauded back. The compliment was heartfelt and
wonderful. What amazed me was that a 15- or 16-year-old boy said this
publicly to a 59-year-old woman in front of all his peers in this trau-
matic time of school years. By this age, our young men know not to
reveal any feelings publicly. By the time these young men become ex-
ecutives in the U.S. business arena, they do not address familial or per-
sonal feelings in any group meeting and perhaps not even well at home.
Has our competitive spirit squelched the juices of emotion out of us
and stopped the public expression of feeling? Can a 16-year-old in a U.S.
classroom interact with and feel value for an older woman…and then
express it? It has been made “inappropriate” to address feelings in the
workplace. In corporate leadership training, it is often cited, by re-
searchers, that an expression of inner feeling builds trust and ultimately
a long-term relationship with a customer, supplier, or colleague. This
does not mean to spill your guts—it means letting the other side know
that you are confused, or disappointed, or even happy with the progress
made.
In a cultural diversity workshop, a young first-level manager was
contesting any value to asking someone from another culture how their
wife was doing or how their mother-in-law was adapting to the Western
culture. He claimed he didn’t want anyone knowing anything about him,
and so he would not show any interest in their life outside work, only in
their business expertise. This is the same man who sends an e-mail to a
peer and copies the peer’s manager so he can get a quicker response or
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The Business of Good Actions
be on the long-term relationship, over how much more you can take.
It’s like a high school basketball team that out-skills its opponent and,
after a hefty lead, the coach puts in his second string or his third. The
coach and the team don’t try to take all the points they can; instead, the
coach gives an opportunity for the less-skilled players to play, possibly
loosing points, but not the game. In negotiations, sometimes, for the
sake of a long relationship, we give a little more than we secure.
We feed our aggressions so that we can lead in that “cutting-edge
syndrome.” This emphasis on competing, on winning, and on being first,
shoves consideration to the side and doesn’t remain only in our jobs, it
influences our family dynamic and, of course, our children. Think of
the role sports play in elementary school and high school. Shopping,
one of our major pastimes, is also considered a competitive sport if
there’s a sale! The aggressive drivers on our roads and the way we dis-
cuss an issue around a dinner table are also part of that culture. Our
competitive culture challenges the Strategic Virtue of Respect.
Acceptance is the second Strategic Virtue. Acceptance is defined as
exhibiting behaviors that recognize the importance of another versus an
attitude of superiority. It means there is no evidence in your behaviors
that indicate “superior” versus “inferior” in the way you treat any other
person. Humility replaces a boastful posture. Humble sometimes can
border on patronizing. For example: “Your accent is easier to under-
stand than many I’ve heard before.” Humility is felt and sincere. You
begin to see the actual value or worth in the differences, and at times
you recognize the similarities within those opposing differences.
Competition’s first child is superiority, and could often mature into
arrogance or put-down. These Strategic Virtues cannot partner with
arrogance; they affront each other. In l942, in his book, Generation of
Vipers, Philip Wylie said, “Superiority and inferiority are individual,
not racial or national.” Making another feel inferior is a most unforget-
table insult. It is often done through the levels of money, intelligence,
name, or position….heritage. Being boastful of any of these areas leaves
the other party feeling “less than”’ or not worthwhile.
Being aware of your status and also aware of the importance of
others within that accomplishment is a difficult principle to maintain.
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The New Rules of International Negotiation
he said to Tom. Tom felt the pain of the put down, but it was Fred who
lost his integrity.
I have heard many business people say “He/she has to earn my re-
spect.” If you follow that thought, then one may be disrespectful until
the other person earns respect. If you don’t yet know a person well,
then you don’t have to show them respect yet. Any interaction should
have respect as its base—in asking, in listening, and in content. Several
years ago, the Social Studies Department at the University of Michigan
did a study on what people in the workforce, at every level, found most
annoying. The resulting report was called: The Crude and the Rude of
the Workplace.
As the report attests to, our business tradition is more in favor of
the aggressive, rude person than the victim of the rudeness. The most
troublesome aspect of the majority in the workforce was, “No one lis-
tens to me.”
Think of how much work time is lost after an employee is treated
with disrespect. Within a negotiation you might have only a couple of
hours at a time or four or five meetings, and yet you have to build trust
and solidify the relationship. Consider your normal activities from gro-
cery store to Home Depot; there are many incidents that undo an aver-
age citizen. While waiting in a line to purchase my choice, a loose-lipped
young man loudly directs me, “The line forms on the right, can’t you
read the sign?” or, at work, when I ask the help of a colleague, he/she
says, “Figure it out for yourself; I’ve got enough problems of my own.”
I am a summer resident of Grand Haven, Michigan, and last summer I
went to get an assortment of bills for my Negotiation Workshop. I wanted
to use my American Express Travelers Checks. The teller had me sign
them and then she stamped them. I asked if she wanted some ID and
she said, “You do have an account with us, don’t you?” I said, “No, I’m
a summer resident.” In pops “Ms. Rude,” the drive-thru teller, and she
says they can’t cash them without the person having an account with
their bank.
I ask her why people would purchase travelers checks to use in
their own bank. She doesn’t respond to me, but turns to the teller help-
ing me and says, “For all we know those checks could be stolen, then
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The Business of Good Actions
what?” Loud enough for me and everyone else to hear. This whole inci-
dent undid me for the rest of the day and I didn’t even have to work
with or see this person ever again. I couldn’t stop thinking about how
rude, how demeaning, how nasty she was…and it used up all my posi-
tive, productive energy on revalidating my worth and on how to get
revenge. In a negotiation your time is even more limited.
Empathy is the virtue that brings the other virtues to visible results/
behaviors, and an influence that keeps trust securely founded, assuring
a long-term relationship. Empathy is defined as the ability to recognize
the needs of another first. It’s a noun of action. The other person has to
see that you do understand his or her need and that you are concerned
about it. Your words or actions have to affirm your concern for the
need. During the past few years, my off-shore clients have referred to
the United States as a “country without empathy.” The sincerity of
empathy is reinforced by respect. Respect for another culture, its people,
and its differences supports empathy.
Empathy requires that a person not only feels or thinks in an under-
standing way about another’s crisis or demands, but that a person ex-
presses his or her concern or acts in a way that shows support and
understanding of the other’s feelings. It requires being able to recog-
nize frustration, confusion, embarrassment, loneliness, and fear….then
acting on that recognition with a sincere willingness to help or to talk.
It is often described as the ability to walk in another’s shoes and then
tell them feelings or do something that shows your concern. It’s the
difference between saying, “I understand how you feel,” and “Losing
my job threatened the security of me and my family and made me feel
so worthless,” when talking with someone who just lost their job.
There are daily opportunities to address, in an empathetic way, the
other person’s needs:
z Give the other enough information—not too much as
to confuse.
z Send an e-mail with specific details and not the entire
document for them to sort through.
z Clarify information.
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Snapshot of India
India is a focused and hard-working country—both practical and spiri-
tual in its way of life. In some ways, it is a country of paradoxes: techno-
logical and mystical, aggressive and solicitous, bold and gentle. It is located
in southern Asia, and it has a population of more than 1.1 billion people.
The predominant religion is Hindu (more than 80 percent) and the two
predominant languages are Hindi and English for commerce and the gov-
ernment. Today, India focuses on technology—software development
and testing, computer support, call centers for technical support, and
the Internet.
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The Business of Good Actions
When I asked a colleague of mine, Rasheed Ahmed, who works
here in the United States for a technical company of India, what is an
obstacle for a business person from the United States to do business in
India he says that India’s complex society presents challenges for the
American businessperson. He said, “Indian society is very diverse and
complex because it is home to many religions, languages, and cultures.”
He said, “There are social norms when it comes to the caste system,
which is part of Hinduism. Although in the business environment it
[this system] is not very obvious, but it does play a role when mixing
people from various backgrounds. It is not doable for foreigners to
understand these dynamics unless one studies the cultures. It is highly
recommended to seek the guidance of a local businessperson.”
He also cautioned that many Indians often use English words that
imply different meanings in India. For example, many times the person
from India uses English words, that may be misunderstood by Ameri-
cans. For example, if an Indian business person says, “We have such
and such…” it may not necessarily mean he or she actually has it in
possession at the moment. It could mean, “We can acquire it, or, we
can make it, or, we are sure we can do it.” These small misunderstand-
ings can easily create confusion and possibly jeopardize trust. A good
way to avoid these misunderstandings is to be very specific in giving
information and clarify so as to avoid making assumptions.
Cultural Considerations
B A conservative, dark suit and tie is appropriate for business.
One cannot be dressed too formally for India. Women should
wear conservative dresses or suits.
B Casual dress is comprised of a shirt and trousers for men.
Women should keep their arms, chest, back, and legs cov-
ered. Slacks and a blazer would be acceptable casual attire
for women.
B Greetings are accompanied with a hand shake. For women, a
nod, or a handshake is appropriate, if she offers. There should
be no signs of public affection. Recently Richard Gere was
issued a citation and ordered to appear in court for kissing on
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The Business of Good Actions
B Avoid standing with your hands on your hips. It is consid-
ered aggressive and confrontational.
Business Considerations
B Make appointments a month in advance. If possible, secure
an Indian business representative and have him make the
appointment with the appropriate person for you.
B Mid-morning appointments are good, followed by lunch, and
then a possible return after lunch to complete business.
B Titles are also important in India, to show respect and con-
sideration. Consistently use them.
B In business, it is a system of hierarchy. A hierarchical sys-
tem is also in place in business. The senior colleagues are
respected and obeyed. Supervisors are expected to monitor
the work of all individuals and, ultimately, responsible for
meeting their deadlines.
B Honesty and respect help develop your trustworthiness with
the Indian business person.
B Saving face and self-esteem are primary priorities to the
culture and to doing business. Individual criticism should
not be public.
B Indians are very hospitable and generous. When you are in-
vited to their homes, you must accept. Bring candy or flow-
ers to the hostess/host, and do not thank them for the meal.
A “thank you” is seen as payment for their hospitality.
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The New Rules of International Negotiation
DO DON’T
Ask open questions. Expect a definitive answer now.
Make appointments at least one Just show up and think you will be
month in advance. seen.
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The Business of Good Actions
B Going to the home for dinner is part of doing business, and
a critical part of building a relationship necessary for long-
term business.
B Criticism about an individual’s ideas or work needs to be done
constructively, without damaging that person’s self-esteem.
B It is important to create an ambiance during the negotiation
that is non-threatening and safe for a productive exchange.
An Indian who is trying to say no might be telling you that
he is willing to try, but realistically he might not be able to
get it done in the indicated time frame indicated.
B It is also important for them to know that mistakes can be
made without repercussions or severe consequences. The
environment has to be safe for attempts and for new solu-
tions to be tried.
B In the negotiation, usually only the senior most person might
speak. The others might not agree, but remain silent out of
respect for the senior member.
B Tilting your head from side to side is a nonverbal signal for
understanding what is being said, or that the listener agrees
with you.
B Westernized Indians may reflect the straightforward, asser-
tive, and direct Western style. You may then respond ap-
propriately to their style in like kind.
B Women are treated with respect in the work place. They
feel quite safe and secure in most organizations.
B Women should plan their wardrobe keeping in mind the con-
servative dress codes and the respect of India’s customs and
traditions. Working in another country demands that the
foreigner respect their laws and their traditions.
B Humor does not abound in the workplace. The work ethic is
focused and intense.
B Most traditional Indians do not drink or eat meat. Keep this in
mind when planning entertainment for Indian businesspeople.
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The Charismatic Multi-national
CHAPTER 8:
The C harisma
Charisma tic
harismatic
Mul ti-na
Multi-national:
ti-national:
Lending a Hand to Neighbors vs.
Managing a Business Arr angement
Arrangement
“Faced with a hostile Congress, President Bill Clinton came up with a
strategy that tied the informal remarks at which he excelled to small-
scale initiatives aimed directly at middle-class anxieties. If Clinton
talked like the guy next door, he governed like a man lending his neigh-
bor a hand.”
—Naftali Bendavid Chicago Tribune Jan. 14, 2001
Agenda
A. Respect and individual integrity cement the foundation.
B. Leading the differences—not abolishing them.
C. Influencing with behaviors—not ordering edicts or
commanding obedience.
This is the strategy the U.S. business community should adopt, and
some have. Lending a neighbor a hand, relating to the familiar and build-
ing trustworthy friendship is much more than the typically acceptable
professional friendship in the U.S. business culture. The Gated Community
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The New Rules of International Negotiation
140
The Charismatic Multi-national
A glimpse of different countries gives us an idea of how their needs
are prioritized. The end goal is generally the same. Each business wants
to enhance their business, stay, and grow in business—increase market
share and revenue. Yet the way to get there differs. Once a relationship
is established, you will have room for requests, for exceptions, for your
own way—as long as your principles remain constant and your trust-
worthiness isn’t questionable.
Learning the traditions and history of a culture is an excellent way to
enhance your appreciation of it. If you work in this global market, it’s diffi-
cult to capture the essence of each, so begin with the universal. Go back in
our history…. What supports the healthy development of a relationship?
I once attended a meeting in which 11 men were sitting aggressively
around a boardroom table, each concerned about his next remark. No
one focused on what had just been said. Some were working on what
they planned to present while others talked on their cell phones and
still others made arrangements for dinner. Someone louder than the
rest took over, “Let’s get this moving; we don’t have much time. We
have to restructure the organization, develop a new strategic plan, and
reassign the people…this afternoon.”
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The New Rules of International Negotiation
toward the value of their own ideas. The rest of the group became spec-
tators in the competitive sport of globally doing business—western style.
All that was missing were the cowboy hat and boots. Whoever is quick-
est to the draw gets to live and to tell.
This scenario took place in Houston in June 2004. The group was
diverse, yet the discussion was one-sided. How could we lead, much
less retain, a customer base? Negotiation, by nature, is inclusive—one
side needs the other and vice versa. It has a healthy tension, but it
doesn’t have to be hostile. You can feel the tug of the rope, but you
don’t have to end up in the ravine. Both sides are trying to stay at a
steady level—both progressing toward and developing workable, do-
able solutions.
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The Charismatic Multi-national
Most of us want to be included, to be a part of something. The irony
comes when we are included because usually someone else is excluded
for the very reasons you’re included. Find the commonalities, discover
the value of the difference, and wisely choose the best solution. Negoti-
ate how to get there. The same behaviors overlay all cultures, just as
the principles supporting trust and integrity enhance the traditions of
all cultures. If someone asks me my thoughts with regard to a change in
IT systems, and then asks me more with regard to the impact of the
new system on my work area, I become more willing to hear why the
change is imperative. If they continue and build on my suggestions, I
become more interested in making the change work. Together we begin
to negotiate how to make this change to a new system that is easier for
everyone involved.
Asking, reinforcing, probing, and paraphrasing strengthen my inter-
national charisma and offer me another opportunity to lead and to in-
fluence the other side to come closer to what I need and they need. My
behaviors help me manage their responses and their behaviors—knowing
the impact of my behaviors keeps me leading the dance.
In 1995, I attended the Fourth World Women’s Conference. Hun-
dreds of countries were represented. There were so many natural bar-
riers to restrict relating one to the other, especially language and, of
course, the role of women in each culture. In the evenings, there was an
outdoor theater and stage set up, and every night a different country
would entertain with music and dance. Eventually everyone would join
in—without even knowing the exact words. Women would smile at each
other and motion or signal feelings. The momentum of that instant car-
ried them. Music and emotion twirled a thread through each woman,
uniting us in an energy that reinforced, comforted, and motivated—no
matter the aspiration. These moments are instants when you’re pushed
into valuing the difference, preferring the difference, and loving the
moment. Music might not be the answer for every business situation,
but it shouldn’t be ignored as if it were the impossible. Art has brought
together many nations of many individuals and often is the preferred
gift, corporation to corporation. Hear the difference, as in music, see
the difference, as in art, and then approach with understanding. An
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The New Rules of International Negotiation
Prioritize Differences
How can we make the difference a preference? If we do, we have
made a change in a world dominated by competition and superiority. In
one of my first seminars in China, the participants were all managers/
executives and high-ranking government officials. As in the United
States, I asked each participant what they would enjoy doing if they had
some free time. Almost all gave a similar response. “I would sit in a
park, chatting with a friend,” one said. Another added, “I would sit
with my family and friends listening to music and talking.” Many of us
would say similar things, if we thought about it, but even if we didn’t,
we would certainly value their perspective. Instead of focusing on the
difference and the irritation or fear of that difference, find something
that’s a shared value within the difference. If, in Western culture, our
top priority is time and we can’t get the other side to value time as their
top priority, we should look for another value such as celebration, to
leverage the need for adhering to a time line.
At the same Fourth World Women’s Conference, I was working on
a presentation titled, “Getting Women Elected: A Grass Roots Effort.”
I didn’t realize the appeal of the presentation was in the “grass roots”
part of it. Women from vastly different areas around the world wanted
to know how to do something and how to do it in their country. When I
was trying to organize the presentation in the weeks before the confer-
ence, I kept trying to think of a story that would create an interest,
something unusual and avant garde, something exciting and futuristic.
What worried me was that Americans often think we have the best an-
swer and solution for every problem in every country. At the same time,
people from other struggling countries often expect us to give them the
answer and solution. I wanted to avoid any feelings of superiority.
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The Charismatic Multi-national
force in business. Instead, it was competitive fairness that drove a prin-
cipled businessperson’s actions. The process wasn’t as important as the
outcome. Many corporations have “the integrity of the individual” in
their key belief statements introducing their strategic plan, but their
policies and compensation plans don’t appear to align with or support
the integrity of the individual.
In the name of competition, the latitude of fairness is very inclu-
sive. In competition, you think of yourself and your win, first and fore-
most. Shoving someone aside to get to where you have to go, in a
company, is fair. Keeping information to yourself is fair. Never helping
your colleague is fair. In a competition, you should never reveal a weak-
ness. One must appear and act superior to their competitor. These ac-
cepted assets undermine building a relationship with a client and with a
colleague. What’s worse, it doesn’t support integrity—yours or theirs.
My story of “peeling the peaches” was what brought together sev-
eral hundred women from 29 countries—it gave us a unifying focus.
Each had her own peeling-the-peaches experience growing up. It gave
us an immediate shared identity and integrity. From this focus, our
discussions could emerge on level ground for all of us. Plainly, it made
it easier to talk. We were looking for a process for campaigning that
would work in every country, and the peaches story helped us find it in
the short time allotted, two hours.
Similar stories of running for election and losing; of trying to set up
a parent/teacher organization; of trying to campaign for a wage, any
wage, for labor; and of trying to be treated with integrity were more
easily told because they could identify with the United States and its
peaches. That also made the women from countries, at different stages
of development, see the powerful United States as a colleague and not
the authority, as a comrade and not an official, as a mutual effort and
not an expert’s dictate.
In order for a U.S. businessperson to do business with other cul-
tures, he or she must find the commonalities in values, feelings, and needs.
This is extremely difficult if the U.S. posture is one of superiority and
competition. Often, I can’t find what’s mutual because I am so preoccu-
pied with the strangeness of person: a stranger in action, in language.
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146
The Charismatic Multi-national
instead of having the customs agents lose face. I looked at it from a
totally different perspective—and both perspectives could be right.
I still do not have my icon, even though Ludmilla came to visit in
October. She didn’t dare hide it. So it sits in her home waiting for the
day I can visit it again. The government sent me a picture of it with the
authentication papers stating it may never leave Russia. My choice is to
live with it in St. Petersburg.
Many times we are so entrenched in our own need, our own idea,
and our own way of doing things, we forget that others have a different
point of view. After all, one man’s trash can be another’s treasure. One
day, while I was working in Thailand, I had a realization. I watched the
beautiful, diminutive Thai women wait on my table with such graceful,
quiet moves. I never saw them come or go. They had beautiful faces,
always smiling, and were elegantly fluid in their appearance. I was walking
down the hotel corridor looking at these women and I thought of how
unattractive I must have appeared to them—5 feet 7 inches, angular,
Russian face, square jaw, wide forehead, and angular, high cheek bones,
moving with the careless abruptness of a sprinting Golden Retriever. It
never occurred to me that I looked weirdly different and that they might
be trying to find the value or beauty in my differences.
In business, we want the other party to move our way. Our objec-
tive is a working long-term relationship. Why are we not trying to see it
from their point of view? Why are we competing with everyone?
The circle is now complete. It took me 12 years and many work
junkets into the different continents to realize that the strangeness or
foreignness of each country was not the issue surrounding diversity.
The bias or the bigotry was an easy way to exclude or include, but chang-
ing a belief based on a legacy of beliefs was not possible. The ability to
manage your own behaviors for a period of time could establish a new
set of behaviors. The behaviors support the Strategic Virtues and be-
come processes or guidelines for working and negotiating with other
cultures. Changing your behaviors results in better outcomes and per-
haps even a positive affect on your beliefs.
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The New Rules of International Negotiation
For most of the first several years traveling and working abroad,
my focus was on the differences—which customs and traditions distin-
guished one culture from another culture. I looked at all the do’s and don’ts
for each country and then the development of their art and ultimately the
socioeconomic climate. In the end, I realized, after searching for
sameness, then investigating the differences and their respective
values, I came back to the benefits of what we shared in sameness of
principles. Individual behaviors had the greatest impact on a negotia-
tion and on all cultures. I had to take a good look at what made the U.S.
business style less appealing to so many other, older cultures. Behaviors
became the consistent factor in being seen as charismatic. It became
apparent that the behaviors influence not only your style for a negotiation,
but they also strengthen your way of doing business, and of leading and
managing within your organization. Asking versus telling, reinforcing
versus ignoring, and collaborating versus competing were a few of the
changes required for managing an excellent negotiation and for leading
in the international market.
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The Charismatic Multi-national
Latinos enjoy social conversations and celebrating special occasions,
including your visit. Dinner out, toasting the guest, and getting to know
you better are standard happenings when doing business in Latin
America. similar to Asians, Latinos are more interested in knowing you
than they are in knowing your corporation or product. Their approach
in negotiations is not straightforward like the American way. Instead, it
is more social because they are focused on building a relationship.
Though Latin Americans are tough negotiators, their style is more
approachable and amiable than our straightforward, tell-it-like-it-is
westerner style. It will take longer for them to become comfortable
with us, the westerners, than it will be for Americans to be comfortable
with Latin Americans. It is critical to establish your trustworthiness
through your sincerity, reliability, and interest in them. You should
approach any disagreement from a positive, or at the very least neutral,
perspective. Latin Americans would not embarrass you or have you
“lose face,” and you should work within the same framework. If they
trust you, you will get the business instead of someone else.
Being a warm and friendly culture, Latin Americans do not like to
transact business, especially negotiations, on the phone or via e-mail.
They prefer face-to-face meetings and negotiations. E-mail, of course,
is good follow up and a resource for transferring information. It is dif-
ficult to build a relationship or establish trust electronically. Added
attention should be given to your e-mails, to show respect and interest.
Include a friendly note in the beginning and always include a greeting
and a close.
Some Latin American countries often have a key negotiator, a
spokesperson for the team. Other countries, including Brazil, might
have the person(s) of authority arrive later into the negotiation. Ob-
serve who is who as they come into the group. Working with Latin
Americans is pleasant and enjoyable. Securing the best contract is
dependent on how much they like you. Most Latin Americans prefer
a win/win and work to make the agreement mutually beneficial, if
possible—harmony.
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Snapshot of Colombia
I have worked around the world and I have observed many richly
different cultures. It has taken me 17 years to note well the classical
norms of principles and values and the exclusivity of cultural tradi-
tions and customs. It is difficult to isolate and recognize every country’s
distinctions in culture, just as it is for me in the United States. The
North, South, East, and West regions each have distinguishing, cul-
tural characteristics. If I described one area as common for all areas,
I would probably be wrong 75 percent of the time. Whatever I present
about the countries is only a small piece of who they are, gleaned
from my experiences, which further influences one way or the other
the general statement of culture. It was easier for me to find the
commonalities, like common ground in a negotiation, get comfortable
with what we shared, and then move together to an understanding of
our differences. Once we got on the same side of the multicultural
table I could pursue the differences and discover their distinct values
and then choose the best solution for the issue being negotiated. So I
had to travel from trust, yet the peak in productivity is worth the
investment.
Every country has a culture exclusively its own—a culture rich in
traditions and customs, that, when understood, can show different val-
ues, strengths, and purpose. To work in a collaborative effort requires
an understanding of and appreciation for these cultural differences. It
also requires the flexibility to use the other’s strengths when the situa-
tion is conducive and appropriate, or when the situation is low risk and
could show a willingness to do it “their way.”
I started my career many years ago in Bogotá, Colombia. The Barajas
family, with whom I lived, was loving, generous, and consistently con-
cerned with my well-being. They taught me how to become involved
with what really mattered—the people. Working from the people to the
process—from the structure to the action—made them each successful
in whatever their interest. After we became better acquainted with each
other, the Barajas family helped me in my endeavors in whatever way
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The Charismatic Multi-national
they could. They also included me in every enjoyable family activity—
making me feel as a valued part of the family.
The same is true when doing business with South Americans: get to
know the person and then their needs. Don’t mistake friendliness for
an easy-to-persuade attitude. They are astute in understanding and in
implementation. They know how to make an organization work well,
through its people. South Americans also know how to celebrate, which
has a wonderful affect on productivity and commitment to doing more.
Colombia is a country of beautiful mountains, of a plateau like Bogotá
with perfect weather, usually around 72 degrees, and a country of ex-
tremes in poverty and wealth. It is a country based on group- or team-
thinking versus the thinking of individualism.
The Americans, Colombians, and Venezuelans each bring different
strengths to the workplace and to a negotiation. A different priority of
values influences outcomes—and, if the priorities are not the same or-
der, unnecessary conflict can surface. For example, if the priority of
building relationships faces off against the priority of time-savings then
a tension of differing approaches occurs, misunderstandings create er-
rors, and time is wasted.
Time is not a high priority in Colombia or Venezuela, so expect a
delay of half an hour or so for every meeting—social or professional.
As is often questioned, “la hora inglesa, o la hora espanol?—meaning,
the English hour or the Spanish hour? I recently worked in Bogotá,
Colombia, and they would arrive for the session 30 minutes late and
then spend another 20 minutes greeting each other. On the third day,
we discussed coming on the English hour so that we could get out on
time and go to dinner together that evening. They would always accom-
modate me and stay later into the day because they didn’t come back
from lunch or breaks on la hora inglesa. We negotiated the fourth day
starting time, and everyone came within five minutes of the starting
time. Our relationship was solidified. On the fifth day, we went back to
la hora Colombiana!
In the same session, there were two participants from Venezuela.
Before the session began, four of the Colombian men arrived early to
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The New Rules of International Negotiation
have lunch with me. During lunch, we were talking about my work his-
tory in Colombia. Then they asked me about Venezuela, and if I felt
Venezuelans and Colombians were similar people. I was not as familiar
with Venezuela as Colombia, because many years ago I began my ca-
reer in Colombia. So I thought for a minute or two and carefully said,
“I believe the Venezuelan business person is a bit more bold.” In uni-
form they erupted into laughter and said, “That is the difference!”
Colombia is a country of 43 million people. Twenty percent of the
population controls the vast majority of the nation’s wealth while 55
percent live in poverty. What’s more, it is almost similar to India in
that it has in place a caste system: Colombians of European descent or
white Colombians (20 percent), mestizos (58 percent), the bulk of their
society, and then mulatto (14 percent).
Cultural Considerations
B Shake hands; women may clasp forearms or kiss each other
on the cheek.
B Greetings take time—Colombians ask many questions and
spend a great deal of time completing salutations. Do not
hurry them—it is seen as disrespectful.
B Celebrations are an important part of living.
B Lunch is the main meal of the day.
B Attire is always professional, business appropriate.
B Similar to in other countries, leave a small amount of food
on your plate to let them know enough was served.
B While dining keep your hands on the table, never in the lap.
It is impoliste, and you could be considered subvertive or
not forthright, according to my host family in Bogota.
Business Practices
B Foreigners must be punctual.
B Be a 30 minutes late for social engagements.
B Schedule appointments a week in advance.
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The Charismatic Multi-national
B Do not hurry the introductions—take time to chat.
B Invites are often given to the home—bring a gift.
B Gifts are acceptable and expected for the children of the
family. Liquor, wine, pastries, candy (preferable from your
own country), and flowers are acceptable for the hosts. Mari-
golds and lilies should not be given because they are gener-
ally reserved for funerals.
B Wrapped gifts will not be opened in front of you so as not to
appear greedy.
B Inland Colombians are more formal; coastal, more casual.
Negotiations
B Have a Colombian contact—to introduce you, meet you, and
reserve a hotel room.
B Never change the members of your negotiating team. Nego-
tiations will stop.
B Colombians are very proud of their country—it is good to
know something about their history, their art, their music,
and, their culture. Show an interest. This is worth noting for
any country, even though it is pronounced for Colombians.
B Avoid comparisons, especially negative ones, of your coun-
try to Colombia.
B Lunch is the main meal and a good time to build the
relationship.
B Let them make the first toast.
B The person who invites usually pays—but they might still
argue with you.
B Recognize that the Colombians are very friendly and hu-
morous, yet very shrewd negotiators.
B While negotiating, protect the honor/integrity of the Colombian.
B Colombians ask many questions—do the same.
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Part II:
Negotia
Negotia ting to Shi
tiating
Shooting from the hip could cost you a toe, possibly a foot!
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Crossing the Cutural Divide
CHAPTER 9:
C rossing the C ul
Cul tur
ultur al
tural
Divide
157
The New Rules of International Negotiation
side is a challenge, but that is the fastest route to securing what we need
for our side.
Internal, external, and international negotiations offer an opportu-
nity to better understand the processes and skills needed to be an effec-
tive negotiator in your office and across the oceans. It introduces a
process to better prepare and plan your negotiations. The behavioral
portion of the following chapters reveals how to better manage your
own behaviors to promote a fruitful exchange and to influence the re-
sponse of the other party and also the outcome of the negotiation. Recogniz-
ing the affect of your behavior on another helps to more appropriately
choose what you say and how you say it. In the end, it is the only way to
get what you want.
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Crossing the Cutural Divide
exchange of personal facts or situations and an interest in the other’s
business and country could reveal safe areas of personal common ground.
Later in the negotiation, knowing these facts could relieve tension (should
it arise) and progress the negotiation more quickly toward problem-solving
and away from individual “must haves.”
For example, if you know that the person sitting on the opposite
side of the table enjoys sailing and you also enjoy sailing, your percep-
tion of them changes. A small revelation humanizes the other, even
when his or her personality is, at times, annoying, it could temper your
reaction. When tension rises or they appear obstinate or an immovable
cement head, you could more easily back off, remembering he too en-
joys the Platters or Pavarotti, allowing you to better manage your own
reactive behaviors. It also offers a simple, enjoyable common ground
for relief or for self-control.
Many countries throughout Asia, South America, and Europe dedi-
cate time to the courtesy of familial exchange. From the initial greet-
ing, you are building a relationship. Well-researched and planned
questions will help you set the tone and the direction of the negotiation.
Our Western culture often promotes a more straightforward approach
than that of our Eastern partners. I frequently hear, from the business
people I train, “I want to put my cards on the table, get down to the
brass tacks, and settle it. None of this dancing stuff! Say it like it is.”
The problem is that the Americans I train know what they want,
when they want it, and the way to get there, but they are seldom con-
cerned with what the other party thinks or needs. Speed is second in
importance to money saved. It reflects short-term thinking, and fails to
recognize the needs of others. The other side, however, might not trust
the straightforward approach and, consequently, not respond positively.
They might want to better understand the reasons behind an offer, the
purpose of several options presented and, most importantly, be assured
of your trustworthiness. A long-term relationship and customer reten-
tion are most difficult to establish when trust is in question from the
beginning.
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The New Rules of International Negotiation
160
Crossing the Cutural Divide
161
The New Rules of International Negotiation
next morning when we approached the actual business and its issues.
Somewhere between the opening and closing, trust must be initiated
and established—that happens slowly by each word and action. French
fries can become a common denominator, especially if both sides like
them. Needs and concerns are more easily expressed when common
ground for the relationship is highlighted. When they came to the United
States we made certain duck a l’orange was part of their dinner along
with fish.
Learning the skills to negotiate is learning to relate and to listen to
build trust and to establish long-term relationships. It is a direct route
to securing and retaining business. Working within the customs and
traditions of myriad cultures affords many perspectives, and, frequently,
multi-faceted solutions that ensure the success of the agreement’s imple-
mentation. It is not a demanding process. Rather, negotiating is a mat-
ter of interest and concern, and the results are understanding and a
workable solution for the respective situation.
Crossing the cultural divide is meeting halfway. Choosing how to
get there is selecting the right strategies to make your move appear
more natural and sincere. Finding a way that is appropriate for many
cultures is finding Consideration, Acceptance, Respect, and Empathy
expressed in universal actions. Negotiating is an accepting way to do
business for both parties and both cultures. It is a process designed to
include, to incorporate, and to coalesce. Yet, it is a process that pro-
motes fear and apprehension in most of us. The goal of a negotiation is
to bring harmony through agreement. Therefore the process of negoti-
ating is as important as the result—the agreement. How you negotiate
will determine the relationship, the revenue, and the long-term busi-
ness plan.
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Recognizing the Needs of the Other Side
CHAPTER 10:
Recognizing the Needs
of the Other Side:
TThe
he FFastest
astest Route to Get ting W
Getting ha
hatt
Wha
You Need
“Grieve not that men do not know you; grieve that you do not know men.”
—Confucius, Analects
Agenda
A. Team composition—feel like it is a person-to-person
exchange.
B. Matching needs—priorities and principles, yours and
theirs.
C. Identifying power—yours and theirs.
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The New Rules of International Negotiation
164
Recognizing the Needs of the Other Side
listen, and then identify their taste, style, and color. Your behaviors
and the way you deliver your message will reveal your sincerity and,
ultimately, your trustworthiness. On the other side of the table, you
will be seen as a collaborator rather than a taker—most important you
will be seen as trustworthy. This behavior will maintain a climate for
clear objectives and for securing the best agreement.
Negotiating Fluidly
Negotiating is somewhat like dancing. Knowing the parameters of
the dance floor gives you a knowing confidence of how far you can go—
to the right and the left, forward and backward. Many times having
several options to offer allows you to determine the tempo of the dance—
the slow and fluid waltz, the invigorating jitter-bug, or an inviting line
dance. Your power is in managing viable options. Some partners are
easier to lead onto the dance floor, while others are a bit stiff and resis-
tant. Recognizing your partner’s need or comfort will help to deter-
mine the outcome. Different cultures favor different dances—Asians
often prefer slow whereas Latin Americans want to pick up the pace.
The Japanese keep you guessing and the Poles definitely prefer a polka—
they are full of energy and dedicated enthusiasm. Enjoying the dance
should be a primary objective. After all, you want to be chosen each
time there is an open slot on the other’s dance card.
One of my major clients, a large corporation, was going through a
heavy loss in market share and a third restructuring. As a result, bud-
gets were cut. The first to go? Training. When negotiating, our com-
pany was well aware of the external factors influencing our client’s
situation. The company’s director of training needed someone to go to
China to take over the training center and deliver most of the training.
He was used to getting what he wanted from us because they were one
of our largest clients.
He called to tell me what he expected and what had changed in their
international contracts. He prefaced what he had to say by giving me
the background on what the organization’s situation, how much their
stock had dropped, and how they had to cut costs. I was well aware of
the situation because it was in the newspapers every other day.
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The New Rules of International Negotiation
Balance Power
A focus on what you need, what your criteria, is and why you need
it will keep you dancing in the middle of the dance floor without a re-
sponsive partner. In order to get off dead center you have to use an
empathetic approach. When I campaigned for a federal office, I inter-
viewed potential staff members on the phone. One day an interview was
set up with one of the best finance managers in the campaign circles.
She was knowledgeable, efficient, organized, and had a good track
record. I interviewed her for a half hour, or I should say, I listened for
a half hour. She began by itemizing her needs for me:
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Recognizing the Needs of the Other Side
z “I need a place to live close to the campaign
headquarters.”
z “I need a car, preferably one that gets good mileage.”
z “I need insurance for one year—health and life.”
z “I need a petty cash fund—no questions asked.”
z “I need one person to work exclusively with me—a
fund raiser.”
z “I need….”
After she finished her laundry list, I thanked her and never got
back with her—even though she was the best candidate on paper.
First, she never asked a question about the campaign or about me,
the candidate. She didn’t seem interested in the status of the campaign,
the philosophy, the issues, or the current cash balance. As the candi-
date, I felt as if she would put her comfort ahead of everything else,
despite the fact her requests were not at all out of line. Our campaign
was dependent on a force of 1,500 volunteers. She would have raised
money at the expense of the volunteers. Plainly, they would have re-
sented her.
When preparing for a negotiation the tendency is to focus on the
needs of our organization, which is, of course, key to an agreement that
is approved. Yet not being able to identify the needs of the other party,
or not having options to viably respond to those needs, leaves us on the
dance floor alone. In the best-case scenario, it leaves us with a short-
term agreement and the other side already looking for a different part-
ner. Building a relationship is much more demanding than getting an
agreement. Marriage, and its Western success rate, attests to that. When
you master a one-on-one relationship working effectively with a team,
an organization or a city is assured.
While planning the negotiation you must determine your power.
This sounds simple enough, but I have served on negotiating teams for
large corporations and often heard, “They have all the power this go-
around.” To go into a negotiation feeling that the other side has all the
power will be giving the other side an advantage for what they need and,
in return, forfeiting many of your needs.
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The New Rules of International Negotiation
168
Recognizing the Needs of the Other Side
A negotiation this “good” is answering the need of the other side
when it is doable without a high demand of your organization in cost,
time, or expertise. When you effectively manage your power, with a
consideration for the other party, while securing what you must have
for your side, you are building a relationship based on respect and mu-
tual trust. Your power will be a consistent influence assuring the re-
sults you need. A “trust” established is power.
Be perceived as confident, knowledgeable, and of practical, strate-
gic thinking. A strong, thorough plan for the negotiation is the founda-
tion of your self-assurance. This structural plan will also serve as your
reinforcement of power. Following through with a behavior plan of ask-
ing, listening, clarifying, and probing more will keep the discussion pro-
gressing toward agreement. While building a perception of power, trust
becomes more or even less apparent. Trust is confident expectations of
the other side in the quality of agreement and in behavior for action.
Trust takes over power in value.
Snapshot of Argentina
Argentina is a country of 40 million people, 85 percent of whom are
of European descent You will generally find Argentines with Spanish
and Italian ancestry, but the South American nation also includes those
from France, England, Germany, Poland, Ukraine, and also the largest
Jewish population in South America. In the 1990s, Argentina also at-
tracted many immigrants from the Pacific Rim.
The people are warm and welcoming, but at the same time are con-
sidered serious or focused. Similar to the other South American coun-
tries, it is essential to build a good relationship with your potential client
to bear a fruitful negotiation and secure a successful working relation-
ship. Perhaps due to the pronounced European heritage of the Argentines,
they are often thought of as somewhat sedate, or as demonstrating a
more-cultured approach over the other South American countries, in
taste and in the humanities.
What’s more, Argentines are not as open to controversial discus-
sions of new suggestions or ideas, as much as other Latin Americans.
Their experiences dictate a great deal of their thinking, giving them a
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The New Rules of International Negotiation
Cultural Considerations
B Shake hands; give your name and nod.
B Friends shake hands; embrace; kiss—both male-to-female
and female-to-female.
B Argentines, similar to Colombians, might use double first
names on their business cards, although they might not use
both in conversation. In my experience, however, most do
use both names, such as Juan Pablo.
B When conversing, Argentines will stand close to you, while
maintaining eye contact. It is important to respect this cul-
tural habit, because it is part of their warmth and gracious
demeanor.
B A pat on the shoulder reflects their friendship.
B Your dress is very important in the Argentine culture. You
will be scrutinized and judged by what you are wearing—
both the clothing’s quality and its style.
B Conservative dark suits are best for men and women during
business meetings. In the evening, women should wear
dresses or skirts.
B Yawning, similar to in other Latin American countries, is
considered rude.
B Sitting on a table, a ledge, or a box is not polite.
B When dining, keep your hands on the table, just as in
Colombia.
B When invited to a barbecue (asado) do not wear jeans, and
wear a jacket or blazer.
B Liquor is considered a fantastic gift because of the high taxes
placed on it. Other gifts, such as chocolates and flowers are
acceptable when invited into an Argentine’s home. Bird of
Paradise is a preferred flower because they are less com-
mon and very beautiful.
170
Recognizing the Needs of the Other Side
B Do not present a leather good as a gift because Argentina,
along with Colombia, produces leather products. Gifts made
in the United States should be high quality.
B When leaving a meeting, a dinner, or any encounter,
shake hands with everyone to say goodbye—the same as in
Colombia.
Business Considerations
B Be on time—whether they are or not. Your importance is
subject to their importance or seniority.
B For social engagements, be at least 30 minutes late.
B Hire, possibly through your embassy, the most-qualified
Argentine representative for your introductions and follow-
up tasks.
B Executives may work into the night—10 p.m. is not unusual.
B A high-ranking individual usually makes the decisions—
although he does keep in mind the best interest of his ex-
tended family when making decisions.
B Business dinners in restaurants are common—business lunches
are less common. Most people go home for lunch.
B Argentines usually do not discuss business during the meal
time.
Negotiations
B Akin to other Latin American countries, negotiations move
slowly in Argentina because the top decision-maker often
has to reach consensus with several others.
B Once again, personal relationships are much more impor-
tant than company-to-company relationships.
B A first visit should follow hierarchy—the highest ranking
member accompanied by the negotiating team. This custom
should also be observed in many Asian nations.
B Similar toVenezuela, do not change negotiators or team
members because you are working to build relationships.
171
The New Rules of International Negotiation
172
The Mandate
CHAPTER 11:
The Mandate:
Mandate:
A Blueprint of the Dance Floor
Agenda
A. Setting the objective—yours and theirs.
B. Identifying all issues and ranking them—yours and
theirs.
C. Setting the parameters—reflecting theirs.
D. Develop your strengths and their strengths.
E. Brainstorm alternatives/options favorable to them.
173
The New Rules of International Negotiation
174
The Mandate
for confidence, and it also allows you to focus on building trust and,
ultimately, a relationship through astute personal behavior management.
Validate Manage
Needs and ÃÄ
Behaviors
Wants
ÃÄ
ÃÄ
Maintain Secure
Collaborative ÃÄ Agreements
Climate
Ä
Internal Negotiation
Plan/
Strategize
ÃÄ
Sell Agreement to
Ä
Ã
Need Implementation
175
The New Rules of International Negotiation
176
The Mandate
helps in your timing and in building additional confidence. These be-
ginning steps help to declutter and sort out the complexities of issues
and of strategy. With every step taken in planning for your side, you
also have to think about what the other side will want or be planning.
Even role playing their responses can give you an idea of follow up or of
other options. It will help to minimize surprises. Thinking of their needs
and their reactions could reinforce your approach.
177
The New Rules of International Negotiation
178
The Mandate
179
The New Rules of International Negotiation
key to your credibility and to the outcome. You will generally never get
more than you request.
Growing up on the ethnic west side of Grand Rapids, Michigan, my
mom and dad purchased all of their appliances from Nawara Brothers,
four blocks from our house. For three generations, our family bought
their appliances from Nawara brothers. More recently, I was staying
with my mom after she had bypass surgery. She wanted to clean out the
house, and her 1940s Maytag wringer washer, which was in mint condi-
tion, had to go. She wanted Billie Nawara, from the shop, to pick it up
and take it away.
My mom and I set our best and worst cases. She knew local appli-
ance stores were charging $50 delivery fees. We were not purchasing,
but we did have a long relationship with the store. We set our worst
case at $50, and if Billie understood how many family buyers my mother,
the matriarch, could still influence, he would take it away for no charge,
our best case. My mom said she would be satisfied with a $20 fee.
At that point, my younger brother, Dan, stopped by and asked what
we were doing with the Maytag—a neighbor of his just bought one at a
flea market for $125! Shocked by our lack of flea exposure, my mom
and I realized we hadn’t done our homework. If Billie from the shop
could sell the Maytag for $125, we should get half of that (aspiring high,
$75) and our worst case became no charge for pickup (former best
case).
Billie, third generation wise, gave her the $75. With a small invest-
ment, long-term thinking paid off later when two great nieces bought
their first home appliances from him. Ethnic neighborhoods build
strong, dependable networks—networks of relationships built on a his-
tory of trustworthiness.
Going into a negotiation with a general target of where you would
like to end up leaves you initially wobbly when the other party goes
either way of your target, and seldom in the most confident lead posi-
tion. The meeting to determine a mandate or a specific set of orders
should include anyone who has a vested interest in the outcome of the
negotiation, especially your superior. It requires outstanding skill to
180
The Mandate
negotiate internally and secure a mandate that is high in aspiration and
yet realistic enough to be believable. But the mandate determines the
height of your success, and it gives you the layout for reaching your
destination.
As you approach your worst-case scenario, and you make the other
side aware of this movement, step by step, throughout the negotiation,
they will believe you. The specific best/worst for each issue gives you a
trust-building vehicle and a way in which to be perceived as confident.
You can then more freely focus on behavior (yours and theirs), and on
strategy when you are in the negotiation. You can confidently lead the
dance.
181
The New Rules of International Negotiation
your team must have leaving the negotiation and what you can use for
leverage. Think about how this all fits into your long-term plan. The
parameters for each issue are your guide, and stepping outside of them,
without considering your team, could be hard to sell when you come
back to the office with an agreement. Also, not being committed to
your parameters will leave you in a weak position in the negotiation,
being hesitant when deciding where to go next, and when to stop. Be-
lieving in your plan, using the plan as an integral part of your strategies
and responding within the guidelines of your plan give you better con-
trol of the negotiation and its process.
Once the issues are identified and prioritized with set limits, you
can take the issues and brainstorm any alternatives or options for each
issue or multiple issues. The alternatives should be viable as well as
appealing and valuable to the other side. These options offer choices
that would be advantageous to them and also are workable from your
point of view. If the negotiation is complex, putting your best and worst
targets around the options you offer will give you more identifiable
control.
When working with teenagers, for example, you may tell them they
must be home at 11 p.m., no questions asked. Usually they stick their
heals in the ground and won’t move from their request. It’s war! You
can offer them alternatives such as, “Come home at 11 p.m. and bring
your friends for pizza.” Or, “Leave the pizzeria at 11, call us when you
leave, and that will give you an extra half hour with your friends.” It is
the same in business, offering new, creative alternatives and managing
those alternatives gives you power. It also diffuses and sometimes moves
you off of dead center.
For example, when I am trying to secure an agreement for training a
large number of corporate employees, and cost is their number-1 issue, I
can offer several alternatives to help reduce their direct cost. I may sug-
gest training their own staff to instruct as a large cost savings for the long
term—no travel expenses, no delivery fee, and no outsourcing—only a
royalty. If there is a delivery issue, options could be: Supplier hold re-
serve stock, JIT delivery, both parties agree to resolve scheduling prob-
lem. Alternatives help you to prevent war and save a relationship.
182
The Mandate
There are many possible solutions for any given issue. Think of
several so you will have options in your arsenal to find what best suits
the other side’s needs. Think also of options the other party might
offer, and be prepared to respond. Consider what your alternatives
and theirs may cost, and what the trade-offs may be. Anticipate what
the trade-offs could be; many times what you consider as viable trade-
offs are their first priority in issues. This preparation in issue, alter-
natives, and trade-offs is a constructive way to build a collaborative
approach to problem-solving and, eventually, to agreement. Once you
have identified the issues, established the parameters, generated many
options, and targeted specific trade-offs, you should not stray from
this mandate.
As you prepare, the other side’s culture should be a consideration
in every step of your plan. Understanding their cultural expectations
will make apparent workable options and strategies. You will know if
your first few meetings are dedicated to a better understanding of the
other side’s business and personal perspectives.
When moving into strategic planning, consider how to use the data
you have collected to influence your client within their cultural perspec-
tive. How can you best meet their needs while also satisfying your needs?
The issues’ parameters and the options’ strength will give you the sup-
port required to knowledgeably plan your strategy. Concentrate your
work on looking for common ground. Discover the common ground in
context and in culture. This up-front work will facilitate the later imple-
mentation of your agreement. Addressing the common ground will help
to resolve related concerns and will give you successes to build on.
Snapshot of Chile
Chile is the longest country in the world—4,000 miles long and only
100 miles wide. The northern part is the driest place on earth. Some of
the areas of the Altacama desert have not had any rainfall in recorded
history. The southern part of the country is very much like Sweden and
Norway, complete with glaciers and fjords.
Chile, which has a population of about 16 million, is a country that
values the arts and literature and is reputed to be the world publisher
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The New Rules of International Negotiation
of books written in Spanish. In recent years, its wine industry has grown
by leaps and bounds. One can often find Chilean wine at shops through-
out the United States. In fact, every country I travel to today offers
Chilean wines in restaurants—and no matter the price, it is usually very
good. The official language in Chile is Spanish and they are a homog-
enous people—generally mestizo (European and Indian decent).
The Republic of Chile is a multiparty republic with two houses: the
Senate and the Chamber of Deputies. Michelle Bachelet was elected presi-
dent in 2006, and she is the country’s first female leader. Chile has a
lower “machismo” (extreme masculinity—an authoritative man of mas-
culine strength) rate than the other South American countries. The people
of Chile hold a personal sense of honor and loyalty to family and commu-
nity. Respect is a basis for all interactions as is consistent courtesy.
Cultural Considerations
B For Chileans, truth is more subjective and personal, because
they consider feelings more important than facts.
B There is a larger middle class in Chile than most other Latin
American countries, but there is a notable percentage of the
population living in poverty and a small elite class.
B Their sense of order is reinforced by their respect for laws
and for morality. Both create a structure that offers security.
B Chile is a collectivist society as opposed to the individualist
society present in the United States.
B Family, extended family, and extended long-term relation-
ships hold significant importance in all areas of life—family,
business, or government.
B Chile is a more formal society in manners—business and social.
B Do not give black or purple gifts as these colors are reserved
for funerals.
Business Considerations
B When greeting in a group, greet everyone with a handshake.
Women often pat the forearm or shoulder; if they are more
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The Mandate
familiar, they will kiss on the cheek. Similar to other Latin
American countries, greet every person hello and goodbye—
socially and in business.
B Business cards, out of courtesy, should also be printed in
Spanish and given and received with eye contact, a smile,
and taking care to notice and place in a holder. Offer a busi-
ness card to everyone in the room. This is a courtesy in most
Latin American and Asian countries
B Office hours are 9 a.m. to 5 p.m. and Chileans expect punc-
tuality, even though they often do not respect the time.
B Business conversation should begin with some social chit chat.
B Set meeting times a week in advance.
B Meeting in the morning followed by a business lunch is most
appropriate.
B Address Chileans by Mr./Mrs./Ms. until they ask you to call
them by their first name.
B Chileans invite businessmen to their homes—send flowers
or candy ahead to the hostess.
B When pouring the good Chilean wine, do not pour with your
left hand and do not pour in a fashion to let the wine lap up
the sides of the glass. Manners are very important in Chile—
try everything that is served you.
B Keep your hands above the table at all times, just like in
Colombia.
B Maintain eye contact and remain close when a Chilean is
speaking with you.
B If you receive a gift, open it immediately.
B Dress is conservative—dark blue or grey suit. Women should
dress in suits and heels.
Negotiations
B Initially a senior executive, accompanied by the mid-level
executives, should meet with their senior person.
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186
Common Ground
CHAPTER 12:
Common Ground:
C ultur
ultur al and C
tural ontex
Contex tual
ontextual
Agenda
A. Common ground is the focus.
B. Strategic planning and development.
1. Cultures determine strategies.
2. Open-air Markets.
C. Sample strategies.
1. Questioning—a new strategic art.
2. Issue vs. series planning.
D. Long-term approach.
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The New Rules of International Negotiation
Planning Strategically
The strategic portion of your planning requires anticipative cre-
ativity, familiarity with the client, and astute listening to better respond
spontaneously. There is no one prescription for strategy that can assure
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Common Ground
a successful negotiation because of the diversity of people and situa-
tions. There are certain strategies and behaviors, however, that work
well, in general. We can see how specific behaviors have a positive or
negative affect on people. The same is true for strategies. There are
three typical strategies for focusing on common ground:
z Opening and closing: Begin the negotiation with a summary
of previous or current agreement and close the negotiation
session with the positives of common ground and subsequent
agreement.
z At an impasse: When the other party appears to be a cement
head and you can’t chip away enough, move to another issue
and another area of common ground.
z Conceding: Make the other side aware of your concession
in a subtle way so that you may come back for consideration
from them in another issue of common ground. When you
decide to give a little, your largest amount of concession
should come at the beginning of the negotiation. This shows
a serious consideration for compromise. As the negotiation
progresses, you should concede less and less to indicate that
they are getting closer to your bottom line or that you might
walk away.
When planning strategies, it is important to take into account any
influences over which you have no control: interest rates, competition
(off shore and domestic), currency exchange, downsizing, and so on.
How do these noncontrollables affect your strategy? A certain consid-
eration when working internationally is the national culture—another
non-controllable. It is behavioral.
In training, I learned that certain standards, acceptable methods
used in Western culture were considered more affronting in other cul-
tures. For example, to give feedback, especially to an individual, in front
of a group, whether good or constructive, is not appropriate in many
Asian cultures. Saving face is more respectfully subtle with the con-
structive and the positive. Criticism and overt praise might be seen as
compromising the team. Many recent articles in business publications
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The New Rules of International Negotiation
190
Common Ground
organization’s needs helps you choose the right strategy. Confidence in
knowing your plan is viewed as strength in quality and substances.
Although strategies are situational and often spontaneous, planning
your strategies is critical to your outcome. Knowing where to start,
when to move from one issue to another, and at what point to reveal
certain information or to ask a key question—knowing when to waltz
and when to tango and, more importantly, what your partner needs.
Examples of Strategies
Strategy Impact
Ask well-planned questions: z Gets people involved.
z Open. z Reveals needs and wants.
z Creative.
z Logical.
z Experience-based.
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The New Rules of International Negotiation
192
Common Ground
Effective Questioning
Ten years ago, giving the right solution was paramount for an engi-
neer, a manager or an executive within an organization. Today, asking
the right questions is the key to uncovering the best solution, from a
pool of many acceptable solutions. In today’s business environment,
considering technology’s fast pace, and its brief life of exclusivity, ques-
tioning techniques can drive a collaborative approach to reaching an
agreement that can be implemented without going back to the negotiat-
ing table many more times.
Planning good questions is a good strategy. Questions that produce
valuable information and direction need to be prepared. “Winging it”
usually works one out of five times, not four out of five times. Some-
times the questions must be asked often, spread over a subtle persis-
tence until you can see what is really behind the other’s resistance and,
uncover unspoken needs. Several encounters might be needed. Using
questions such as: How? Why? Could you give me an example? can be
very useful at this time. If your questions make it easy for the other
side to think and understand, they will listen more and ultimately give
you credit, while continuing to build the relationship. Different types
of questions are more appropriate in different situations. The question
categories on the opposite page, for example, appeal to different people
who have different ways of thinking. From working across cultures,
I’ve learned that every culture has individuals who like one category
over another. Innovative questions allow open, free thinking—any an-
swer is a right answer. Yet, a more analytical person feels comfortable
being asked analytical questions of sequence, steps, or relativity. Ev-
eryone likes to be asked an experience-based question because only they
have the right answer.
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The New Rules of International Negotiation
Questions
Type Purpose
Overhead z Initiate conversation.
M Open z Stimulate thinking.
a Closed z Get group’s attention.
n
z Keep group focused.
a
g Direct z Include less-vocal
i Open members.
n Closed z Uncover additional
g information.
z Redirect negotiation
process.
Innovative z Stimulate thinking.
z Encourage additional
options.
z Generate discussion.
z Move toward shared
problem-solving.
E
Analytical z Relate concepts and
x
reasoning.
p
l z Explore new information
o and/or options.
r z Direct discussion toward
i solutions.
n z Establish common ground.
g
Experience-Based z Set amiable tone.
z Provide credibility.
z Clarify through specific
examples.
z Acknowledge value of feelings,
history, and shared experiences.
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Common Ground
When managing the exchange, questions become the core of your
strategy. They are a bit more difficult to prepare because presuming the
other side’s reactions requires a bit of role play in your planning. None-
theless, it is much more effective than telling with a tone of authority.
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The New Rules of International Negotiation
196
Common Ground
grandfather, Dziadzia, took my older sister and me to run errands and
shop. We would go to the butcher, fruit stand, bakery, and myriad other
destinations. In the end, we would always end up at the ice cream par-
lor. My Dziadzia would chat, network, negotiate, and chat some more.
He negotiated meat to meat and vegetables to the pound. He always
had options and weighed the external factors, like what was in season,
and that made a difference when buying fruit. He negotiated today’s
bread versus yesterday’s and the day before. He knew what was hap-
pening in the business world. He also was a deacon in the Russian
Orthodox Church, which helped to affirm his trustworthiness, and he
managed the Falcon’s Polish Club, which gave me a well-established
social network.
But most importantly, his first concern was consistently how to help
the other person—to fill their needs. He built a strong network, negoti-
ating and introducing one business owner to the other. He found com-
mon ground in their business issues and in relationships. He approached
with sound process and appropriate behaviors. His relationship with
each of them was solid—trust was never wobbly. Just as corporations
build a community of reliable and competent suppliers, he built a com-
munity of reliable providers. Of course, his ultimate authority was my
grandmother—at least when it came to veal, sweet cheese, and fresh
cabbage.
The Chinese are another great example of this style. After working in
China for many years, I noticed that when a Chinese person was asked a
question, even one of historic fact, they would preface their answer with
“It depends.” If I asked, “Do the rural people of China usually farm?”
The response would be, “It depends how close they are to a city and in
which province they live, and what their family before them did.”
If I said, “The Chinese are more emotional than they initially ap-
pear.” The response would inevitably be, “It depends….” The delivery is
neutralizing, nonconfronting, and inviting for comment—a good way to
maintain a climate open to interaction and negotiation. It depends is ef-
fective for every culture. In Western cultures, we often feel that we must
have an answer and we immediately jump to a fact, a problem, an idea, or
a solution. The Western absolute often shuts down an open exchange.
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The New Rules of International Negotiation
198
Common Ground
Thailand and its people. Consulting had finally paid off—a warm desti-
nation in January (a welcome respite from the Chicago cold). There
were paradise-like accommodations, complete with a daily back mas-
sage on the sand, as the Thai women walked on my back and gave me
therapeutic relief with their feet.
The first week, I walked the beach every evening, stopping at a few of
the shops, getting to know four of the entrepreneurs well enough that by
the end of the week, we had tea together. They told me of the artists who
embroidered the shirts, of their town, and of their temperament. I pur-
chased, after negotiating a good price, a couple of blouses for my daugh-
ters, a shirt for my son, and a good knock-off watch for my husband. The
shopkeeper said to me, as he handed me the shirts, “This is good for you
and good for me.” In the West, we would call that a win/win situation.
If one shop didn’t sell what I was looking for, the owner would
recommend another down the beach. But it was important that I go to
the recommended shop and not somewhere else along the way. This
follow through showed my respect to the shopkeeper and reinforced
my reliability. But throughout my shopping adventures, I found that
none of the shops had an embroidered shirt large enough for my mom,
a solid size 16 by U.S. sizing standards.
At the end of the third week, one of the boutique owners had a shirt
made for my mother for me to take back to her. The price was half of
what I had paid for the first two he sold me. Why did he make this
gesture? He said it was because of my loyalty to his business. Now, a
few years later, I still purchase items from those shopkeepers, products
they send to me at one-fifth the cost of current purchase prices. We
built a relationship based on our values and needs—shared and dis-
tinct. Together, we continue to negotiate and anticipate the other’s need.
And, I don’t look off-the-shelf for anything I wear or give—my family
has worn some pretty strange-looking outfits.
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The New Rules of International Negotiation
200
Common Ground
First, the Realtor knew I wanted to buy in a week and she still made
an attempt at pushing the sale, and I didn’t believe her. Even if she was
telling the truth, I didn’t believe her. The same is true working the
beach boutiques of Thailand—timing was everything. It is an important
part of building the relationship. If the dance moves too fast or you dip
at the inappropriate time emotions get the best of you, and you lose the
confidence of the lead partner in the dance. Trust becomes the primary
issue. Every statement and every question works toward trust.
Are you looking for a one-time-only dance partner or for a commit-
ment to become regular partners? It makes a difference in your objec-
tive for the negotiation and in how you plan to reach your objective. If
your overwhelming concern is to satisfy the bottom line, your strate-
gies will reflect the short term, and usually this comes at the highest
price. Even if this is not the other side’s top priority it will become part
of their strategy to manage you. If time is your primary issue and it is
number 10 on their list of priorities, they can easily use it to wear you
down to give more in their yet-to-be-identified issues.
To reach an agreement is a demanding task. And when it is with a
culture different from yours, it can become a formidable undertaking.
It takes a great deal of focused effort and time. To get to a point, as
dance partners, where you can smoothly change the lead and the tempo
without loosing confidence in each other, is success and a testament to
established trust. Focusing on solutions and refraining from an “us”
versus “them” mentality will widen your options. Trust becomes the
basis for future business.
Snapshot of Venezuela
Venezuela is a beautiful country of more than 20 million people, the
majority of whom are mestizo, along with a very small percentage of
Amerindians. A representation of Italian, Portuguese, Arab, German,
and African ancestry compose the remainder of its population. Simon
Bolivar is recognized as the leader of Venezuela who won its indepen-
dence from Spain. It is now a multi-party Republic with a president and
a council of ministers. It is, however, an authoritarian society that pre-
fers decisions be made from the top. The official language is Spanish,
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The New Rules of International Negotiation
and several Amerindian dialects are still used. The majority of the people
are Roman Catholics.
Family is the top priority in Venezuela. Family businesses are com-
mon, and when deciding on a supplier, most businesses will go with a
distant relative—no matter how distant—rather than one that is part of
the business community. Venezuela is also a male-dominated society,
yet it is one that makes critical business decisions based on how it will
affect the family.
The way of “doing business” in Venezuela follows the guidelines of
two different factions. The older generation prefers to get to know you
personally and not your institutional organization. The younger gen-
eration wants to better understand your business, rather than you per-
sonally. Relationships are still very important to this younger generation,
many of whom were educated in the United States.
Cultural Considerations
B Dress is conservative business suits for both men and women,
and style is important to women. Your clothes reflect your
status and success.
B Be on time for every appointment, even a bit early.
B Greet Venezuelans with a firm handshake while saying your
name, not a greeting.
B Lunch is for business; dinner is for socializing.
B The senior visitor should give a toast, preferably in Spanish
and complimenting Venezuela.
B Morning meetings should be followed with an invite to
lunch—a consideration.
B The senior member of your team should sit opposite their
senior person.
B Gifts should be given—a pen or something for the office.
Guests may bring candy and flowers, especially the national
flower—the orchid—when visiting a home.
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Common Ground
Business Considerations
B Initial business contacts should be made through a local
agent.
B As the transactions continue, a delegation of representatives
could be considered.
B All documents and materials should be written in Spanish
unless your client responds in English.
B Confirm the meeting time three to four days in advance of
your visit.
B Business cards are considered the first step in building a
relationship.
B When being introduced, present your business card with
care, print facing the other party.
B Chit chat can be annoying, so allow an adequate amount of
time to become acquainted, but don’t linger.
B The date is written: day, month, year, similar to many South
American countries.
Negotiations
B Do not monopolize the conversation because Venezuelans
prefer to “control” the exchange and, generally, prefer to be
in control.
B Ask before telling your story/side. Always invite the other
side to speak first.
B Truth is usually based on subjective feelings influenced by
an ideology of humanitarianism, and not just on the facts or
data presented.
B Take time to get to know each other. Venezuelans move
slowly in a negotiation.
B Do not change members of a negotiation team. This is true
for most countries, especially in South America.
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The New Rules of International Negotiation
204
Building Trust
CHAPTER 13:
Building TTrust:
rust:
Vulner abilit
abilityy and C
Vulnerabilit onsistenc
onsistencyy
Consistenc
“Trust men and they will be true to you; treat them greatly and they
will show themselves great.”
—Ralph Walso Emerson, Prudence, Essays: First Series (1841)
Agenda
A. Logic is not persuasive—negotiating includes emotion.
B. Levels of trust.
C. How to negotiate a relationship.
D. How to negotiate an inter-cultural agreement.
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The New Rules of International Negotiation
and Empathy plant the seed for growing trust. Consistency and vulner-
ability will assure continued growth.
Think of your relationship as a trust fund. It houses the money,
assets and belongings of an individual or individuals that have been
collected through the years. It is a positive repository—full of memo-
rable and valuable things and places. It represents stability, reliability,
giving, and consideration based on money and possessions. The same is
true for building a fund of behaviors—words and actions. Behaviors
that reflect reliability, consistency, interest, and concern can offer sta-
bility and longevity in a relationship. The added value is that these be-
haviors work across cultures. These behaviors can be learned, practiced,
repeated, and made permanent habits. This fund can ensure a trusting
relationship—an interpersonal trust fund. A trust fund is for the fu-
ture; it represents long-term planning. The same is true for the trust
fund of behaviors. The risks are almost nonexistent, and the returns on
your investment are innumerable. It has a strong influence on your
bottom line and on the stability of your business.
Establish Trust
How do you establish trust in a relationship—business or personal?
What are the key factors? People respond to these questions in many
different ways. Some say honesty is essential, others say reliability, and
still others value follow-through most. All of these qualities are impor-
tant in generating and building trust. When working across cultural and
business borders, there are three major factors that are essential in
establishing trust. These three components reinforce the Strategic
Virtues and are led by a:
z Concern for the other’s need.
z Vulnerability.
z Consistency.
Vulnerability is a prerequisite to a trusting relationship. In a com-
petitive, capitalistic society being vulnerable is almost counter to our
culture—it would be exposing a weakness. Yet, without revealing a part
of yourself or of your organization that is less than six sigma, the ex-
change remains more formal and guarded. The message you’re sending
206
Building Trust
to the other party is “you’re not trustworthy” or, “I don’t yet trust that
you will see me as weak and not take advantage of my weakness.” The
first step in building trust is to expose a vulnerability.
A vulnerability or openness that shadows the Four Virtues shows
that you trust the other person not to abuse, distort, or manipulate the
information you have shared. Revealing an issue, a need, or, perhaps, a
happening that might not be all positive outlines the sincerity of your
actions. It implies that whatever you say, you should be able to expect a
considered, nonjudgmental response. In our American culture, vulner-
ability is often seen as undermining our competitive edge. In a competi-
tion, one has to keep the upper hand. What you reveal and to whom
matters. In a negotiation, however, you will eventually have to move from
the competitive to the collaborative to come to a sound agreement.
The largest component of our society is business, and in second
comes sports.
In a competitive arena, vulnerability is a weakness. Living and work-
ing in a society that is both business- and sports-driven, it’s uncomfort-
able to be vulnerable or exposed, so we avoid it. Until we are willing to
become somewhat vulnerable, however, it’s difficult to develop a mutu-
ality of trust. Whoever first shares a piece of information will not take
the lead. We have control over what we divulge and how we manage
collaboration.
A tough negotiation is about to take place with a government agency.
Let’s call it, the Government Protection Agency, or the GPA. They are
negotiating with a Fortune 100 company; let’s call it, the Blue Waters,
Inc., or BW. I once worked with the corporate team at BW. This morn-
ing the meeting is in the most austere Executive Conference Room.
Enormous in size—dark wood, from wall to floor, and window to door.
Formal and imposing—black and foreboding. The conference table, too
wide and too large for ping pong, could easily seat 24 people. The GPA
contingency arrives—three of them. Dressed in business casual—a col-
legiate look. They walk in straight backed as if carrying on the top of
their head the tray of authority only the government could hold. They
sit in a posture equally erect, ready to resist and to dictate. They have
the power of the law on their side.
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The New Rules of International Negotiation
The corporate team of four enters wearing golf shirts and casual
trousers. They sit across the expanse of the royal table, as if to avoid
any physical contact or any opportunity for the other side to see confi-
dential notes. There were glasses and pitchers of water in the center of
the table making them difficult to reach. What they really needed was a
bottle of vodka, a hunk of cheese, some dense European bread, and
time to talk about their families and their avocations. Instead, they
didn’t even shake hands. The room itself set the less-than-inviting tone
and the attendees seemed to reinforce it.
The corporation opened the negotiation telling the agency their
concerns about the government’s request to use a new piece of outra-
geously costly equipment that would not effectively measure impuri-
ties. The agency didn’t respond. They believe the BWs of the world
answer to them. The number-2 man in the corporation gave another
explanation of why. No response. Blue Waters gave more data and be-
came more frustrated. The GPA remained rigid and nonresponsive in
their posture. They believe their job is “enforcement” and big business
needs to be enforced. That is their power.
There is a painful and regrettable history to this scenario.
The agency had power over the daily functions of the corporation.
While the two parties were forced to work together, the government
could, if necessary, stop the company’s activities. The BW negotiation
team inherited a poor relationship with the agency from their predeces-
sors. Corporate teams, which preceded this team, abused the technical
ignorance of the agents to their advantage by implementing environ-
mental protection systems that inadequately, yet legally, guarded the
waters. The agency team did not have the expertise or knowledge (tech-
nical or functional), to negotiate the best agreement for both sides.
They just didn’t understand the content and, thus, the impossible fed-
eral compliance requirements. The new corporate team tried to explain
to them many times the technical, the scientific, and the impossible,
but the agency would not agree because they didn’t understand or be-
lieve. There was no trust. In fact, the GPA begins with an initial mis-
trust for polluters and BW confirmed it. Also the government can
ultimately issue six figure fines to big business.
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Building Trust
The government had been manipulated and misinformed before,
and their best choice was to resist. Even if something was to their ad-
vantage, they didn’t believe it. But the corporate team needed their
counterparts. The two groups had to start to rebuild trust from a long
history of distrust. The corporate team laid the new foundation by giv-
ing them small pieces of vulnerability. For example, the corporate team
revealed to the government team why the company’s former process
for tracking invasive chemicals didn’t work. This was their first expo-
sure of a fault.
To rebuild trust takes an enormous amount of time, patience, and
fortitude. It requires a great deal of repetition of: being consistently
reliable, consistently generous with information, and transparently com-
petent. This requires a sincere collaboration from the beginning of all
stages:
z Investigation.
z Development.
z Establishment of neutral data.
Initially most of your support material should come from an out-
side, neutral source. Every interaction could begin with asking—asking
for information, for opinion, and for clarity. It is most helpful to have
all questions followed by why in order to better understand the other
sides’ reasons and to uncover possible hidden agendas. Both sides should
develop together and agree on processes to assure a better agreement
and implementation of the agreement. The establishment and docu-
mentation of actions to be taken is the result of the agreement and
would come with a commitment to do it. The approach must be one of
a new, full partnership, only more consistent and more rigorous.
The two groups did eventually rebuild a trustworthy relationship—
it took more than two years to get back to a base level of trust—and it
took formidable patience and perseverance on both sides. They real-
ized they had to do it. This is good reason for working toward trust
from the beginning and remaining true to your principles.
For several years, I worked in the industrial zone of TianJin, a city
of about 9 million, on the Yahtzee River in China. I frequently worked
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The New Rules of International Negotiation
in this city because it housed a Motorola plant, and I trained their manag-
ers and employees in several different courses. I enjoyed working there
because the training participants were respectful and appreciative of any
new education. For them, astute listening was innate.
If I asked someone to summarize the session at the close of business,
the person would give me back almost verbatim what I had delivered
throughout the day. This is a cultural discipline, shared by many of the
Asian cultures and in Eastern Europe. Listening is a powerful tool for a
successful negotiator. It is an often underestimated advantage because it
is elusive in its presence, but strong in effect. It requires an intense focus
coupled with a practiced ability to understand what the other side is feel-
ing. It is a strong advantage in any negotiation or business meeting, be-
cause it gives you the opportunity to build options and to respond with a
sincere and substantial proposal.
Whenever I worked in the area for several weeks, I would plan to do
my holiday shopping or birthday shopping during the weekends. I would
usually go to the local open-air markets on the outskirts of town so I could
negotiate and get better prices than at the hotel gift shops. The commu-
nity was small enough that the people from the area would follow me on
my shopping jaunt. They would observe my “bartering techniques” but
usually never divulge whether what I did was appropriate or not—or
whether I got the best price. I returned many times during a three-year
period. Despite the language and culture barriers, the townspeople and I
started to build a silent relationship. As I continued to shop, they eventu-
ally indicated a success with the slightest tilt of the head.
These community members became my shopping and bartering men-
tors and coaches. Even though they showed almost no emotion, I could
tell by their body movements when they were pleased with what I had
done. If I did well they would pick up the pace and move on, directing me
to my next stop. If I wasn’t as effective as they expected, they would move
slowly and pensively. I knew when I took the time to talk with a shop-
keeper, my mentors felt better. I knew when I didn’t immediately discuss
price that they were pleased that I had learned the cultural norm. When I
chatted about the artistic craftsmanship, the time it took to produce, about
the evident pride in the product, their soft looks complimented me.
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Building Trust
The townspeople taught me a great deal, because they took an in-
terest in me and I in them. We built a comfort in being together. This
mutual respect founded a solid base for trust. They showed me the
value of a gentle, quiet, and deliberate spirit as opposed to my abrupt,
voluminous, and intense temperament. They accepted my spirit because
it was sincere and part of my style. We didn’t speak the same language.
We didn’t have the same customs or traditions. Even our beliefs were
extremely different, yet we both prioritized the ideal of a “benevolent,
virtuous man.” It is possible to overcome the barriers and to see the
value of a different way.
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The New Rules of International Negotiation
pushes, or bumps into me. Some are at high speed and don’t look, while
others are barely moving and still manage a collision or two. Some in-
tersect in front of you, forcing you to slow down or run into them.
Often individuals will apologize for bumping, cutting off, or colliding—
there is always a need to apologize. Stepping aside for someone is the
norm. When everyone watches out for everyone else, there is a syn-
chronized effort. It becomes a melodious movement and not target prac-
tice. But it’s still a race. Everyone tries to be first off of the train and
first to his or her destination.
Competition can easily keep one in a win-or-lose posture. This
attitude reinforces aggressive behaviors and often undermines
partnering, internally or with a client. Vulnerability is elusive in a
highly competitive culture, and without it, you cannot build trust. It’s
not surprising, given the American focus on sports that we don’t want
to give the other person an edge. You guard your information, your
ideas, and your feelings.
The vulnerability issue is certainly related to our male-dominated,
competitive culture of business and sports. In the United States, we are
groomed not to mix the business and family during work time. This is
especially true for men. In other countries, however, family metaphors
or examples are often used. Philosophy is an integral part the lives of our
foreign counterparts, including their professions. American men are also
family-oriented; they just don’t talk about it in a business setting.
When I start a training session in leadership or in skilled areas, I
often ask participants to answer a question in their introduction such
as, “What do you do in your spare time, for enjoyment?” American
attendees often answer with reference to their children, but it will be,
“I have two young children, so it’s soccer, baseball…” or they’ll say, “I
enjoy watching sports and golfing.” Their answers are categorical, in-
formative, and safe in a conversational, professional sense.
When I ask participants in China, many will say, “I enjoy chatting
with a friend in the park.” Or, “Holding my son while listening to mu-
sic.” American men appear to be saying their family or personal life is
important, but it shouldn’t interfere or disrupt their careers. The Chinese,
on the other hand, look at the two as integrated pieces of life, not
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Building Trust
separate, but one inside of the other. The balance of life is essential to
their being.
American businessmen try to protect their advantage—they keep it
business. They believe they must maintain their competitive posture,
and feel it is a risk to reveal anything personal.
Consider Consideration
These business orientations are just another example of differences
across cultures. But this gap can be bridged by shifting your focus from
what you believe about certain cultures, races, and religions to what
you can do to be a “virtuous” man or woman. It is important that you
recognize a need for being able to work well with the people in your
own group, department, or company, and then with your external cus-
tomers. In other words, how can you work better with the diversity in
your work place or community? Doing this will make work easier and
more appealing. Eventually there might be a positive impact on your
original belief or bias.
Often, when working with someone from another culture our inner
feelings include, “I just don’t like him. He has such strange ways and he
doesn’t try to understand what I want.” Or it could be even more judg-
mental, “Blacks can be so undependable, they’re never on time,” or,
“Indians are such pushy people, they’re always trying to take advantage
of you. Their only concern is getting what they want.” Or “The Orien-
tals (instead of the Asians) are all the same, Chinese or Japanese, and
they’re so difficult to understand. You’re never quite sure what they
want. They never take the bull by the horns….”
Shifting focus from what you perceive to be wrong with everyone
else to what you can do (or control) tends to work more effectively
with each individual, no matter what heritage, religion, age, gender, or
social level. Generally, an individual focuses on their own discomfort
and, subsequently, what’s causing that discomfort. Each of us regards
our way of life, of thinking and of doing as the best way, and, as a result,
we weigh every other cultural tradition against our own circumstances.
The other influence on “consideration” is our drive for what we
consider to be normal and reasonable. If we drive on the right side of
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The New Rules of International Negotiation
the road, England is really messed up…and vice versa. Eating with
forks and knives is so much more civilized than those annoying chop
sticks….and vice versa. Wearing a sari is ridiculous; how can anyone
clean house in one of those…and vice versa. But at the same time, we
must remember that what we are doing may be inciting those same
thoughts in others. Shifting our frame of reference to include and be
considerate of other ways will make working across borders that much
easier and more effective.
We can’t change another person’s style, heritage, or beliefs, but we
can change our own behavior so as to influence differently the other
person to work, to process, or to initiate. No matter what your bias or
your preference, everyone feels good after accomplishment. That should
be the goal.
In turn, we also have to change our expectations of the other cul-
ture. If we expect them to be unreliable, our actions will eventually
lead them to be unreliable. If you consistently distrust an individual’s
performance, judgment, or technical skills, that individual will eventu-
ally take charge of less and less. He or she will leave the decision-making
to others and will limit using their technical background.
Consideration, supported by expectation, is a simple process one
can put in place to assure a better environment for an exchange of
information, idea, or process. It’s the foundation for building a rela-
tionship that leads to accomplishment. Interaction by interaction, you
will establish an environment of open discussion.
Today, the power of position seems to determine the latitude for
rude and inappropriate behavior—from putting someone down or even
ignoring someone. Those in power, in management, can set a tradition
of rudeness and leave a legacy of inconsideration and lack of value.
Others down the ranks will find this defacing behavior acceptable and
begin to emulate, creating a business culture that reinforces the offen-
sive. According to a study done at the University of Michigan, rude
actions appear to be rewarded often in this culture.
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Building Trust
Trust Model
Open-mindedness Acceptance
ining Relatio
a n
int
sh
Ma
ips
TRUST
Respect Empathy
The Trust Model, reveals Trust as the core for building a relation-
ship. The Four Strategic Virtues ensure you will initiate and establish
Trust. Each virtue creates an environment conducive to a fortuitous
and progressive exchange. They ensure an atmosphere safe for com-
ment, questioning, and suggestion. Problems are addressed with an
empathetic response. Respect accompanies every statement, process,
and action—discussion escalates and negotiable solutions result.
Managing one’s own behavioral change is doable with immediate,
noticeable results. The benefits are numerous. Every organization with
a diverse work force and/or with business off shore can increase their
bottom line by being able to take advantage of the values of diversity.
Using diversity’s strengths effectively helps to eliminate misunderstand-
ings and errors—a direct improvement on service and product quality.
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The New Rules of International Negotiation
The opportunity for securing more business in the global market ex-
pands. Staff members work more efficiently and productively with their
colleagues and customers—all of which directly affects the bottom line.
Also, this component of staff development will better align an organi-
zation with their global market plan.
The Strategic Virtues can become part of a person’s social style by
frequently and appropriately using specific verbal behaviors. The Strategic
Virtues are the component of a business plan that reflects the business
values of an organization. They determine how the company is going to
do its business—the good actions, as Voltaire said. Verbal behaviors
support the Strategic Virtues’ growth and expansion. The words we use
and the way we say them invite or restrict interaction. Our behaviors
reflect our beliefs and expectations, either promoting a trusting rela-
tionship or building one of shallow and capitalistic gratification. Know-
ing the actions required by the Virtues, such as arriving early for a
meeting, can be reinforced by how one behaves in the meeting. The
next step in learning how to work more effectively across cultures is
understanding how to manage your own behavior to better influence
the behaviors of others.
Evaluating Emotion
Years ago we sold our first house by owner. We did our homework
and priced the house according to comparables in the area. We cleaned
and painted, tossed out all of the clutter, and mowed the lawn. We tried
to make it look as if no one actually lived there. The first day it went on
the market a couple came through at 9 a.m. They looked through the
house, asked questions about the utilities, the taxes, and the schools.
At 5 p.m. that day we had an offer for the asking price. How do you
think that made me feel? Selling to the first person who came through,
the first day, and for the asking price? Some say, “Great! You lucked
out and sold it for the right price.” Others say, “Terrible. You should
have asked more.” I had the latter feeling. Either feeling is just that—
an emotion. Both sides need to feel they got a good deal, especially if
they are planning on a long-term relationship.
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Building Trust
I have had many executives in planning sessions, professionally say,
“I don’t let emotions enter into my business thinking.” Yet, they are
the first to say, “He took advantage of us and that makes me furious.”
Or, “That was too easy…and it scares me that perhaps we missed some-
thing.” Many times serving on an American team when negotiating with
China I have heard, “Don’t they have any concept of time? Time is
money. I have never been so frustrated.” Emotions, good and bad, are
part of a negotiation. Being able to manage your own emotions and
knowing the impact of your emotions on the other side is an often-
overlooked quality of a successful negotiator. Expressing your emotion
or feeling, while managing it, is most effective in establishing trust and
in clarifying issues. Letting the other side know that you are confused,
disappointed, or happy is part of building a trusting relationship. Being
aware that the other side also must “feel” as though they got a good
deal is an important part of your exchange.
Recently I was working with project teams who worked consistently
with counterparts in India and China. My objective was to help them
work more efficiently with their colleagues. Among them was a group of
managers of engineers with a hi-tech company in Chicago who had to
work with managers in Beijing, China, via e-mail every other day through-
out the week. With regularity they would set up conference calls. Every
six to eight weeks, two or three members of the U.S. group would go to
China and work face-to-face with their Chinese colleagues. An issue arose.
The U.S. team set deadlines that were given to them by their superiors:
inform the Chinese what needed to be done and by when, offer them help
if they needed it, and close with an agreement to do it.
In essence, they were negotiating time, priority, and commitment.
The U.S. team didn’t look at it like an internal negotiation or as an
opportunity to build relationships. It was an us-against-them scenario.
The Americans felt it was cut and dry—no choice, just do as we say.
The Chinese told me they felt that the U.S. managers issued orders and
they had to obey. They felt devalued and responded by not performing
or, at times, not even responding. The U.S. managers said they had no
choice but to do what was asked of them and within the timeline given.
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A Nation of Superiority
CHAPTER 14:
A Nation of Superiorit
Nation y:
Superiority:
Ask and Listen
Agenda
A. Two nations—two perspectives—two sets of priority of
values
B. Categories of questioning techniques
1. Definition.
2. Purpose and impact.
C. Strategic timing
1. Low threat questions and high threat questions.
2. Low trust language and high trust language.
3. Placement of BATNA.
4. Minute-by-minute trust building.
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The New Rules of International Negotiation
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A Nation of Superiority
Seldom have I heard individuals being coached to be “humble”—
although sometimes it is needed. When our children were going for
their first job interviews after graduation, my husband advised each
one to be confident, assertive, and ask a lot of good questions. He never
mentioned being humble. The contrast or gap between “be confident”
and “be humble” reflects one part of the chasm between the priorities
of each culture and, many times, between their approaches doing busi-
ness and building relationships. Boasting about your own or your team’s
accomplishments, your product, or your past successes will not help to
persuade or move the other side to embrace your suggestions. It will,
more than likely, influence the other side to a posture that will eventu-
ally put you on the defensive.
If the focus is on the work, the partnership and supporting the needs
of the other, a level of perceived humility will evolve, and at the very
least, misplaced pride will not take center stage. In negotiations, focus-
ing on the issues, identifying problems, and resolving differences will
create an atmosphere that supports the teams to move toward an agree-
ment. As a result, the emphasis will be on partnering instead of com-
peting. Trust will also grow between the two parties, which affords the
opportunity to build a better relationship.
Face to face, westerner to far-easterner, the environment might not
be conducive to a revealing exchange. Patting one’s self on the back or
bragging about your product are chillers. These behaviors neither per-
suade nor influence the other side in either culture. Instead they annoy
or irritate—in both edges of the hemisphere. In training sessions, I will
often give business managers a set of General Values, identified by one
word, such as Family, Education, Money, Time, Relationships, Professional
Advancement, Career, and Opportunities. I have them come to con-
sensus in small groups on the top-three priorities for their motherland
and also another nation—United States and China or Poland or
Colombia. They also cannot judge these priorities from their personal
perspective; it has to be the predominant perceived value of the na-
tional culture.
Many participants are surprised when the United States table comes
up with Money, Time, and Advancement; or Money, Advancement, and
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The New Rules of International Negotiation
Opportunities. Many in the room will say Family is the top priority, but
when left with a promotion that means moving a whole family, even if it
would be difficult on children, the U.S. table will say they would take
the promotion so that they can have more to give their family. They
then realize that the money motivates their thinking of what a family
really needs. They often discuss laws such as the Family Leave Act, and
say they wouldn’t vote for it because taxes would go up. Once again, is
it the money or the family? Based on their experience with China, as a
small group they work to identify China’s priorities as: relationships,
family, and education/learning; or team, family, and relationships. We
did this exercise with more than 500 people from all over the world and
the priorities they identified usually fell into the same four or five com-
ponents. From that premise they more easily identified the business
priorities from their side and from the other side. Understanding the
variances in priorities establishes a better foundation for exploring op-
tions and gives strategies a better perspective from which to approach
foreign partners.
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for building alternative options. It’s often difficult for a westerner to
see the “it depends” within a negotiation because he or she wants to
move more quickly to resolution. The “it depends” can ease the imple-
mentation of the final agreement.
This thinking goes hand in hand with contracts. Contract versus
relationship—both are valuable. My husband was exploring a joint
venture here in the United States with a U.S. company that used the
manufacturing facilities of a large corporation in China. I had taught
these young Chinese entrepreneurs several years earlier, and they were
now working for an American corporation and wanted to develop this
joint venture. They came to my husband and me to try to find the
joint venture partner because they wanted someone who spoke without
an accent to call on the businesses here, understanding how an Asian
accent can sometimes add tension and possibly a barrier to securing
the appointment. At the first meeting my husband asked whether they
had a contract with the company in China, and Victor answered, “They
are long-time friends of my family.” At the end of the third meeting
my husband said, “Do we have the conditions of the joint venture
documented?” Victor answered that when the time was right they
would have it because it is like family. If my husband Tim had pressed
them and insisted early in the discussions, he would have lost the op-
portunity. Timing of the questions is important. Also a nonlegal trust
of their relationship must be apparent to the other side because it will
be the beginning of a trustworthy relationship and eventually a suit-
able legal contract.
These differences can easily polarize efforts and become more in-
tense with a contrasting set of priorities, which often complicate and
subvert a negotiation. It is imperative that we recognize that there are
natural and fabricated walls that go up because people want to feel
comfortable and safe within the parameters of their own culture—
business and national. These barriers are differences. Each person’s
current needs are considered in an historical perspective, which helps
to set their priority of needs. The anticipation of a long-term relation-
ship and its affect on current needs is also a strong consideration for
both sides. Standing firm on a contract when you haven’t yet established
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trust can prevent you from securing the information you need and from
securing an agreement at all. If you must do business the Western way,
you might have to forfeit business outside the West.
I was asked to serve as an advisory resource to a joint venture in China,
the Zhu Hai Province. Nine years into the joint venture, the parties were
still negotiating. A U.S. oil company was contributing 80 percent of the
cash, while the Chinese invested the remaining 20 percent. The negotia-
tion team included three Chinese and six Americans. The United States
consistently talked of saving the Chinese time, which is money, and prom-
ised large profits. The United States team felt confident in “playing
hardball,” and using a little coercion because they contributed the major-
ity of the dollars, and they were from the most powerful country. The
Americans had purchased a piece of land for the purpose of building a
chemical plant, but they couldn’t secure the permit to build on the land.
The Chinese took their time to respond to the requests of the United
States because time was not their number-1 priority, and the United States
joint venture told them many times that time was critical. The Chinese
had to meet deadlines, set by their organization. The Chinese listened,
and then they waited. They said little. The United States grew more frus-
trated as each month and each year elapsed without a facility. But they
didn’t ask. The Chinese were concerned about how many people would be
employed, about whether management would be local, and how could they
partner with people who gave orders. But the United States didn’t ask.
The United States joint venture continued to do business, relate, and
negotiate according to the traditions and guidelines they developed through
the years of doing business Western style. The Chinese continued to dis-
tract them, take them off track, and destroy their schedules. But the United
States didn’t ask.
After several planning sessions, the American team members agreed
to prepare key questions to relieve the demanding hardball posture with
the Chinese. The United States eventually discovered that the govern-
ment official with the authority to approve zoning and building was the
mayor of the town. The mayor was the brother-in-law of the Chinese joint
venture team leader. Members of the United States team recognized their
power in the dollar ownership, but didn’t consider the power of the Chinese
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A Nation of Superiority
team in local knowledge, relationships, and governmental connections.
After all, the Americans felt it was an American-owned company and
they had the power of 80-percent ownership. It is almost impossible to
create positive solutions if one side abuses the power they have. Ac-
cording to many national accounting firms, the Good Will percentage
can be up to 30 percent when determining the value of a company. It is
tempting to go for it all when you have the power, but this is actually
the critical time to wear your principles on your sleeve. If you are strong
or you have the favor of the deciding governing body, use the power to
come to the solution that best services your organization while also
servicing the other side. As Voltaire said, “Virtue between men is the
commerce of good actions.” The business or commerce of good action
is the essence of good relationships. If you use your power to develop a
balance in the agreement, you will be building a stronger relationship.
Empathy is the willingness and ability to walk in another person’s
shoes. Empathy can mean different things to different people—from an
understanding to an expression reflecting mutual feelings. In our train-
ing sessions, we define it as a show of concern for the other’s need, based
on the premise that you have identified their needs. In other cultures it
can also be defined as a show of concern for the other. Many times the
U.S. businessperson is working on proving his or her own power and
competing with the perceived power on the other side, while ignoring
others’ needs and being seen as a cold, nonreceptive person—friendly,
but a bit self-centered. The empathy factor is important, especially when
negotiating across cultures where a lot is frequently misunderstood.
Empathy brings with it versatility. If you can identify with the other
person’s issues, you can usually respond better to their requests. To
ask and to listen becomes a norm for the exchange. To answer and to
reveal reinforces the trust.
Question Empathetically
The skill of empathizing can move the exchange simultaneously from
low-threat questions into more high-threat questions. Fact-collecting
questions set the stage because they reveal very little about problems or
results. Instead, their focus is on what exists. Build on the information
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The New Rules of International Negotiation
collected from those questions and then move into the concerns. The
ambiance evolves from low trust language to high trust language. This
second level of exchange involves questions that relate more to prob-
lems, consequences, implications and, ultimately, causes. Once these
questions are asked and become a substantial threat, you can deter-
mine, by the willingness of the other side to answer, where your trust
level is. If their answers reveal some vulnerability or weakness—eureka—
the trust has graduated to a higher level. A word of caution, however:
Maintain consistent trustworthiness. Each side should be talking
about the problems or gaps, and then each side should shift back
and forth from problem to solution. You can almost feel the other
side nuzzling up and looking over your shoulder as you brainstorm
potential solutions.
It is often less frightening to presume or assume rather than to
calculate and ask the question when you are afraid of the answer. I have
observed so many negotiating teams and become frustrated. Often, it’s
because they dance around and around without asking a direct ques-
tion. Many times this is a result of a lacking trust; other times it is
because they don’t want to hear the answer to a question. The worst is
usually a presumption. If they do finally ask, it is not the right question.
For example, a distributor wants more of an in-demand product. He
asks if production is picking up, if the currency exchange has been good,
if packaging has been an issue…he asks everything except what he re-
ally needs to know—can he have more product now.
Varied types of questions suit varied ways of thinking. For example,
the question categories on the opposite page appeal to different people.
From my observations working across different cultures, every culture
has individuals who prefer one category over another. Innovative ques-
tions allow open and free thinking—any answer is a right answer. A
more analytical person, on the other hand, feels comfortable being asked
questions of sequence, of steps, or of relativity. Everyone likes to be
asked an experience-based question because only they have the right
answer. Making it easy for the other side to respond is beneficial. They
give you credit for their comfort in answering and for their ability to
discover solutions.
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A Nation of Superiority
Good questions get people involved, initiating the first step toward
buy-in. Another bonus is the ability to identify new needs and wants
from the other party. Each of these benefits moves the two parties to-
ward problem-solving, and away from “I-must-have….” When confused,
ask. When put on the defensive, ask. When in doubt ask. When pre-
suming, ask. A question is a safe strategy, and global interactions re-
quire more clarification and more frequent asking. You are working to
develop a community of trust and move closer to your agreement.
Asking Questions
Questions
Type Purpose
Overhead z Initiate conversation.
M Open z Stimulate thinking.
a Closed z Get group’s attention.
n z Keep group focused.
a Direct z Include less-vocal members.
g Open z Uncover additional
i Closed information.
n z Redirect negotiation process.
g Innovative z Stimulate thinking.
z Encourage additional options.
z Generate discussion.
E z Move toward shared problem-solving.
x Analytical z Relate concepts and reasoning.
p z Explore new information and/or
l options.
o z Direct discussion toward
r solutions.
i z Establish common ground.
n
z Set amiable tone.
g Experience-Based
z Provide credibility.
z Clarify through specific examples.
z Acknowledge value of feelings, history,
and shared experiences.
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The New Rules of International Negotiation
The timing of your questions and your responses will either solidify
your trustworthiness or diminish it. The same question or response
may be heard or interpreted as supportive or threatening depending on
when, in the negotiation, it is asked. For example, if my client has sent
out an RFP (a Request for Proposal), and I am on the short list after a
week of presentations, and we begin the negotiation with him telling me
that he can get my training easily for a third less in cost, it is the first
statement and proposal out of his mouth. Now, I know it is his best-
case scenario, and he probably cannot get it for that price. He has given
me the advantage by introducing his cost proposal and my competition
too soon. Even worse, he has undermined the trust we have established.
The same is true, if you ask an indicting, high threat question too soon.
No matter how well you know the client, no one wants to begin with
something problematic, or the consequences of your latest crisis. Every-
one wants to begin with a feeling of accomplishment or of recognition.
Embrace BATNA
BATNA—the Best Alternative to No Agreement—is effective depend-
ing on timing, the manner of delivery, and the validity of the message. If
you use your BATNA too soon into the negotiation you lose credibility
and trust. For example, say you are going to your boss to ask for a promo-
tion and a commensurate raise in salary. You have been informally offered
a position with another firm at a higher level with a small increase in salary—
your BATNA. You would prefer staying where you are because you like
the organization and its people, and you are comfortable with the pro-
cesses they use and their way of doing business. If you are beginning the
negotiation with your superior, you would explore your options. If progress
seems at a stand-still, then you could introduce your BATNA and tell them
you would prefer continuing your work with them, but you would have to
give serious consideration to other oppertunities. You would prefer not
leaving the company. Sincerity is the essence of this exchange. Then, your
BATNA doesn’t sound too much like a threat or ultimatum. It sounds like
“what is” and it leaves your superior aware that you have a choice—to stay
or to leave. The timing and the way you introduce your BATNA can help
determine your outcome.
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A Nation of Superiority
Because the United States is considered a “telling” nation and not
an “asking” nation, I often think of the numerous assumptions and pre-
sumptions made, upon which much of the “telling” is based. Working
across cultures seems to actually promote assuming—either out of fear
of the unknown or anxiety over finding out the unknown, another as-
sumption is that what isn’t known or understood, will be bad. I am not
certain, and I find myself assuming what the causes of the consistent
assumptions are. If I tell a team to ask the other side, they are uncom-
fortable if it has to do with traditions or customs. There are ways to ask
without it sounding like an interrogation or a threat or a patronizing
question. Sincerity and interest deliver the message in a tone of consid-
eration and concern. If it is asked out of frustration and control, it
could sound more threatening.
Typically, one person will say to the other side, “Do you under-
stand?” and the other side will politely reply, “I do understand,” or just
nod. And everyone thinks they are on the same page. It is the weakest
form of clarification. It doesn’t check actual understanding or agree-
ment. It would be better to ask a content-rich question that would
secure a level of understanding while also saving face if there is a mis-
understanding. For example, “Do you think this new process for track-
ing would be beneficial in your department?...In what way?” or, “Do
you anticipate facing any obstacles using this tracking system?” Asking
good questions will result in good discussion, which can reveal areas of
misunderstanding. Many good questions should be followed with “why”
so that strategically you may uncover reasons, motives, and, of course,
needs—both personal and organizational. Presuming is high risk, but
checking and knowing is calculated risk.
Putting aside an interrogation or inquisition, questions represent a
masterful tool for avoiding confrontations, closed-mindedness, and stale-
mates. If someone is trying to put you on the defensive, don’t respond
with a defensive statement. Instead, ask a question. When in doubt or
confused, ask for clarity. When ready to give your fourth or fifth sug-
gestion, stop and ask the other side first what they would like to pro-
pose. If you tell too often you can be perceived as concerned only with
your point of view or your needs. In the end, the information and clarity
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The New Rules of International Negotiation
gleaned from your questions will help you get what you need for your
organization. The other side will also get what it needs to implement
the agreement from their side.
Empathy, recognizing and showing concern for their need, is the
key to securing an outstanding agreement—a long-term partnership in
doing business. At the same time, it will reinforce the strength of your
relationship through the development of a history of trustworthy activ-
ity. In the Asian, South American, and Eastern European cultures, the
relationship is the core of doing business. Empathy is the most secure
route to developing the heart of the relationship. It requires astute lis-
tening, strategic questioning, and a genuine focus on problem-solving.
To empathize with another’s needs services your needs. Understanding
the other side’s issues and showing your concern moves you closer to
solution and a contract.
Stating how capable you are is not persuasive. Their true recognition
of your capabilities is power—your power. The first borders on an atti-
tude of superiority and the other is an indication of respect. Focus on the
other side with a sincere interest and the agreement will be solidified.
230
John Wayne Is Dead
CHAPTER 15:
John Wayne Is Dead
Wa Dead::
The Most Diffic ul
ultt Nego
Difficul tia
Negotia tors—From
tiators—From
Two Perspec tives (Ours and TTheirs)
Perspectives heirs)
Agenda
A. Characteristics of the most difficult Western negotiator.
B. Traps we fall into.
C. Characteristics of the “Silent One.”
D. How to deal with the most difficult negotiators.
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The New Rules of International Negotiation
with data, graphs, and any other pragmatic and structured materials. I
stay within a tight time limit, and I ask very specific questions. As a
result, they are more comfortable and respond more easily. Different
styles require different treatment. Some are easier to work with. Each
person has their least favorite.
Working internally is more difficult than negotiating externally.
Preparing with your team and possibly your superiors, for negotiations
is the essence of negotiating. In fact, it is often more difficult to work
with your colleagues and reach consensus on the mandate for the nego-
tiation than it is to execute the negotiation. But the prep work and
planning should be less tense. Collecting all the data and strategizing
your approach should be easier, but that isn’t always the case because
internal relationships can promote a sense of sibling rivalry. In The
Hands-Off Manage (Career Press, 2007), Steve Chandler and Duane
Black state, “Organizational life is a constant process of negotiation
and sales. It’s an ongoing opportunity to promote a particular perspec-
tive in order to accomplish a purpose you are working toward.”
Preparing for the negotiation can be planned, but the negotiation
essentially becomes a one-on-one, making the behavioral element more
demanding and, often, the deciding factor of the long-term results. As a
result of our Western culture, the mythical cowboy sometimes materi-
alizes and takes his seat. Many cultures find this person the one with
whom it is most difficult to negotiate. The “straightforward” often be-
comes an excuse to bully, to do a little arm-twisting, a bit of coercion,
or, most annoyingly, a bit of grand standing. From the first exchange
within a negotiation, trust is on the line. It’s either developing, or it
isn’t. As you discuss the deal’s parameters, you’re also negotiating a
relationship—adversarial or collaborative. It becomes difficult when
one side forces the other to stick their heels into the ground. Ultima-
tums or restricted choices force the other side to retreat further from
agreement. Other cultures respond with:
z Resistance.
z Retreat.
z Obstinacy.
z A walk away—mental or physical.
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John Wayne Is Dead
Many different cultures find themselves sitting across from what
we label the cowboy, from the Wild West. The John-Wayne attitude is
often used to show us who is the boss. It combines the straight shooter
with the silent type—a recipe that results in the other side’s frustration
or anger. A shoot-from-the hip posture coupled with a for-us-or-agin’-us
attitude doesn’t leave room for negotiating. Good solutions remain in
jeopardy and the exchange becomes a battle of resistance. There are rules
to follow for doing business the United-States-way. But to be competi-
tively aggressive, there is no time to protect the weak. Rule number-1: The
bottom line determines most results—immediate results. In order to avoid
being seen as a cowboy in hat and boots:
z Be empathetic—recognize their needs first and address
their concerns.
z Ask questions—not only for information and ideas/
suggestions but to also be perceived as interested.
z Be cosmopolitan—know distinguishing cultural
considerations.
z Ask again—when in doubt, confused or telling too
much.
z Paraphrase and summarize what they say.
John Wayne was a hero and, at the same time, a man to be feared—
paradoxically a villain. Except, John Wayne was always on the side of
the good people, fighting evil. He walks in with an arrogant swagger. He
pulls up a chair (if he ever sat down) and straddled it, looming over the
table and telling it like it is—for him and the good people. He is confi-
dent, unshakeable, and imposing. He means what he says and says what
he means. If he doesn’t get what he wants, he issues an ultimatum or a
threat. He works to decide how and when to hurt or wound the other
side if they don’t do what he wants. His entire demeanor reflects a this-
is-not-negotiable attitude, so listen up. But remember, he is always deal-
ing with the bad guy.
To the other cultures, John Wayne is a friendly yet a demanding
other party—giving an opportunity to work for him and obey his or-
ders. He is kind, when it is his way. He represents a narrow and rigid
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The New Rules of International Negotiation
view of the world and the solutions out there. His ideas are the pre-
ferred and the best. It is difficult to present him with a Colombian way
or a Polish way or any other way of resolving the problem. Everything
different appears less effective to him.
Interviewing business people across the world and audiences of my
presentations, I asked how they would describe the U.S. negotiator.
The three most frequently stated modifiers were: aggressive, arrogant,
and absolute.
We collected research and documented the data. We had simulta-
neously finished a leadership program for a client in which we in-
cluded a module that was titled, Triple A Coaching—Active Listening,
Acknowledgement, and Assertive Behavior. The comparison brought
to our attention is the gap between the international perception of the
U.S. negotiator and what we present as the U.S. leader. The assertive
and aggressive components were the only shared perspective—they
closed that style gap with a positive balance of the aggressive. While
this is not every negotiator in the United States, it is the John Wayne
negotiator: identified as the most difficult one for many countries in
Asia, South America, and Eastern Europe.
There are also cowgirls out there, who use the Wild-West style in
their approach to doing business. They have strong, male role models.
They are cool, tough, and immovable. When I was working on a joint
venture in Hong Kong, a woman executive was sent as the third man-
ager to lead the joint venture team. She was firm, confident, and smart.
During the first team meeting, she plopped herself down on top of the
conference table and would swirl to face whoever was speaking. She
wanted to be casual, yet in charge. Instead, she was ignorantly disre-
spectful and ultimately ineffective. She certainly wouldn’t have adopted
this approach in the United States, but for some reason, she thought it
would be effective in Hong Kong—the New York of the Pacific Rim.
But in Hong Kong, women are groomed to build relationships, to be
less harsh, and more accommodating. Naturally, it’s generated from
their role in a family: from mother to matriarch. Although I was attend-
ing this meeting as a consultant, I almost didn’t use this example for
fear you wouldn’t believe it. But in today’s business world, because
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John Wayne Is Dead
men make up the majority and the system was designed by men, women
often emulate male role models. Working and negotiating globally would
be facilitated far better with the feminine assets a woman offers: astute
listening to identify the other side’s needs, empathy to show concern for
those needs, and positive reinforcement to motivate involvement.
If two teams meet at the negotiating table, they need each other. To
achieve the best possible results is important to you and your organiza-
tion. In order to accomplish this you have to understand the other side—
their problems, their circumstances, and their needs as well as yours.
Your options and solutions must answer the primary needs of both
sides. Culturally speaking, other countries have told us who their worst
client is: the straightforward, shoot-from-the-hip cowboy. John Wayne—
the one who says it like it is. Behaviorally, this person is incongruent
with other cultures. Now who do we see as the most difficult client or
other party, from our cultural perspective?
Battle Silence
The most difficult negotiator for an American businessperson to
see across the table is the Silent One—the strong, silent, and elusive
counterpart of John Wayne. American businesspeople have difficulty
negotiating with a side that embraces a poker face, someone who doesn’t
give much of an indication of yay or nay, and is externally nonreactive.
With very little indication of whether they like the road you are taking,
Americans are easily frustrated. This doesn’t mean they don’t talk, it
means they don’t give much of an indication if they like it or they don’t
like it—the spontaneous feedback needed to highlight progress—
appealing or objectionable.
What’s more, pleasantly appointed comments such as “I understand”
or “I agree,” are even more frustrating. The other side is saying that
they actually do understand what you are saying and agree that it is as
you’ve said, but they are also saying that they don’t necessarily agree
with your request or your solution. This is one who could say yes as an
acknowledgement of hearing it or as an “I see” statement, and inside is
thinking “Why don’t you ask me?” To further describe this Silent One,
he or she is also slow in their response and in their tactics. A slow,
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The New Rules of International Negotiation
236
John Wayne Is Dead
don’t like or don’t want. There is very little agreement or disagreement
with the silent type. Without these, we are left with no sense of direc-
tion and without an understanding of the other side’s needs.
Other cultures find John Wayne a formidable opponent because he
seems to believe he has the best and only solution. He doesn’t ask a
great deal and has the answers before the question is asked. This type
of negotiator allows little room for differences, especially when it comes
to business because he believes his way is the most beneficial for both
parties. He can be very sincere and forthright, but not always persua-
sive. He puts all of his cards on the table, which doesn’t allow problem-
solving or feelings of accomplishment or concession to develop on the
other side. It might bring an agreement, but a relationship would still
be in question.
Each person has his or her own least favorite person with whom to
negotiate, but, there is one characteristic that equally irritates everyone.
Whenever someone makes you feel inferior simply by acting superior—
more knowledgeable, better than your organization or product,
wealthier—it is an enormous challenge to negotiate a workable solution
with him or her. It is a posture of levels that cannot mature into a part-
nership. Trust is always in question because one wonders when the supe-
rior thinking individual will once again drop comments or stories of their
superiority and your consequential inferiority. This attitude promotes a
guarded exchange and a drawn-out, extended negotiation. It is difficult
to influence another person when you have devalued them.
These two difficult negotiators respond differently to distinct cul-
tural perspectives. One side, the Asian and the Eastern European, is
comfortable with silence and with less indication of agreement or dis-
agreement. The other, Western cultures, prefers some indication of
agreement or objection. In fact, overt objection supersedes subtle im-
plications. Neither style is wrong, but an awareness of how appropriate
it is to the situation and to the culture may help you to negotiate an
agreement. Knowing the types can also prevent you from falling into a
trap when facing the cowboy or the Silent One. You can anticipate who
they are, ask rather than tell, and give visual support rather than repeat
yourself. Understanding better the other side will move them closer to
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The New Rules of International Negotiation
238
Verbal Behaviors
CHAPTER 16:
Verbal Behaviors
viors::
Behaviors
Wha
hatt You Sa
You Sayy and How You Sa
You Sayy It
Agenda
A. Maintaining a listening climate.
B. Management of behaviors.
C. Benefits of a pattern of behaviors—ethical.
D. Influencing the cultures—the negotiating behaviors.
E. Negotiating behaviors to avoid—behaviors to use.
F. A friend in China—a business partner in the United States.
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The New Rules of International Negotiation
Behavioral Approach
Values
Attitudes B Behaviors
B Results
B
B
Confident
Integrity
B Expectations B Trust
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Verbal Behaviors
The change begins with a small verbal behavior. The same is true
for building trust. It begins with what you say and what you do. The
behaviors that influence a $50,000 deal are the same that influence a $1
billion deal. And even better, the most effective behaviors used in India
work in Colombia, Russia, and the United States. They are behaviors
that diffuse, reinforce, attest to listening, and, in the end, reflect a con-
cern for the other side’s needs. They are the behaviors that assure
Consideration, Acceptance, Respect, and Empathy—the Strategic Vir-
tues. Today, all good business transactions require good negotiating
skills and the behaviors that support them. Your behaviors reflect your
character and personal honor.
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The New Rules of International Negotiation
about the cultural differences before you work with them. Yet, after 12
years of study, I have found that the behaviors of an individual are what
build a relationship. If your behaviors attest to your recognition and ap-
preciation of the other’s traditions and customs, you will surely benefit.
Your behavior—what you consistently say and do—creates a global
charisma. Let’s examine our political leaders. The world knows the char-
ismatic one. Is it their looks, their imposing height, or their intellect?
What makes a Clinton appealing internationally and a Milosevic despised?
It’s what they say and what they do. Some actions are more obviously
disgusting, and often it’s the tiny verbal behaviors that elude and have
the greatest affect. One small verbal behavior, said often enough, has a
grand affect on results or on a person. It is the outcome of questioning
with openness, responding with an obvious attention to what is being said
and repeating in a variety of ways what was said or exchanged.
All behaviors are important to the development of a relationship,
and understanding a culture supports working within that culture. Some
of the offensive behavior in one culture is, however, also inappropriate
in others. For example, showing the sole of your shoe to someone in the
Far East is offensive. Imagine the body positions required that reveal
the sole of your shoe; you shouldn’t be configured like that in any cul-
ture. Recently Richard Gere, the well-known and accomplished movie
actor, was in New Delhi, India, for an AIDS event with Shilpa Shetty,
an Indian movie star. After the recognitions, he kissed Shetty’s hand,
then her cheeks, and then he embraced her with another kiss to the
cheek. In India, public displays of affection are taboo, and across India
they burned Richard Gere in effigy. What he did would not be consid-
ered inappropriate in the United States, but in India it is extremely
disrespectful. Gere should have done his homework. Showing respect
for Shetty would have protected his integrity.
No matter the relationship you are trying to build, organization-to-
organization, or function-to-function, the demands are the same as
building any one-on-one relationship, such as from spouse-to-spouse
or friend-to-friend. Seven key behaviors will help you be perceived as
caring about others’ needs while minimizing misunderstandings and
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Verbal Behaviors
errors. These seven behaviors are: Ask, Probe, Acknowledge, Para-
phrase, Summarize, Build, and Behavior Alert.
Influencing Behaviors
Interpersonal Influencing Business
Impact Behaviors Impact
Ä
Acknowledge
Listening Ä Reduces error
Clarify Ä
reinforcement improves quality
Summarize
Build
Ä
Builds a
Maintains
foundation Ä Behavior
for trust Alert
Ä relationships
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The New Rules of International Negotiation
Sometimes it’s worse when we put the answer in the question. Consider a
team leader who has just received feedback on issues within the team. The
number-1 issue identified, which received the lowest score, was team com-
munication. The team leader entered a meeting whose agenda was to ad-
dress the feedback. His first question was, “We don’t have a communication
problem, do we?” No one was going to answer, “Yes, we do,” because he
was their superior and they wanted to keep working there for a while longer.
Questions can also be limiting or controlling: “We have two choices. Do
you prefer the new software system or the former?” Initially the affect or
cost of “superiority” is not noticeably measurable. Verbal superiority com-
ing in a loud and aggressive voice limits contributions from other cultural
voices.
Occasionally, our attempts at being gracious sound patronizing. Be-
haviors can be modified or adjusted to best meet the situation. Instead of
telling, we could ask first and perhaps even follow up with another question—
a probing question. Sometimes giving an example could help clarify for
someone whose first language is not English.
We could also check our understanding by repeating what they said or
paraphrasing it. This works with a summary also—listing what the discus-
sion has included to that point. A summary could extend each point to
include consequence or impact. A summary is a little longer than a para-
phrase, but it works to diffuse, clarify, and reinforce.
For our straightforward style, these verbal techniques will round our edges
and give the other side a chance to think and to contribute. Telling someone
aloud that their suggestion is a good one and it could even promote more
contributions and better suggestions to answer the problem.
These simple, verbal behaviors: Questioning, Probing, Clarifying, and
Reinforcing, are what constitute the best type of listening, and there is no
better compliment in an interaction or communication than to be heard
and valued for what you’ve said. In fact, it is the critical factor in building
relationships, in coming to the most worthwhile solution, and in establish-
ing good business. What’s more, we can easily make these behavioral
changes, if we have the will. We can start with one individual, one meet-
ing, and one hour, and after a few of these one-on-ones a pattern will
emerge and you have eventually developed a positive new habit.
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Verbal Behaviors
I once met a sales manager in a five-day workshop who took on the
responsibility of training his own men in “what he knew was best” for
sales. Before he joined the corporate arena, he was a career military
officer. I was trying to convince him how important verbal reinforce-
ment was as a spontaneous form of feedback, and, of course, to keep a
solid group dynamic going for learning. His typical reinforcers were,
“ …bad answer. Mary, you give it a try. No, can’t work. Dick, give me
something doable…think before you answer next time.” This was can-
dor shooting from the hip, and it hurt. His videotapes convinced him
that people stopped talking after a few of his zingers. By the end of the
week he had made progress, his least negative was, “I’ll throw that up
for challenge…!” Glory, glory, hallelujah! The underlying objective
during every negotiation session is to keep it open for a beneficial ex-
change until an agreement is reached.
Negotiating Behaviors
Creative Problem-Solving
Interpersonal Negotiating Business
Impact Impact Impact
Express
Appears open Builds trust creates
Ä Feelings
and honest
Behavior
Ä an open climate
increases clarity
Alert
Ä
Indicate
Irritates
creates Disagreement
Ä Stalls negotiations
defensiveness Rankle Ä reduces trust
antagonizes Attack
Ä
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The New Rules of International Negotiation
246
Verbal Behaviors
promoting the learning process. The most effective technique for avoid-
ing being on the defensive, asking reinforces that you are concerned
with the other party’s needs and that is the only path to influencing
someone else. It signals your interest in their opinions and ideas in-
stead of being concerned only with your own point of view.
A good question gets a visceral response—someone’s first thought,
which often doesn’t yet have depth. Probing questions, however, pursue
the initial answer given. They are questions that guide and ease the
thought process—perhaps relating one idea to another or expanding on
a suggestion. They are invaluable because you can’t ask one without
listening to someone, and your probing could guide the other side to
the development of a solution. Questioning gives value to the other
side’s thinking and their ability to problem-solve or create. Probing is
listening translated into questions. A probing question says, “I heard
your answer and now I want to know more of what you think.” Ques-
tions followed by probing questions, given direction by positive and
neutral reinforcers, and an occasional summary, generate a verbal dy-
namic that is both productive and trust building.
A Sample of a Question Development
Topic: The merger
z When was the announcement made?
z How many people will be affected?
z How did your people react to the news? Are they
talking about it?
z What do you think are the major issues?
z What can we do to begin addressing these concerns?
z How can we partner in these efforts?
z If we do what you suggested, what results do you
expect?
Asking questions, out of interest, and with the confidence that ev-
ery person is competent and reliable usually reflects a collaborative
approach. Asking interrogative questions, on the other hand, would be
the same as dictating all the answers. Most individuals in the business
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The New Rules of International Negotiation
arena “tell” and seldom listen long enough to probe the answer of the
question. It’s a cocktail party mentality. You talk to a person and then
you move onto the next. Your goal is to say “hello” to everyone at the
party as if you were on a political campaign, and you used sound bytes
to be able to fit everyone in, in the time allotted. Two people convers-
ing: “Hi, been on any trips lately?”
“Yes, I went to San Lucia.” “I went to Mexico City this winter.”
“I stayed at the local Hilton.” “I stayed at the Westin.”
“The food was fabulous.” “Mexican food is the best.”
“The cost has gone up…” “Mexico City has big city prices now…”
These are two people going along side by side, but the exchange is
not there and the outcome of the cocktail conversation is, “I’ll go onto
the next person.” Neither person feels valued and the depth of conver-
sation is “cocktail party,” not “long private dinner.” If you value a
person’s opinion or thought, you will invite them to dinner to hear what
they think. If you want to pay back a large number of people, you invite
them for cocktails and cross them off your need-to-entertain-them list.
It’s the same with developing business relationships. If you are think-
ing long term and want to develop and retain a customer, you invite
them to dinner. If you go after securing customers and possibly satisfy-
ing them, you think more short term and invite them for cocktails. If
you value the competency or reliability of the person, you ask and don’t
tell. If you value the difference in the culture, you ask to learn more.
All of the Strategic Virtues, especially Respect and Consideration,
are supported and strengthened by questioning. To summarize, asking
diffuses defensive posturing, demonstrates a considered attention, and
reinforces the other person’s value of opinion, thought, or process, and
in the end gets out important information needed to minimize misun-
derstandings and errors. This is the first block used in building trust.
Asking and probing are two influencing behaviors that promote a
more harmonious work environment, and at the same time set in mo-
tion a behavioral process for generating better solutions. The work group
perceives you are interested in their input, and they work harder to
implement solutions.
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Verbal Behaviors
Listening is the primary requirement for increasing productivity
while ensuring quality. Good listening skills reduce misunderstandings
and errors, which directly affect quality and efficiency. Astute listening
is reinforcing to an individual and to a group. It says, “I value what you
say or contribute, and I want to hear more.”
The four verbal behaviors that exemplify astute listening are:
1. Acknowledge
2. Paraphrase
3. Summarize
4. Build
Often when someone is upset or confused they want to lash out or
put you on the defensive. Sometimes there is a divisive controversy and
listening can help make the discussion more productive with well-placed
segments of discussion from both sides. An acknowledgement is suc-
cinctly repeating what someone said without showing agreement or dis-
agreement. It neutrally states that you were listening and heard their
concerns. For example, if an employee says to his supervisor, “Yeah,
we worked our tails off to get the project done on time and our only
reward was more work with an even tighter schedule,” it’s easy to say
what you think, such as, “Yup, that’s life!” However your objective is
to keep that employee productive. You can instead acknowledge what
he said by saying, “Yes, you’ve worked hard to get this project com-
pleted successfully and according to schedule. What can we do to help
make this next job less time-consuming for you and your group?” The
acknowledgement diffuses and reinforces. It keeps the other contribut-
ing and progressing instead of losing time because of perceived lack of
respect or lack of appreciation. This is also effective when someone is
trying to put you on the defensive: answering their question will never
address what they want. They want to put you on the defensive!
Paraphrasing and Summary are exceptional tools in demonstrating
value and recognition to an individual or to thinking and contribution.
Paraphrasing is restating or rephrasing what someone just said—for
clarity, understanding, or focus. A summary is also a restatement, but
it usually includes more than two items. It refocuses the person or group
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The New Rules of International Negotiation
and it clarifies and reinforces the contributor. It’s a wonderful tool for
teambuilding and it takes a few seconds. Seldom do team members in
our culture take the time to show support of someone who has helped
the process or resolved the issue. More likely, if it’s good, we move on
until we hit something that is negative or in error. We then give feed-
back to whomever. A simple, positive comment such as, “Your research
is so complete that it’s going to make the implementation piece so much
faster and clearer” can make all the difference Once again, this reitera-
tion reinforces and clarifies.
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Verbal Behaviors
Asking and listening graciously show that you value the other’s input. As
a result, you will create a collaborative and problem-solving dynamic.
Minimize Misunderstandings
The last behavior is labeled Behavior Alert. Neil Rackham’s original
Huthwaite Group Research indicates that this little, simple technique
helped to build trust and to minimize misunderstandings. After years
of observation of international negotiations, it has been confirmed that
this behavior is extremely beneficial, especially when negotiating with a
group of people whose first language generally is not common in the
group. A Behavior Alert introduces what you are going to say next. The
following are a few examples:
z Let me ask a question.
z I would like to make a proposal…
z Allow me to summarize…
z I’ll trace the progress of the meeting…
z As a point of clarification, you suggested…
z I’ll sequence the steps to the process for us…
These verbal warnings of what will come next are valuable to some-
one listening to English as a foreign language. It invites them into the
discussion in a considerate manner. It requires minimal effort to add this
small change to your behaviors, and it has such a grand and important
affecte. People listening will listen better following a behavior label be-
cause they know what they’re waiting to hear. And it has the added value
of trust building, which helps to keep the negotiation progressing.
Prioritize Values
Collective behavior is what we call culture. Throughout the 1990s
many of the major U.S. corporations worked to change their “business
culture.” But because culture is behavior, it’s very difficult to change.
Behavior has to change individual by individual, influencing the group.
There has to be an element of trust already established within the orga-
nization so that people have confidence in the people who recommend
changes. Upper management that has not previously exhibited commitment
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The New Rules of International Negotiation
252
Verbal Behaviors
Acceptance, Respect, and Empathy. Whether you hold some strong be-
liefs regarding certain cultures you will have maintained your integrity
through protecting the other cultures.
Prepare Options
Negotiating with your competitor is very difficult. Often times work-
ing with groups such as the federal government or with the Environ-
mental Protection Agency, it’s a requirement to partner projects with
your competition. Many times the cards are dealt in your favor and you
hold the trump card, and you think, “Let’s get em.” You charge ahead.
Your thinking is for this negotiation and this negotiation only—you’re
not thinking long term when your competitor may hold the trump card.
Addressing every negotiation as if you will be dealing with this person
for eternity colors your approach and your objective. When you have
more perceived power, more leverage, and can more easily manage the
options offered, you should be a “benevolent negotiator.”
As a parent of four teenagers, I recognize the power of developing
options. When my daughter, Moira (the newest driver and fourth child
in the family), asked to use my car to take four of her best friends to
the movies and out for pizza, I was ready with my options. “Sure, you
may use the car, but you have two considerations. You can either pick
them up for the movies, bring the pizza home with you, and then have
their parents pick them up here after, or, have their parents drop them
off here at our house for the movies and return for them here at 11:30,
and you drive to the movies and to the pizzeria and enjoy the pizza at
the restaurant.” Both options weren’t perfect, but they were viable.
With our first child, a year apart, I would have instantly reacted
with, “No, you can’t pick up each of them, go to the movies, out for
pizza, and then drive all of them home!” Immediately, our first born,
Stephen, would answer with, “Yes, I can! You just don’t trust me with
your car.” Andrea would have argued with Stephen to use the car and
the discussion would move toward who trusted whom instead of a solu-
tion to driving the car that night. By the time we got to the solution, we
didn’t like each other.
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The New Rules of International Negotiation
Be Consistent
The opening of a negotiation sets the tone—hostile, friendly, or
guarded. The other side can only judge you by what you say and do.
They don’t know your motives, nor do they care what your motives are
until you decide to reveal more of your values and principles. Your
words should stay consistent with previous statements. For example, if
you are a manufacturer selling directly to distributors, and you have a
product that did very well this year, the demand seems to be stable, and
you’re negotiating an extension on the contract that is soon to elapse.
You are attempting to maintain a friendly ambiance because this dis-
tributor is one of your best, so you tell them how much you appreciate
their reliability, their professionalism, and the valued, long-term rela-
tionship you’ve built. Then you proceed to almost double the price of
the product. On one hand, you blow kisses and tell them you love them,
and then you take advantage of a higher-than-most profit, which says,
“I don’t love you that much.” Every word you say is heard and then
interpreted—messages must be consistent and action is the key.
As I’ve said, negotiations are one on one. It is never the United States
versus China—it is Condeleeza Rice versus Hu Jintao, president of China.
The exchange is dependent on behaviors, reinforced by your approach,
preparation, and the data. You could appear very well prepared with a
briefcase full of data, but what you say and how you say it could undermine
the outcome. You are the persuasive, influencing piece of the negotiation.
If you persist in telling and proposing, you will be perceived as cen-
tered on your needs or concerns. If you ask, probe, and acknowledge,
you will be perceived as concerned about their needs. When you para-
phrase or summarize the other party’s contributions, using their words,
it puts their words in print. Your paraphrase tells them that you lis-
tened and you value what they say.
Maintaining an open and nonthreatening climate for a collaborative
and trust-building exchange requires managing your verbal behaviors,
while working to influence the behaviors of the other side. Agreements
that are reached in a threatening and bullying way are often followed by
a difficult implementation, packed full of continuing, follow-up
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Verbal Behaviors
negotiations. A long-term relationship is questionable since the trust
needed to value working together is subject to threats and ultimatums.
Research also shows that coercive methods to persuade are not effec-
tive for the relationship.
Scenerio How to Respond Impact
A person listens attentively Summarize and then Ask. Example: Clarity and a better idea of
without much contribution or We’ve described four steps to the new the person’s opinion, and
interaction. His or her silence process. How would this new process possibly of the person’s
is often seen as acceptance. help—or not help—your group? needs.
A person might agree just to Ask a safe question based on their own Disagreement is avoided and
be agreeable, even if they experience. Example: Have you worked the person is now involved in
don’t agree with your with a similar system in the past? How more of a nonthreatening
perception. well did it work? approach.
Some people have been Ask for an idea or for a suggestion. Moves person from
programmed by the system to be Example: Given what we’ve discussed, defensiveness toward action
defensive when questioned about how can we secure the resources we and solution.
their lack of action or their need? Where should we start?
heritage.
The person seems reticent Summarize and continue with a The person moves with
to setting an action plan question. Example: Where would you confident expectation of
or tasks. prefer to start the plan? Keep goals himself/herself.
limited and specific so the person isn’t
overwhelmed.
The manager wants the engineer Agree with the other person’s sugges- Builds confidence
to lead part of the meeting, buttions and then Build on his or her idea. through expectation and
the proposal on the table is Example: That’s a good idea. Could reinforcement.
more about research. you please investigate other options and
then present them to the team at our
next meeting?
A person doesn’t do his part on Ask him what he could do to improve Develops responsibility and
the team and/or doesn’t follow the process that’s in place. Then put self-esteem.
through. him in charge of touch points for the
team. When he follows through, be
sure to acknowledge it and him.
Under the directive, “Show Reinforce him for the quality of the Confident expectation
more initiative; take charge,” report, then tell him how that his work supports improvement and
the person develops a report, will be received better if he delivers it to development of initiative.
sends it to you, and asks (or the group. Set a time to help him The U.S. business culture
expects) you to lead the prepare. relates “show initiative” to
discussion about the report. an aggressive approach.
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The New Rules of International Negotiation
Person has a cocky self- Recognize that insecurities often Reinforced self-confidence.
confidence at the expense of accompany someone who acts “cocky.”
others, with sarcasm or put- Focus on what is right in what he says.
downs. Look to Reinforce his strengths and
specific accomplishments by assigning
tasks that take advantage of his
qualities.
Older civilizations and cultures Ask questions from their past experi- This exchange begins the
value the past and the experi- ences and continue to Ask how these “buy-in” process, and also
ences of years ago. Individuals relate beneficially to the present. facilitates the eventual
from these cultures still believe Talking about the positives and implementation of a
in tradition and prefer discuss- negatives of the past is beneficial to this solution or change. The
ing how new ideas and processes person. Reinforce the value of their focus of today’s leaders and
relate to older ones. experience and Build on it. managers is on the future,
and on change.
Snapshot of Brazil
Brazil is the largest country in South America, with a population of
188 million, 55 percent of whom are of Portuguese ancestry. Half of
this nation’s population is less younger than 20 years old, and 90 per-
cent of Brazil’s population live on a 200-mile stretch of the Atlantic
coast—10 percent of Brazil’s overall landscape.
The country is culturally diverse and is not Hispanic. While most resi-
dents are of Portuguese lineage, 40 percent are of mixed heritage, including
African, Asian, and Germans. Less than 1 percent is of Amerindian descent.
Brazil is a multiparty federal republic with a president and two legisla-
tive houses: a senate and a Chamber of Deputies, similar to many other
South American countries. Portuguese is the official language though some
people speak German, Spanish, Italian, French, English, and Amerindian
languages. In fact, studies have documented 234 languages in this country.
In Brazil, there is a strong sense of class and status related to a
person’s job. Similar to other South American countries, division be-
tween rich and poor is distinct. Machismo is also strong with Brazilian
men who expect women to be subservient
Cultural Considerations
B Unlike their sister countries Brazilians do not want to talk
about family or home.
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Verbal Behaviors
B Their approach to problem-solving is to favor subjective feel-
ings over facts.
B In decision-making, family loyalty is the first consideration.
B Parentela is an extended group of relatives—a social structure
that is key to how they do business. Nepotism is most acceptable.
B Take your time when meeting or greeting a Brazilian. A hand-
shake is acceptable, and later it might progress to an embrace.
Women kiss on the cheeks. Shake hands when encountering
a group and when leaving the group in business and socially.
B Similar to Venezuela, Argentina, and Colombia, Brazilians stay
close to you when they are talking with you. They like to make
physical contact: touching your shoulder, your arm, or patting
your back. Do not back away—they could consider that insulting.
B The United States gesture for “okay” is vulgar in Brazil.
B Conservative suits are most appropriate, especially for women.
In Brazil, the acceptability of your dress can shake the bal-
ance of your business relationship with a Brazilian. Jeans
are unacceptable. For casual, men should weak slacks and
long-sleeved shirts.
B Gifts, after the first meeting, are acceptable. They could be
electronic gadgets, DVDs, good pens, and if invited to their
home, candy, champagne, or liquor. Gifts for the children
are also a good idea, such as sports-related T-shirts and caps.
Business Considerations
B Brazilians are not punctual, but you should be patiently punctual.
B Make appointments a week ahead.
B 10 a.m. to noon is a good time to meet, and then take a
Brazilian to lunch at a good restaurant—it is key to building
your relationship.
B You must commit to a long-term investment with both time
and money. Without building this relationship, you will not
secure business in Brazil.
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The New Rules of International Negotiation
258
Getting Ahead of the Cultural Changes
CHAPTER 17:
Get ting Ahead of
Getting
the C ul
Cul tur
ultur al C
tural hanges
Changes
“Control over change would seem to consist in moving not with it,
but ahead of it.”
—Marshall McLuhan, Understanding Media: The Extensions of Man
Are the new rules governing international negotiation strict, clear,
and defined? Maybe not, but there are two solid rules that are constant
and determine your level of success: The first is a consistent practice of
the Strategic Virtues—creating a “commerce of good actions,” which
design the framework for Trust. And second, use the Influencing
Behaviors—the specific, small verbal behaviors, which become a strat-
egy for maintaining trust and building relationships.
To negotiate well is to influence, and to influence effectively is to
lead. Leading today requires an ability to lead across a diverse array of
cultures, races, philosophies, traditions, and customs. Adopting a ne-
gotiating way of doing business creates a consistent dynamic of col-
laboration and mutuality—in between is agreement and action. This
style is inherent to building relationships because it allows for differ-
ences and seeks to discover options to care for the other party’s needs
in addition to your organization. Because of the fast-changing global
marketplace and the growing demand for solutions instead of products,
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The New Rules of International Negotiation
negotiating has become the key to building business and increasing rev-
enue. The skills used in negotiating are not only effective within a nego-
tiation, but also in working within your team, your community, and
your family. Each area is dependent on relationships. The skills and
techniques enhance your contribution in each of these situations.
Most countries outside the United States embrace negotiating as
part of their everyday activities—from food to clothing, and from shared
restaurant table to shared office space—everything is negotiable. They
practice from childhood into adulthood. It is an integral part of their
culture. In the United States we negotiate for a car, a house, and for
business. Other than the scattered flea markets, we don’t have the
plethora of open-air markets in use across the world. Negotiating in a
street market is an art, and all art takes time and thoughtfulness. In the
United States, we have time for neither.
260
Getting Ahead of the Cultural Changes
It is important that we understand the stereotype that represents us
off shore. As many psychologists have cited, it is often difficult to rec-
ognize the person others see in us. It is easy to observe others, and
when we are particularly annoyed by others’ behaviors, we wonder why
they don’t see themselves for the yahoo they are. Frequently, my hus-
band and I go out with a married couple, and after an evening with
them, we wonder how they ever got together, much less married each
other—and they most likely are thinking the same of us. It would be
helpful if we could see ourselves with a neutral and objective clarity,
like others see us. We can’t because they see us without seeing what we
are feeling at that time. They see us without knowing our motives, our
reasons, our feelings or our history. Their points of view are external
and our points of view are internal. This relates to power and influence
as a perception. If other cultures see us as a John Wayne-style cowboy,
charging aggressively, telling the solution in an arrogant manner, and
competitively developing an agreement then that perception is reality.
Think of when you try to take a family photo. We have four children
and five grandchildren and whenever we are all together, we take a
family photo. Sitting in the middle of that snapshot, I often feel every-
thing is perfect. Then when you look at the instant digital image, you
see the imperfections and goof offs of the group and you retake the
picture. We must understand who we are, and then figure out how to
adapt to achieve the best possible results.
We are recognized as a culture strong in fairness to the individual,
excellent at planning and building companies, creative in financial mat-
ters, and in processes. The people of the United States are generally
touted as being friendly, innovative, generous, and hard working. Ap-
plying these attributes to the way we do business and negotiate rein-
forces building strong relationships with our clients and extending our
influence to the long-term contract and, even better, to the long-term
relationship. Taking the innate assets we have and using them to con-
struct an international network of business colleagues and a global com-
munity of expertise, of partnership, and of friendship gives us the ability
to lead successfully to continued economic benefit.
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The New Rules of International Negotiation
262
Getting Ahead of the Cultural Changes
large hi-tech corporation, the business interactions require the same
behavioral skills. You may work face-to-face or virtually through
e-mail and teleconference and the challenge to your behaviors is even
more demanding of your skills. Today almost every business interfaces
with the larger global workforce. If not you, your clients most likely do.
Seldom do I present or instruct to an audience that is not diverse—
even the women in business audiences are older, younger, Hispanic,
Asian, Indian, Polish, Bulgarian, and African American. It makes work
much more exhilarating and appealing. Negotiating with other cultures
offers you opportunities for new ways to think, to process, and to act.
It offers you ways to excel with a new facility for implementation and
possibly a new consideration for your staff and colleagues.
Training and consulting in international management development
and team development for almost two decades introduced me to many
new ways of thinking and of doing business. It gave me an opportunity
to observe the behaviors of businesspeople from different cultures and
countries. I watched for the detail of a specific behavior that helped
define a person with international charisma and how each behavior ini-
tiated and established a relationship based on trust. The preceding chap-
ters serve as a guideline for how to use universal base processes and
behaviors for building trust and earning the right to influence within
different cultures. Each of us is already using the behaviors, but not
frequently enough and not at the appropriate time. Many times our
behaviors don’t invite options or alternatives from the other side. In-
stead, an attitude of superiority in solution and in action pushes the
other side to silence and we lose the benefit of their suggestion.
One summer we had a new patio installed, which covered more than
three quarters of the back of our house, curving around two enormous
trees. Soon after, we hired a small, local landscaping company, owned
by a gentleman from Colombia. They came in with a Bobcat, an auto-
mated mini-crane used for digging foundations, to work the ground
around the patio and accidentally hit the patio in the middle and cracked
it. It was brand new and I was upset. The next day we met and tried to
negotiate the replacement. Because I was in the right, I wanted the
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The New Rules of International Negotiation
patio ripped up and replaced and that was that. I couldn’t hear anything
else because I wanted my new patio back just the way it was, and my solu-
tion was the only solution because I was the offended party—and I was
right. Paul, the Colombian owner, was patient and agreed that I was the
victim. He eventually gave me three or four different options. The options
actually sounded appealing. He suggested they cut away the area that was
cracked, make it a step down to the yard, floor it with patio stones, and
continue the beautiful pink salmon stone around the gardens bordering
the patio, at his cost. Later he included several hostas and other plants. I
love my patio, but most of all I love the step down and the gardens, which
would not have happened except for the accident and Paul’s negotiation
skills. I was John Wayne, and he was the “Silent One.” Fortunately, I
eventually stopped to ask and to occasionally listen. We still use Paul’s
services, as do several of my neighbors, friends, and relatives. Paul and I
are both happy and we trust and like each other—an asset to any relation-
ship, global or local.
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Getting Ahead of the Cultural Changes
cultures. The do’s and don’ts give you an introduction to a culture’s cus-
toms, traditions, and practices. If you know to ask and probe before tell-
ing, the other side will see you as interested in their point of view, their
culture, and their needs. If you continue through the discussion with
acknowledging, paraphrasing, and summarizing, the other side will know
you are listening and that you are concerned with serving their needs. If
you then follow up with building on their suggestions, they will feel the
benefits of your collaborative approach to problem-solving. Negotiation,
by its definition, should result in harmonious actions. Here you’ve learned
how to use a universal base of behaviors for trust building and earning
the right to influence within different cultures.
Observing many individuals’ behaviors does not mean everyone, or
even you, are exactly like the examples given. When you identify your
own behaviors (which ones you use and which you don’t), you have a
specific area or behavior on which to focus your efforts. When we get a
glimpse of how we are seen, and not how we see ourselves, then we can
work on the specific behaviors that could modify our style and posi-
tively influence the other side in a negotiation.
Many of the aggressive behaviors that are appealing to business or-
ganizations in the United States and are considered acceptable, even
desirable, are inappropriate when working in different cultures. Our
western style houses many behavioral strengths from support statements
to giving innovative suggestions. We have a formidable base for estab-
lishing a relationship. To ask more, probe more, and build more will
cement an unbreakable trust, and you and your business will be the
consistent beneficiary. Trust, as defined as confident expectations, places
the initial responsibility with you—approaching every client on the pre-
sumption that they are respectful, reliable, and trustworthy.
Here you’ve learned the steps to what you, as an individual, can
actually do to create and maintain strong relationships. But it is not a
magical prescription. Rather, it is a practical plan detailed to behavior.
It is appealing to me because it has given me a sense of control that
allows a strong hold on a negotiation’s direction. I can manage my own
behaviors and influence others to superior results. I can stand firm and
not be considered stubborn, and I can offer proposals through builds
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The New Rules of International Negotiation
266
Index
267
The New Rules of International Negotiation
negotiations of, 36-38 culture,
revolutionizing business, 33-34 American, 126
snapshot of, 34-38 business, 16
Chinese business, 37-38 Chinese, 27, 36
Chinese, 36
Chinese culture, 27, 36
definition of, 27
Chinese,
embracing, 142
answering questions of the, 197
expectations of a business, 113
elderly and the, 112
individual, 107
closed questions, 33 Japanese, 45-48
collaborative, other cultures and being, 41 male-dominated, 212
collectivism, individualism versus, 211 Western, 14, 159, 197
Columbia, 20 development, a sample of question, 247-248
business practices of, 152-153 differences, prioritizing, 144
cultural considerations of, 152 digital respect, showing, 246
negotiations in, 153-154
diversity,
snapshot of, 149-154
definition of, 142
Venezuela and, 151-152
embracing, 142
comfort, achieving mutual, 161-162 influencing behaviors and, 243
common ground, understanding cultural, 95
contextual 187-204 divide, crossing the cultural, 162
cultural, 187-204
Eastern Europe, 19
looking for, 183
close up of, 68-69
commonalities, finding, 143 exposure to, 91
Communist Party, 34 elderly, cultural respect for the, 112
community, U.S. business, 139 emotion, evaluating, 216
competition, 39-48 empathetically, questioning, 225-227
advantages of, 128
empathizing, the importance of, 225-227
competitive, other cultures and being, 41
empathy, 21, 43, 122, 205
competitiveness, drawbacks of, 77 business and, 111
composition, team, 163 definition of, 131-132
confidence, the importance of, 191 importance of, 108
overview of, 230
confident, being perceived as, 169
English, other countries speaking, 58
Confucius, business and, 120-121
exclusion, 53
consideration, 21, 121, 205
verbal, 55
definition of, 123-127
importance of, 108 experience-based questions, 33
the importance of, 213-215 expressions, the importance of, 66
consistency and trust, 205 external negotiation, 158, 174
consistent, importance of being, 254-255 Family Leave Act, 76
cost, as the number-1 issue, 182 family, as the top priority, 222
creative problem-solving, 245 feelings, finding commonalities in, 145
criticism, 189 fluidly, negotiating, 165-166
cultural barriers, breaking down, 90 food, negotiating over, 18, 161
cultural changes, getting ahead of, 259-266 Four Strategic Virtues, 18,43,107,108,122,147,205,216, 264
cultural divide, crossing the, 162 practicing, 45
priority of the, 121
268
Index
Getting the Mandate diagram, 175 key issues,
greeting, negotiating, 174 identifying, 177
targeting, 178
ground, common, 183
knowledgeable, being perceived as, 169
gut feeling, using your, 179
Korea, 19
handicap, the cultural, 196
lack of concern, displaying a, 166
Hong Kong, 19
business considerations of, 115-116 language,
cultural considerations of, 115 as a cultural barrier, 59
negotiations in, 116-117 bridging differences with, 66-68
snapshot of, 114-117 communicating with, 60
excluding, 57
hostility, neutralizing, 158
including, 57
inclusion, 53
interpreting, 86-87
India, 19 obstacles of, 63
cultural considerations of, 133-135 understanding a different, 57-58
dos and don’ts of, 136
leverage, issues and, 196
negotiations in, 136-138
listening,
revolutionizing business, 33-34
acknowledging and, 249
snapshot of, 132-138
astute, 188
individual integrity, respecting, 241
summarizing and, 249
individual, integrity of the, 144-145 verbal behaviors for, 249
individualism, collectivism versus, 211 long-term planning, 168
inferior, making people feel, 74 long-term thinking, 198
influences, external, 165 maintaining relationships, 215
influencing behaviors and diversity, 21, 243 management development, 14
Influencing Behaviors Model, 18 mandate,
innovative questions, 33 getting the, 175
integrity, securing a, 181
individual, 144-145 setting the, 174, 176-178
respecting individual, 241 market, Asian, 32
internal negotiation, 158, 174 measures, confidence-building, 174
internally, negotiating, 181 mirror-driven society, understanding the, 87-89
international negotiations, 158 misunderstandings, minimizing, 251
international training, 14 money, importance of, 221
intuition, using your, 179 multi-national businesspeople, 56
issues, music,
clarifying, 177 importance of business and, 143-144
identifying, 176 importance of, 61
possible solutions for, 183 pronunciation of words in, 61
targeting key, 178 mutually beneficial approach, 199
Japan, 19 national superiority complex, 73
snapshot of, 45-48
needs,
cultural considerations, 46
communicating your, 167
business considerations, 47
finding commonalities in, 145
negotiations with, 48
negotiate, learning skills to, 162
John Wayne style, 231-238
negotiating behaviors, 244
269
The New Rules of International Negotiation
negotiating fluidly, 165-166 snapshot of, 97-101
negotiating internally, 181 power,
negotiating power, 168 balance of, 166-168, 187
definition of, 168
negotiation,
negotiating, 168
building relationships and, 105
common ground in a, 20 practical thinking, 169
external, 174 praise, overt, 189
getting the agreement for a, 164 priorities, identifying the other side’s, 222-225
importance of, 17
probing questions, asking, 247
internal, 174, 217
probing, asking versus, 248
preparing for a, 167
thinking of the other party while, 164 problem-solving, creative, 245
negotiations, 157-172 process, negotiating, 174
China and, 44 productivity, impacts of, 30
definition of, 157 quality, impacts on, 30
external, 158
question development, a sample of, 247-248
internal, 158
questioning,
international, 158
effective, 193
negotiators, different attitudes of, 148
the skill of, 246-250
objective, setting the, 177
questions,
office, virtual, 96 asking, 227
open questions, 33 closed, 33
open-mindedness, 43 experience-based, 33
innovative, 33
options, preparing, 253
open, 33
Organizational Alignment Model, 104, 108
planning good, 193
overcoming the cultural handicap, 196 probing, 247
ownership, neutralizing, 158 type of, 194
Pacific Rim, doing business in the, 15, 40 well-planned, 191
parameters, rank, identifying, 176
breaking down into, 195 regime, Communist, 97
setting, 176 relationship,
paraphrasing, listening and, 249-250 building a trustworthy, 103
personal relationships, business and, 85 building long-term, 159
long-term, 147, 216
perspectives,
maintaining, 215
individual, 231
women and business, 43
matching, 164
reorganization, importance of, 141
philosophy, 212
respect, 21, 43, 122, 205
planning,
definition of, 109, 129-131
advanced, 174
importance of, 108
long-term, 168, 206
showing digital, 246
moving to strategic, 183
strategic, 103 Russia, 19
business in, 71
Poland, 19
culture of, 70-71
cultural considerations of, 98-100
negotiation in, 71-72
doing business in, 101
snapshot of, 69-72
negotiating styles in, 101
negotiations in, 100-101 scenarios,
establishing best-case, 179-180
270
Index
establishing worst-case, 179-180 consistency and, 205
Seven Influencing Verbal Behaviors, 18 gaining, 42-44
silence, battling, 235 how to establish, 206-211
Silent One, importance of, 33
definition of a, 235 rebuilding, 209
facing a, 236 solidifying, 200
vulnerability and, 205
social styles, 231
United States, 20
society, mirror-driven, 87-89
business considerations of the, 83
South America, 20 cultural considerations of the, 82-83
close up of, 148-149 negotiations of the, 83-84
stage, planning, 195 snapshot of the, 80-84
strategic planning, 103 society of the, 81
moving to, 183 values,
strategic thinking, 169 Asian culture and, 108
strategically, planning, 188 finding commonalities in, 145
prioritizing, 251-252
strategies,
prioritizing, 93-97
examples of, 191
the importance of timing and, 190 Venezuela, 20
business considerations of, 203
strategy, developing a clever, 190
Columbia compared to, 151-152
strengths, cultural considerations of, 202
determining the other side’s, 177 negotiations of, 203-204
determining your, 177 snapshot of, 201-204
style, John Wayne, 231-238 verbal behaviors for listening, 249
styles, social, 231 verbal behaviors, 239-258
subtle arrogance, 80 virtue,
summarizing, listening and, 249 acceptance, 110
superiority complex, national, 73 meaning of, 122
superiority, virtues, strategic, 109
a nation of, 219-230 vulnerability and trust, 205
Americans and, 220 vulnerability as a weakness, 207
Asian cultures and, 220
vulnerability, definition of, 206
attitude of, 78
the barrier of, 74-75 Wayne, inner John, 262
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The New Rules of International Negotiation
About the
Author
C atherine M. Lee
Catherine M. Lee, with her husband, Timothy, lives in Barrington,
Illinois, a suburb of Chicago. She left the paid workforce for twenty
years to raise her four children and re-entered into business with a
background in Medieval French and Spanish literatures. She remains
involved politically and professionally with her community. As a grand-
mother of six, her past time is the six, and her second priority is pro-
moting the integrity of doing business, for their future.
Catherine negotiates everything—from open-air markets to Macy’s,
from food to fitness, and from salaries to joint ventures. Her children
ask her to shop for them, but prefer not to shop with her.
Catherine Lee is the founder and President of CDL & Associates,
an international training and management development company serv-
ing major corporations in North America, the Pacific Rim, Latin
America, and Europe, including Motorola and BP (AMOCO), its first
two clients. She has been training businesspeople in negotiating since
1990. Catherine’s political involvement has required negotiations with
municipalities, state and federal governments, and countless officials
from other countries. She was recently named one of the most influen-
tial woman business owners in the greater Chicago area. She also works
internationally to support women to economic independence. CDL &
Associates, Inc., 847.381.2269, e-mail: clee@cdlassociates.com,
www.cdlassociates.com.
272