[China Glass Network] This sounds a bit contradictory. When talking about underestimating cross-cultural factors, he said: "There are people who often ask me how to negotiate with the Chinese; then I have to ask him if he is negotiating with people in China, is it Beijing or Shanghai? It was born in the countryside. Are people who work in cities still grow up in the city?"
He said: "Although they are all Chinese, the regional culture is very different, and this is often underestimated."
“People usually only consider national culture when transnational negotiations, and education culture, ethnic culture, gender culture and religious culture are often neglected. In fact, all of these are so-called 'intercultural', which have subtly influenced the negotiating opponents in negotiations. The behavior of the table. If the negotiators only pay attention to the national culture, it is to underestimate the influence of cultural factors, they need to understand all other relevant cultural factors."
All of these cultural factors help to “understand and communicate with the negotiating opponents in order to reach a better consensus in the negotiation process,†Falcao said.
On the other hand, if the negotiating opponents come from a similar cultural background, the negotiations may fall into another trap. “Because the parties to the negotiations may feel similar in background, communication is not a problem, which overestimates the similarities and makes the negotiations hidden.â€
If the negotiating opponent is "a person who is completely different from himself, the negotiator will naturally be more careful in the negotiation process. The risk factor will be relatively small."
Falcao stressed that every negotiation should be "intercultural negotiation", and the process of communication with the negotiating parties is crucial, and different social customs also play a decisive role.
For example, he said: "In Japan, people are not used to face-to-face rejection. You must express your meaning in a more euphemistic way."
Negotiators can avoid these pitfalls through certain training and coaching. Falcao said, "If translation is needed, the negotiator should ask a person from the negotiating country, preferably a person who has lived in both countries, to translate. Such people understand the customs of the two countries and the translation will be more accurate. â€
When it comes to negotiation skills, he suggests a three-pronged strategy of 'explore, prepare, and adapt.' "It is better to start from zero, and to understand the position of the other party and the other party from a new perspective to determine whether the other party is an enemy or a friend. Having said that, he said that sometimes the identity of the other enemy is difficult to determine." Negotiate with you. The opponents may be both, or both. It depends on how you get along with them. If you assume him as an enemy from the beginning, they may take hostile attitudes; on the contrary, if you treat each other with courtesy, they will treat each other with sincerity. â€
Falcao pointed out: "Negotators need to really understand their opponents and make corresponding strategies and skill adjustments. "There are only two cultures in negotiation, competition or cooperation. In other words, it is not an enemy or a friend. â€
He added: "The goal of the negotiations is to establish a win-win situation, establish long-term strategic partnerships, and create greater value. This requires a certain amount of time and effort, but the risk is less, and the chances of success are greater."
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