Negotiating: 10 tips for successful negotiations across cultures

By Sue Bryant
16th December 2017

There’s no question that negotiating is a game of wits, but this game becomes all the more intense when it happens across cultures. Negotiating comes in many styles around the world, from bartering, bidding or hard bargaining to demanding and giving concessions. Its goal may be a paper contract and a cheap deal – or a lasting relationship. Each culture has its own approach to negotiating and each employs its own tricks over the negotiating table, from storming out of the room in mock indignation to unnerving the other side with a stony, face-saving silence, or creating a distraction with humor, or stalling for time….