Negotiations in Different Countries

Marc Helmold (), Tracy Dathe () and Florian Hummel

Chapter 7 in Successful Negotiations, 2022, pp 145-185 from Springer

Abstract: Summary Negotiations in different cultures have underlying peculiarities that companies must take into account, as numerous authors recommend. While salespeople or buyers of companies in international trade should not “bend”, they should know and respect cultural and country-specific behavioural patterns in intercultural negotiations. It is not unusual to say a clear “no” in Germany, but in Asia this leads to a significant “loss of face” for the other side and thus to a negative negotiating position. Structured negotiation is the rule in Germany, whereas other countries such as India or Italy tend to negotiate in a situational and unstructured way (Sects. 7.7 and 7.11). In intercultural negotiations, therefore, strategies for success and failure as well as icebreakers and icebergs must be taken into account. Finally, special features in Arab countries are discussed, using Saudi Arabia as an example (Sect. 7.14).

Date: 2022
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DOI: 10.1007/978-3-658-35701-6_7

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