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Can You be a Successful Global Negotiator?

Guest post by: John Nicholas

Article Overview: Global business is on the rise. Because of the worldwide web and instant communications the ability to develop international joint venture partners, supply sources and distributorships has opened up a world of opportunities for even the smallest of companies looking to grow. At some point, if not already, you may be challenged to exercise leadership qualities in the global negotiation process. At the very least it may be to host potential global partners when they visit your organization. How prepared are you?

Can You be a Successful Global Negotiator?

Global business is on the rise. Because of the worldwide web and instant communications the ability to develop international joint venture partners, supply sources and distributorships has opened up a world of opportunities for even the smallest of companies looking to grow. At some point, if not already, you may be challenged to exercise leadership qualities in the global negotiation process. At the very least it may be to host potential global partners when they visit your organization. How prepared are you?

Dealing with global partners is just like dealing with any business situation. Right? Wrong! Successful negotiations with overseas companies begins when you show genuine sincerity, warmth, patience and appreciation for their ways; whether it's over there or when you're hosting them in your town.

To be successful in global negotiating you must apply 3 characteristic traits:

1. Flexibility

If you are a creature of habit and like "safe harbors," you might do well to avoid international business. If you tend to be open-minded, are a student of the human condition (no matter the origins), enjoy new experiences, meeting people of different cultural backgrounds, learning and applying new things, that's a start. It takes a "geocentric" attitude to be consistently successful in negotiating with overseas companies.

2. Broad-mindedness

To be successful internationally you must be receptive to different patterns of business norms. Tolerance and appreciation for differences is vital in negotiating in global markets. Being good in your own backyard doesn't mean you'll be good with foreign nationals. Those American businessmen who see impatience and over aggressiveness as virtues (and we are numerous) have the least chance of being successful with foreign companies, even English speaking ones.

Mr. David Nomchong of New South Wales, Australia, at a meeting some years ago here in the U.S., told me that the major reason that American businessmen fail in doing business in his country is not lack of negotiating ability or lack of business knowledge, but excessive familiarity, over aggressiveness, impatience and lack of respect for his "mates" down under.

3. Patience

As Americans, we are among the least patient people in the world. I have a business associate who shines in local negotiations yet does poorly when dealing with off-shore people. He lacks patience and exemplifies the "milk maid syndrome" (a maid spends all day milking a cow and then, in a fit of impatience, knocks the bucket over). As an example, when dealing in Asia it's good to keep in mind that it might actually take several years to bring a business venture to fruition. Reason: Asians tend to be patient people and want to know who they are dealing with; an admirable trait. It takes them a long time to become comfortable with us (...yet, only a short time to make the actual deal).

The best coaching I can conclude with is: Avoid starting off by playing "King of the Hill" to let the other party know you're in charge and can't be pushed around. Save your tough negotiating skills for later when the tensions are reduced. Let the ball get rolling with "small talk" and looking for mutual personal interests that help to develop mutual respect that puts everyone at ease. It may take some time, but it will be well worth it.

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Article Tags: global business, global negotiation, global partners, leadership qualities, negotiation process, negotiator



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