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Negotiating Across Cultural Boundaries

The ability to negotiate is one of the most important managerial skills. Negotiation is fundamental to every social interaction and business interactions are no exception to this rule. In this webinar I will explore how culture influences the negotiating process. Negotiation is tricky in and of itself but cultural barriers add another layer of complexity. Culture influences negotiation in a variety of ways, ranging from differences in communication and decision making to the very conception of what a negotiation is. For example, in Asian cultural contexts negotiation is about relationship building whereas in the North American context it is about finalizing a contract. Differences in approaches to negotiations if not understood or appreciated can place a negotiation and future relationship in jeopardy. In this webinar I explore how culture shapes the negotiating process and the strategies that the negotiators can use to generate positive outcomes.