Continued Negotiations are not immune from misunderstandings, for instance, when a patient negotiates with a physician’s assistant to set a convenient date and time for an appointment, or when two parties become involved in a negotiation for scheduling a time of their meeting. Negotiation also takes place between an employee and the human resources department of an organization over salary and benefits.
In many cultures, it is customary that after a short greeting, all parties in a negotiation begin to interact with each other as they value efficiency. In other cultures, effectiveness is valued and achieved by going through the process of trust and friendship-building. Therefore, the ability to analyze the cultural environment of a corporation and to adapt a suitable negotiation approach is an essential part of a successful leadership.
Piaget Consulting will provide a number of cases to deepen our understanding of the nature and dynamics of negotiations. Finally, a selected “do’s and don’ts of negotiations in cross-cultural landscapes” will be analyzed.