International negotiations are generally different from
negotiations in your own country.
Differences in approach reflect national culture, but also
company culture, gender, or even the level of international negotiating
experience.
Direct eye contact can mean confidence in one
culture, but disrespect in another.
The handshake or verbal agreement is more
important than the written contract in some cultures.
In some cultures, a contract is expected to be a formal,
written, and legal document.
Personal relationship in business are far more important
than business to business ones.
Business is seen in some cultures as objective and
impersonal, focused on business to business relationship rather than personal ones.
Cultural preconceptions and regional generalizations are often incorrect.
Flexibility and an open mind are very useful things to bring
to any negotiations.
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