25 Fascinating Charts Of Negotiation Styles Around The World - Business Insider
Language is only the most obvious part of the global communication gap. Different cultures also have distinct approaches to communication during meetings and negotiations, as described by British linguist Richard D. Lewis, whose best-selling book, “When Cultures Collide,” charts these as well as leadership styles and cultural identities.
Lewis, who speaks ten languages, acknowledges the danger of cultural comparisons in his book: “Determining national characteristics is treading a minefield of inaccurate assessment and surprising exception. There is, however, such a thing as a national norm.”
In support of cross-cultural studies, he writes: “By focusing on the cultural roots of national behavior, both in society and business, we can foresee and calculate with a surprising degree of accuracy how others will react to our plans for them, and we can make certain assumptions as to how they will approach us. A working knowledge of the basic traits of other cultures (as well as our own) will minimize unpleasant surprises (culture shock), give us insights in advance, and enable us to interact successfully with nationalities with whom we previously had difficulty.”
Lewis’ communication diagrams show how cultures use language to negotiate, with wider shapes showing greater conversational range, obstacles marked in gray, and cultural traits noted as well.
Americans, for instance, tend to launch right into #negotiations , respond to discord confrontationally, and resolve with one or both sides making concessions.
Canadians tend to be more low-key and inclined to seek harmony, though they are similarly direct.
We’ll go over the rest in brief after a selection of charts taken with permission from the 2005 third edition of “When Cultures Collide.”
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