Negotiations abroad - European countries

Conducting negotiations requires the ability to predict the possible reactions of the other party and also, in the case of international negotiations, knowledge of the rules of the country. International transactions are conducted in different social conditions and situations. In the course of negotiations, groups of people from different backgrounds, political systems and from different cultures come together.

For these reasons, there is a greater than usual risk of misunderstanding during cross-cultural negotiations - there is a need to take into account other customs and norms, and the final outcome also depends on whether we can break through the cultural barrier. Value systems embedded in culture play a very important role during such meetings. They influence the choice of arguments, as well as the behavior of negotiators during talks, as people are more likely to interact with partners who understand their mentality well and adapt to the situation.

Woman in negotiations

A woman working in a high position and negotiating is viewed differently in different European countries. In the UK and Germany she is treated in the same way as a man. In Romania, they treat a "businesswoman" patronizingly. Doing business with a representative of the fair sex also causes problems for the older generation of businessmen in Spain, because they do not treat a woman - despite her education and experience - with the same seriousness as a man. If your company is represented by a woman, keep in mind that Russian businessmen do not very much believe that she has the right to make binding decisions.

What else should you keep in mind when negotiating with people from abroad?

Hungary

• Count on a lengthy introductory chat to establish good contacts before starting the negotiations proper;
• After initial contacts, Hungarians become more effusive, expressive, and like to resort to exaggeration and exaggeration - be prepared for this;
• It can take a lot of time to negotiate credit terms and prices, it is very important to respect delivery dates, payments, etc.

United Kingdom

• The discussion usually begins and ends with a social conversation, and the substantive part is conducted with great culture;
• The English are masters of understatement;
• The English highly value their given word and expect the same from a foreign partner, so verbal agreements are treated as binding, subsequently confirmed by written agreement.

Spain

• Local contacts are very important for successful business results, so it is good to have a Spanish representative;
• More expressive Spaniards can interrupt others in mid-sentence during negotiations;
• Spaniards like to freely and generously give advice to others - don't feel offended by this;
• Bargaining is an expected behavior.

Russia

• Russians view compromise during negotiations as a sign of weakness;
• During negotiations, you or your negotiators should leave the room where negotiations are taking place at least twice in anger, otherwise it means you are being too concessionary; Russians expect such exits to indicate a break in negotiations;
• Never think that people around you do not know Polish.

Italy

• Visible signs of haste weaken the negotiating position;
• A common negotiating technique used by Italians to create uncertainty is to change demands at the last minute; Remain calm, just when it seems that a deal may not be made, it will be made;
• The most important part of the negotiation is the price, so try to discuss other aspects of the deal at the beginning, leaving the price for last.

There are many discrepancies, so taking into account cultural differences in business will protect us from numerous conflicts and become one of the sources of success when confronting foreign business entities.