1 Flashcards
They are silent
Do not gesticulate
Do not show any interest
Finland
If they don’t say anything it means they understand everything
Negotiations are short
Do not waste time on superfluous questions
Finland
Careful consideration and reflection
Calm, multistage conversation
Japan
Concrete, confident and absolutely not to change your mind Do not like being surprised It is advisable not to rush Handshake should be sure and cordial “Mr”, “Lady”
Germany
Not make quick decisions
Silent, calm and balanced
Preferably 2 steps from other person
Start by topics not directly related to planned negotiation
Great Britain
Great importance to native language
Presentation: fairly short, structured, without unnecessary messages
Appreciate the well prepared report
For punctuality they are flexible
France
Very expressive, often interrupting Appreciate: presentation style and aesthetic Need more time to make decision Discuss the price at the end Less formal Often late
Italy
Very direct and open
Value assertiveness
Negotiations are conducted quickly and concretely
USA
Less team oriented – negotiate individual
• Debate is stimulating
• Well prepared
• Parties can make decisions
• Strategies include logical proposals, arguments and counter proposals
• Preference for discussing philosophy
• Important meetings treated very formally
France
Well prepared, serious, organized
• Tough positional stances
• Least affected by interpersonal issues/relations
• Negotiations are formal and will follow agenda
• Relationships should not intrude on tasks
• Low risk takers
• Conflict viewed as inadequate preparation
• Emotional outbursts and frequent interruptions not appreciated
• Decision making takes time
Germany
• Value bottom line and short term results
• Open about opinion but indirect in its expression, emphasizing
courtesy and tact and formality.
• Don’t show true emotions – often reserved and understated
• Risk averse and cautious, favoring security and status quo
British
• Personal relationships important
• Need to feel they can get along with counterparts
• Confident, shrewd and competent
• Initial negotiations can include lots of casual talks and positioning tactics
• Takes a long time to get to point
• Multiple conversations at once and interruptions
common
• Presentation must be organized, clear and polished with dramatic effect for audience
Italy
