Cultural differences in negotiation

Question 1

USA

Answer 1

Focuses on speed, cost, and efficiency. A zero-sum approach is common, where one party’s gain is the other’s loss. The transaction matters more than relationships

Question 2

Canada

Answer 2

Prioritizes information sharing and problem-solving for a win-win outcome. Negotiations are polite, direct and based on hard facts

Question 3

China

Answer 3

Uses a soft sell and hard buy approach. Large groups negotiate, and tactics like withholding information or invoking guanxi (business network) are common. Concessions are expected

Question 4

Norway

Answer 4

Collaboration and consensus are key. No deceptive tactics or exaggerated pricing. Win-win is the goal.