Getting to Yes Across Cultures transcript

you might be a star negotiator in your own country but in today's global economy your skills may not automatically translate to other cultures for instance In some cultures it's entirely appropriate to show emotion during negotiation to raise your voice laugh passionately or even put a friendly arm around your counterpart in others this much expression not only feels intrusive or surprising but may be viewed as immature or unprofessional then there's open agreement negotiators often assume that more expressive cultures are also more confrontational but that isn't always the case in some countries such as France and Israel emotions pour out including disagreement but for other very expressive cultures such as Brazil Mexico and Saudi Arabia open disagreement could be seen as insulting some less expressive cultures such as Denmark Germany and the Netherlands see open disagreement and debate as positive and necessary as long as it's expressed calmly and factually others tend to be both less emotional and non-confrontational which means you'll have to be especially attuned to settle cues for both positive and negative responses it's also important to learn how others build trust there are two distinct types cognitive and effective and in a business setting the dominant type of trust varies from one culture to another cognitive trust is task-based it comes from the head and is built on your counterparts accomplish lishments skills and reliability American culture offers a good example of this kind of trust in the United States getting too emotionally close to a business counterpart is seen as unprofessional and mixing the personal unprofessional is seen as risky effective trust is relationship based and comes from the heart it arises from the feelings of emotional closeness empathy and friendship that are developed gradually through sharing meals evening drinks and coffee breaks in China forance negotiators are unlikely to trust their counterparts until an effective connection has been made adapting your negotiation approach accordingly will help you get to yes or c yah we hi and da