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American Negotiation Styles: Key Points to Consider

Negotiating is the process of reaching an agreement between two or more parties, typically involving compromise and concessions. It is a skill to master because it can help people resolve conflicts, come to agreements, and build relationships. Optimizing this skill benefits more areas than just business. Negotiating also allows people to better manage their own interests, increase their influence and reach mutually beneficial outcomes.

The extent to which one culture is considered better at negotiating than another is subjective and depends on a variety of factors. Some cultures may place more emphasis on negotiation techniques such as compromise and collaboration, while others may prioritize directness and assertiveness. Additionally, some cultures may value the use of certain tactics, such as patience, or the use of humor, more than others. Ultimately, the effectiveness of a negotiation strategy depends on the context in which it is used.


How do U.S. Americans tend to negotiate?

When negotiating across cultures, many U.S. Americans fail to consider the customs and values of the culture they are dealing with. This ethnocentric viewpoint can result in their negotiations coming off as insensitive, unprofessional, and even offensive.

One of the most common mistakes Americans make when negotiating across cultures is assuming that everyone else shares their values. This is especially true when it comes to the way negotiations are conducted. In the United States, negotiations are often conducted in a very direct and straightforward manner, without much concern for etiquette or politeness. This may work well in the U.S. but in many other cultures, this directness can be seen as rude and brash. In cultures that differ from the U.S., it is important to be more subtle and indirect in your negotiation tactics.

Another mistake U.S. Americans make is failing to understand the importance of relationships. In many cultures, the relationships between the parties involved in a negotiation are just as important as the negotiation itself. Building a strong relationship and rapport with the other party is an important step in the negotiation process. Without this rapport, it can be difficult for both parties to come to an agreement.

Finally, U.S. Americans often fail to take into account the cultural context of the negotiation. Every culture has its own set of customs, values, and beliefs that can affect the way negotiations are conducted. It is important to be aware of these customs and to be sensitive to them when negotiating.

Negotiation is a skill that can be developed over time and each situation is different. It is important to evaluate your performance after each negotiation to identify areas of improvement and to build on your strength.

By understanding the customs and values of the culture they are negotiating with, Americans can avoid many of the pitfalls of cross-cultural negotiations and can ensure their negotiations are successful. This understanding maximizes the likelihood that agreements will be fair and beneficial to all parties involved.


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