The managing partner of negotiation
specialists Phillips Consulting muses about the value of cultural awareness in
procurement.
I
will shortly be off on one of my increasingly regular trips to China.
Globalisation has resulted in a marked increase in international procurement in
recent years - especially in manufacturing - and as a negotiation specialist, I
am often asked about the importance of cultural issues. In the Far East, for
example, how much of a cultural faux pas is it to fail to bring a gift for your
host, or to hand over your business card with one hand.
There
is no doubt that if you are selling it would be silly not to be aware of the
cultural nuances of your overseas client. However, even allowing for the fact
that a top-class buyer will always ‘sell’ his or her business to the supplier,
the situation is completely different when you are on the purchasing side of the
negotiation. For a start, it is critical to set and control the tone of the discussions.
This means doing things your way. It
is very easy, feeling that you are being sensitive to local cultural norms, to be
led along a line that you would not normally go. Of course it is good to be
culturally sensitive but take care not to inadvertently hand the initiative to
the other party. Apply your sensitivity only to the extent that it will help
you achieve your goal.
For
example, giving ‘goodwill’ gifts is common in the Far East, but increasingly
rare in Western Europe. I prefer not to. I want a relentless focus on the
negotiation issues and I do not want anything, however trivial, to distract
from that.
And
this is my point. In business there is a universal language that is clearly
understood in every corner of the globe – doing the deal. Successful
negotiations are achieved by applying universal qualities, like courtesy,
respect and personal warmth. So do not be overly worried if you have passed
your business card with one hand or forgotten the shortbread biscuits. No
serious businessperson will take offence when there is a deal to be done.
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