The Secret to Cross-Cultural NegotiationsFollow these basic rules by Horacio Falcão and Thomas Wiegelmann - HBR
- nurysotelo4
- Mar 23
- 3 min read
If you’re a first-gen college student or a young professional who dreams of making it big, mastering cross-cultural negotiation is your secret weapon. And guess what? You don’t have to become an expert in every culture—you just need to understand people and how to navigate complex situations smartly.
Many people assume that cultural differences define a negotiation. But here’s the truth: people are more than their nationality.
Imagine preparing to negotiate with an Angolan executive. You study Angolan business culture, but when you meet her, you realize she grew up in France, studied in China, and worked in Silicon Valley. Suddenly, all those cultural assumptions? Useless.
Instead of assuming how someone will act based on their background, focus on the individual in front of you. Watch how they communicate, how they make decisions, and what they value. Successful negotiators don’t rely on generalizations—they adapt in real-time.
💡 Pro Tip: Observe before acting. Watch how your counterpart behaves and match their energy. Are they formal or casual? Do they prefer directness or diplomacy? This will give you clues on how to approach the negotiation.
Some negotiators look for a win-win—they want a deal where both sides benefit. Others are win-lose—they see negotiation as a battle and will use every trick to pressure or manipulate you.
A classic example? A Singaporean executive intentionally delayed negotiations with a Swedish counterpart because he knew Swedes hate uncertainty. Feeling uncomfortable, the Swede rushed to close the deal—on terms that only benefited Singapore.
💡 Pro Tip: The easiest way to spot intentions? Be clear about yours. If you openly discuss goals and transparency, a fair counterpart will do the same. A manipulative one will hesitate—watch for those red flags.
Most people think they should adapt to the other person’s style to show respect. But if you completely adjust to their rules, you lose control of the process. Instead of adapting, build a new system together.
Example: A Swiss and Spanish team, knowing their cultural styles were different, created a shared negotiation guide. They listed five positive behaviors they expected from each other and reviewed them before every meeting. This eliminated miscommunication and built trust quickly.
💡 Pro Tip: If you’re negotiating cross-culturally, take the lead in setting the tone. Suggest a process that works for both parties. When both sides agree on how things should work, the deal moves faster.
Cultural differences don’t have to be roadblocks—they can be opportunities! The key is to trade what the other person values most.
Example: In negotiations, many Asian cultures prioritize saving face (protecting their reputation), while Westerners prioritize speed and efficiency. If you value speed and your counterpart values respect, you can say:
By recognizing what the other person values and trading smartly, you turn differences into advantages.
💡 Pro Tip: Always ask yourself: “What do I care about most, and what does my counterpart care about most?” Then, swap value to create a deal that benefits both sides.
It’s easy to blame cultural differences when negotiations go wrong. But at the end of the day, it’s not just about culture—it’s about people and strategy.
Whether you're closing deals in San Antonio, New York, or Shanghai, these skills will set you apart as a leader in the global business world.
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