Archive for June, 2009

Bridging Cultural Barriers, by Boyé Lafayette De Mente

One of the five most prominent elements in Mexican culture is subsumed in the word simpatico (seem-PAH-tee-coh), a term that most English-speaking people who are somewhat familiar with Spanish assume means “being sympathetic,” and let it go at that. But in its Mexican context, being simpatico means a lot more than just intellectual understanding and extending verbal sympathy. That definition, in fact, hardly touches on the real cultural nuances of the term. In Why Mexicans Think and Behave the Way They Do! my explanation is that the term goes way beyond the English connotation of the word; that it infers that a simpatico person is also loyal, trustworthy and supportive, and can be counted on in times of trouble to do everything possible to help family and friends … and there is more.
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When Laura Tocchet ’99 interviewed for a job at AllianceBernstein in New York, her current position didn’t exist. The global investment management firm wanted a European manager. Instead, Tocchet helped create a position to oversee marketing for all products outside the United States. She says her education at Thunderbird and background in cross-cultural communication prepared her for the challenge. Today, she oversees operations in more than a dozen countries in Europe, Asia and Latin America. To learn more, watch the video above.

Bridging Cultural Barriers, by Boyé Lafayette De Mente

The etiquette system that began evolving in the earliest period of Japan’s history became what was probably the most comprehensive, the most precise and the most rigidly enforced form of behavior in any societyn – before or since. During the long and culturally defining era of the Tokugawa Shogunate (1603-1868) Japanese etiquette was refined down to the point that the rules for presenting gifts to high officials covered more than 200 pages — and failure to follow them precisely could have serious consequences.
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Global Chameleon, by Vincent Daniels

Don’t be so quick to make concessions during business negotiations when the other party uses “the flinch,” “the nibble” or other tactics. Some of these tactics may seem quite simple, but think back and you will see how they have been used effectively against you (or perhaps by you). You want to negotiate a win-win scenario, but you do not want the opposition to win more than you do.
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By Karen S. Walch

I hope you are enjoying your summer, wherever you are in the world.  Many of you may be on holiday, and I wanted to take a few moments to reflect on how a vacation can be just what you need to increase your creative skills as a negotiator. This summer, I encourage you to take a “vacation” from conventional negotiation planning techniques and explore some alternative ideas. Below are three thoughts about some vital (and fun!) ways to increase your creativity as a negotiator.

Share with us here some of your adventures this summer that increase your enthusiasm and creativity in negotiation – personal and professional! 

1.  Embrace diversity

There is a lot of impressive research on the value of diversity in negotiation teams. Success in multicultural teams requires exceptional social and negotiation skills in order to harness and thrive in the midst of potential chaos.
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Bridging Cultural Barriers, by Boyé Lafayette De Mente

To paraphrase an entry in my book, China’s Cultural Code Words, there are many words in the Chinese language that are designed and used to show respect and deference to the elderly and superiors, to acknowledge social inferiority as well as demonstrate social superiority, to indicate sex and age differences, to account for extended-family relationships, to seek favors, etc. and etc. This extensive vocabulary is a result of the vital importance that personal relationships have had in China since ancient times — which in turn resulted in people becoming extraordinarily sensitive to and about all of their relationships.
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By Karen S. Walch and Clifton Batchelor

There has been a significant transformation of negotiation education and practice in the past several decades. In addition to the development of critical behavioral and psychological competencies, there has been a drive to find proven strategic and analytic preparation tools. A great example of this is ExpertNegotiator Planning & Management Software®.
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