CROSS-CULTURAL NEGOTIATING
DOS AND DON’TS
Professor Jeanne Brett offers tips to remember when negotiating across cultures.

	Do your research. Learn about the company and, as much as possible, about the people with whom you will be negotiating.
	Try to get an introduction from someone who knows you and the counterpart.
	Build a relationship with the counterpart and show respect.
	Assess the likely trust environment. If trust is likely, be prepared to initiate and reciprocate trust. If trust is unlikely, use multi-issue offers.
	Prepare to be flexible on strategy and low-priority issues, but firm on high-priority ones.

 

	Don’t give in to silence and anger just to get things moving. Be patient.
	Don’t dismiss the need for trust. Spend more time developing trust and reputation.
	Don’t overvalue your expertise. Know your limits and, when necessary, seek help to interpret and appropriately resolve disputes.
	Don’t ask “Why me?” Remember that cultural accommodations are not one-sided. NEXT: Infield experience »