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Bài đọc · ~157 từ
ANegotiators who assume that persuasive tactics travel neatly across borders often discover, sometimes expensively, that what reads as confident directness in one culture can register as rude impatience in another.
BIn some business cultures, a long period of relationship-building, including meals and small talk with no mention of the deal itself, is considered essential before serious negotiation can even begin, whereas in others this same period is seen as a frustrating delay.
CSilence during a negotiation is interpreted just as differently. Where one side may read a pause as hesitation worth exploiting, pushing for an immediate answer, the other side may simply be taking the time considered appropriate to deliberate carefully before responding.
DThe negotiators who perform best across cultures tend not to master every local custom in detail but instead to approach each counterpart with genuine curiosity about how they prefer to communicate, adjusting pace and directness accordingly rather than applying a single fixed style everywhere.