What is a Global Negotiator?
A global negotiator must necessarily be concerned about a deal’s contractual provisions, but they should also lay a solid foundation for a negotiation relationship from the very start of talks.
Executives rarely view themselves as diplomats engaged in international diplomacy, but a global negotiator often find the two fields share negotiation skills and negotiation techniques. After all, diplomacy is the art of creating and managing relationships among nations and the art of negotiation is that of forging relationships through agreements.
Unfortunately, many American executives consider hammering out a contract as their primary dealmaking goal. Their chances for a successful deal would be far better if they thought of themselves as relationship negotiators, not just contract makers.
The globalization of business compels a businessperson to act as a global negotiator and to work harder at creating and sustaining long-term relationships with other companies. To do so, they must understand and manage the forces that diplomats, as international negotiators, have coped with for centuries.
Be aware, too, that as a global negotiator, you may need to overcome cultural barriers. Negotiating across cultural barriers can significantly expand your organization’s reach and bring great rewards. Yet negotiating cross-culturally also can pose challenges, such as these:
– Misunderstandings arising from language and cultural barriers.
– Conflicts caused by different ways of managing time.
– Accidental violations of one another’s cultural norms.
By addressing these issues, you will reduce the pressures associated with cultural barriers and begin dealing with one another as negotiators, not stereotypes.
Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report,Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.
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