I recently found a blog post that summarizes some useful negotiation lessons. The blog is entitled Your “Tools for Success in the United States.”
The five-part guidance for the first-time negotiator in the Unites States is informative about what to watch out for and what not to do. I have listed the guidelines along with comments from people with experience in negotiating with Americans. I have also added a section on “Preparation.”
- Sense of Urgency–Quick results
Commenters:
“It is important to be clear and direct when negotiating with Americans.” (Sherk)
“Turkish people, like many Asian cultures, may not explicitly state what they really want to say but expect people to understand immediately. This is why Turkish people in negotiations with Americans have to be clear about what they say. When Americans say “No” they mean it as an absolute answer. However, some Turkish people, when they are asked a question, if they answer “No” they might expect an American to ask again. But Americans do not ask the second time. They accept No as No. Americans give importance to punctuality. Thus, you have to be on time for appointments and meetings.” (Conka)
“Be prepared for the clash between the long- and short-term outlook.” (Mehta)
“America is a large diverse country with many regional sub-cultures. Although Americans are generally friendly, it is sometimes important to learn if your opposite number is someone who wishes to be very direct.” (Sherk)
- Informality–
Commenters:
“In the informal negotiations I have observed–especially between tourists and shopkeepers–Americans like to feel special, like VIPs. When they are treated this way they seem to be more open to doing business (and spending money) because they feel others have recognized their importance and can be trusted.” (Alebouni)
“The most important thing to remember about International negotiations is that personal relationships are paramount.” (Mehta)
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