Cultural and national negotiation styles reflect the communication behaviors and priorities of that culture. Priorities like trust, teamwork, non-confrontational situations, and openness are on a sliding scale with each culture. The communication behaviors of each culture reflect these priorities and can dictate how a culture will engage in negotiations. Often, Japanese and other Asian negotiators plan a social event and dinner before any actual negotiation takes place. Similarly, Americans place an emphasis on taking customers out to dinner and golfing. Engaging in this type of activity builds trust and opens the line of communication between the two parties. Using persuasive techniques to “connect” with another person can build trust and a sense that a relationship is being built. The negotiation styles of these two cultures mesh well, allowing them to understand each other’s culture’s priorities.

Once a relationship based on trust has been built, negotiators can begin to share information. This level of openness largely depends on the level of openness of that country. This stage of negotiations requires each party to do their part of reciprocating, which can sometimes make one party feel like they are being confronted, but if done correctly, can develop “quick trust” (Brett, 207). Quick Trust develops when two groups share information and allow the other party to see their weak side. Obviously, building trust is important, however some cultures may simply not be comfortable with rapid disclosure of information.

Getting down to business: using culture to persuade

Arguably one of the most important factors in negotiation is underestimation of the culture in which you are engaging in negotiations. Cultures vary in their openness and the time that business is conducted. The terms of the agreements must be taken into account; for example, Italy has a billing cycle of 90 days versus the US “normal” billing cycle of 30 days. These cultural norms are very important to understanding how to be successful in negotiation on a global scale. Building relationships is the key to building trust between partners or potential customers. Trust can become an integral factor when it comes time to make a final decision, understanding what is expected and following through will allow negotiations to flow smoothly.