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This means you have one important advantage over them: you know a lot more about them than they know about you.This can be exploited by at times negotiating on the American wavelength and at other times shifting to the cultural norms of your own country.Negotiation is the process of bargaining to reach a deal – but what does it actually involve?
So, what are the qualities that make a good negotiator?
As a negotiator, you’ll find yourself in different settings, and dealing with different issues.
The different negotiation strategies are compared in the table below: In Chapter 9 we saw that there are certain differences between American and British English.
These are relatively minor in comparison to the differences that exist in the mentality and cultural values of the two countries.
This table below briefly summarises how these differences affect the way American and British people use English in negotiations.
Note that the USA and UK are selected here purely on the basis that they are the most prominent English-speaking countries.
However, do not underestimate the British love of plotting (evidenced by the fact that one of Britain’s national heroes, Guy Fawkes, was a man who tried to blow up Parliament).
Be aware that the woolly exterior may in fact conceal a considerable capacity for ruthlessness when needed.
The process of carrying out such preparation can be divided into five key steps, as follows.
Without a sound grasp of the facts and the applicable law, effective negotiation is impossible.