INTERVIEW

Cultural Differences and Negotiations between Canada and Italy

Cultural Differences and Negotiations between Canada and Italy

Interview

Introduction

I interviewed with a cultural analyst the main theme of the interview is the discussion of cultural differences and negotiations between Canada and Italy. John Smith is currently working as a business professional and own a leather business outside of Canada in Italy.

In circumstances completely beyond your control, the price of your raw materials has soared. You should review your contract with a major customer and negotiate a higher price to cover these costs. How to do it? Which of the following would you prefer?

Request a meeting to explain rationally the events out of your reach, that caused the rise in the price of your raw materials. Stressing the facts, seek to renegotiate the price.

Request a meeting to express the feelings that your company and you have to respect your relationship with this client, express your regret that this relationship is endangered by the sharp rise of commodity prices and begging: "We need your help. "

You found a great opportunity to grow your business by negotiating a joint venture (with business participation) with another company. You need to know more about their needs and priorities. How to do it? Which of the following would you prefer?

The wonder about their priorities and give some information regarding yours. Make them an offer and ask them to respond. After answering these questions, ask yourself this: your choice of options should they be different if we add the following data? In the first problem you are an Canadian living in Hong Kong and the producer of bicycles is located in mainland China, on the other side of the border. In the second problem your customer is a large Japanese distributor. In the third issue your potential partner is a Korean company highly respected.

Your intuitive responses to these three problems are a good test of your approach to negotiation. If your initial choices were and that the information did not alter these choices, your intuitive approach to the negotiations reflects the dominant approach in the United States. If your initial choices were you may not come from the United States and you will certainly not enter into the dominant mode of negotiation in the United States. If you went to choose B to learn that you are trading with an Asian company, you may have an important experience of trading on international markets.

These three issues trading update vast cultural differences between the normal mode of negotiation of Canadians and how to conduct negotiations in other cultures, particularly in Asia. By understanding culturally determined responses to these questions, we imagine the difficulties that Canadians are likely to face when negotiating abroad. Neither choice A or choice B are necessarily "true" or "false" for negotiations in general. It depends on the context. But the culture is completely invisible.

By studying the response mode intuitive non-Western negotiators bring to the problems of negotiation, we were also able to learn more about the ...