Cultural Negotiation Styles by Country
From AFSWiki
The following information was written for business professionals who conduct negotiations with people from other cultures; some of the information might resonate with you and your experience facilitation cross-cultural communication between your student and their host family. The source of this information is the book "Kiss, Bow or Shake Hands," (Terri Morrison, Wayne A. Conoway and George A. Borden).
Australia: Australians generally do not like negotiating in high pressure situations. They value directness; therefore it's a good idea to present an argument in a forthright manner, being factual and clear about any options. Do not be too detailed, as conciseness is valued, and hype and excitement don't impress Australians. Similarly, humility is highly valued by Australians, and they are often wary of authority or those who consider themselves "better than others."
Bolivia: Bolivian culture values flexibility and compromise. When negotiating a concern, Bolivians will expect a person to understand and discuss "the big picture" at all times, issues are not handled sequentially. Seemingly extraneous details may be brought up over and over again. Being too direct is considered aggressive and offensive; instead, avoid confrontations and hide any frustrations, which are considered a sign of weakness.
China: The Chinese value patience and negotiation. Chinese are very cautious in the decisions they make, and they consider all decisions up for negotiation and renegotiation (even if you thought the matter resolved and final). Be factual and accurate in information that you present, as Chinese people will often investigate any information that you share or present. Showing overt emotion is considered a sign of weakness, so remaining calm and factual is valued. Showing an interest in Chinese culture, language and history is much appreciated.
Costa Rica: There is a strong sense of personal honor and social equity in Costa Rican culture. Compromise and decisions made by consensus are therefore valued, and embarrassing another, or highlighting their weakness in front of others, should be avoided, especially in public places. Concerns should be discussed calmly and privately. Impatience is considered a sign of weakness, and lowers a person's credibility and puts them at a disadvantage. Costa Ricans are often frank and open in their opinions, however.
Denmark: Danish culture values honesty and informality. When important topics are being discussed, however, expect a Danish person to get right down to business, with a minimum of small talk, and expect a lot of questions. Danes are often direct and frank in their manner of speaking, but statements made in such a manner are not meant to be unkind or insulting.
Egypt: Egyptians tend to operate according to their own slower pace. Egyptians usually take a lot of time to make decisions and trying to force them into making a decision often proves futile. Since Egyptians love language, conversations usually involve a lot of talking, with exaggerations, flowery language and emotion common. A "yes" answer often means "maybe" or "I'll think about it." When receiving a "yes" answer, be encouraged that the topic is open to discussion. Saving face and avoidance of shame are highly valued in Egyptian culture; therefore avoid embarrassing a person publicly by point out their weakness or mistakes. Instead, if a difficult subject needs to be broached, do so calmly and privately with the appropriate person. While Egyptians are fond of making jokes and poking fun at themselves, they tend to be very sensitive to others poking fun at them or Egypt.
Germany: Germans respect quality and honesty, believing that when there is a problem, the problem should be discussed in an open manner. Unless told otherwise, Germans will expect that everything is satisfactory. When a problem does arise, it's important to be prepared to explain the problem clearly, in detail and without emotion. Most Germans are uncomfortable with personal compliments, and they find it confusing when Americans use a habit whereby something positive is said before something negative; this compliment/complaint is perceived as being contradictory.
Honduras: Hondurans value relationships that are based on mutual trust and reliability. It's therefore important to invest time in building a relationship with a Honduran before asking personal questions. Repeated conversations and visits will often be necessary before a Honduran will feel comfortable raising a personal concern. Because Honduran culture esteems individual dignity and honor, be careful to not publicly criticize a Honduran person, nor embarrass them in front of others. Sensitive topics should be discussed privately and with discretion. Similarly, a "yes" answer often means "maybe" or "we will see" in an effort to not hurt another's feelings. A verbal "yes" is often given as a form of being polite, and there is an expectation that the "yes" is not considered binding. If you have an important concern, emphasize trust and mutual compatibility/cooperation, as well as mutual benefits. An emotional approach is usually more successful than giving details or facts.Because Hondurans desire to please, be careful in how you frame questions. For example, do not ask "Are you planning to come home right after school tomorrow?" You will likely be told "yes," as that would seem an answer that will please. Instead, a better question would be "What time do you plan to come home tomorrow?" It is better to phrase a question so that the question requires a more detailed answer.
Japan: Japanese rarely answer a direct question with a "no." Instead, a typically negative response would be "I'll consider it", or "I'll think about it and get back to you." Similarly, negatively phrased questions will receive a "yes" if the Japanese listener agrees. For example, "don't you agree with my position?" will be answered "Yes", even if the Japanese person disagrees with the questioner.
Malaysia: Malaysians will rarely answer a direct question with a "no" response, as politeness demands that a Malaysian not disagree openly. A polite yet insincere "yes" is a technique employed to avoid giving offense. A "yes" answer can mean anything from "I agree" to "maybe" to "I hope that you can tell by my lack of enthusiasm that I really mean no." When a "yes" answer is given in combination with a qualifier, such as "Yes, but..." and "Yes, but it may be difficult," the answer means "no." It is polite in Malaysian culture to ask questions in both the affirmative and the negative. For example, rather than asking "Would you like to have dinner?" a Malaysian will ask, "Do you want dinner or not?" While such a question might seem aggressive to an American, it is considered polite by a Malaysian to offer options.
Mexico: Since personal relationships are crucial to a Mexican in issues involving trust, Mexicans may often seem vague, suspicious, and indirect in initial conversations with them, especially involving issues that are considered highly important. Overcoming such a response takes time and patience. Mexicans usually try and avoid answering questions with a direct "no" response; instead, "maybe" and "we'll see" are used to indicate a negative response. The same tactic can be used when trying to be polite with a Mexican, and needing to say "no."
Netherlands: The Dutch decision-making process is usually based on consensus; every person is involved in the discussion, and therefore, every person will be consulted. All opinions will be listened to, regardless of the status or seniority of the person. Since Dutch culture values diversity, there is an acknowledgement that everyone does not have to agree. An effort should be made to accommodate all divergent opinions when making decisions; this may include attempting to make "dissenters" change their minds. Such efforts to encourage others to change their minds can often be misinterpreted by Americans as aggressiveness or an effort to be argumentative. Similarly, Dutch people prefer to not say a direct "no," or to receive a direct "no" to their requests, but will instead prevaricate or predict complications or attempts to change the mind of another. Conversations involving an important topic will not necessarily begin with small talk, but instead may immediately begin with a discussion on the issue at hand.
Philippines: Filipinos prefer to avoid conflict, and therefore rarely answer a direct question with a "no" answer. Instead, in an effort to please the other person, Filipinos often answer "yes" to questions, which can mean anything from "I agree" to "maybe" to "I'd like to say no, and hopefully you can tell this by my expression." If you need to ensure that a "yes" is definite, ask the Filipino to put their agreement in writing. Filipino culture puts a strong emphasis on fulfilling written commitments. Filipinos believe that a person who shows anger in public loses face and respect; if you need to reprimand a Filipino person, do it calmly and in private.
Russia: In negotiating with most cultures, showing restraint and reigning in one's temper is required. With Russians, however, negotiations often involved temper tantrums, threats and walk outs. Losing one's temper is often expected. Negotiations with Russians often required strong patience, and endurance is respected. Similarly compromise is viewed as a sign of weakness and "morally incorrect". Most Russians will prefer to sit-out a negotiator, thereby gaining more concessions from the "other side." When walking into a discussion with a Russian, it is preferable to know in advance exactly what you intend to get out of the meeting, and write it down, as well as "nice to haves;" do not show a willingness to compromise on your needs or requirements. Be factual and include a lot of detail. Play hardball, and Russians will play hardball with you. Be prepared to walk away from a discussion without having the matter resolved; if you can hold out, you will most likely receive more concessions regarding what you want.
Sweden: Swedish culture values consensus and avoids confrontation. When discussion an important topic, avoid showing emotion or be reserved in showing emotion (i.e. do not say, "I am so happy to see you."). Do not expect small talk when meeting to discuss something serious; instead expect to get right down to business. Be precise and concrete when presenting information, and avoid exaggeration or humor. Avoid having private conversations in public areas.
Thailand: Thais usually try and avoid direct confrontation. An example is that Thais will rarely respond to a question with "no," but will instead pretend that they don't understand English, they'll make implausible excuses, or they'll tell you that the need to check with others without giving specifics. Likewise, they find it difficult to accept a direct negative answer. Using indirect means to try and ascertain an answer to your question will more likely elicit an accurate answer to your question.
Venezuela: Venezuelans like to be in control; therefore avoid dominating a conversation with them and avoid putting them under pressure. Instead discuss issues by presenting common viewpoints, or ways in which you can both benefit from a given position or solution. Emphasize cooperation and partnership.
