Negotiating with "Romans" — Part 1

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In a global economy, managers constantly negotiate with people from other cultures, whether the issue is coordinating operations within a multinational firm, arranging a joint venture, or convincing a foreign government to approve construction of a plant. Yet managers have had to rely on simplistic formulas — following lists of "dos and don'ts" — or very demanding ones — "doing as the Romans do" — to deal with the cultural aspects of these negotiations. Actually, a number of strategies are available. The author presents these strategies in a framework based on the parties' level of familiarity with each other's cultures and the extent to which they can explicitly coordinate their strategies. These factors determine the subset of strategies that are realistically feasible for an individual manager. Part 2 of this article, which describes a methodology for choosing among these strategies, appeared in the Spring 1994 issue.   

Stephen E. Weiss is associate professor of policy and international business at York University, Faculty of Administrative Studies (Toronto).

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