Negotiating Across Cultures

Negotiating across cultures adds a level of complexity to the negotiations process that many people don’t take seriously enough. There will inevitably be beliefs, mindsets, concepts, and even seemingly simple words and phrases that are understood differently, making this type of negotiation difficult at best. The opportunity to learn from those who are in the trenches of international negotiation regularly is priceless, especially when the subject of our study is someone who consistently does this kind of negotiation well.

My guest on this episode is one of those people, International negotiator and trainer Mihai Isman. He is a negotiation and conflict resolution expert who specializes in addressing difficult but important efficiency barriers for national and international corporations and medium-sized companies. His keen insight into the differences between Western and European negotiators, their cultures, and consequently their approaches is something all of us can learn from. Be sure you listen carefully..

• [1:35] Mihai’s background as a negotiator and trainer and the ideas behind this episode
• [3:33] Differences in negotiations styles between North Americans and Europeans
• [6:05] The importance of mindset in any negotiation
• [9:40] Why many people shy away from the conflict necessary in negotiation
• [12:25] Discussing the concept of “fairness” with executives, and the pushback received
• [19:49] One piece of advice for all negotiators, no matter their country or culture

• Nelson Mandela
• Henry Kissinger
• Chris Voss

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• Isman’s corporate website: https://www.ismanundpartner.com/
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