商務談判英語:Weiss’s Culturally Responsive Strategies(2)

Moderate Familiarity

Adapt to the Other Negotiators Approach (Unilateral Strategy)

This strategy involves negotiators making conscious changes to their approach so that it is more appealing to the other party. Rather than trying to act like the other party, negotiators using this strategy maintain a firm grasp on their own approach but make modifications to help relations with the other party. These modifications may include acting in a less extreme manner, eliminating some behaviors, and adopting some of the other party’s behaviors. The challenge in using this strategy is to know which behaviors to modify, eliminate, or adopt. In addition, it is not clear that the other party will interpret modifications in the way that negotiators have intended.

Coordinate Adjustment (Joint Strategy)

This strategy involves both parties making mutual adjustments to find a common process for negotiation. Although this can be done implicitly, it is more likely to occur explicitly (“How would you like to proceed?”), and it can be thought of as a special instance of negotiating the process of negotiation. This strategy requires a moderate amount of knowledge about the other party’s culture and at least some facility with his or her language (comprehension, if not the ability to speak). Coordinate adjustment occurs on a daily basis in Montreal, the most bilingual city in North America (85 percent of Montrealers understand both English and French). It is standard practice for businesspeople in Montreal to negotiate the process of negotiation before the substantive discussion begins. The outcomes of this discussion are variations on the theme of whether the negotiations will occur in English or French, with a typical outcome being that either party may speak either language. Negotiations often occur in both languages, and frequently the person with the best second-language skills will switch languages to facilitate the discussion. Another outcome that occasionally occurs has both parties speaking in their second language (i.e., the French speaker will negotiate in English while the English speaker will negotiate in French) to demonstrate respect for the other party. Another type of coordinate adjustment occurs when the two negotiating parties adopt aspects of a third culture to facilitate their negotiations. For instance, during a trip to Latin America, one of the authors of this book conducted discussions in French with a Latin American colleague who spoke Spanish and French, but not English. On a subsequent trip to China, negotiations were conducted in French, English, and Chinese because each of the six participants spoke two of the three languages.