As a negotiation lecturer and corporate trainer, I am often asked about “other cultures” and how we should accommodate the “differences” in negotiation style when dealing with Japan, China, Eastern Europe, Latin America, and Arab countries. While it is true that each country has its unique issues in negotiation, I have always answered this question from a decidedly American perspective. Shame on me.
I recently read an article by 40-year US Diplomat John W. McDonald where he summarized the unique American cultural differences in negotiation as seen through the eyes of someone from another country. His critique tallied both negative and positive characteristics of the US negotiating style.
In a nutshell, he listed the following things as typically American:
Impatience- We are the most impatient people in the world. This characteristic is carried over into our negotiating style to such an extent that the rest of the world recognizes this trait in our negotiators and takes advantage of it at every opportunity.
Arrogant- Most other peoples believe that we are the most arrogant, or certainly one of the most arrogant, nations in the world. Our superpower ststus is certainly a part of this image.
Listening- We are not good listeners. This goes hand in hand with impatience and arrogance.
Insular- Most Americans have limited experience with regard to other cultures. This shortcoming can often lead to mistakes, misunderstandings and subsequent embarrassment on the part of the Americans.
Naive- Our insular attitude, and sometimes our appearance, can give the impression that we are naive, are easy marks for the skilled negotiator and are someone to be taken advantage of.
Friendly- We are recognized as being friendly, out-going, and having a sense of humor. This trait is particularly important. Being friendly helps to build a sense of trust among negotiators.
Flexible- U.S. negotiators have more authority to make decisions during negotiations than most other delegations. This means that they can often make decisions on the spot, at the conference table.
Risk Takers- More so than most, U. S. negotiators are risk takers.
All in all, a net positive score with some areas for improvement. If we can slow down and listen and focus on the interests of the rest of the world, we could become a superpower negotiator (like Japan).
John Bradley Jackson
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