IX Russians

The Russian character is no doubt influenced by a history of strong and powerful centralized authority. The vastness of the territory and the difficult challenge of the climate gave people a value for cooperation. Historically the Russian winter also produced long periods of inactivity. The long winters provided time for communal sharing and community building.

The Russian character is potentially unusually generous, friendly, warm and caring. Because the culture has strong communal sentiments sharing is considered a norm (especially with friends). A strong belief in ideals and feelings are held strongly and emotionally.

Vodka is believed to help a person withstand the harsh climate thus can be used regularly throughout the long winters.

Negotiating style:

1. Very experienced in international negotiations.

2. Extremely calculated and planned

3. The scope of concern can sometimes reflect more than just the interests of the business or firm they represent. This is because of the extent to which private affairs can have ties with other affairs (societal and governmental). Because of this adjustment in agreements may require approval from someone in higher authority. In addition because of the extensive nature of the business involvements it can seem that they are not totally focused on the particular concerns of the present deal. They seem to be distracted by what seems to you to be unrelated factors.

4. They can exercise power when necessary

5. In some aspects of the cultural values it can seem that conducting transactions merely for the sake of private gain is inappropriate (if not unlikely because of the social and political ties that economics has in Russia). Thus their social orientation can be compared to that of the Swedes.

6. They prefer to socialize (develop a connection with you as a person) before getting down to business. Socialize with them when/if possible (this can mean sharing drinks).

X The French

The French take great pride in their culture. They are rightly aware of the fact that many of the hallmarks of the Modern world were initiated by France (Philosophy, The Voice of the People-democracy, Realpolitik, The spirit of independence and the vision of the European Union). One of the things I believe is interesting about the French is that they have a quota for how much foreign entertainment they allow on their radio and TV stations.

They see themselves as having a rather interestingly unique culture. They are extremely tasteful (an attraction to what has aesthetic value or is refined). Although-when you get a feel for the culture-you definitely sense a French pride it does not seem to be coupled with arrogance. Official events or formal (thus to some extent professional engagements are also considered formal). Politeness and manners are important (especially show due respect to senior executives). They take a logical approach to negotiations and don’t believe the points need amending unless you can demonstrate where there is a problem in their reasoning.

Negotiating Style:

1. Business meeting are formal occasions

2. Surnames are used and formal introductions are expected

3. Seating for negotiations can be particular (even arranged)

4. They build their negotiating strategy carefully with highly logical and reasonable arguments.

5. They enjoy an intellectual challenge so it can sometimes seem that they are argumentative.

6. Their communication style can seem to be personal, extroverted and even passionate but in the end there is also an appeal to reason.

XI Japanese-To be Japanese is to conform to the cultural traditions of Japan. Thus to be Japanese and to be an individual are very much the same in Japan (as much so as in communal cultures). There is great interdependence between all the members of the group. A Japanese professional not only joins a work force but joins a professional family. In spite of this they are extremely status conscious. Westerners represent the individual first during introductions, “Hello my name is Bill Smith and I am the export manager from Robinson Enterprise.” The Japanese introduce themselves by first stating their affiliation or group, “Mitsubishi’s general affairs, assistant manager, I am Yamamoto. Transactions can take a lot of time because representatives will not make individual decisions but must report back to their group and supervisor before a final decision can be made.

The Japanese Character:

1. Politeness and courtesy dominate transactions

2. Honor and not losing face are extremely important

3. They say yes meaning that they heard you and are following your line of thought. It does not mean a final agreement.

4. There is a far greater tendency toward conformity than we are used to in the West so they are accused of lacking invention, creativity and originality.

Negotiating Style:

1. Team orientation to lots of processing and reporting back and forth.

2. Initial meetings are information gathering sessions and the information is report back to the group.

3. Team negotiating with each member representing some specialty.

4. They make decision by consensus which can involve members of the team who are not present.

5. They are cautious. Transactions take a lot of time and they can seem to go over the same details repeatedly.

6. They make a lot of effort to preserve harmony.

XII Americans-If you ever spent time in New York City you experienced what a fast paced environment it is. Although the rest of the country does not all operate at the same speed New York (Wall Street) set the tone of business life for Americans, “Time is Money.” Many other nationalities take pride in their culture while Americans have a type of pride that to many other people seems like arrogance but it is not cultural pride. Americans are however very friendly (at least on the surface). However the friendliness is not the type where they will invite you home (which you can experience in many other cultures). There is a big (almost rigid) separation between public and private.

Americans also very much like share emotional support for the underdog. I mean this in the sense that we like (I would say even love) to hear the story of a person who came to America with nothing and after some years became extremely wealthy. In other words we like to believe that the American Dream myth is possible for almost anyone.

“In God we Trust!” You will see this on American currency but to me it also says something about the American believe that we stand for what is right (freedom, democracy, individuality, etc.). There is also (although somewhat unspoken) the belief that we will continue to prosper as long as we continue to stand for what is right.

Negotiating Style: