The Transformative Negotiator: Consider Language and Culture
In The Transformative Negotiator, the chapter “Consider Language and Culture” emphasizes that not every part of negotiation is personal. Again, with the holistic approach Michèle Huff encourages, considering the social and cultural differences of your negotiation partner is essential. One should consider differences across culture and language, but this can be extended to generational differences, as well. This is not done to gain an advantage or determine who has the upper hand, but rather to bridge the gap between negotiators. While considering language, culture, and generational differences, avoid stereotyping and keep an open mind. Differences are not weaknesses, and being aware of them will help guide the conversation.
A good example of considering these elements is observing generational differences. This applies to working with people with similar backgrounds, as well as different ones, and is a good frame for understanding what Huff is explaining. It is a recurring theme that older generations think younger generations are less motivated, but they might just need different accommodations. Refrain from stereotyping and try to understand where others are coming from or why they might behave a certain way. Remember that differences are not inherently bad; it may simply take more time to find common ground or bridge the gap in negotiation.
Cultural differences arise in many places, but can be exacerbated in a situation like a negotiation. Remember that researching and being as informed as possible is always an advantage. There is not one “proper” way to negotiate. Considering context, culture, and language can direct you to a suitable negotiation style. An Eastern negotiator may be used to avoiding conflict, while a Western negotiator is used to confronting conflict. This is another basic example of differences that may result in distance between negotiators, but does not have to if you are prepared.
Michèle Huff is a transactional lawyer with decades of experience negotiating for global corporations, universities, and individual clients. She is the Executive Director of Business Contracts and Brand Protection at UC Berkeley, overseeing contracts, intellectual property, and brand management. Previously, she was the University of New Mexico’s senior lawyer for research and technology and co-founded a Silicon Valley software start-up. A skilled speaker and educator, Michèle has taught negotiation and intellectual property courses and led workshops nationwide. Learn more at www.michelehuff.com