I had lunch today with a lady of Japanese descent who grew up in Brazil for 30 years, and has now lived in the US for the last 30. As we explored opportunities to collaborate between her association and my University, I was pleasantly surprised and amused, her by approach to negotiation. She spoke about different facets of her needs, driven by the cultural hat she wore.
The “American” in her wanted to know what she would get, and the importance of an equitable win-win approach. The “Brazilian” in her was feisty, and her passion to get more than she was willing to give was apparent. The “Japanese” in her wanted to take our offer back to her people, to gain consensus before moving forward.
My dear American buddy — the third person at lunch — was a tad uncomfortable and lost in all this, as this lady with multiple cultural cues met her match in an Indian like me. I honed my negotiation skills on the streets of New Delhi and she had nothing on me.
The global phenomena is alive, and well.
About Hemant Rustogi