A one) ‘Adapting to cultural differences is not only necessary for Americans—it is necessary for other nations, too, Other cultures have to understand our cultural differences and. Adapt if they are to be successful. About half of the 100 professional sea’ members at the Office of the U:S, Trade Representative are women who play prominent roles in. US. trade negotiations. IFthe foreign negotiator from a male-dominated culture is not prepared, confusion prevails and opportunities are lost ‘In many Latin American, Middle Eastern, and Asian countries, women are notin the ‘upper levels of government and management. When Americans send female nego- tuators, the host country male negotiators have a hard time adapting. Unless foreign ‘negotiators are prepared for the shock of having to do business with women, they can be thrown off balance During a round of textile negotiations with an Asian country the Asians led an all male team against an American allfemale team, The Americans recalled: "We were being prety tough, politely stonewalling them. Suddenly their delegation leader lew a temper tnirum. He shouted that he didnt like the position we were taking, stld our arguments reminded him of dealings with his wife” A recess was called. The ‘outburst apparenily caused the foreign negotiator to lose face among his colleagues. "The negottaions concerned a quota to determine the number of conn shirts and | louses the Asian government could ship to the United States. In the end, the foreign, | negotiators seule for a lower quota than the United States was prepared to grant. The {Asian lost not only his cool bur hundreds of thousands of dollars in US. sales by his ‘country’s apparel producers ‘Confusion prevailed a to just how they should react to women, Should they react as they would fo women in their country, as forcign women, as American women, of ‘as representatives ofthe US. government Being culturally insensitive and unwilling 1 accommodate to cultural differences can deal unsuspecting negotiators a double ‘whammy-—skilled US. negotiators 10 whom they do not react effectively because of their own cultural biases, Somes: Adupted from Chde H. Farnsworth, "For US, Women Win More than Their Quota (OF Trade Negetitions,” Inertial eral, Jul 5, 1988, pL