Negotiation Styles Around

the World
Our personalities play a major role in dictating how we behave and interact with
others. They also contribute to the way we resolve conflict and negotiate. As a small
business owner, you’ll likely have to negotiate for your company and as you grow,
you may find yourself wading into international waters where negotiation styles may
differ.

Whether you hope to find a great new product for your company or want to get the
best manufacturing deal possible, communicating with people in different cultures is
probably in your future as a small business owner.

To help you navigate negotiations with a foreign company, we’ve created

an infographic with 10 major countries around the globe. We detail important traits
of each country, the negotiation style that best fits their culture, and how you can
adapt your own negotiation style to find the best solution for both sides.

Before trying to negotiate in another country, it’s important to understand the basics
of negotiation and how they are affected by psychology and personality.

There are five main negotiation styles (also called conflict resolution styles). These
styles vary based on the personality and background of the negotiator, their needs,
and the urgency needed to find a solution.

Understanding how to interact with and adapt to different negotiation styles is

imperative in coming to a satisfactory solution and maintaining good relationships
with business partners.
When conducting business in foreign countries, take the time to research your
opponents and understand their perspective and needs before beginning
negotiations.

1. Competing: Confident and assertive, these negotiators tend to pursue their

own needs and focus on results. They may be perceived as aggressive and
controlling.

 How to adapt to a competing negotiator: Maintaining your ground

is important when interacting with a competing negotiator. State
your position firmly and do not back down from important self-
interests.

2. Avoiding: These negotiators approach conflict with caution, preferring not to

cause tension. They may not outwardly express their own interests and often
sacrifice those interests if their opponent has a stronger voice.

 How to adapt to an avoiding negotiator: Expressing deadlines

and communicating details early is critical when negotiating with an
avoider. If no solution is reached, consider escalating the issue with
a higher authority.

3. Accommodating: Relationships are important to these negotiators; they

prefer to smooth out conflict if it arises, focus on maintaining positive
communication with negotiating partners and satisfy the needs of others
before their own.

 How to adapt to an accommodating negotiator: Do not accept

unnecessary concessions from this negotiator. Allowing others to
give up too much may be detrimental to both sides in a long-term
relationship.
 4. Compromising: These negotiators prefer to find a middle-ground solution
quickly rather than debate back and forth for long periods. Coming to an
agreement that pacifies both sides is the ultimate goal of this negotiator.

 How to adapt to a compromising negotiator: Maintaining the

importance of your interests is crucial in a negotiation with a
compromising style. Communicate your needs clearly and take the
time to explore multiple alternatives before agreeing on a solution.

5. Collaborating: The optimal solution is the goal for this negotiator. They tend
to focus on finding results that satisfy all parties and express honest
communication during debate. These negotiators would prefer to weigh many
options before finding the best result.

 How to adapt to a collaborating negotiator: While a collaborative

negotiation partner is often interested in taking the time to find good
solutions for both parties, it may not be in your best interest to invest
significant time in the negotiation. Clearly define your needs and do
not accept alternatives to hard requirements.

No matter what the negotiation involves, it is important to always:

 Clearly state your party’s interests and requirements.

 Approach every negotiation with a willingness to communicate.

 Understand your opponent’s negotiation style and perspective.

 Blend your negotiation style to best adapt to opponents .