Armenia’s Cultural Concepts of

Negotiation Style

Radik Danielian
Armenia’s Key Cultural Concepts of Negotiation Style

● Hierarchy and Respect: Armenian culture places a high

value on deference to authority and hierarchy. It's
critical to treat senior staff members and
decision-makers in the organization with respect during
negotiations.

● Non-Verbal Communication: Armenian communication

heavily relies on non-verbal clues like body language
and facial expressions. Gaining knowledge about and
making sense of these cues can help you navigate the
negotiation process.

● Patience and Perseverance: Armenian negotiations are

known to be lengthy, and patience is highly regarded.
Establishing trust takes time, and before an agreement
is reached, talks may need to go to several meetings.

● Indirect Communication: It's important to read between

the lines because Armenians have a tendency to use
indirect communication styles. In order to preserve
harmony, it may be best to avoid directly expressing
disagreement and instead emphasize politeness and
diplomacy.
More on Armenia’s Culture and Negotiation Style

● During negotiations, it's best to keep your

emotions in check and assume that decisions
won't be made immediately.

● Communication Style: Individuals in Armenia are

typically very direct and express their opinions
clearly. Generally, one does not hold back when
speaking what is necessary. This is not
something that should concern a guest because
it is a unique aspect of Armenian culture.

● Meetings: Attend on time, participate by

speaking and listening. While small talk is
expected, let your Armenian counterpart lead
the conversation most of the time.

● Although Armenians are generally very

gregarious and outgoing, it is best to establish a
friendly atmosphere during business meetings by
cracking appropriate jokes and other
lighthearted remarks. After all, business is
business.
 Example of Armenia’s Culture and Concept of Negotiation Style

Cultural ideas from Richard D. Lewis's book are

evident in the Public Services Regulatory
Commission (PSRC) of Armenia's recent approval of
local ISP UCOM's acquisition of Orange Armenia. The
decision reflects the cultural value of establishing
trust by highlighting the importance of relationships
and hierarchy. The approval's deliberate wording,
which emphasizes the advantages for both clients
and employees and highlights Armenia's emphasis
on harmony, demonstrates the indirect
communication style. The gradual process of
approving the deal reflects the patience and
perseverance that characterize Armenian
negotiations, which is in line with the cultural
context where time is often valued in negotiations.
 List of Sources

https://www.commsupdate.com/articles/2015/08/21/psrc-authorises-ucoms-orange-ar
menia-buyout/

https://guide.culturecrossing.net/basics_business_student_details.php?Id=22&CID=11

Lewis, R.D. (2006). When Cultures Collide: Leading Across Cultures. London: Nicholas
Brealey Publishing. p 380 - 389
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