Negotiations in Difficult Conditions: Multilateral and Cross-Cultural

Multilateral Negotiations

When there are more than two participants, the dynamics change fundamentally:

• Coalitions are formed (changing the balance of power)
• The negotiation process becomes more complicated (each side has its own agenda)
• Transitivity breaks down (A > B, B > C, but A not > C on a specific issue)
• Risk of blocking: a minority can block a decision

Strategies:

• Form a coalition before the general session begins (bilateral pre-negotiation)
• Determine who holds the most power/BATNA in this configuration
• Look for package deals: different participants value different things

Cross-Cultural Negotiations

Culture affects:

• Communication style: direct (Germany, USA, Israel) vs indirect (Japan, China, India)
• Attitude toward time: monochronic (punctuality, order) vs polychronic (time is flexible)
• Power distance: in hierarchical cultures decisions are made at the top
• Individualism vs collectivism: "what is good for me" vs "what is good for the group"

Mistakes:

• Projecting your own cultural norms ("I was polite, they should reciprocate")
• Interpreting "yes" as agreement in cultures where "yes" = "I hear you"
• Moving to the substance of negotiations without social talk in cultures where relationships come first

Adaptation of Style

• Research the cultural context in advance
• Slow down at the start: do not rush to the agenda
• Ask more questions, make fewer assertions
• Verify understanding ("Did I understand correctly...?")

Practical Assignment

Recall negotiations with a partner from another culture (or upcoming such negotiations). (1) What are the cultural differences with your style? (2) How do you plan to adapt your approach? (3) What could have gone wrong due to cultural differences?