© Article translated from the book “Negoziazione interculturale, comunicazione oltre le barriere culturali” (Intercultural Negotiation: Communication Beyond Cultural Barriers) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available for any Publisher wishing to consider it for publication in English and other languages except for Italian and Arab whose rights are already sold and published. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the author from the webstite www.danieletrevisani.com
Today I would like to continue talking about negotiation cultures, negotiation timing and timelines, focusing on the importance for the negotiator to acquire the ability to manage and structure them, so as to overcome disagreements and misunderstandings.
The roots of disagreement are to be found:
- in misunderstandings: when we do not understand the signals sent by the other interlocutor, decoding them incorrectly, or
- in hidden ideological divergences.
The roots of misunderstanding lie in the complexity of human information exchange, in the technical dimension of communication.
People who share the same culture know how to move within their own cultural timeline; they are generally able to understand the subtle differences in the use of words, non-verbal signals, gestures, bodily expressions, while those who do not share this knowledge are often outsiders.
Communication trainers and coaches’ work on intercultural communication therefore aims to bring out the invisible level of communication, both in the national (apparently intra-cultural) and in the international dimension.
As we can see, there are many situations that can lead a person (A) to dialogue with another person (B) starting from different and inter-cultural bases. These different starting points, if not well understood by both interlocutors, generate a latent intercultural situation that can lead to relationship ineffectiveness (in the best cases) or to conflict (in the worst case).
At the same time, we can find cultural similarities even at a distance of tens of thousands of kilometres – a stockbroker in Milan experiences languages and problems similar to those experienced by a colleague from Paris or Sydney.
We must therefore wake up to reality and abandon appearances (diversity is not always related to kilometric and linguistic distances, but it is always linked to a different conception of the world).
Ideally in any conversation or negotiation, the interlocutors must be aware of the cultural differences at stake.
Both interlocutors must understand the intercultural dimension well (high degree of understanding). However, even if only one of them possessed a high degree of intercultural awareness, the chances of improving communication could increase.
Furthermore, being aware of the intercultural dimension can be not only a positive factor for the relationship, but also a lever of power. The power of knowledge related to intercultural communication processes becomes a practical advantage of understanding “what is happening here and now” better than the other interlocutor, and therefore determines the power of awareness.
Structuring Communication and Negotiation Time Frames
Personal time can flow through a free fluctuation of experiences, or, conversely, within rigid and structured patterns.
There are concrete problems deriving from:
- structuring times that should be left fluctuating (e.g.: over-structuring a holiday plan that should be relaxing);
- not structuring time frames that should be structured (e.g.: letting a decision-making meeting – that should produce a precise outcome within an exact deadline – take place in a chaotic communicative situation).
The Efficient Use of Negotiation Communication Time Frames.
Each interaction is based on inner times delimiting different frames.
The economy of interpersonal communication can bring out dysfunctions in the communication time management.
During a negotiation, the two interlocutors do not always share communication time frames, which creates problems with efficiency and effectiveness.
In professional meetings and critical meetings (e.g., career negotiation, trade negotiation, etc.), it is necessary to set up an efficient and effective format, to explicitly express it and share it (you can set up and negotiate the format, or else you have to endure it).
To conclude, effective negotiation communication requires:
- the ability to structure negotiation times, identifying the phases through which one intends to proceed;
- the ability to introduce in the negotiation time structure, a structure that is adequate to our goals and a degree of adaptation to the counterpart’s culture.
For further information see:
- Studio Trevisani Academy’s Webstite For Business Training, Coaching and Mentoring, in Italian
- Dr. Daniele Trevisani’s Website in Italian
- Dr. Daniele Trevisani’s Website in English
- Comunicazioneaziendale.it – Italian website on Business Communication
- Medialab Research Cultural Association for Communication Research
- Dr. Daniele Trevisani Linkedin Profile in English
- Facebook Channel
- YouTube Channel
- ALM business method
- Best coach in intercultural communication in the world
- Best coach in intercultural facilitation in the world
- Best coach in intercultural negotiation in the world
- Best Intercultural communication book
- Best world consultant in intercultural communication
- Best world consultant in intercultural negotiation
- Best world expert in intercultural communication
- Best world expert in intercultural negotiation
- Best world trainer in intercultural communication
- Best world trainer in intercultural negotiation
- Best Intercultural negotiation book
- book on intercultural communication
- book on intercultural negotiation
- communication difficulties
- communication skills
- Communication techniques intercultural communication
- Communication techniques intercultural negotiation
- communication training
- conversational skills
- cross cultural communication
- cross cultural misunderstanding
- cross-cultural adaptation
- cultural similarities
- cultural systems
- dialogue between companies
- different cultural approach
- different cultural context
- economy of interpersonal communication
- effective communication
- Effective intercultural negotiation techniques
- effective negotiation
- face-to-face communication
- front-line communication
- high-context cultures
- high degree of understanding
- How cultural differences affect negotiations?
- How does culture influence negotiation?
- Intercultural awareness
- intercultural communication
- intercultural communication book
- Intercultural communication books
- Intercultural Communication Coaching
- intercultural communication pdf
- Intercultural Communication Trainers
- Intercultural Communication Training
- Intercultural conversation management techniques
- Intercultural Negotiation
- Intercultural negotiation books
- Intercultural Negotiation Coach
- Intercultural Negotiation Coaching
- Intercultural Negotiation Communication
- Intercultural Negotiation Consultant
- Intercultural Negotiation Consulting
- Intercultural Negotiation Counselling
- intercultural negotiation definition
- Intercultural negotiation exercises
- Intercultural Negotiation in International Business
- Intercultural Negotiation Mentoring
- intercultural negotiation PDF
- Intercultural Negotiation Process
- Intercultural Negotiation Strategies
- Intercultural Negotiation Timing
- intercultural negotiation training
- intercultural training
- Intercultural Training Consultants
- lever of power
- listening moves
- listening strategy
- low-context cultures
- negotiation analysis
- Negotiation Cultures
- negotiation skills
- Negotiation Time Frames
- Negotiation Timelines
- Personal time
- physical contact
- sense of time
- Time management
- What are the 5 stages of negotiation?
- What is effective intercultural negotiation?
- What is intercultural negotiation?
- World’s most famous expert in intercultural communication
- World’s most famous expert in intercultural negotiation
- power of awareness
- power of knowledge
- roots of disagreement
- roots of misunderstanding
- structuring communication and negotiation time frames
- using communication time frames efficiently