Page 72 - LMGC Training Note

 Global Negotiations in the Import/Export Business

 When you’re in the import/export business, you need to realize that the process

of global negotiations differs from culture to culture in many significant ways.
You have to take into account communications issues such as language,
gestures, facial expressions. And you also have to consider differing

negotiating styles and problem-solving techniques.

 Language: In spoken and written communication, using the wrong words or

incorrect grammar is just one concern. The meaning of the message often
depends on the set of circumstances surrounding those words. The danger of

misinterpretation of messages requires an understanding of these various
contextual factors.

 Non-verbal communication: Unspoken language is just as important as words

or writings. Differences in customs and cultures can cause misinterpretations.
You need to be aware of the meanings of gestures, facial expressions, posture,

appearance and dress, conversational distance, touch, and eye contact.