Page 73 - LMGC Training Note

 Time influences and the pace of negotiations: Some cultures like the Americans or
Germans are very fast-paced and punctual, while there are many other regions (such as

Asia and Latin America) where time is not of the essence.
 Individualism vs. collectivism: In some societies, people primarily take care of only

themselves and their families, while in other societies, the good of the entire group is
put ahead of one’s individual needs. Understanding these belief systems will affect how
you negotiate.

 Role orderliness and conformity: Some cultures are characterized by a high need for
order and conformity. These countries place a great deal of importance on how things

are done. Formalities aid in successful negotiations. On the other hand, negotiators
from the United States, Canada, Germany, and Switzerland place more emphasis on
content than of procedures.

 Uncertainty orientation: This term refers to the degree people are uncomfortable with
ambiguity and a reluctance to take risks. People in countries like Spain, Belgium,

Argentina, and Japan tend to proceed cautiously following rules, laws, and regulations.
On the other hand, people in countries such as the United States tend to feel
comfortable in unstructured situations, are more ready accept change, and attempt to
have as few rules as possible.