Just being an American can increase their bargaining position
Nadir said that the word "American" still resonates like a dream for many people around the world. He takes advantage of this fact without being arrogant. During his training sessions, always makes sure to invite your dealer employees for training in the U.S..
It creates enthusiasm and then makes an offer he can not refuse, such as "usually offer free training in a specific stage, as when it reaches 40% of the sales target for training in the U.S. will to modify the missing link for strengthening sales and marketing ... ".
As international business, must observe and understand things at the time provided the Americans, apart from the other negotiators.
Negotiators must remember you're not in Kansas Any More
One of the most important aspects that Nadir has noticed is how the space is planned. In the U.S. We have so much space to a point where we can accommodate almost anything. Not so in Asia, Europe and other countries!
Parking space in U.S. can accommodate two Korean cars or French. An American household with capacity Maytag washer and dryer, but never in a Japanese house.
This goes the same for restaurants, where an Olive Garden restaurant offers tables and chairs, a French restaurant would never be able to. A Spanish or Dutch hospital can not accommodate a U.S. car did drugs, or a fully automated hospital pharmacy. Therefore, an international executive Maytag will never succeed in its negotiations to establish a fixed number of washers and dryers in a Japanese or Korean or an apartment in French.
In addition to space, size also matters in the world. A U.S. pledge production executive was surprised to discover that the size L, M and S are different in Europe, Asia and other countries in the U.S.. A large vest in France is considered a 42 in the U.S.! And a large fries from McDonald in Geneva is a medium size in the U.S..
To close a deal, negotiators need to understand the customs of the other party
One final point Nadir educated than I, though it was very important was about to be aware of local customs during a negotiation. Customs may deal a blow to any negotiation if not taken into account.
As an example, take a negotiation that is on the export of meat products from Texas to the Middle East. The Middle East is a net importer and the market is valued at 100 million dollars. The point that may be overlooked during a negotiation is that the local client, the Middle East only buy meat Halal.
Imagine that our negotiator Texas offered to sell their meat at X dollars, then the contract was signed. Islamic Services of America certification and approval can only be authenticated by a religious man or magnet. The process calls specific people to perform the ritual Halal. This process not only reduces the production line, but also adds additional costs to our executive Texan did not account for trading. Local customs may change all that relates to the negotiations.
Another example of how important it is for a business to be aware of local customs related to the pharmaceutical industry. Imagine a pharmaceutical executive to negotiate the sale of drugs in your company to a Muslim country.
Some medications and supplements using gelatin capsules of pork is forbidden under Muslim law. Also pork-based synthetic insulin, and insulin halal beef are unacceptable to devout Muslims. No synthetic porcine (human) insulin should be offered and negotiate rather than to avoid a possible loss of contract worth $ 100s of millions of people.
Live Pharmaceuticals, a Canadian company opened a factory in Brunei to attend the 1.9 billion Muslims around the world! This is what he calls directed Nadir benefits generated optimal negotiation skills.
What does all this mean for you
Nadir does a good set of points in their discussions of international negotiations. Often we do not know that would cause us the greatest challenges.
The country is, especially in America, can have a significant impact on the impression you make on the other side. Where are you also shapes how we see the world and this means they have to be sensitive to the simple fact that what we take for granted that can not be viewed in the same way on the other side of the table.
Finally, you can negotiate for as long as you want, but if you are not aware of the customs of the other party stands to lose the deal. Take time to see how the other side of the table see the world and you will be able to close more deals and close more quickly!
