We must take into account how important it is to investigate the protocol rules of each country, especially when it comes to negotiating, since as we well know in each country there are cultures, customs, clothing, and ideologies that are very different from those sometimes you have one and this in order to help build trust, to facilitate the positioning of your company, and to successfully develop a negotiation.
It is worth mentioning that the handling of the protocol is an important aspect since it helps to improve personal relationships between the representatives of the companies, because despite globalization, cultural differences in the way of doing business are very significant, especially among Western countries and the traditional economies - among them the Asian ones - that constitute the markets with the highest potential growth in the coming years.
Something also extremely important is to investigate about the product or service that is going to be offered in that country, whether it exists or not, what is different that one can offer, and why it is more convenient for our company to be a supplier and not another.
In several companies they ask what they have done is referring to how convenient or important it is to manage a department of collaborators who have the knowledge about protocol, which in my opinion apart from being of great importance, would be a huge help, since thanks to this you would have the facility to go to do business anywhere in the world, being sure that you have enough knowledge to achieve the objectives you have in each negotiation, and so it would undoubtedly be a great competitive advantage with companies that would not have this department that in the end would give your company a bonus.
The aspects and characteristics that should be considered in an international negotiation are the exchange of visiting cards, the correct use of the usual hours of each country, the rules of courtesy, the negotiation techniques or strategies, verbal communication, customs and rituals., non-verbal communication, table protocol, institutional or corporate gift and a series of common rules.
Knowledge of these is very important, since they are the ones that will help you achieve a successful negotiation, or otherwise it can harm you, since it can be seen as unprofessionalism and this can cause ruptures in business relationships.
The countries with which it is most difficult to carry out a negotiation are undoubtedly the so-called traditional countries, in this order: Japan, China and Arab countries. Although for a western executive, without experience in those markets, one might think that there are similarities, the reality is that the differences cannot be greater. For example, the Japanese seek global agreements that allow them to maintain and consolidate long-term relationships, while for the Chinese it is about obtaining an economic benefit in each transaction they carry out. When it comes to communication patterns, the Japanese are impassive and polite, while the Chinese gesticulate more, interrupt and ask a lot.
The recommendations to carry out a negotiation outside your country is to prepare the negotiation well and establish a different strategy depending on the type of company and the country in which it is negotiated. Never lose your cool, even in extreme situations, as weakness is transmitted. Do active listening: it is very important to know how to listen and let the other party speak without interrupting you. Be flexible and open to new proposals, think that in foreign markets the interests and the way of doing business can be completely different from those of the country itself.
