Short, concise, easy to read "how to" handbook for businesswomen on key business regions of the world: Europe, Asia, and Latin America
This handbook helps businesswomen to successfully navigate International business cultures and business practices. Topics covered include: Cultural differences and their impact on business meetings, Successful International negotiating strategies by region and country. Insights from businesswomen on advantages and challenges that women face when conducting business in Internationally. Tips and Pointers on the mechanics of business through dealing with sexual harassment.
Excerpt
Women and Negotiations
There has been significant research conducted on the negotiating styles and differences between women and men and the effectiveness and success of each style. These studies have revealed that there may be both advantages and disadvantages to the stereotypical negotiation styles commonly associated with each gender. Most businesswomen I have studied (Wilen, 1997) report that negotiating effectiveness in the international environment is not based on an individual's negotiating style as much as on how the foreign culture initially perceives each gender should behave in negotiations.
When you enter into business negotiations with your international counterparts, it is important, therefore, that you understand how they view the negotiations from their own cultural perspective. A successful Western businesswoman not only needs to understand how her international associates conduct business in general, but also what cultural characteristics are part of the negotiations - such as stereotypical gender expectations due to the individuals' cultural upbringing. For example, women may be expected to acquiesce rather than to be assertive, and this may impact the way a woman is received in a business negotiation.
Most women report that these initial, traditional expectations are easily overcome if the negotiation is run effectively. Women who are successful report that it is wise to understand what the expectations may be, in addition to understanding the process of negotiation and the negotiating style of the culture. In addition, businesswomen suggest that outside of the U.S. most cultures are relationship-oriented and that having awareness of this in advance is key to developing your own personal style. Attributes and skills such as active listening, taking the perspective of the other, distinguishing between needs and positions, using collaborative verbiage, controlling anger and reframing issues to find a common ground positively impact international negotiations.
In general most businesswomen advise that some of the best practices for women negotiating internationally include:
· Establish a working relationship with your international partners; this includes creating a trusting environment and fostering open communication.
· Have orderly processes for the negotiation and keeping the negotiation on course.
· Create a cooperative, problem-solving attitude so that conflict issues can be easily discussed and resolved.
· Be well versed in the negotiation topic and issues.
· Have a formalized plan that includes goals and alternatives.
