Bridging Cultures, Building Agreements: Lessons in Global Negotiation
In today’s interconnected global business environment, the ability to negotiate effectively across cultures has become a critical skill for leaders.
As companies expand internationally, understanding and bridging cultural differences can significantly impact their success in new markets and collaborations.
On Sep. 17, Michigan Ross Professor Julia Lee Cunningham was joined by experts Juliana Zinger, a seasoned consultant with experience in cross-cultural communication, and Alfonso Emanuele de Leon, an executive with extensive experience in Asia-Pacific markets, to discuss key negotiation takeaways and lessons informed by their global experiences.
Juliana emphasized the importance of listening, observing body language, and establishing authentic relationships, while Alfonso highlighted the necessity of relationship-building and adapting to cultural nuances for successful outcomes. Collectively, the panel stressed the importance of understanding cultural differences, thorough preparation, and fostering empathy to create value and achieve successful cross-cultural negotiations.
