Negotiation

1. Negotiating in a foreign Language
Enrique Cebrecos. Abril 2018
“Is the foreign language the main issue when you
confront a negotiation?”.

2. Negotiating in a foreign Language
Enrique Cebrecos. Abril 2018
“Is the foreign language the main issue when you confront a negotiation?”.
Since the beginning of the civilization, language has been the core around any tribe,
community, region or even nations have been able to communicate, exchange cultural
and scientific insides, and even overcome local languages under empires and
colonialism rules.
Nowadays, related with their expansion and nation’s political and business power, we
can identify, in the international sphere, at least, seven languages: English, Spanish,
Chinese, Japanese, German, French and Russian. We can say, more than 95% of
political and business negotiations carries out on those languages, mainly in English.
With this panorama, we can ask our self:
“Is the foreign language the main issue when you confront a negotiation?”
For asking this question, we must considerate two scenarios:
1. You need an interpreter because you don’t know, or you are not able to deal with
the language in which the negotiation is carrying out. In this case:
a. Don't assume you understand the meaning of their colloquialisms.
b. Compensate for any language gaps by providing your materials in
written form and asking for theirs in written form so that you
can cross-check with your more fluent team members to ensure
you've understood correctly.
“Negotiating in a Foreign Language” Watersheed
Associates”.
2. You have a proficiency or a good command of the foreign language.
In this scenario is when the question launched above has full of meaning because
some doubts could arise:
• Will I be able to carry on the negotiation discussion fluently?
• Will I be able to overcome any gap or misunderstanding?
• Will I be able to clearly set the terms of the closed agreement?
In order to avoid any situation along the negotiation process that could show up
these doubts, we have to take into consideration, and even set up with you
counterpart these recommendations:
• It will take longer to communicate, both long-distance and face-to-
face (be mindful and patience).
• Avoid slang and any stories that may be culturally offensive.
• People may not understand 100% of what you say and may not
answer questions because they don't want to admit they don't
understand fully. Providing your counterpart with written backups

3. Negotiating in a foreign Language
Enrique Cebrecos. Abril 2018
of all communications is very helpful in speeding up communications
and shows consideration for their situation as well.
“Negotiating in a Foreign Language” Watersheed
Associates”.
Once we set last considerations, at least much of literature related with: “negotiating
in a foreign language”, “international negotiations”, “cross cultural negotiations”,
“language in international negotiations”, etc. are focused on negotiators skills, facts,
and issues we must consider or to avoid along a negotiation, more than the language
itself.
And, though language is important, why literature is focused on negotiation skills and
negotiation process? Maybe, the reason will be that cultural differences are much
more important than languages differences. English is the first language spread around
the globe, Spanish is the second one. But native English speakers, as well as native
Spanish speakers, realize the important differences in the use of each language around
the world. There are expressions and words with different meanings, even opposite
one. Cultural costume and uses represent a bigger gap than language itself most of the
time. Not only thinking about India vs USA, or Spain vs Mexico, even USA vs UK or Chile
vs Spain.
If we assess those aspects, we realized that key points are the same issues we must be
keen-sighted, and the same skills we must have, when we confront any negotiation
independent of the language it carries out, because negotiations are often fast-paced,
demanding, challenging, and mentally exhausting.
Like this, we can find similar expert recommendations:
Keld Jensen, in his article “How to successful negotiate with Other Cultures” details:
“In international negotiations you will be confronted with a foreign language,
environment, and culture. The other party has different frames of reference,
experience, values, and signals than those that you are accustomed to.
The process that governs the negotiation between two people from different
cultures is not terribly different from the process that governs negotiations
internally in the United States.
In order to successfully negotiate with delegates from other cultures, you must
stay focused on the task at hand and:
● Be aware that you are the foreigner. It is essential to abandon any
preconceived notions. Be open and curious.
● Be wary of generalization. What is true for one segment of a foreign
population may not necessarily be true for all of the population.
● Be mindful of your attire.
● Be aware of the cultural relationship between men and women. It is
essential to keep in mind that not all cultures operate under the same social
norms.
● Increase your understanding of foreign cultures.”

4. Negotiating in a foreign Language
Enrique Cebrecos. Abril 2018
Michal Zieba of the Calum Coburn Consultants, in his article “Cross Cultural
Negotiation” recommends:
“When doing business internationally, we need to consider (Salacuse, 1991):
1. The negotiating environment
2. Cultural and sub-cultural differences
3. Ideological differences
4. Foreign bureaucracy
5. Foreign laws and governments
6. Financial insecurity due to international monetary factors
7. Political instability and economic changes
Unfortunately, knowledge of any foreign language is not enough to face and
solve the problem. Language is a cluster of codes used in communication which,
if not shared effectively, can act as a barrier to establish credibility and trust”.
Jeswald W. Salacuse; Henry J. Braker Professor of Law The Fletcher School of Law and
Diplomacy Tufts University, published in the Harvard Negotiation newsletter, July 2011
Here are a few simple rules for coping with cultural differences in international
negotiations and transactions:
1. Do your homework about your supplier’s culture.
2. Show respect for cultural differences.
3. Be aware of how others may perceive your culture. You are as influenced by
your culture as your counterpart is by his. Try to see how your behavior,
attitudes, norms, and values appear to your foreign supplier.
4. Find ways to bridge the culture gap.
These are three examples in which you can find the same recommendations when you
are searching for clues and challenges in foreign language negotiations.
But, actually, they are the same recommendations you have to control and manage
when you are negotiating independent of the international, national, political or
business negotiation framework.
Because, when you confront a negotiation, first at all, before setting a common agenda
and begin to discuss, you have to fix your own position related to:
1. The negotiation goal and the BATNA: Best Alternative to a Negotiated Agreement
2. Strategy and tactics
3. Power Balance and Red Lines
4. Risk Taking and Uncertainties
5. Position and Interests.
6. Protocol and Communications.
7. Personal and Cultural Styles (ourselves and themselves)

5. Negotiating in a foreign Language
Enrique Cebrecos. Abril 2018
Of course, during the negotiation process some misunderstandings, gaps and different
points of view will arise, tension will show up, trust will fail, and, as negotiator, you have
to build bridges, close the gaps, explains misunderstanding and recover trust, even if
your BATNA is not reach any agreement, because you always have to keep doors open
in order to be able to hold future negotiations.
And, if you finally reach an agreement, as well as partially agreements you could have
reached along the negotiation process, all of them have to been written and checked for
both parties before been signed it. And is in this step when law associates write the
contract, verify legal terms, and protect legal interests of each part.
Coming back to the question:
“Is the foreign language the main issue when you confront a negotiation?”
I will use Michal Zieba and Keld Jensen’s words to answer it:
Michal Zieba: Unfortunately, knowledge of any foreign language is not enough
to face and solve the problem. (negotiation).
Keld Jensen: The process that governs the negotiation between two people
from different cultures is not terribly different from the process that governs
negotiations internally in the United States. (or any other country -Enrique
Cebrecos-)
In order to successfully negotiate with delegates from other cultures, you must
stay focused on the task at hand (as well as take into consideration the basic rules
that guide the negotiation process -Enrique Cebrecos-)