Comments on: Different Negotiating (sic) Styles http://ruminationsonrussia.wordpress.com/2008/01/18/different-negotiating-sic-styles/ Just another WordPress.com weblog Sun, 01 Feb 2009 13:36:44 +0000 http://wordpress.com/ hourly 1 By: Owen http://ruminationsonrussia.wordpress.com/2008/01/18/different-negotiating-sic-styles/#comment-616 Owen Wed, 19 Mar 2008 02:14:35 +0000 http://ruminationsonrussia.wordpress.com/2008/01/18/different-negotiating-sic-styles/#comment-616 I actually took a class at Saint Petersburg State University on Diplomacy, and we talked about some of the differences in negotiating styles of different nationalities. I don't remember what was said about the British, but the American and Russian struck me as particularly true. Americans give in too easily. They see negotiating as an insufferable part of making a deal, and are too eager to get the ball in motion. In the interests of expedition, they'll make unnecessary concessions. Russian make extreme demands. They take minor aspects of a deal and say that it all hinges on that. Then, after dragging it out forever, they'll concede on one point and make a huge fuss about it. That way, it seems like they actually gave ground, and should get something in return for it. These two generic styles really tilt things against Americans. Russians would make unreasonable demands, and we'd acquiesce just to move on. I actually took a class at Saint Petersburg State University on Diplomacy, and we talked about some of the differences in negotiating styles of different nationalities. I don’t remember what was said about the British, but the American and Russian struck me as particularly true.

Americans give in too easily. They see negotiating as an insufferable part of making a deal, and are too eager to get the ball in motion. In the interests of expedition, they’ll make unnecessary concessions.

Russian make extreme demands. They take minor aspects of a deal and say that it all hinges on that. Then, after dragging it out forever, they’ll concede on one point and make a huge fuss about it. That way, it seems like they actually gave ground, and should get something in return for it.

These two generic styles really tilt things against Americans. Russians would make unreasonable demands, and we’d acquiesce just to move on.

]]>