[MUSIC] Research shows that negotiators from low and high context cultures negotiate in rather different ways, notably because they communicate differently. So, how to deal with those differences at the negotiation table so as to avoid miscommunication ? When you negotiate with higher context negotiators, it's key to Listen to what is meant instead of what is said which implies reflecting more, asking more clarifying questions, and being more receptive to body language, queues, and silence. A question like "Can you complete this project by next week?" may be greeted by sharp sucking-in of breath or non-committal answer: "It will be difficult but I'll do my best". "We'll think about it", or "It will be hard for these reasons but let me consider it." With practice you can learn to read the "no" between the lines. Ask open-ended questions rather than closed questions that imply a yes or no response. As high-context negotiators are very reluctant to say "no". If really necessary ask specific or closed questions only to confirm the information that you received. Analyse the context of the message delivered to get as much information as possible in order to put the words back to the context. It is key indeed to analyze the context meticulously, as the key messages is embedded in that context and not delivered through the words. This could be a key piece of advice given by the US diplomacy based on its experience with Chinese politics. Let me give an example here. Alexander Haig, Chief of Staff in the Nixon White House visited Beijing in 1981 and was received by Deng Xiaoping in the Fujian room of the Great Hall of the People. The significance of meeting in the Fujian room could have been crystal clear to Haig if he'd analyzed the context of this meeting. Indeed, the location of the meeting, the Fujian Room, was not chosen by chance because it is the province of China situated across from Taiwan. What's the key message here sent by the People's Republic of China? For China, the link with Taiwan was not a political expedient as it was for the United States. But, a geographical and cultural bond that must eventually be consummated in reunification. In contrast, the United States might temporarily support the Taiwan government. But, it is situated actually thousands of miles away, and would eventually loosen its attachment. Leverage your go-betweens in order to know the hidden agenda and to get messages deciphered. It's crucial to get all the information you need to pick up the intended message. Take advantage of small informal talks to double check your assumptions. As high context cultures are also face cultures, more information will be given during informal talks, during lunches, dinners, karaoke, than during formal discussions at the negotiation table. When you negotiate with lower context negotiators however, it's key to do the following things, use a direct style in writing and speaking, as lack of explicit communication signifies something negative. Put as much information as possible in writing. The more low context the culture, the more negotiators have a tendency to put everything in writing as it's considered as a mark of professionalism and transparency. Emphasize verbal communication, be as factual, transparent, clear and specific as possible and also be process-driven. Start the negotiation by stating the main idea, make your points clearly and at the end of the discussion recap what has been decided and what will happen next.
