Cultural difference is a key element to take into consideration during a business negotiation.

Indeed, if this element is neglected, a long-awaited contract may not be signed in the end, even though you had worked on your file with the utmost seriousness.<

An individual’s culture is the filter through which his or her vision of the world is altered: Our behaviors, our beliefs, our way of communicating with others, the basic rules to follow in society… The influence of culture on an individual should not be underestimated.

Even within a multinational group, the impact of culture can alter the meaning of communication between two people, this phenomenon is all the more important during a commercial negotiation between two foreigners.

There are two major cultural groups in Europe. Monochronic cultures (mainly northern European countries) and polychronic cultures (mainly southern European countries).
In monochronic cultures, the relationship to time is very strict, the initially planned program must not suffer from any delay, delays are not tolerated and compliance with deadlines is essential.
In polychronic cultures, on the other hand (of which France is a part), the relationship to time is more flexible and the agenda serves as a reference rather than an imperative.
Cultural differences extend to many other aspects: postures, word flow, physical proximity, etc.

In Finland, for example, silence is highly valued.
In addition, it is important to get to the point and the conversation should only focus on the professional project. Trying to establish a privileged contact with your interlocutor by deviating on a personal level will do you a disservice, even though this special relationship must be established during an exchange with a Mediterranean.

Even your positioning in space is crucial, in Italy and Finland you don’t leave the same (physical) distance between two interlocutors.

In one case you will project the image of someone cold and distant, in the other your physical proximity will be perceived as an intrusion. The direct consequences of these perceptions will greatly impact the quality of the exchange and greatly reduce your chances of reaching a commercial agreement.

In the context of an international negotiation, every verbal or gestural “misstep” on your part will be immediately identified and instinctively converted into a negative perception.

During an international relationship, the key words are: OBSERVATION and ADAPTATION.

Also, during your future business trips abroad, don’t forget to learn about the habits and customs of the country you are going to in order to put all the chances on your side!