Nuances of International Negotiations - Language Barriers



Note: This is a quotation taken from the book: "The Negotiator's Handbook", by George Fuller, published by Prentice Hall , Pages 222-223. We highly recommend this book for those negotiating internationally.


Doing business in the international marketplace has never been easy, and every change in the political landscape only complicates matters further. Nevertheless, those who take the time to prepare themselves beforehand can be as successful in Munich as they are on Main Street. However, the importance of negotiation preparations take on an added dimension when bargaining is to be done on an international level. Not only will you have to contend with cultural differences, but bargaining styles themselves can reflect these variances. What it all boils down to is expending the necessary effort to overcome any barriers that exist. Please see this article.

Among the factors to consider when negotiations will be conducted with companies and/or individuals in other countries are:

TIP: When negotiating with nationals of non-English speaking countries, even though the other party speaks English, it can be advantageous to suggest the meeting be conducted in that person's native tongue. This appears to be imposing an unnecessary handicap on yourself, but there are several advan-tages to be gained in doing this. First of all, it serves as a solid trust-building gesture. It also prevents the other party from later alleging misunderstandings because the negotiations were conducted in English. Finally, it gives you more time to think during discussions as you wait for translations to take place.

In summary: Proper translation, not only of words in documents, but "cultural translation" is of utmost importance in Brazil. And we are ready to deliver that. You focus on the business, we make sure you are understood!