Perhaps it is just human nature. Whatever the explanation, it inevitably leads to difficulties and confusion in business negotiations abroad. Starting today, the Financial Times will publish a series of articles that attempt to guide you through the cross-cultural obstacles of doing business abroad. You could be at home, in your business partner's country, or somewhere else entirely. The best practice in domestic situations may not be applicable to foreign partners.
International negotiations have many obstacles.
National characteristics, for all the stereotypes, really do differ from one country to the next. Indeed, they exert influence over the individual style of the domestic negotiator to an extent that most people do not realise. If you neglect the existence of these characteristics you may jeopardise the success of a negotiation. Cultural specificities can determine anything from the contrasting sets of values that help define the negotiating objectives themselves, to the seemingly trivial forms of behaviour and mannerisms that are cues for building confidence and trust. Some factors make themselves felt even before the substance of a negotiation has been broached.