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.
Inappropriate gestures and other non-verbal behaviour may contribute to a psychological atmosphere that makes communication difficult. Different social etiquette or different notions of status and dignity can throw egos off balance. In any case, many negotiations take place in a less cosmopolitan context. Also, people in highly specialised fields often conduct international negotiations without having sufficient background knowledge. Even in the European Union, where people are used to travelling on holiday to one another's countries and doing business with each other, mistakes are made.