Negotiating in a Global Purchasing Environment 

Negotiating in a global purchasing environment can be rewarding but also prevents challenges if you are not aware of different global negotiating practices. When working with different cultures, customs, and business practices, it is important to adapt negotiation strategies to drive successful outcomes.  

Here are some tips APD recommends that will help you navigate the complexities of negotiating in a global world: 

  1. Preparation, preparation, preparation: If you have taken an APD negotiation course in the past, you have heard about the importance of preparation.  Here are a few areas to focus on when researching the other party and their region:
  • Company information 
  • Local negotiation customs 
  • Market conditions 
  • Industry regulations 
  • Economic factors  
  1. Cultural Awareness: Take the time to understand and respect the cultural norms and values of the person on the other side of the negotiating table. Different cultures can have unique communication styles, decision-making processes, and attitudes towards negotiation. Respecting cultural differences will help build rapport and trust.  Google is your friend in this regard. 
  1. Simple, clear, and effective Communication: Use simple language and be aware of potential language barriers. Try to avoid phrases and slang that may not be easily understood by the other party.  For example: “Hit the ball out of the park” is a baseball sports reference that would only have meaning in cultures that embrace the sport. 
  1. Extra time: With time zone differences and differing work schedules, global negotiations may take longer.  Finding areas of mutual gain are important in all negotiations, including cross-cultural negotiations.  Be patient and try not to rush the process. 
  1. Be Mindful of Non-Verbal Cues: Non-verbal communication can convey a lot in global negotiations. Pay attention to body language, facial expressions, and other non-verbal cues to better understand the other party’s perspective. 

The more you understand local cultural negotiating practices, the more successful your global negotiation will be.  The other party will recognize your efforts and appreciate your willingness and desire to understand their culture.


Click the below button to access a blog written by APD Founder Jeoff Burris on Getting Past No in Negotiations

To learn more about training programs at APD that help with negotiating in a global purchasing environment

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