In Germany, you absolutely must be over-punctual, in France, you definitely cannot talk business over a meal, and in England, you can offend your English counterparts by making demands that are too clearly formulated – these are all familiar clichés. But is there really anything behind these stereotypes when it comes to international negotiations?
Negotiations with people from other nations are part of everyday life in most procurement departments. Intercultural competence is especially important. Some of our expats report on their personal experience negotiating in their chosen home country.
Key Take-Aways: Intercultural Competence in International Negotiations
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Adapt and respect local norms: Punctuality, formality, communication style, and face-saving vary by country; understanding these is crucial.
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Relationship-building first: Establish trust and rapport before discussing business, especially in France, Germany, and China.
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Patience and timing: Negotiations often require multiple rounds, informal follow-ups, and careful planning across cultures.
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Cultural communication nuances: Be clear but sensitive—avoid being too direct in some cultures (UK, Sweden) and embrace structured clarity where expected (Austria).
The article is part of our magazine issue Achieving Cost Excellence.
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Negotiations with strong brands require a partnership mindset and rigorous preparation. By focusing on shared interests, objective criteria, and long-term value creation rather than positional power, procurement teams can expand the zone of possible agreement and reach sustainable compromises where both sides benefit.
Successful cross-cultural negotiations require flexibility rather than fixed assumptions. Understanding local communication styles, decision-making norms, and the importance of relationships allows negotiators to build trust, avoid friction, and reach sustainable agreements across borders.
In an interview with negotiation expert Matthias Schranner, former crisis negotiator with the police and FBI, emotions are highlighted as a major barrier. Effective negotiators reduce pressure, focus on shared interests, and use clear, constructive questions to steer discussions away from conflict and toward sustainable, mutually beneficial agreements.
In an interview with Simone Hilbrig, Managing Director at Inverto, the focus is on how culture, courage, and inclusion drive sustainable success. Empowering people, challenging traditional structures, and embracing diversity strengthen leadership, improve performance, and enable more resilient business models.
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