Meeting Space
Decision Time: Negotiating Abroad? Know Facts, Faiths, Feelings
by Dion Magee | Published in October 2007 Departments
Last month, a reader wrote in to ask about planning international conferences and events.
She was based in Texas, she said, and had little experience doing business in other countries. As any international traveler knows, visiting another country requires us to negotiate complex systems of cultural assumptions, some of which are obvious and some of which are subtler. For leisure travelers, cultural misunderstandings may only mean the difference of a few rupees, or a few red-faced moments, but doing business in another country is, of course, another story.
Given this, she asked, what are the best practices and what else do I need to know about conducting successful programs outside the United States? This column is part two of my answer to that question.
Faith, Fact and Feeling
In my previous column, we addressed the cultural knowledge process and how it relates to producing successful programs internationally. This month, we will focus on the negotiation strategies that you can use when you’re planning events internationally.
Knowing that individuals act on the basis of their best interests can help in identifying how we work with each other. Cultures need evidence to sustain decisions. That evidence comes in the form of faith, fact and feeling.
For example, people who request facts want to see evidence that supports your proposal or proposition. They tend to be easier to deal with and usually accept the lowest bid for a job.
Typically, individuals who base decisions primarily on their feelings tend to go with their instincts. Most of us fall into this category. Once relationships are established, it’s hard to dissolve them. These individuals are less likely to run to the competitors if solicited.
Finally, a person who acts on the basis of faith is motivated by a belief system.
A Case Study
Here’s an example of a negotiation strategy. In the Philippines, instinct is paramount, and decisions are often made primarily on the basis of feeling. I recently planned a wedding for a Filipino couple. The bride and groom choose to get married in Washington, D.C. Even though my clients had a sufficient budget to create a beautiful celebration, their biggest concern was ensuring that all of the wedding elements were tied into their Catholic religion. Filipinos consider everyone worthy of respect and make decisions after several conversations and visits.
Because their decision-making process differed from mine, it was difficult for me to confirm wedding elements in a timely manner. In order to accommodate them, I scheduled many visits with the couple. Even though this planning process was lengthy and more time consuming, it was a pleasure to work with them. Knowing our different negotiation styles can help achieve successful events or win important clients.
Next month, we’ll discuss belief and value systems.
In conclusion, here are few nuggets I want to share:
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Know what you want to “win” before you meet with your client.
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Be prepared to compromise on some event elements.
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Confirm all event elements in writing.
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Identify areas of difference and create strategies to address and resolve them.
Thanks for reading. Until next month, love what you do and do what you love!
About the author: Dion Magee
An expert in corporate events and wedding planning, Dion Magee has nearly a decade of experience in the meetings and events industry.
Contact: dion@mageeenterprises.com