How can you negotiate effectively with people who value saving face?

2 Build rapport and trust

The second step is to establish a positive and respectful relationship with your counterparts. This will help you create a foundation of trust and goodwill, which are essential for saving face. You can do this by showing interest in their culture, history, and achievements, using appropriate titles and honorifics, exchanging small gifts or tokens of appreciation, and avoiding confrontational or aggressive behavior. You can also use humor, compliments, and stories to break the ice and create a friendly atmosphere.

3 Avoid direct criticism or rejection

The third step is to avoid any actions or words that could cause your counterparts to lose face or feel embarrassed, ashamed, or offended. This means avoiding direct criticism, rejection, or disagreement, as well as pointing out mistakes, flaws, or weaknesses. Instead, you should use indirect and subtle ways to express your concerns, suggestions, or objections, such as asking questions, giving examples, or using hypothetical scenarios. You should also use positive and constructive language, and acknowledge their efforts and contributions.

4 Offer face-saving solutions

The fourth step is to offer solutions that allow your counterparts to save face or gain face. This means finding ways to make them feel valued, respected, and satisfied, while also meeting your own goals and interests. For example, you could offer them incentives, concessions, or benefits that appeal to their needs, wants, or aspirations, or you could frame your proposals as win-win scenarios that benefit both parties. You could also use mediators, third parties, or testimonials to support your arguments or validate your claims.

5 Confirm and follow up

The fifth step is to confirm and follow up on the agreements and outcomes of the negotiation. This will help you reinforce the trust and rapport you have built, and prevent any misunderstandings or disputes. You should confirm the details and expectations of the deal in writing, using clear and respectful language, and send them to your counterparts as soon as possible. You should also follow up with them regularly, and express your gratitude and appreciation for their cooperation and collaboration.

6 Adapt and learn

The sixth step is to adapt and learn from your cross-cultural negotiation experiences. This will help you improve your skills and knowledge, and avoid any mistakes or pitfalls in the future. You should reflect on what worked and what didn't, and seek feedback from your counterparts, colleagues, or mentors. You should also keep an open mind and a curious attitude, and be willing to learn from different cultures and perspectives. By doing so, you will become a more effective and respectful negotiator in any context.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?