Cultural Savvy: Dress Codes, Respect, and Negotiation Success

Socializing ?is regulated by written, as well as unwritten, rules that are more or less entrenched in the culture in question. A small mistake on your part can, at worst, mean that you’re seen as impossible to work with, and at best, be seen as an understandable faux pas for a foreign visitor. For example, not participating in dinner in some cultures could be offensive and not presenting your business card with two hands could be a faux pas in some Asian cultures.

In some countries the old rules governing social behavior have been watered down over the years. Tradition means more in some cultures than others.? In Japan, the ancient, also known as "sado" or "chado," is a traditional art of preparing and serving tea with a focus on aesthetics and mindfulness. But anyone observing this old norm today runs the risk of being perceived as a fossil. Making that sort of social faux pas in American culture will rarely lead to a deal falling though—Americans wouldn’t stop the deal if you handed them a business card with one hand instead of two. That being said, etiquette, or how we behave and conduct ourselves around others, has seen a revival in the US and Europe.

Clothing

A CEO from a Nordic company receives business people from a South American company. The CEO brings a young new employee into the meeting as a way to give her more experience in negotiation. To his surprise, the CEO discovers that the South American business people are far keener to listen to the young employee than to himself. In the end he has the distinct impression that he’s being ignored by the South Americans. What could possibly be the reason? The way he dresses! The CEO is wearing a casual blazer with a colorful shirt and jeans, while the young woman is wearing a dark linen suit and an expensive-looking watch for the meeting. Their respective suits send a signal about which of the two has the higher status.

Why are clothes important? The way you dress is part of your language. It’s impossible to put on something without at the same time sending various messages: your social status or background, what you do for a living, which level your job is, how successful you are, or even your personality and mood.

You can also show that you accept the norms existing in a country by following their dress code. Some international travelers openly demonstrate their disdain for these norms by intentionally breaking the code-- for instance, by wearing sneakers and a t-shirt to an international negotiation. They may do this to show they are free and independent, not tied down to society or class expectations. Others might unknowingly break the code by not researching enough before arrival. That being said, it is possible that old rules of etiquette have simply been replaced with new, unwritten, and perhaps even more stringent rules. A dark suit can be replaced by jeans, a t-shirt under a jacket, and sneakers. And that is ok, if both sides of the table are comfortable with the new norm.

If you depart from the dress code, you run the risk of having the other party misunderstand you. You might not think it necessary to wear a tie and cuff links to the meeting, but your counterpart might take it as an insult that you didn’t bother to be presentable. They might not realize that the reason you showed up underdressed is faulty knowledge about the business dress code of the country, or, if you’re doing it on purpose, that this is your way of showing that you’re above tradition. Trust is a keyword in negotiations. If you want the other party to listen to you and try to understand your message, you must behave in a confidence inspiring manner, and that includes dressing the part.

Cultural Differences

All too many negotiators have told me how their transactions have failed because they weren’t aware of cultural differences between their culture and the culture of the country they are negotiating in. Traveling all over the world doesn’t mean much if you don’t walk away with some understanding of that culture. Before negotiating abroad, ask yourself what you know about that culture. If the answer is “not much,” then do some research! You may find some vast differences between your culture and theirs—hold your judgement. Do your due diligence when working internationally so that you are aware of the culture, customs, and traditions of your counterparts and be mindful not to do anything that may be considered offensive. However, that doesn’t mean compromising your own values or that of your company’s to do so. If there’s something in another culture that goes against your values or that of your company’s, find a way to stick to your values while being respectful of that culture’s differing values. After all, who’s to say your own culture is superior to another’s?

Here's a takeaway bullet list based on the key points:

- Cultural Sensitivity in Negotiations:

- Understand the cultural norms and etiquette of the country you're negotiating in.

- Small details, such as clothing choices, can communicate respect or lack thereof.

- Importance of Clothing:

- Clothing serves as nonverbal communication, conveying social status, professionalism, and respect.

- Adhering to the local dress code demonstrates respect for cultural norms and can help build trust.

- Research and Preparation:

- Conduct thorough research on the customs, traditions, and values of the country you're negotiating in.

- Awareness of cultural differences helps prevent unintentional offenses and fosters better communication.

- Flexibility and Integrity:

- Be flexible in adapting to cultural differences while maintaining authenticity and integrity.

- Avoid compromising your own values or those of your company, while still respecting the values of the other culture.

- Building Trust and Rapport:

- By respecting cultural differences, negotiators can build trust and rapport with their counterparts.

- Sensitivity to cultural norms contributes to successful outcomes in international negotiations.

- Continuous Learning:

- Cultivate a mindset of continuous learning and curiosity about different cultures.

- Embrace diversity and seek to understand and appreciate the perspectives of others.

- Mutual Respect:

- Recognize that no culture is inherently superior to another.

- Negotiate with respect for the values and traditions of both parties involved.

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