Cultural Artifacts as a Tool for Effective Negotiation

In today’s globalized world, encountering diverse cultures is not just possible, but highly probable. Unlike in past decades, cross-cultural interactions are now a constant part of our lives. 

Cultural differences are significant, but we often recognize their impact only when we experience conflict or surprise. Even if we use the exact words and speak the same language, we may not share the same understanding, which can affect our ability to assert ourselves effectively. 

As we become aware of our visible differences, it becomes clear that we may have divergent values, beliefs or behaviors. When we engage with individuals from similar cultures, differences are typically less noticeable, as our primary distinctions are related to our personalities.

Cultural differences are significant, but we often recognize their impact only when we experience conflict or surprise.

However, in cross-cultural situations, disparities become evident. Artifacts act as visible symbols of culture, making them a crucial tool for promoting cultural awareness and effective negotiation. 

“Cultural artifacts are tangible representations of the culture. We talk about tools and processes and people. They’re tangible. You can, arguably, touch them and ask questions about them. They exist in some way, shape,or form”, stated former Slack and Netflix engineer Mike McGarr during a conference at QCon 2019. “We have to be careful, though, because if culture at its core is values and accepted, rewarded behaviors, then these artifacts are manifestations of that; they’re merely hints.”

Artifacts sometimes reinforce our stereotypes. It is essential to ensure that artifacts do not strengthen stereotypes and do not uphold any preconceived notions about us or others. 

Cultural Stereotypes and Risks 

“Generalizations –or stereotypes– come from a mixture of facts, experience and history. They can seem too simple at first. The key is to get inside them and analyze them in their full complexity,” Oxford scholar Michael Gates has written. “German directness may be perceived as rudeness by the Japanese, for instance. But trying to understand why Germans are direct can help diffuse the emotion that directness may have on a more indirect culture, leading ultimately to a more clear-headed cross-cultural encounter, less influenced by false assumptions.”

Stereotypes are ingrained in us from a young age as we are taught how to behave and inherit the values and beliefs of our parents, teachers and caregivers. These preconceived ideas can lead to discrimination and must be approached with caution when interacting with those from different cultures.

It is essential to take the time to understand the origin of our differences, contrasting values and the accuracy of our beliefs. Failure to do so can result in harmful outcomes. 

Negotiations and Cultural Awareness 

Beyond available technology, including AI, the negotiation process is always developed between human beings. There is no negotiation without people. Therefore, it demands soft skills to be successful and effective.  

It’s important to have a vast knowledge about the subject being discussed, but it’s vital to develop the competence to interact assertively with other negotiators. To reach the best alternative to a negotiated agreement (BATNA) we need to overcome cultural gaps born in cultural differences. 

When it comes to negotiation, it’s essential to be culturally aware and understanding.

Exploring artifacts is a great way to enhance one’s cultural awareness. When encountering someone wearing a turban, kippah, hijab or sari, it may seem like they’re simply dressed differently from you. However, your subconscious mind will soon make you realize that they come from a unique cultural background.

The same thing can happen when we witness individuals dressed in kimonos, Dutch clogs (Klomps), Scottish tartans or sombrero vueltiao during local events. Traditional attire holds a lot of history and is an excellent way to comprehend foreign cultures. These settings play an essential role in fostering mutual understanding and building bridges between people. 

When it comes to negotiation, it’s essential to be culturally aware and understanding. If you’re assigned to a mission abroad, researching the country and culture on Wikipedia or Geography Now is not enough. To truly understand different ways of viewing the world and navigating the negotiation process, you need to consider key factors like power distance, direct versus indirect communication, time management and deadlines, intercultural communication (including nonverbal cues) and decision-making processes. 

By broadening your knowledge in these areas, you’ll be better equipped to negotiate from a position of strength. This doesn’t mean compromising your values, but rather finding a win-win solution that benefits all parties involved.