International trade is one of the most important and complex economic activities worldwide.
In this area, it is common for cultural barriers to arise that hinder trade relations and, consequently, the achievement of satisfactory agreements for both parties.
Cultural barriers can be especially marked due to differences in the way of understanding the world and in business practices.
In this article, we will share some tips on how to overcome these cultural barriers and establish successful business relationships in the context of international trade.
Before entering into any type of negotiation with any country, it is essential to carry out a thorough investigation of the local culture and customs, since ignorance of them can lead to significant risks in the import.
Understanding the cultural values, religion, history and business practices of these countries in order to understand how decision-making processes and power relations are developed is key to achieving a successful business relationship.
Personal relationships are especially important in these countries when it comes to business, which is why it is essential to spend time establishing trusting personal relationships with potential business partners.
Informal meetings, exchanging gifts and spending time getting to know people before negotiations begin are common and recommended.
Language is one of the main elements that can hinder trade relations between countries and the rest of the world.
English is not enough for all types of negotiations. It is important to at least know the local language at a basic level in order to be able to communicate with potential business partners.
It should be taken into account that languages such as Mandarin use special symbols and characters that must be understood in order to avoid mistakes in negotiations.
In some countries, hierarchy is especially important in business.
It is essential to respect the local hierarchy and to know who has the decision-making power at any given time.
In some cases, it may be necessary to set up meetings with several people in order to know the opinion of all those involved in the negotiation.
Gestures and postures have a special meaning. It is important to be aware of these gestures and postures to avoid misunderstandings in negotiations.
For example, in Japan, silence can be interpreted as a form of respect or as a sign of disagreement.
Group negotiations can also be very common, especially in China and other Asian countries.
Therefore, it is essential to know how group negotiations are conducted and how you should behave in these situations.
It may be necessary to have an interpreter or a local consultant to better understand group dynamics.
Negotiations can require a great deal of patience and perseverance.
It is common for several meetings to be required and for many preliminary discussions to take place before a satisfactory agreement is reached.
Maintain a patient and persevering attitude at all times.
It’s common to value flexibility and the ability to compromise in negotiations.
Therefore, it is important to be willing to negotiate and compromise on some points in order to reach a mutually satisfactory agreement and improve the commercial margin.
If you are interested in establishing long-term business relationships in other countries, it is essential to have local experts in the field, and this is where our role is important.
We are local experts in both the country of origin and destination, which facilitates the establishment of commercial bridges with maximum guarantees.
Having a local professional team not only avoids cultural differences but also allows us to establish personal relationships and adapt the negotiation strategy to each country on your behalf.
In short, overcoming cultural barriers in international trade can be a complicated challenge, but not impossible.
It is essential to be aware of cultural differences and to adapt the negotiation strategy to each country in order to establish successful business relationships.
In addition, it is important to have patience, be perseverant and be willing to give in on some points in order to reach a satisfactory agreement for both parties.