Peru: Let's Make a Deal!

From ExecutivePlanet.com

Let's Make a Deal!

Building relationships and rapport is more important than “let’s sit and get down to business”, even though Peruvians tend to belong to a collectivistic society, where people are more relationship-oriented than goal-oriented. Generally speaking, people approach negotiation with a competitive mindset, more like a zero-sum game, and this is when considering people from the urban areas. If we need to consider negotiation with people from more rural areas, local communities, rural or native communities, the approach to negotiations is more “cautious” in the sense of building relationships, learning about the other parties’ culture and even learning about traditional cuisines. Enjoying locals’ food and traditions is appreciated and respected and it can open channels of communication. Also considering direct and indirect communication patterns, people from urban areas might be more direct in their communication patterns than people from rural areas. In any case, generally speaking, Peruvians tend to have more indirect communication patterns.

For more information on Cross-cultural Negotiation you can go to: ORASI Consulting Group Inc.