MEPX
Chapter 10 of 10All chapters
  1. 1Preparation
  2. 2Positions and interests
  3. 3Creating value
  4. 4Anchors and offers
  5. 5Handling tactics
  6. 6Listening
  7. 7Relationship and reputation
  8. 8Salary and job offers
  9. 9Closing and writing it down
  10. 10Context and culture

Chapter 10 of 10

Context and culture

Norms differ.

Different expectations

Directness, the role of relationship building, comfort with silence and the meaning of an early agreement all vary by culture and industry. Assuming your norms are universal causes avoidable friction.

  • In some settings a signature is the start of the relationship, not the end.
  • Ask about process at the start: who decides, and by when.

Power imbalance

When you hold less power, preparation, alternatives and coalition matter most. When you hold more, restraint protects the relationship you will still need afterwards.