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Cultural and national negotiation styles reflect communication behaviors and the priorities of that culture. Priorities such as trust, teamwork, non-confrontational situations, and openness are all along a sliding scale with each culture. The communication behaviors of each culture reflect these priorities and can dictate how a culture will engage in negotiations. Often, Japanese and other Asian negotiators will plan a social event and dinner before any real negotiations occur. Likewise, Americans place an emphasis on taking clients out to dinner and a round of golf. Engaging in this type of activity builds trust and opens the line of communication between the two parties. Using persuasive techniques to “connect” with another person can lead to trust and the sense of a relationship being built. The negotiation styles of these two cultures mesh well, thus allowing them to understand the priorities of each other’s culture.

Once a relationship has been built on trust, the negotiators can begin sharing information. This level of openness is highly dependent on the level of openness for that country. This stage in negotiations require each party to fulfill their end of reciprocation – which can sometimes make one party feel like they are being confronted – but if done correctly can develop “quick trust” (Brett, 207). Quick Trust develops when two groups share information and allow the other party to see their weak side. Obviously developing trust is important, however some cultures simply may not be comfortable with divulging information quickly.

Getting Down to business: Using Culture to Persuade
Arguably one of the most important factors in negotiation is an understating of the culture in which you are engaging in negotiations. Cultures vary in their openness and in the time that business in conducted. Terms of agreements should be taken into consideration; for example, Italy has a 90-day billing cycle versus the “normal” USA 30-billing cycle. These cultural norms are very important for understanding how to succeed in negotiating on a global scale. Building relationships is the key for building trust among partners or potential clients. Trust can become an all encompassing factor when it comes time to make a final decision, the understanding of what is expected and following through will allow negotiations to flow smoothly.

When someone asked me, ‘what is the #1 reason why people fail in their own Network Marketing business?’, I said with 110% confidence, “It is because they customize their presentations to each person assuming what their prospect will find exciting.” This mindset will definitely set you up for failure!

Let me repeat myself…the decision to customize your presentation for each individual prospect will demolish your possibility of creating the results that you desire through your business. I speak with 110% belief about this fact, because no one every prospected me. I answered an ad and created my very own multi-million dollar Net-work Marketing business from the ground up.

I was living in New York, which is home to millions of people. You would think that out of all of these people someone would have prospected me for Network Marketing, but they prejudged me. They instantly looked at me and said to themselves, “This young stuttering kid just couldn’t do it… he could never build a business.”

Well, they were wrong!

The key to success is the power of duplication, which is simply showing the same presentation over and over again. You need to be presenting the entire business from A to Z to each and every one of your prospects, because you have no idea what is going on inside them as you share the business. You’ll see immediate results when you get into a zone of showing the plan and then showing the plan again and again in the same fashion, which will increase your belief and create dramatic results.

You need to show your business exactly the same way to each prospect every time you present your program for two primary reasons:

Reason #1 – You will be 100% full of confidence and conviction knowing what you are going to say, because you have presented the entire plan from A-Z numerous times the SAME EXACT WAY. Repetition is the mother of skill.

Reason #2 – When you begin to put this into practice, I can almost guarantee that you will have your prospects respond to aspects of your business you would have assumed they would not have been interested in before. Allow your learned habits of showing your business to work for you not against you!

Presenting your business the very same way to each and every prospect must become one of your learned habits. This will assist you in earning your right to your personal freedom through the industry of Network Marketing.

You will see your business explode within a short period of time! Just imagine everyone in your network internalizing this mindset and fully understanding the power of an A-Z presentation. The leadership abilities within them will skyrocket, which in turn will create momentum in your business.

Momentum is a force that you will not be able to control; it is also the key to unprecedented growth in your business. Leadership is earned by people who deserve it, and you will project leadership when you present with the ‘Power of A-Z’.

Always remember, it is just a matter of time before you hit your target when you keep aiming for it!