Negotiation Tips: Respect and Understanding Across Language Barriers

When negotiating with someone who speaks a different language, it’s important to recognize that only one party needs to feel comfortable and understood — and that person is not you. Your goal should be to help the other person feel secure and okay.

Why is this important? Creating an environment where the other party feels safe helps lower barriers and encourages them to share what’s important to them. This dynamic actually puts you in control.

Example:

Take Abraham Lincoln, for instance. He wasn’t conventionally attractive, and today, a CEO in his position might rely on image consultants. Instead, Lincoln embraced his unique look, using his stovepipe hat and other distinctive traits to appear trustworthy and relatable. As negotiators dealing with language barriers, adopting a similar approach can be beneficial. Instead of trying to appear perfect or fully competent in the other language, showing a bit of vulnerability can make your counterpart feel more okay.

Showing respect to “Blockers”

Showing genuine respect can make a big difference when interacting with intermediaries who may not speak your language fluently. These blockers, who might be executive assistants or co-managers, play a crucial role in the negotiation process.

Why does this matter? Blockers are naturally defensive, and their perception of you is critical. They may feel protective of their position or their principal’s time, so demonstrating respect and understanding of their need for security can facilitate better communication and access.

Example:

Here are a few respectful phrases you might use when dealing with a language barrier and a blocker:

“Who else should be included?”

“Of course, you make the decisions. But who else might have input to contribute?”

“Whose support do you need internally? From a political perspective, who’d be upset if we left them out?”

Rule:

Overcoming language barriers in negotiations

To get involved on negotiations when language barriers are present requires additional sensitivity and strategic thinking. Here are some strategies to ensure productive communication and build trust with your counterpart.

Building understanding despite language differences

• Use simple and clear language: When there is a language barrier, simplifying your language can greatly improve understanding. Avoid jargon, idioms, or complex sentences that might be confusing.

Example: Instead of saying, “We need to synergize our efforts to maximize output,” you might say, “We should work together to do the best we can.”

• Use non-verbal communication: Non-verbal signs, such as body language, facial expressions, and gestures, play a significant role in communication. Being mindful of these can help you understand your intentions more clearly.

Example: Maintaining eye contact, using open gestures, show understanding can help bridge the gap when words fall short.

• Active listening: Show that you are actively listening by being assertive, repeating key points, and asking clarifying questions. This not only helps in understanding the other party but also shows respect for their input.

Example: If your counterpart says something unclear, you might respond with, “I want to make sure I understand. Are you saying that...?”

• Use visual aids: Visual aids such as charts, diagrams, and written summaries can help clarify complex ideas across language barriers.

Example: If discussing financial figures, presenting them in a chart or graph can make the information more accessible than verbal explanations alone.

Respect and cultural sensitivity

• Understand cultural differences: Different cultures have different norms and values. Educate yourself on your counterpart’s cultural background to avoid misunderstandings and show respect.

Example: In some cultures, direct eye contact is seen as aggressive, while in others, it is a sign of honesty. Knowing these differences can guide your interactions.

• Show patience and flexibility: Language barriers can slow down negotiations. Showing patience and flexibility demonstrates respect and can guide towards a more cooperative atmosphere.

Example: If a conversation is taking longer than expected due to translation needs, express understanding rather than frustration.

• Contract professional interpreters: If the language barrier is significant, employing a professional interpreter can ensure accurate communication and prevent misunderstandings.

Example: An interpreter can help ensure that both parties fully understand the problems of the conversation, which is crucial for reaching a mutually beneficial agreement.

Collaborative problem solving

By employing these strategies, you can overcome the handicap of language differences, ensuring that both parties feel respected, understood, and comfortable in the negotiation process. This approach not only facilitates better communication but also builds a foundation of trust and cooperation.

• Focus on shared goals: Emphasize common objectives to create a sense of unity and purpose, helping both parties to work towards a mutually beneficial outcome.

Example: Highlighting shared interests, such as a successful partnership or project accomplishment, can help align both parties despite language differences.

• Encourage open communication: Create an environment where the other party feels comfortable expressing concerns and ideas, even if their language skills are not perfect.

Example: You might say, “Please feel free to share any thoughts or questions, no matter how small. We are here to understand each other.”

• Practice empathy: Put yourself in the other person’s shoes and consider the challenges they face in communicating in a non-native language.

Example: Acknowledging the effort they are making can be a plus: “I appreciate how challenging it can be to discuss these complex issues in a second language. Thank you for your patience.”