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Article written by Ginevra Bighini, www.interculturalnegotiation.wordpress.com; mentoring by Dr. Daniele Trevisani, www.studiotrevisani.com

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Today’s article will focus on intercultural leadership. Starting from the definition of the term, we will then proceed with listing and describing the problems that may arise in an intercultural team and the skills that every leader must possess if he/she wants to work in a cross-cultural environment.

First of all, I would like to use the definition from the website 3blmedia.com to explain the differences between cross-cultural leadership, multicultural leadership and intercultural leadership:

“Cross-cultural, multicultural, intercultural…these terms are often used interchangeably yet have finely nuanced distinctions. For a leader, the cross-cultural context means literally crossing cultures to do business, provide service, or vacation in another culture. Multicultural refers to multiple cultures existing in a geographic place or organization, each separate and distinct. Intercultural refers to the act of understanding the values and beliefs of a culture and being able to communicate and collaborate with people across multiple cultures. Interculturalism has as its goal innovation, inclusion, and friendship. Intercultural ism implies interaction.”  (1)

 let’s now continue with Wikipedia’s explanation of intercultural leadership:

Intercultural leadership has been developed to understand leaders who work in the newly globalized market. Today’s international organizations require leaders who can adjust to different environments quickly and work with partners and employees of other cultures”. (2)

In other words, an intercultural leader must be able to:

  1. manage people from different cultures with cultural respect and an understanding attitude;
  2. achieve a common goal with his/her multicultural team.

Obviously, the problems that may arise in these cross-cultural contexts are numerous, for example:

  • intercultural differences in verbal and non-verbal communication;
  • communicative difficulties in the decision-making process, due to different cultural preferences for length of turns, pauses between turns, simultaneous talk, or discrete turns;
  • poor group cohesion;
  • etc.

Possible intercultural leadership challenges can be related to:

  • different cultural view of leaders’ behaviours: cultures accept different leadership behaviours and have different opinions about what can be considered appropriate and inappropriate.
  • Power paradox arousal: one part of the team questions the legitimacy and authority of the leader based on his leadership style.
  • Different culturally-based leadership expectations: members of multicultural team hold different culturally-based leadership expectations and prefer different leadership styles.
  • Team members’ culturally different reactions to leadership: team members from different cultures react differently towards the leader, based on the leader’s leadership style and on how a leader approaches them as team members. (3)

To overcome all this, intercultural communication skills are needed.

In fact, Intercultural management is more than just communicating, working and leading people across cultures. It is about interacting in a conscious and mindful way and it involves:

  • the readiness to recognize our own cultural conditionings and to discover how we came to believe and see things the way we do. This helps us to realize and accept that our own way to see and judge things is just one among many;
  • learning about the other person’s culture, including history, economy, political situation and all those aspects that help us understand the underlying reasons for someone’s behaviour, beyond our personal assumptions and values. This can provide a totally new perspective on a person or situation;
  • the ability to reflect on how our behaviour may be perceived, interpreted and judged by someone from a different culture, as well as the maturity to recognize how we may be unintentionally contributing to a problem (and how we can contribute to solving it);
  • the ability to adapt our behaviour in order to find a common ground with the people we work with, valuing cultural differences and co-creating new and better ways to do things. (4)

To conclude, in order to become global leaders, we cannot just learn how to manage a team or how to be charismatic, because that’s not sufficient. We are all living in a new globalized world, where everyone is forced to interact with many culturally different people, people with different opinions, values and beliefs, people that possess a different world view. All these people must work together to achieve greater results and only an intercultural leader, not a common manager, can help them do that.

Article written by Ginevra Bighini, www.interculturalnegotiation.wordpress.com; mentoring by Dr. Daniele Trevisani, www.studiotrevisani.com

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(1) https://www.3blmedia.com/News/Challenges-Intercultural-Leadership

(2) https://en.wikipedia.org/wiki/Cross-cultural_leadership

(3) https://edepot.wur.nl/496325

(4) https://www.cuoaspace.it/2018/02/why-developing-intercultural-management-skills-is-essential-in-todays-complex-world.html

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  • Multicultural Leadership
  • intercultural differences in verbal and non-verbal communication
  • communicative difficulties in the decision-making process
  • poor group cohesion
  • different cultural view of leaders’ behaviours
  • Power paradox arousal
  • Different culturally-based leadership expectations
  • Team members’ culturally different reactions to leadership

© Article translated from the book “Negoziazione interculturale. Comunicazione oltre le barriere culturali” (Intercultural Negotiation: Communication Beyond Cultural Barriers) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

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Let’s continue talking about emotion management, this time by focusing on emotional dragging and on those techniques used to reduce emotional stress in negotiations.

The Risk of Emotional Dragging during Negotiations

By emotional dragging we mean a situation in which an emotion, apparently well managed and removed, reappears in other forms in subsequent moments and negatively affects the outcome of a negotiation.

This can happen (1) within the same negotiation session, affecting subjects other than those who have generated a negative emotional impact, but also (2) between different sessions, carrying those negative states from one meeting to another.

Intra-Session Dragging

The intra-session dragging occurs more frequently than it is thought on a conscious level. A classic case is that of withheld anger towards one of the interlocutors, which is then projected towards another interlocutor present, in a modified, attenuated or strengthened form. Let’s look at the following case, an uncensored original transcript about the emotional experience of a negotiation meeting:

We had been at the table for about twenty minutes and we had just gotten to the heart of the matter. After various pleasantries (chat about the weather, about the coffee from the machine, etc.) we began to discuss the merits and here he comes, he sat down, he remained silent for a little bit, but then he started talking about atomic bullshits. I asked if I could have the pleasure of knowing his role in the project, and he said that he had a role in all projects, and he always wanted to see who entered and left his company. Concerning the project, he said that he had nothing to do with it, but he was supervising it a little. Basically, he came to say that he “kept his boys at bay”, so that they did not mess things up badly. I’ll put it another way: he had come to mark his territory like a dog pissing on trees to say that that tree belonged to him. Practically, he entered the meeting and pissed on those present, on his collaborators and on outsiders, me included, to make clear that this was his territory. I had just entered, I didn’t know anyone, I was an outsider, and at first, I was disappointed. Then I thought that I had already seen a lot of assholes like these around the companies, and I shouldn’t get too caught up, I had to go straight on my way, which was to bring home the signed contract and nothing more. if I had met him on the street, I would have hit him with the car, but not there, otherwise I would have ruined everything.

I kept letting him piss on my head for a while, but then, at some point, I contradicted him not in a strong way, but vaguely, just to make him understand that I was an expert and that he could not say whatever he wanted about certain topics without knowing a shit. However, it is a fact that he entered and left the meeting, doing what he wanted, answering his cell phone, calling people during the meeting and working there, in short, he wanted to look cool, perhaps to show that, there, he could do everything. After a while he went out and did not come back. At that moment I thought “he is dead, he is gone, finally, he will never come back”. At the end of the meeting, he was not there yet. We tried to sum up what was said during the day and I said something like this: “yes, we can certainly carry out a good project, the important thing is to keep the cheap company policy out of it. I am a kind of person that is not afraid of saying if there is a problem and does not pretend that nothing has happened just because it is uncomfortable to let it out”. Let’s take one thing into account: I was in the worst place on planet to say something like that. I should have pulled it out after being their supplier, after finding some ally, not there, at the first meeting. And now I realize that, as I was telling them that, I was squinting, looking like Clint Eastwood ready to shoot someone. Now I’m aware that I still had a lot of anger inside me, letting that asshole piss on me had bothered me, and I was throwing this anger back on others, on his collaborators. Then I can tell you that, even during the evening, at home, I was irritated, I had a hard time falling asleep, I couldn’t bear the idea that an ignorant recommended asshole had pissed on my head like that.

Dragging between Sessions

The dragging between sessions is caused by negative experiences related to previous relationships with the same subject or with the same category of subjects. We may have had unpleasant experiences with some people of a specific category and associate these experiences to the entire category, entering the negotiation with a wrong disposition.

Already formed stereotypes must be used with caution. Above all, it is essential to learn how to clean one’s own mind from negative attitudes resulting from previous sessions, so as to enter the negotiation with a free and open mind.

Dragging between Emotional States of Personal Life and Professional Situations

Personal life inevitably generates emotional experiences.

Relationships with friends, family, relatives, as well as events experienced outside the work environment invariably have an impact on the person. Some individuals are good at masking what happens in their personal life (especially negative experiences), but disguising may not be the best strategy.

The most advanced techniques on a professional level provide – for those in need of a pressing negotiation and for those who negotiate at a high level – for the use of professional counselling and coaching tools, that can support the subject in elaborating the facts of personal and professional life, harmoniously integrating personal experience and managerial life.

We cannot pretend that a manager, who has just experienced a family or professional trauma, can go to work as nothing has happened and be equally productive. Illnesses, marriage problems, difficulties with children, etc., reduce concentration and the available mental energy.

At the same time, on the opposite level, it is possible to learn to feed on the positive emotions that private life can offer and absorb these energies to nourish the professional level.

It can be said that one of the most underestimated issues of today concerning management is the energetic and motivational condition of the subject; managers, as well as collaborators must be seen as “holistic beings” who live both a psychological and physical life.

Intercultural negotiation can create emotional turbulence and high emotional distress. Negotiation itself (intracultural negotiation too) is a phenomenon that has a deep impact on the person’s energy systems. The addition of the strong intercultural variable increases the cognitive cost of attention and processing, the likelihood of misunderstanding, break and repair.

It is therefore on the energy level that managers must be helped to find and maintain a high, positive condition, capable of providing them with the necessary support for intercultural negotiation challenges.

Techniques to Manage and Reduce Emotional Stress in Negotiation

Several strategies are used in the ALM method to manage emotional stress in negotiations.

Autogenic and meditative training techniques (passive techniques) and other relaxation techniques (physical dissipation, sports, active techniques) are extremely useful for generating a good emotional predisposition in the negotiator, especially if practiced the same day, before the negotiation session.

In the immediate future, the separation between personal emotional experiences and professional time can be helped by specific relaxation techniques, while at advanced levels and in the long term, turning to professional coaching and managerial counselling can be more productive, because they help managers learn to focus both on lifestyle elements (lifestyle training) and on emotional management techniques.

Usable techniques are:

  • conceptual preparation and desk-work strategies: cultural analysis, latent cultural objections analysis, objections management preparation;
  • experiential preparation strategies: situational role playing used to refine and activate motor and conversational patterns, to create readiness in conversational moves and to create self-confidence;
  • emotional preparation and emotional reorganization strategies: relaxation techniques, autogenic training, focusing and meditation;
  • physical techniques of bio-energetic recharge: doing physical work to remove stress through specific physical exercise;
  • disidentification techniques, such as those proposed by Assoagioli in Psychosynthesis, which can help individuals to distance themselves emotionally from their current experience, as if it were something happening to others, that cannot affect them;
  • cognitive restructuring techniques: for example, moving from the concept of “negotiation as a confrontation” to “negotiation as a helping relationship” (helping the other party to understand something or to achieve a goal);
  • post-negotiation debriefing techniques, that help individuals dissolve negotiation stress, rework it and use it to grow rather than letting it block them, forcing them being conceptually and emotionally committed or making them feel inadequate to face new goals and challenges.
"Intercultural Negotiation" by Daniele Trevisani

© Article translated from the book “Negoziazione interculturale. Comunicazione oltre le barriere culturali” (Intercultural Negotiation: Communication Beyond Cultural Barriers) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

For further information see:

TAGS:

  • ALM business method
  • active training
  • awareness of one’s role in negotiation
  • Best coach in intercultural communication in the world
  • Best coach in intercultural facilitation in the world
  • Best coach in intercultural negotiation in the world
  • Best Intercultural communication book
  • Best world consultant in intercultural communication
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  • book on intercultural negotiation communication
  • communication difficulties
  • communication skills
  • Communication techniques intercultural communication
  • Communication techniques intercultural negotiation
  • communication training
  • conversational skills
  • creative strategies
  • cross cultural communication
  • cross cultural misunderstanding
  • cross-cultural adaptation
  • cultural systems
  • dialogue between companies
  • different cultural approach
  • different cultural context
  • direct line of communication
  • disagreements
  • Effective intercultural negotiation techniques
  • face-to-face communication
  • front-line communication
  • high-context cultures
  • How cultural differences affect negotiations?
  • How does culture influence negotiation?
  • intercultural communication
  • intercultural communication book
  • Intercultural communication books
  • Intercultural Communication Coaching
  • intercultural communication pdf
  • Intercultural Communication Trainers
  • Intercultural Communication Training
  • Intercultural conversation management techniques
  • Intercultural Negotiation
  • Intercultural negotiation books
  • Intercultural Negotiation Coach
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  • Intercultural Negotiation Process
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  • Intercultural Negotiation Timing
  • intercultural negotiation training
  • intercultural training
  • Intercultural Training Consultants
  • know-how
  • low-context cultures
  • misunderstandings
  • negotiating rules
  • negotiation preparation
  • negotiator’s emotional awareness
  • negotiator’s growth
  • open communication
  • transparent communication
  • What are the 5 stages of negotiation?
  • What is effective intercultural negotiation?
  • What is intercultural negotiation?
  • working on attitudes
  • working on skills
  • World’s most famous expert in intercultural communication
  • World’s most famous expert in intercultural negotiation
  • Emotion Management in Intercultural Negotiation
  • Mental Noise Theory
  • traumas caused by previous experiences
  • priorities
  • emotional excess
  • poor sense of self-efficacy
  • poor sense of assertiveness
  • Emotional predispositions awareness
  • emotional repression
  • power management
  • communication ecology
  • emotional leadership
  • emotional activation
  • Communication Apprehension
  • ethnocentrism
  • intercultural willingness to communicate
  • win-win models
  • relationship breakdown
  • behavioural micro-details
  • emotions recognition
  • emotional dragging
  • Intra-Session Dragging
  • withheld anger
  • Dragging between Sessions
  • Dragging between Emotional States of Personal Life and Professional Situations
  • Techniques to Manage and Reduce Emotional Stress in Negotiation
  • passive techniques
  • active techniques
  • conceptual preparation and desk-work strategies
  • experiential preparation strategies
  • situational role playing
  • emotional preparation and emotional reorganization strategies
  • physical techniques of bio-energetic recharge
  • disidentification techniques
  • cognitive restructuring techniques
  • post-negotiation debriefing techniques

© Article translated from the book “Negoziazione interculturale. Comunicazione oltre le barriere culturali” (Intercultural Negotiation: Communication Beyond Cultural Barriers) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

In the following 2 articles we are going to talk about emotion management in intercultural negotiation, because beign able to not lose control over one’s own emotions means beign able to negotiate smoothly.

The Mental Noise Theory

The Mental Noise Theory highlights that people who are irritated or who experience negative emotions have greater difficulties in listening and processing information.

 “Mental noise” can reduce by 80% the ability to understand and process communication.

Among the reasons that lead to a reduction, up to 20%, in communication efficiency, there are:

  • traumas caused by previous experiences;
  • competing agendas (priorities);
  • emotional excess (activation excess);
  • poor sense of self-efficacy and assertiveness.
The Awareness of One’s Own Emotional Predispositions

According to Schein, to negotiate or work positively, it is necessary to identify one’s emotional predisposition.

Schein highlights this dynamic within the consultancy process (consultant-client relationship) but it can also be extended to all dynamics of power management within groups, as in the case of negotiations:

If, due to my nature, I’m predisposed to respond to certain types of facts with certain types of emotional reaction, I must be aware of this predisposition to judge the degree of its suitability in specific situations. For example, if I tend to get defensive and angry every time a customer stands up to me or tells me I’m wrong, I have to recognize the existence of this tendency and learn to control myself or manage my emotions in the best possible way, especially if, in my judgment, a dispute with the client would not be productive for the purposes of the consulting process. However, it is not always wrong to be defensive or angry. Sometimes it is indeed the most adequate reaction, but in order to choose and decide the best way to deal with the situation it is necessary to know one’s predispositions…

As it is evident, the direction given by Schein is not that of absolute emotional repression, but of conscious management.

Communication Ecology and Emotional Leadership

The ecology of communication represents a complex sensory stimulus (meant as a set of visual, verbal, tactile, olfactory, gustatory, kinesthetic inputs). Each element that reaches the perceptive system of the subject can generate emotions (strong or weak, central or peripheral).

All sensory stimuli activated during the participation in a negotiation, can therefore activate emotions.

We constantly live inside specific emotional areas or emotional experiences, jumping from an emotion to another, sometimes quickly, other times slowly.

Negotiation meetings and negotiation activities are moments of strong emotional activation, because certain factors are involved, such as our personal interests, the interests of the role we represent, the company’s interests, but also our own “face” and image, towards ourselves (self-esteem) and towards others.

The negotiation outcome – positive or negative – can affect one’s personal history, self-confidence, sense of self-efficacy.

These emotional factors are generally amplified in intercultural negotiation, in which further dimensions can come into play, such as:

  • Communication Apprehension (or communication anxiety) amplified by intercultural encounters;
  • ethnocentrism, the consideration that one’s own culture is superior and the difficulty of accepting opinions from different cultures;
  • the IWTC (intercultural willingness to communicate), meant as a general attitude or predisposition (positive or negative) towards the idea of meeting people from different cultures.

Due to various phenomena, it becomes difficult to put into practice a conscious, rational management of emotions, that can help them emerge from our subconscious and unconscious, in order to be able to “deal with them”, reacting appropriately.

The Relationship between Emotions, Intercultural Communication and Teamwork Performance

How important are emotions in affecting performance? In the ALM method, it is strongly highlighted that the emotional experience of a group is one of the most important factors for obtaining lasting and effective performances.

Even a temporary group, made up of people who negotiate for a limited time, becomes a team for that period of time, a grouping of people who try to achieve results, each for themselves (in the most backward models) or with high mutual satisfaction, in more advanced win-win models.

The importance of emotional experiences in intercultural groups is also highlighted in the most extreme settings, such as in spatial multicultural crews. Space mission planning and management changes dramatically when teams are made up of people from different countries and cultures.

Although united by a passion and by a profession, the different experiences and acculturation backgrounds can lead team-members to collide in confined environments, as soon as these differences begin to come out.

Several studies examine the problem, to better understand the influence and management of cultural differences between crew members and technical-scientific teams who will work and live in space in the future. These studies therefore refer to the research on intercultural effectiveness on Earth; they also deal with how to improve selection/evaluation procedures, intercultural training, monitoring and support, and astronauts’ experiences debriefing.

If we look at the intercultural dynamics in progress, being locked up in a room to “make a negotiation work” is not very different from being locked up in a spaceship with the task of making it work.

During manoeuvres (physical or conversational), a multiplicity of emotional experiences may emerge (anger, disappointment, or even simple annoyance) which, after stratifying, can lead to a relationship breakdown and to operations malfunctions.

It’s not just about big choices, but sometimes it’s about behavioural micro-details, simple gestures. Small secondary elements that do not create disturbances within a culture, but can be unpleasant when judged by a different culture.

Recognizing emotions is therefore essential for the negotiation performance.

"Intercultural Negotiation" by Daniele Trevisani

© Article translated from the book “Negoziazione interculturale. Comunicazione oltre le barriere culturali” (Intercultural Negotiation: Communication Beyond Cultural Barriers) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the Website on Intercultural Negotiation

__________

For further information see:

TAGS:

  • ALM business method
  • active training
  • awareness of one’s role in negotiation
  • Best coach in intercultural communication in the world
  • Best coach in intercultural facilitation in the world
  • Best coach in intercultural negotiation in the world
  • Best Intercultural communication book
  • Best world consultant in intercultural communication
  • Best world consultant in intercultural negotiation
  • Best world expert in intercultural communication
  • Best world expert in intercultural negotiation
  • Best world trainer in intercultural communication
  • Best world trainer in intercultural negotiation
  • Best Intercultural negotiation book
  • book on intercultural communication
  • book on intercultural negotiation communication
  • communication difficulties
  • communication skills
  • Communication techniques intercultural communication
  • Communication techniques intercultural negotiation
  • communication training
  • conversational skills
  • creative strategies
  • cross cultural communication
  • cross cultural misunderstanding
  • cross-cultural adaptation
  • cultural systems
  • dialogue between companies
  • different cultural approach
  • different cultural context
  • direct line of communication
  • disagreements
  • Effective intercultural negotiation techniques
  • face-to-face communication
  • front-line communication
  • high-context cultures
  • How cultural differences affect negotiations?
  • How does culture influence negotiation?
  • intercultural communication
  • intercultural communication book
  • Intercultural communication books
  • Intercultural Communication Coaching
  • intercultural communication pdf
  • Intercultural Communication Trainers
  • Intercultural Communication Training
  • Intercultural conversation management techniques
  • Intercultural Negotiation
  • Intercultural negotiation books
  • Intercultural Negotiation Coach
  • Intercultural Negotiation Coaching
  • Intercultural Negotiation Communication
  • Intercultural Negotiation Consultant
  • Intercultural Negotiation Consulting
  • Intercultural Negotiation Counselling
  • intercultural negotiation definition
  • Intercultural negotiation exercises
  • Intercultural Negotiation in International Business
  • Intercultural Negotiation Mentoring
  • intercultural negotiation PDF
  • Intercultural Negotiation Process
  • Intercultural Negotiation Strategies
  • Intercultural Negotiation Timing
  • intercultural negotiation training
  • intercultural training
  • Intercultural Training Consultants
  • know-how
  • low-context cultures
  • misunderstandings
  • negotiating rules
  • negotiation preparation
  • negotiator’s emotional awareness
  • negotiator’s growth
  • open communication
  • transparent communication
  • What are the 5 stages of negotiation?
  • What is effective intercultural negotiation?
  • What is intercultural negotiation?
  • working on attitudes
  • working on skills
  • World’s most famous expert in intercultural communication
  • World’s most famous expert in intercultural negotiation
  • Emotion Management in Intercultural Negotiation
  • Mental Noise Theory
  • traumas caused by previous experiences
  • priorities
  • emotional excess
  • poor sense of self-efficacy
  • poor sense of assertiveness
  • Emotional predispositions awareness
  • emotional repression
  • power management
  • communication ecology
  • emotional leadership
  • emotional activation
  • Communication Apprehension
  • ethnocentrism
  • intercultural willingness to communicate
  • The Relationship between Emotions, Intercultural Communication and Teamwork Performance
  • win-win models
  • relationship breakdown
  • behavioural micro-details
  • emotions recognition

Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching