The Common Ground Research

© 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 for any Publisher wishing to consider it for publication in English and other languages except for Italian and Arab whose rights are already sold and published. 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 author from the webstite www.danieletrevisani.com 

The importance of working together

Two subjects who have identical visions and identical objectives, two mental clones, do not need to enter into a real negotiation and will not be able to build anything original and “more creative than the single“, working together, as their baggage is identical.

On the other hand, when different visions, different conceptions, different needs emerge, the negotiation comes into play, as well as the possibility of creatively building by drawing on different baggage. Negotiation means actively engaging in the search for a solution that satisfies two or more interlocutors who start from culturally different positions, bringing out (1) latent differences and (2) common foundations on which to rest.

We are negotiating while negotiating a price or a purchase – and this is evident – but also while discussing which movie to see (sentimental or action), or what to do on the weekend or on vacation (sea, mountains, rest, work, visits. family, sport) starting from different tastes and preferences.

Principle 7 – Negotiation prerequisites

The success of negotiation communication depends on:

  • the degree of commitment / willingness of each subject to actively seek a mutually satisfying solution (win-win approach);
  • the ability to accurately recognize the factors that make the starting position or the interests of the parties different (recognition of differences);
  • from the use of past diversities to the conscious state, as a driving force and creative;
  • from research and construction of common ground on which to gradually build a solution. In a family, a negotiation on “which vacation to take” will be largely unproductive if it starts with the discussion of specific details such as the name of the hotel or the location, and does not go into – first of all – the search for the experiential common ground: which type holiday do we want to do together? What kind of experience does one want and what does the other want? In our mind, what are the aspirations related to vacation (relaxation, adventure, exploration, leisure, care, safety, risk, closeness, distance, exotic vacation, ethnic, cultural, and other background elements), and where are our differences of bottom? Even between companies, it is inopportune and risky to start a negotiation on the details (price, times, dates, places) without having defined what type of relationship you want (even if only “want”, not necessarily “impose”). For example, in every purchase / sale negotiation it will be necessary to understand if we are talking about a “one-off” sale, a “product test”, the search for a “continuity supplier”, the search for a “scientific partner research and development “, and other basic connotations.

intercultural negotiation daniele trevisani arab edition

© 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 for any Publisher wishing to consider it for publication in English and other languages except for Italian and Arab whose rights are already sold and published. 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 author from the webstite www.danieletrevisani.com 

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