It is important for a negotiator to envisage the negotiation from the other party's perspective, which means taking account of how their cultural perspective might influence how they approach the task of negotiation. Tables 10.1, p. 151 and 10.2, p. 154 in Chapter 10 are useful starting points. This Appendix provides some further steps to help prepare for a cross-cultural negotiation; the example relates to negotiating with Australians.

Step 1: what do we know about their culture?

Review the cultural dimensions (Table 10.1) and approaches to communication (Table 10.2). Are negotiators from the other party more likely to do those things associated with individualism or with collectivism? Check against each dimension in turn. It is unlikely that you will have specific knowledge of each attitude or behaviour listed – rely first on what you know from your own experience, from the advice of others with experience of the culture and then from written sources, either of general culture or negotiation checklists. Be aware of the need to test one's conclusions as the negotiations develop.

Step 2: how might this affect how they might negotiate?

The issue dimension

What would a good agreement look like from their perspective?

To answer this, use the Strategy Framework – see Chapter 3 specifically Box 3.1, p. 52 and Appendix 4, p. 178.

The process dimension

Can we envisage the negotiation script they might be working to?

The behavioural dimension

How will they approach the tasks of negotiation?