Original Questions for the Interviewees

When we conducted the interviews, we asked interviewees if in any way their professional activities were different when working with North Americans.  Here are the original questions that were designed to have them think about those differences:

General Questions Related to Negotiation Practices with North Americans

  1. Prior to actual negotiations it is important to conduct initial fact-finding of information. What is your normal pattern of initial research and fact-finding? How do you modify this pattern when negotiating with North Americans? What is your perception of a North American’s pattern of initial research and fact-finding?
  2. We hear a lot about win-win approaches to negotiations. How much of your approach to negotiation generally is within the mindset of win-win? How do you modify this approach when negotiating with North Americans? What is your perception of a North American’s approach towards having a win-win mindset?
  3. All negotiations include an initial phase where the parties involved encounter certain resistance from the other side. Based on your personal observations, what are some of the reasons why this resistance exists? In what way is the resistance the same or different when dealing with North Americans?
  4. During negotiations it is usually necessary to reformulate strategies and positions. Is there anything unique about the ways in which you reformulate strategies or make concessions when dealing with North Americans? What have you observed about a North American’s way of making concessions and reformulating strategies?
  5. At some point in the negotiation process, negotiators may require ratification and approval from superiors, attorneys or financial managers, etc. How is your system of ratifications the same or different when dealing with North Americans. What is your perception of a North American’s approach to ratifications?
  6. During hard bargaining stages of negotiation, what are the differences you have observed in the style of a North American as opposed to national and local parties?
  7. After negotiations are concluded, what sort of follow-up is typical among the parties involved? How is the follow-up different when dealing with North Americans? What is your perception of North American follow-up patterns when dealing with you?
  8. What is your perception of the balance that North American negotiators give to you as related to meeting your logical needs on one hand (data, numbers, figures, etc.) and your emotional needs on the other (relationship, feelings, etc.)?
  9. Is it more advantageous for you to think of negotiations in terms of international versus national cultures or do you notice more individual corporate styles based on specific companies?

 

Questions Related to Stereotypes about North Americans

  1. What is your opinion regarding the observation that North American business professionals are blunt, pushy, and direct in their negotiation styles?
  2. What is your opinion regarding the observation that North American business professionals focus on short-term perspectives and they are just out to make quick money?
  3. What is your opinion regarding the observation that North American business professionals have limited knowledge of other cultures and languages?
  4. What is your opinion regarding the observation that North American business professionals are in a hurry to get through with the negotiations?
  5. What is your opinion regarding the observation that North American business professionals value data and content over relationships with people?
  6. What is your opinion regarding the observation that North American business professionals are preoccupied with legal documents and litigious procedures?