How can you leverage hospitality norms to build relationships in negotiations?

2 Be flexible and adaptable

Hospitality norms can vary widely across regions, countries, and even within the same culture. For example, some cultures may value punctuality and efficiency, while others may prefer a more relaxed and informal approach. Some cultures may expect you to accept every offer of food and drink, while others may allow you to decline politely. Some cultures may invite you to their homes or personal spaces, while others may keep a distance. Be prepared to adapt to different situations and follow the cues of your hosts. Don't assume that your own norms are universal or superior.

3 Show gratitude and reciprocity

Hospitality is often a sign of generosity and goodwill, but it can also entail obligations and expectations. When you receive hospitality from your hosts, make sure to express your gratitude and appreciation sincerely and appropriately. You can also reciprocate by offering your own hospitality, such as inviting your hosts to a meal, a drink, or a cultural event. However, be careful not to overdo it or offend your hosts by giving too much or too little. Reciprocity is not only a way of showing respect, but also a way of building trust and credibility.

4 Avoid cultural blunders

While hospitality can be a powerful tool for building relationships, it can also be a source of misunderstanding and conflict if you are not careful. Avoid making cultural blunders that can damage your reputation and jeopardize your negotiation. For example, don't refuse or criticize the hospitality of your hosts, don't impose your own norms or expectations on them, don't take advantage of their hospitality or abuse their generosity, and don't neglect the formal aspects of the negotiation. Be aware of the potential pitfalls and learn from your mistakes.

5 Balance relationship and results

Hospitality can help you create a positive atmosphere and a strong bond with your counterparts, but it can also distract you from your negotiation goals and strategies. Don't let hospitality overshadow the substantive issues and interests that you need to address and resolve. Balance the relationship and the results by setting clear objectives, preparing well, communicating effectively, and seeking mutually beneficial solutions. Remember that hospitality is not an end in itself, but a means to achieve your desired outcomes.

6 Respect diversity and differences

Hospitality norms reflect the values, beliefs, and identities of different cultures. They can enrich your experience and broaden your perspective, but they can also challenge your assumptions and biases. Respect diversity and differences by being open-minded, curious, and empathetic. Don't judge or stereotype your counterparts based on their hospitality norms, but try to understand their motivations and perspectives. Don't impose your own norms or values on them, but acknowledge and appreciate their uniqueness. Respect diversity and differences by celebrating commonalities and embracing diversity.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?