Cross-Cultural Interactions

Communication problems

Closely related to the issue of negotiator similarity are cross-cultural communication problems. Everyone writing in the area of international negotiations reports substantial communication problems at the negotiation table which often lead to undesirable outcomes for one or both parties. Condon's views are most insightful he classifies cross-cultural communication problems into four categories:

Language and language behavior;
Nonverbal behavior;
Values;
Patterns of thought.

Condon adds that these categories might be considered in order of ascending perplexity. That is, misunderstandings at the level of language are often obvious and most easily corrected. Misunderstandings at the lower levels are seldom obvious to the participants in an interaction.

Language is a system which can be studied, described and taught. Our understanding of nonverbal behaviors and communication is, by comparison, disorganized and incomplete. Unlike the first two categories, cultural values are not directly observable. Values, attitudes, and other comparable terms are abstractions, broad concepts which provide a basis for understanding otherwise apparently unrelated behaviors. As such, values and their relation to communication are even more difficult to investigate in a systematic way. Regarding the fourth category, patterns of thought, Condon adds that cultural differences at this level

may result from a combination of differences in language and values. Thus, "while one may come to understand or at least appreciate the vital differences in cultural values, many have given up trying to understand how another person 'reasons'". In cross-cultural negotiations, we might expect problems of communication caused not only by what is said, but also by how what is said is interpreted.

Empirical support for Condon's views is broad. Of particular interest is a recent article by Graham and Andrews which describes in depth how communication problems, at all four levels, result in undesirable outcomes for Americans negotiating with Japanese businesspeople. It follows then that negotiation outcomes will be less favorable in crosscultural negotiations because communication problems are much more likely to occur.