Negotiators don’t always take into consideration the importance of understanding cultural intelligence. Culture isn’t just an outlying factor, but it’s pervasive and impacts every moment of a negotiation. In this episode of Negotiations Ninja, Mark Davis joins me to talk about the impact of culture, the lens through which we can understand it, and how it influences your decision-making.

Mark Davis is a negotiator who emphasizes the importance of cultural intelligence. Negotiating with people from different cultures—and organizational cultures—is becoming more and more common. To be effective at what we do, we must learn to adjust and adapt our negotiation techniques to find success for both parties. Listen for his expertise in cultural intelligence. 

Outline of This Episode

• [0:45] Culture and how it impacts negotiations
• [2:00] Mark’s background in negotiation
• [3:56] What negotiation is—and what it isn’t
• [6:29] Why it’s important to understand culture
• [8:40] Adaptation of perspective in the midst of conflict
• [14:05] Top 3 cultural negotiation values to master
• [19:20] The concept of a negotiation campaign
• [23:53] Cultural differences aren’t something overcome
• [24:57] Connect with Mark

Resources & People Mentioned

• Negotiations Ninja episode 58

Connect with Mark Davis

• Connect with Mark on LinkedIn
• Follow Mark on Instagram
• Mark’s website: The CQ Negotiator

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

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