SDBJ Journal

San Diego Business Journal

Navigating the Waters of the Global Market Begins with Understanding the Person Across the Table

When it comes to closing a deal abroad, we consider every angle of the business opportunity. How does closing this particular deal augment our international market? Does the deal lie squarely within our market, or are we navigating new waters? How do we solidify our global branding in moving forward?

All this pondering and analysis is, of course, meaningless if the deal ultimately doesn’t close. If the numbers are there, if due diligence has been adequately performed, if competent legal counsel has crossed every “T” and dotted every “I” what is the single most common cause of international deal breakdown? The answer is sadly simplistic – failure to know how the cultural make-up of your counterpart might influence the deal, an etiquette or protocol blunder sufficiently egregious to cause insult or an unnecessary and unintended loss of credibility caused by overlooking a critical cultural nuance that caused your counterpart to judge you erroneously.

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