Sounds and other Irritators

Audible signs of nervousness such as clearing the throat, sighing or making 'phew' noises are easily recognisable. Cigarette smoking, jingling coins in the pocket, fidgeting in the chair, beads of perspiration or wringing hands are other signs of growing nervousness. More subtle indicators are pinching or picking at flesh or fingernails, tugging at the ears or clothes when seated, covering the mouth when speaking or simply not looking at the person being addressed. Some of these gestures can also imply suspicion. This is compounded if the negotiator edges away (or leans back) or if the feet or body is turned sideways towards the exit. More subtle indications are sideways glances, rubbing of the eyes, touching and rubbing of the nose or buttoning the coat while drawing away.

A lack of cooperation can be manifested through a stiffened back, or the authoritarian stance of hands grasped behind the back. Hands on the lapels of jackets will also send the same message.

Negotiators may be frustrated by any uncooperative behaviour. The frustration may materialise itself by audible 'tsk' sounds, taking short breaths or by clenching the hands tightly or making fist-like gestures. As this frustration increases, other more visible gestures may follow such as pointing the index finger, running hands through hair and rubbing of the neck. If negotiators are more self-controlled, they may hold their arms behind their backs, grip their wrists, or lock their ankles while sitting.

Other Areas of Misunderstanding:

Apart from nonverbal communication, other cultures could also be irritated by other habits and actions of negotiators such as the lack of attention to time and timing, to interpersonal relationships, dress, silence and the use of certain words and phrases.

Time

The inability of customers to keep to time is probably one of the most significant irritations in cross-cultural negotiation. Those cultures that are less aware of exactness in time and timing, often cannot understand the preoccupation of Americans and others with time, and vice versa. South Americans and Africans may claim that the inability to be on time is only the unavoidable and unforeseen occurrence of other duties - such as those involving family or friends - or unexpected duties placed on them by members of ruling families that draw them away from agreed meetings with Westerners.

Westerners normally have no concept of the absolute duty that some cultures have towards family situations that are, in general, far greater than those undertaken, or expected in the Western society. "My brother telephoned and asked to see me, so I had to go to him; I am sorry I had to miss our meeting" is typical of the remark an Arab, African or Spaniard would make. They seem to believe that the situation involving a family member would be understood, and they often fail to comprehend that such a reason would not be good enough for most Westerners. The Westerner would have been far less bothered if a phone call, rearranging the meeting, had been received. 'Time' is therefore a major area of culture clash. Precise habits are often regarded by some cultures as strange because it disregards the importance of the right ‘psychological timing’ in negotiation. Westerners will often plough ahead with unpopular subjects simply because the clock and agenda indicate that they should.