In some cultures, you look forward to what will be, while in others what matters most is what already happened. In the former, talking about the future – about what we can do together – arouses interest, inspires and determines key decisions. By contrast, in cultures focused on the past, the basic questions to be answered are: did this already happen? What were the consequences? Were the customers satisfied? Can they recommend us? It is only on this basis that decisions are made about what to do next. Vision alone is not enough.
Finding common ground with cultural differences can be very difficult. It’s not just words that matter here, but what lies beneath them: often there are unconscious differences in decision-making mechanisms. Tips can make a difference here. Knowledge is the only way to find the right way to a mutual agreement here.
