Intercultural Negociation ( Cuba )

Topics: Cuba, Havana, French people Pages: 7 (1784 words) Published: April 15, 2013


* Introduction
* Negotiation part
* Intercultural part
* Conclusion


We are International Affairs Director of a global manufacturing, and, we are in charge of a very important important wich is: make a Predeparture Document. Our company want to work with an other company located in the Republic of Cuba. Indeed, our mission consist making a document composed by important element to have a well negotiation with Cuba’s company which haven’t go the same culture that our company. Many elements should be consirated for that. Please, look well this important document if you want to have a serious negotiation with them.

Negotiation part

Business Meeting Tips

* In investment and foreign trade operations, companies and public institutions may have little autonomy, but they are subject to government criteria. Then, this is to say that businesses are made exclusively with the Government. * There exist around five hundred enterprises (including joint ventures) that are allowed to carry out foreign trade activities – for a concrete number of products‐ called “nomenclator”. Furthermore, it is frequent to find in every sector a public company specialized in foreign trade that gives advice and administers operations of producer companies. * Access to Cuban enterprises is easy; it is possible to arrange interviews once in the country. Being received does not necessarily mean having the opportunity to carry out operations though –they rather want to find out about products offers and market conditions. * Personal relationships are important in Cuba. It is important to build harmonious business relationships. Dirty tricks and competitive strategies are not appropriate. * Cubans are slightly laid-back. Hardly anything follows time schedules. Business meetings start late. However, it is important that you arrive on time because it demonstrates your commitment. * Business people have small talks before they settle down and discuss business details. Light refreshments are usually served. Take this time to build personal relationships with your Cuban business partners. * Cubans value hierarchies. Therefore, titles are very important. It is important that you address people by using their professional title, or Mr. /Ms. and their last name. * It is necessary to exchange business card during business meetings. A business card should have at least one side printed in Spanish. Present your card with the Spanish side up. * Business dress is informal for both men and women. The minimal requirements for men are shirts with jeans; shirts with pants or skirts for women. * It is acceptable to interrupt someone when they are speaking. * Gifts should not be exchanged during the first meeting. In later meetings, gifts are acceptable, however, they should be simple and inexpensive. * Business talk can be made at lunch. Dinner is for building relationships. Avoid discussing business during dinner because it is meant more for building personal relationships. * It is customary for every man stand when a woman leaves or sits at the table.

Communications Tips

* The common form of greeting is shaking hands. Cubans may kiss each other on the cheeks if they know one another. This is appropriate for both men and women. * Cubans prefer standing close to people they know well. Strangers stand further apart. * Direct eye contact is important. It is a sign of interest and respect for the speaker. * Cubans are very expressive. They speak loudly and use a lot of body language. Important body languages include: * Lip-puckering: reference to someone

* Nose-wrinkling or nose-up-crunching: confusion

* It is impolite to spit or blow your nose in public. * Tipping is the norm in Cuba. Waitresses, barmen, maids usually get 1CUC. Tour guide usually get 5CUC. Drivers...
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