PROFESSIONAL DEVELOPMENT The Importance of Culture and Bargaining in International Negotiations Bruno S. Wengrowski TThe American culture offen doesn'f embrace the need to create larger environment for trade-offs in order to come to an agreement uring the course of my contracting professional Most negotiations focus on terms, conditions, and prices life, I served more that twenty years in overseas in order for the parties to mutually agree to form a con- assignments. I had the opportunity to visit more tract. The American culture often doesn't embrace the than 40 countries on five continents. Though the need to create a larger environment for trade offs in order predominant international commercial language to come to an agreement. Our considerations are often is English, and the universally accepted currency is the limited to cost or price and are fact-based, either on data U. S. dollar, the bargaining process and cultural aware- provided or an audit In international discussions and ne. ness of a given country have a profound impact on suc- gotiations, the culture often requires that additional non- cess or failure on negotiations and business arrangements. price trade-offs are included in the negotiations. Frequently contract management for the Defense Acquisition University's South Region Campus in Huntsville, Ala, where he teaches Contingency Contracting Shaping Smart Business Decisions, and Advanced Business Solutions for Mission Support. efense AT&L: September-October 2004 Ilustration by Parula CroisetiereDefense AT&L: September-October 2004 26 Wengrowski writes from the perspective of more than 20 years of overseas assignments in Italy, Germany, and Singapore. He is a professor of contract management for the Defense Acquisition University’s South Region Campus in Huntsville, Ala., where he teaches Contingency Contracting, Shaping Smart Business Decisions, and Advanced Business Solutions for Mission Support. PROFESSIONAL DEVELOPMENT The Importance of Culture and Bargaining in International Negotiations Bruno S. Wengrowski During the course of my contracting professional life, I served more that twenty years in overseas assignments. I had the opportunity to visit more than 40 countries on five continents. Though the predominant international commercial language is English, and the universally accepted currency is the U. S. dollar, the bargaining process and cultural aware￾ness of a given country have a profound impact on suc￾cess or failure on negotiations and business arrangements. Most negotiations focus on terms, conditions, and prices in order for the parties to mutually agree to form a con￾tract. The American culture often doesn’t embrace the need to create a larger environment for trade offs in order to come to an agreement. Our considerations are often limited to cost or price and are fact-based, either on data provided or an audit. In international discussions and ne￾gotiations, the culture often requires that additional non￾price trade-offs are included in the negotiations. Frequently Illustration by Paula Croisetiere