What is a key factor that influences the success of persuasion in cross-cultural negotiations?

In cross-cultural negotiations, a key factor that significantly influences the success of persuasion is the participants' understanding of each other's views. When negotiators come from different cultural backgrounds, they bring unique perspectives, beliefs, and values that can impact how they communicate and interpret each other's messages.

An understanding of each other's views fosters empathy and respect, allowing negotiators to identify common interests and areas of potential agreement. It helps in bridging cultural gaps, reducing misunderstandings, and building rapport, which is essential for persuasive communication. When negotiators actively strive to understand one another, they are more likely to tailor their arguments to resonate with the other party's values and concerns, thereby enhancing the chances of successful persuasion.

While other factors also play a role in negotiations, such as the ability to develop new options or the emotional responses of participants, these elements are more effective when grounded in a thorough understanding of each other's perspectives. Without that foundational understanding, even the best options or emotional appeal may not achieve the desired impact in influencing outcomes.