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FINANCIAL UNIVERSITY
UNDER THE GOVERNMENT OF THE RUSSIAN FEDERATION
THE ART OF THE DEAL: CONTRASTING
NEGOTIATION STYLES AROUND THE
WORLD
Vodopianov Michael
PH-25-2
Moscow

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OUTLINE
1. What is Negotiation?
2. Key Negotiation Styles
3. American Style: Direct and Legalistic
4. Middle Eastern & Latin American
Style: Relationship-Building
5.Comparison of Styles
6. Why Does It Matter?
7. Conclusion
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1. WHAT IS
NEGOTIATION?
A discussion process aimed at reaching an
agreement.
Used in business, politics, diplomacy, and everyday
life.
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2. KEY NEGOTIATION STYLES
Direct Style: Fast-paced, task-oriented, focused on
the result.
Indirect Style: Slow-paced, relationship-oriented,
focused on trust.

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AMERICAN STYLE: DIRECT
AND LEGALISTIC
Speed: Fast. "Time is money."
Focus: Contracts, details, and the
immediate outcome.
Communication: Explicit,
straightforward, get straight to the
point.
Example: Discussing deal terms
immediately, with minimal small talk.
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6.

MIDDLE EASTERN & LATIN
AMERICAN STYLE:
RELATIONSHIP-BUILDING
Speed: Slow. Building trust and personal
connections is essential first.
Focus: Relationships, mutual respect, and longterm partnership.
Communication: Indirect, high context, a lot of
time spent on social talk.
Example: Several meetings may pass before the
core deal is even discussed.
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COMPARISON OF STYLES
Aspect
U.S. Style Middle East / Latin America
Style
Speed
Fast
Slow
Focus
Contract
Relationship
Communication
Direct
Indirect
Goal
Close the deal
Build a partnership
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8.

WHY DOES IT MATTER?
Global Business: Understanding styles
prevents misunderstandings.
Success: Knowing the style helps to build
trust and achieve better outcomes.
Cultural Intelligence: It is a key skill in the
modern world.
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CONCLUSION
Negotiation styles vary significantly across
cultures.
There is no single "correct" style.
Adaptability and cultural awareness are
crucial for international success.
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Q&A
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Q&A
1. What is the main difference between
direct and indirect negotiation styles?
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Q&A
2. Why is building a personal
relationship important in some cultures?
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Q&A
3. Can a direct style be considered
rude in a relationship-oriented culture?
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Q&A
4. Is one style better than the other?
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TEST YOUR UNDERSTANDING
Choose the correct answer
The primary focus of negotiation in the Middle
East and Latin America is on...
a) signing a contract quickly
b) building a personal relationship
c) discussing financial details
d) legal aspects of the deal
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TEST YOUR UNDERSTANDING
Correct answer
Choose the correct answer
The primary focus of negotiation in the Middle
East and Latin America is on...
a) signing a contract quickly
b) building a personal relationship
c) discussing financial details
d) legal aspects of the deal
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TEST YOUR UNDERSTANDING
Explain why this statement is true or false
The direct, get straight to the point
negotiation style is always the most
effective and professional style to use
in international business.
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TEST YOUR UNDERSTANDING
Explain why this statement is true or false
The direct, get straight to the point
negotiation style is always the most
effective and professional style to use
in international business.
FALSE
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CONTACTS
Vodopianov Michael SOLO:
256085@edu.fa.ru
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