It is not easy to change relationships of dependence or independence that have been built up over a long time. But some companies have done this by changing the basis of the relationships among product, functional, and geographic management groups. From relations based on dependence or independence, they have moved to relations based on formidable levels of explicit, genuine interdependence. In essence, they have made integration and collaboration self-enforcing by making it necessary for each group to cooperate in order to achieve its own interests.
Developing multidimensional perspectives and capabilities does not mean that product, functional and geographic management must have the same level of influence on all key decisions. Different groups have different roles for different activities and these roles are likely to change from time to time. The ability to manage these multidimensional aspects in a flexible manner is the hallmark of a transnational company.
Doing business across cultures and borders begin by good negotiation, and individuals with good management skills and negotiating abilities. Managers cannot negotiate productively in an international marketplace if they do not possess important negotiating abilities and skills. Managers cannot negotiate successfully if they neglect these countries’ cultures, beliefs, and rituals. The differences in cultures, beliefs, and rituals create difficulties in the process of effective negotiation. Therefore, managers need to learn the differences in cultures and traditions from those countries, one-by-one in order to efficiently and effectively conduct a successful negotiation and be able to manage across cultures and borders.
It is also important to understand that because of our traditions and cultural differences, individuals do not think, judge, behave, perceive, and reason alike. Therefore, depending on negotiators’ style, they should learn to adapt to the cultures of those countries that are different from them, in which they intend to do business with. Shrewd negotiators are encouraged to empathically accept and adapt to these traditions and cultures for the sake of profits.