Workplace Multiplier by Tola Akinsulire

February 14, 2025

Welcome to the Workplace Multiplier newsletter. Published Monday to Friday, equipping you to achieve your professional goals faster and without burnout or overwhelm by leveraging The Triple Win Method.

What Nobody Tells You About International Business Success (That I Learned the Hard Way)

In today's interconnected business world, we often take cultural diversity for granted. Yes, it’s like that invisible screen door that we ignore until we bump into it.

No…and it’s not useless like a screen door on a submarine. OK, I digress.

While we acknowledge different languages and customs, we frequently overlook how deeply people's cultural histories influence their business interactions.

This might cost you both missed opportunities and not-so-strong business relationships.

The Ethiopian Encounter: When History Shapes Negotiations

Allow me a few tidbits from one of my bag of stories.

During a business transaction in Ethiopia, I saw firsthand how historical context can dramatically impact negotiations. When discussing certain terms that I thought shouldn't be part of the transaction, the senior government official's response was telling: "We are Ethiopians. We have a history that dates from the time of the Bible, from the time of kings, and we Ethiopians, we can ask for anything."

This moment crystallized an important truth: historical pride and cultural identity aren't just background details - they're active participants in every business conversation.

They always find ways to pop their heads in those engaging conversations and negotiations across international lines.

The Three Cultural Dimensions That Shape Business Interactions

1.    Historical Context

Working across English, French, and Spanish-speaking countries has taught me that people's recent past strongly influences their current perspectives and behaviours. Each culture's unique historical narrative shapes how it approaches business relationships and negotiations.

2.    National Identity

Take my home country, Nigeria, for example. Our experience with military dictatorship has profoundly shaped our business culture in two distinct ways:

• A fighting spirit: Years under military rule have instilled a strong desire to advocate for what we believe is ours. We don’t yield ground easily without a bit of here and there on the negotiation table.
• Adaptive resilience: As the saying goes, "If you push a Nigerian to the wall, instead of fighting back, they'll dig through the wall and continue with their life." There is probably no place on earth that we can’t survive in – Period.

3.    Communication Patterns

Different historical experiences create different communication preferences. What works in one culture might be ineffective or even offensive in another. Understanding these nuances is crucial for successful cross-cultural business interactions.

Practical Strategies for Cultural Navigation

1.    Do Your Historical Homework Before entering any significant business relationship or negotiation, research not just the current business environment but the historical events that shaped it. This knowledge will help you understand the underlying motivations and perspectives of your business partners.

2.    Adjust Your Communication Style Be flexible in how you present ideas and proposals. What might seem like a straightforward business discussion in one culture could require a more nuanced approach in another. Pay attention to both verbal and non-verbal cues.

3.    Show Cultural Respect Acknowledge and respect the historical context that influences your business partners' perspectives. This doesn't mean you need to agree with everything, but showing understanding can go a long way in building trust.

The Power of Cultural Intelligence

Cultural intelligence isn't just about avoiding faux pas - it's about unlocking better business relationships and outcomes. When you understand and respect the historical forces that shape your business partners' worldview, you:

·       Build deeper trust

·       Create stronger partnerships

·       Navigate negotiations more effectively

·       Avoid unnecessary conflicts

·       Identify opportunities others might miss

Moving Forward: Your Action Plan

1.    Start with Research Before your next international business interaction, spend time understanding the country's historical context and how it might influence current business practices.

2.    Listen Actively Pay attention to how your international partners reference their history and culture. These mentions are often clues to their values and priorities.

3.    Adapt Your Approach Use your cultural knowledge to tailor your communication and negotiation strategies appropriately.

Remember, in our diverse global workplace, cultural history isn't just something to be aware of - it's a crucial business tool. Every culture has its unique story, and understanding these stories can be the difference between success and failure in international business.

The beauty of this approach is that it not only helps you navigate complex business relationships but also enriches your own understanding of the world. In the end, cultural intelligence isn't just good business - it's good leadership.

Whether you're entering new markets, building international teams, or negotiating across borders, remember that history isn't just in the past - it's an active force shaping every business interaction.

Every culture has its unique story, and understanding these stories can be the difference between success and failure in international business.

By acknowledging and respecting this reality, you position yourself for greater success in the global business arena.

You can win at work and in life.

Tola Akinsulire

I am a Workplace Multiplier

Ps: If your work involves a bit of international travel, you live and work outside your passport country or you work with people outside your country of stay, then you need to get a copy of my book "Winning Beyond Borders: Achieving Success at Work in a New Country". Available on Amazon and here https://www.workplacemultipliers.com/WBB