by Kristina Tool, Speaker Director

Conflict resolution and negotiating were the first topics of the year for PWA Milan’s monthly speaker events. Cynthia Milani presented Intercultural Negotiation & Conflict Resolution: Tips from a Corporate Anthropologist to PWA members and guests on the evening of January 27, 2010 at the Grand Hotel et di Milan.

Cynthia Milani, Director of the Institute for Global Development (IgD), applies her background in anthropology to the corporate environment. As a corporate anthropologist, she explained how understanding the people and the cultures which they come from can help us to resolve conflict.

Cynthia began an interactive presentation by asking the audience to define the difference between conflict and negotiation. It was clarified that conflict usually stems from a lack of understanding each other and makes it more difficult to achieve mutually successful outcomes, while negotiations are something we experience in both work and our personal lives to get what we need from each other. Negotiations usually require some  give and take or compromise.

How can we shift away from conflict in order to negotiate more effectively? Cynthia discussed how our behavior in negotiations is influenced by the overlapping of various cultural components. National culture, business culture and individual culture all come together and result in our approach and reaction to a particular situation.

For business negotiations, certain corporate cultures can have an overriding influence on how the individuals who work within these companies handle negotiations. Differences can be seen too between males and females. Many factors come together in the end to affect how each individual handles a given situation. This evening’s topic focused primarily on the national cultural influences.

Our national culture shapes how we interact with others, and problems can develop when our perspectives on developing relationships contrast. In understanding the various cultural approaches in getting to know each other, we are better able to deal with those from different backgrounds. Three kinds of cultures and which nationalities exhibit them were outlined:

• Peach: Soft on the outside, with a hard pit center. – Americans
• Coconut: Hard to crack but once you break through, warm and soft. – Europeans
• Onion:  Peeling back layer after layer, never really knowing where you are or if you have arrived. – Asians

Expanding on the fruit and vegetable metaphor, Cynthia continued to highlight differences we see among nations. Some cultures such as Arab nations come from an   environment with more constraints, while Asian cultures tend to place a much higher value on harmony.

Another potential area for conflict comes from how various cultures view time, ranging from preplanned and more structured schedules to those who are more spontaneous and reactive to a given situation.

We don’t see things as they are; we see things as we are.
-Anais Nin

The Anais Nin quote served to remind us that we that our background and context influence our perspective. With this understanding we can be better prepared to have successful interactions.

Cynthia Milani sold out the copies of her book Brand Italy: A Guide to the Italians at the event. It can be purchased  at the American Bookstore in Milan, or at Amazon online.

Cynthia Milani, Director Institute for Global Development (IgD) presents “Intercultural Negotiation & Conflict Resolution: Tips from a Corporate Anthropologist”

Conflict is an inherent part of every day life – we all need to negotiate for what we want and need. Many professional women say they find this especially challenging here in Italy, and with their international clientele. Success depends on personal style and bargaining behaviours, but also on the underlying beliefs, attitudes and assumptions of the negotiating partners. It is essential to understand which behaviours might prohibit or increase negotiation effectiveness in various cultures by deciphering their core values and worldviews.

Cynthia Milani, a corporate anthropologist, will lead a lively discussion about the origins of conflict we experience in and outside the office, and explain how to bridge the cultural differences to successfully negotiate solutions. She will share tips from over twenty years of experience training and consulting with multinational companies in Europe, Asia and the Middle East.

Topics include:

• Assessment of members’ key issues and experiences with conflict
• Demonstration: How to map the impact of culture and gender on conflict and negotiations
• The challenges and pitfalls of intercultural communication for professional women
• Identification of preferred negotiation styles
• Strategies & Solutions: Culture bridging tips for resolving conflicts

 About Cynthia Milani

Cynthia Milani is director of the Institute for Global Development, which provides intercultural communications training and consulting for a wide variety of multinational clients from the banking, pharmaceutical, oil and natural gas, technological and government sectors.  IgD has offices in Milan, and training facilities in the south of France. (www.igd.moulin3arcs.com)

Cynthia is the author of BRAND ITALY: A Guide to the Italians (Olive Mill Press, 2009). In this book, she analyzes the values, culture and behaviors of the Italian peoples. She has a Masters in anthropology from Columbia University, did post graduate work in Semiotics (Columbia’s Paris branch) and received her certification in negotiations and conflict resolution from Harvard University Law School’s Center for Conflict Resolution. She is a dual citizen of Italy and the U.S..

Cocktails 7-8 p.m. / Presentation 8-9.30 p.m.
Grand Hotel et de Milan. Via Manzoni 29, 20121 Milan. 

Free for members, €20 for guests, payable by cash at the event

For guest reservations, or additional information, please contact speakers@pwa-milan.org