Can Small Talk Influence The Success Of Negotiations?

In many cultures small talk is perceived as the first step to establish a successful and long-lasting cooperation. “small talk”, “lo small talk”, “le small talk” or “светская беседа” creates space for breaking ice and building an initial relationship.

In some cultures small talk skills belong to a basic equipment of a manager. However, there are also cultures which view small talk as a waste of time. In their understanding a brief question “How are you?” is enough.

As an intercultural consultant I meet experts who are well-known in the whole world. They have no difficulties to deliver presentations at international conferences, face challenges of crucial IT or economic projects in several countries. However, when they are invited for a business lunch or a coffee to have small talk with their business partners or colleagues they are afraid to participate.

What Is The Purpose Of Small Talk?

The main purpose is to establish a pleasant working atmosphere and initiate a fruitful communication between business partners. Small talk should remove barriers resulting from different understanding of some situations while waiting or setting a schedule. Small talk provides an occasion to clarify different intentions resulting from cultural differences.

The purpose of small talk is also to move closer to a communication partner. In other words to respect and deal with topics which are for their culture and life important. While in some cultures (e.g. British) family is a closed topic, in other cultures (e.g. Italian) it is a recommended area to show a genuine interest in your business partner. The right choice of a topic contributes to a mutual understanding and building trust necessary for business negotiations. To know and respect cultural values of a business partner provides advantage to build “a positive image” which will be always appreciated and remembered, even after many years. It makes you different from all other business partners who are not aware of cultural values.

To know how much small talk is expected from you depends on the culture your business partner comes from. “Coconut Cultures”* prefer short small talk. It means they expect to exchange a few polite phrases and go down to business. Only after several meetings, you can come with more personalized topics to strengthen your relationships.

“Peach Cultures”* expect you to devote more time to small talk and include more private topics such as family, kids, free time activities from the very beginning. Business comes only after establishing trust and knowing you as a person. If you miss the invitation to build a closer relationship with your business partner, there is hardly a second chance.

How To Prepare For Small Talk?

To be good at small talk requires doing regular exercises. Especially for those cultures which have a direct communication style and usually go directly to business matters. You can start having a stop at a coffee machine or initiating communication with conference participants. However, one of the key ideas is to learn at least basic information about cultural values and recommended topics in the culture your colleagues and business partners come from.

What Are Recommended Topics For Small Talk?

There is no universal topic which you can use in all cultures. In fact small talk topics depend on values and behaviors of particular cultures. However, the most favorite topics are history, sightseeing, sport, music, traditions and family. In general, people are usually proud of their country, history and natural beauties. Therefore, small talk could be opened with questions focused on geography and environmental surroundings. Weather, as a recommended topic, does not always work. There are cultures which hate questions and discussion on rain or sunshine.

“Little things” can make a big result. To have a pleasant small talk with your business partner can help you to overcome barriers.

Eva Gaborikova

* Editor’s note: People from “coconut cultures” tend to be hard on the outside and soft inside. They do not engage in conversations easily. However, if you manage to break through their hard outer shell, they tend to become loyal friends. People from “peach cultures” are soft on the outside. They are open and engage easily in small talk with everyone. However, past the initial friendliness is a very private self – the hard pit of the peach. Knowing if you are dealing with a business partner from a “coconut” or a “peach culture” helps you identify in what way small talk can influence the outcome of your negotiations.