Negotiations

​‘We're fascinated by the words – but where we meet is in the silence behind them.’ (Ram Dass)

I remember my first experience of haggling over the price of a leather belt in a Palestinian marketplace. I was a teenager at the time and I found this approach to buying and selling novel and entertaining. The smiling street vendor played the game skilfully. I asked, ‘How much?’ to which he responded, '$6.’ ’$6?’ I replied, ‘I could get the same belt at another stall for $1. How about $2?’ ‘$2?’ He replied, ‘Please don’t insult me. It cost me more than that to make it. As a special deal, however, I’ll give it to you for $5.’ ‘$5?’ I replied, ‘The most I would pay for it is $4.’ ‘$4?’ He replied. ‘Don’t you realise I have a family and children to feed?!’ He grinned. We closed at $3.

To a Westerner, where buying and selling is typically more transactional than relational, this toing and froing can feel like a manipulative game; frustrating, bordering on dishonest and time-wasting. That’s mostly because we tend to miss the underlying cultural meaning and purpose to this type of engagement. I met recently with an international team from USA, Netherlands, Jordan and South Africa. They are part of a Christian organisation and were keen to identify and work through some cross-cultural and relational challenges. I decided to share a short passage from the Bible with them, then to invite them to discuss what sense they made of it:

“Jesus withdrew to the region of Tyre and Sidon. A Canaanite woman from that vicinity came to him, crying out, ‘Lord, Son of David, have mercy on me! My daughter is demon-possessed and suffering terribly.’ Jesus did not answer a word. So, his disciples came to him and urged him, ‘Send her away, for she keeps crying out after us.’  He answered, ‘I was sent only to the lost sheep of Israel.’ The woman came and knelt before him. ‘Lord, help me!’ she said. He replied, ‘It is not right to take the children’s bread and toss it to the dogs.’ ‘Yes it is, Lord,’ she said. ‘Even the dogs eat the crumbs that fall from their master’s table.” And now to the critical closing:

“Then Jesus said to her, ‘Woman, you have great faith! Your request is granted.’ And her daughter was healed at that moment.” (Matthew 15:21-28) To the Westerner who views language and transactions in literal, linear, straight lines, Jesus’ initial responses to the woman are shocking. We take his opening action as his definitive stance. We don’t see the smile on his face or the glint in his eye, or understand the movement as the interaction progresses. We may assume the story is written to affirm the woman’s perseverance. We may think she has changed his mind. We are likely to miss the Semitic ritual of building or navigating a relationship.

The Jordanian participant saw this immediately. The others looked surprised. (I must confess I didn’t understand this, too, until a Kurdish-Iranian friend had explained this dynamic to me). The cross-cultural implications are clear. If I judge your actions by unknowingly mis-inferring your intentions (being influenced subconsciously by my own cultural assumptions), all kinds of misunderstandings and tensions can arise. It cautions me-us to approach people and groups from different cultures with an open mind, a spirit of curiosity and a great deal of humility. Bottom line: We’re not only negotiating a price; we’re also negotiating a relationship.