When I once travelled through Jordan, I stopped at a small highway rest area to buy a simple souvenir. The price was clearly marked, so I did what I would normally do in Germany: I walked to the counter and prepared to pay.
The shopkeeper looked at me, smiled, and said: “You’re in Jordan, not in Germany. Here we negotiate first.”
In that moment, I realized how deeply we live inside our cultural routines. For me, the price was a fact. For him, it was a conversation starter. A door opener. A moment of connection.
We went back and forth for maybe ten seconds, hardly a negotiation. He immediately offered a 30% discount. No drama, no tactics. Just a gesture. And I’m quite sure he still made a good deal.
But the real value wasn’t the discount. It was the reminder that not every system works like the one we grew up in.
Some cultures begin with structure, others with connection. Some start with clarity, others with curiosity. And sometimes, what looks like “inefficiency” is actually an invitation: Let’s talk. Let’s meet. Let’s play a little.
This tiny moment at a dusty rest stop has stayed with me as a lesson in intercultural leadership and negotiation. It is rarely about the number on the tag. It is about understanding the logic of the other person’s world.
And sometimes, all it takes is a smile and a gentle reminder: “You’re not in Germany right now.”
In intercultural settings, we often face a subtle choice: Do we move straight toward the efficient conclusion, or do we pause and follow the invitation to connect?
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I’m Bernd Scharbert, supporting leaders in applying intercultural guiding principles in their daily work. It’s about seeing cultural differences not as obstacles but as strengths and creating real connections in globally composed teams.
You’re welcome to explore my book Prepare for Landing: Leitlinien für interkulturelle Führung (Transl.: Guiding Principles for Intercultural Leadership), available in bookstores in Germany and online through the Barbara Budrich publishing shop, also as e-book.
