- While you're in initial "What do I want to do?" stage, take MONEY out of equation. Considering money as a factor is fastest way to quash any dreams, passions or aspirations that might rise to surface. I hear this from clients all time. "Well, I have to make money. I have a mortgage to pay, kids to support. I couldn't possibly run off and write novels on beach." Yes, you need to have money. And once you've identified what you want to do, then you can find ways to make it work with your financial needs.

- Be alert for ideas that are quickly followed by "This is crazy!" Or notice yourself telling someone, "I know this sounds crazy, but...." So called "crazy" ideas are often sure signs that you're on right track, that you've uncovered an idea or value or passion that resonates deeply with you.

- Other questions: What does my gut tell me? What do I need to be honest with myself about?

Career changes are often indicators that something deeper within us is attempting to emerge, that we are ready to grow and change. Don't be surprised if a career transition or quest for one heralds changes in other parts of your life or causes you to examine them from a different perspective. For example, you may feel immense gratitude for what you have. Or you may stand up for first time and say "I'm not going to take this anymore!" Since we don't operate in a vacuum, one change will affect next. And that domino effect is often best thing that's ever happened to you.

Gift-Giving: In Japan and China gift-giving is an integral part of business protocol however in US or UK, it has negative connotations. Where gifts are exchanged should one give lavish gifts? Are they always reciprocated? Should they be wrapped? Are there numbers or colours that should be avoided?

All above in one way or another will impact cross cultural negotiation and can only be learnt through cross cultural training. Doing or saying wrong thing at wrong time, poor communication and cross cultural misunderstandings can all have harmful consequences.

Cross cultural negotiation training builds its foundations upon understanding etiquettes and approaches to business abroad before focusing on cross cultural differences in negotiation styles and techniques.

There are three interconnected aspects that need to be considered before entering into cross cultural negotiation.

The Basis of Relationship: in much of Europe and North America, business is contractual in nature. Personal relationships are seen as unhealthy as they can cloud objectivity and lead to complications. In South America and much of Asia, business is personal. Partnerships will only be made with those they know, trust and feel comfortable with. It is therefore necessary to invest in relationship building before conducting business.

Information at Negotiations: Western business culture places emphasis on clearly presented and rationally argued business proposals using statistics and facts. Other business cultures rely on similar information but with differences. For example, visual and oral communicators such as South Americans may prefer information presented through speech or using maps, graphs and charts.

Negotiation Styles: way in which we approach negotiation differs across cultures. For example, in Middle East rather than approaching topics sequentially negotiators may discuss issues simultaneously. South Americans can become quite vocal and animated. The Japanese will negotiate in teams and decisions will be based upon consensual agreement. In Asia, decisions are usually made by most senior figure or head of a family. In China, negotiators are highly trained in art of gaining concessions. In Germany, decisions can take a long time due to need to analyse information and statistics in great depth. In UK, pressure tactics and imposing deadlines are ways of closing deals whilst in Greece this would backfire.

Clearly there are many factors that need to be considered when approaching cross cultural negotiation. Through cross cultural negotiation training, business personnel are given appropriate knowledge that can help them prepare their presentations and sales pitches effectively. By tailoring your behaviour and way you approach negotiation you will succeed in maximising your potential.

Neil Payne is Director of cross cultural communications consultancy, Kwintessential Ltd.