Perception is Reality

Our programs will help you develop a clearer lens with which to understand your own perception and to examine other cultural perceptions. This will allow you and your culturally diverse counterparts to determine a common solution that will lead you down the same path towards success.


“There are things known and there are things unknown, and in between are the doors of perception.”

– Aldous Huxley


Does this scenario sound familiar?

Sarah Hill has just arrived in Paris to negotiate the terms of the contract with her company’s prospective French distributor. She plans to meet with Jean-Pierre Martin, the French distributor’s president. Following a short visit at Mr. Martin’s office, he invites her and several of his colleagues to lunch at one of the best restaurants. After they have ordered, Ms. Hill begins discussion on the contract but is surprised when Mr. Martin and his colleagues change the subject to talk about the longstanding friendship between the U.S. and France.

Click here for Ms. Hill’s perception

Ms. Hill is annoyed that they are wasting time discussing a topic irrelevant to their business partnership. Since she only has a short time in Paris, her purpose is to finalize the details of the contract to send to her company’s legal department that evening. She is hoping to complete the deal before she leaves Paris two days later. Once they have signed the contract, she will be open to celebrating with her new partners. She is wondering now if they really want to work with her since they seem to be avoiding the subject of their partnership altogether.

Click here for Mr. Martin’s perception

Mr. Martin is looking forward to getting to know Ms. Hill and how she thinks since they may be working closely together in the future if the partnership is sealed. He organized this lunch with her and other senior managers in his company so they could get a better sense of how she and her company operate and her general philosophy about life. He feels that she is being somewhat presumptuous with all the talk about a contract when they haven’t even decided if the deal will take place.

Cultural impressions can make or break a deal.