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Universal Laws of Money

I've visited a lot of countries in the last few months, some for the first time, and it doesn't matter where I go, I can expect some form of this reaction to the Win Without Pitching approach: "This is great theory, but it won't work here because of our unique cultural differences from North Americans."

I hear this throughout North America, too. "This won't work in the South..." or "Blair, you don't understand - we can't do this in the Midwest..." 

What is it that can't be done? It is speak frankly about money.

I believe there are two universal laws about talking about money that apply across every culture. The first law is that in every culture on the planet it is consider rude to talk about money in a personal setting. Specifically, it is rude to ask pointed questions about how much people have, how much they may have spent on a purchase or how much they intend to spend. You have to know a person well before you know if it is safe for you to probe in this area. It is also equally rude to go on about your own personal financial situation. You certainly wouldn't probe into someones financial situation of offer specifics of your own early in your relationship with them. You might go your whole life without having detailed money conversations with certain friends or family members.

The second universal law is that in every culture on the planet it is considered poor business acumen to not talk about money in a business situation. There may be cultural overlays that guide how these conversations need to take place, but the very nature of the competitiveness and efficiency of business and the transaction inherent implies a need to have frank conversations, especially early on when both parties are making an assessment of whether or not it makes sense for a conversation or a relationship to continue in its present form.

Too often people who find it difficult to discuss financial issues in business point to the first law as rationale. This first law just does not apply in a business setting.

I'll leave you with two thoughts on talking about money that you might find helpful in getting you past the stress of money conversations. The first is what I call the Win Without Pitching Rule of Money. It is this: Those who can't talk about it don't make it. Keep this rule in mind the next time you find yourself deferring the budget conversation.

The second morsel I'll leave you to chew on is this: Stress is caused by the things you don't do. The simplest way to remove the stress from money conversations is to actually have the conversations, and have them quickly.