Lessons in international business - negotiations

Observations on how to create trust, effective meetings and excellent negotiations with overseas customers, suppliers and partners.

• Whenever you are involved in international negotiations or global meetings keep in mind that you might be working with the same person for the next 10 - 20 years.

• Negotiations should be open and straightforward. Hidden agendas will eventually be discovered and make the next meeting very difficult.

• Negotiations should involve creating value for both parties.

• Meetings are important moments where trust is being built and confirmed. Be honest and clear about your desires.

• Never agree to something you cannot deliver or perform.

• Listen, understand and evaluate what your partner is requesting. What are they saying, and what does it mean.

• Be certain of what you are negotiating and agreeing to. If not 100% sure, stop and request clarification.

• Prepare for the meeting several weeks before it happens. Refresh and add information weekly. When you reach the meeting, you will be in control of the information and feel comfortable during the talks.

• At the end of the meeting, write down the most important points or agreements, with names and dates, and have it signed by those present. This little tip will save lots of time and trouble for everyone involved.

• Any agreement must have 100% follow-through. If for any reason problems arise in the follow-through, immediately contact and communicate the situation to your partner.

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