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July 26th, 2012
NEGOTIATING IN THE UKRAINE
Of course what may be said here could be different than what you experience on your cross cultural quest for global business partners in the Ukraine. The following has been compiled from comments of those living and doing business regularly in the Ukraine, therefore it will be valid as a guideline but please don?t use it as written law.
The Ukraine is a beautiful country! They hosted the EuroCup this summer, showing its remarkable culture and support to the European Union. Please go, enjoy and be successful in your business negotiations!
Map of Ukraine
Negotiation Tips:
? To expedite negotiations and to ensure that objectives are met, it is best to develop close ties with a Ukrainian official.
? Ukrainians prefer to develop a good and lasting relation with their business partners. Taking the time to do so will lay a strong foundation for your venture.
? All negotiations should be conducted in person.
? The ?hard-sell? approach is not appropriate in Ukraine.
? Have an expert on Ukrainian law explain the newest and most important laws.
? Ask specific questions about your counterpart?s firm in order to get a clear and comprehensive picture of its operations.
? A meeting will usually begin with small talk during which your Ukrainian counterparts will explain their role, as they see it, in the negotiation process.
? For a Ukrainian, negotiating is more of a win or lose situation. The concept of ?win-win? is not as common.
? Ukrainians will often say ?No? before they say ?Yes?.
? Taking a tough stance during negotiations and having emotional outbursts are considered acceptable. It is expected you do the same.
? You and your team should present your position in a unified manner.
? It usually takes several rounds of negotiations before a deal is finalized.
? Explain the contract that has been drawn up after negotiations step-by-step so that there are no misunderstandings.
? You and your team may be asked to sign a summary of the day?s meeting after daily negotiations are completed. This is not a formal agreement.
? When drawing up a contract, include a clause providing for third-country intervention should there be a disagreement between the Ukrainian firm and your firm at a later date. The most popular country for this task is Sweden.
? Joint venture deals are very popular among Ukrainians seeking to do international business.
? When a venture needs government approval and is approved, be sure to present the office with a very detailed account of the project. This will reduce bureaucratic problems.
For more information contact: melissa.lamson@lamsonconsulting.com
Tags: Cross Cultural, EuroCup, Europe, global business, Negotiation, Negotiations
Source: http://lamsonconsulting.com/blog/?p=282
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