Negotiation

Negotiation skills in Estonia – interview in Daily Newspaper

March 26, 2009

Eesti Päevaleht” online editor Riina Kallas is asking if it would be possible for you to answer the questions below. This is like an interview. Please see and let me know if you have time.
Thank you in advance.

* In Estonia expanding to the foreign markets is very important issue right now. Of course this has always been a big deal for us (as we don`t have oil to export or…) but now as we are in economical crisis, this issue is even becoming more and more important. You advise enterpreneurs how to negotiate successfully. What do you suggest to do first to enter to the new market?

UNDERSTAND YOUR MARKETS – UNDERTAND THE COMPETITION – ADD VALUE AND SERVICE – UNDERSTAND WHAT YOUR usp’S ARE. UNIQUE SELLING POINTS

* How to approach? Which is the best way to contact a possible partner if you want to do business with them?

SETTING UP A MEETING FACE TO FACE MUST BE BEST

* Estonians aren`t very talkative and our temper isn`t as lively as people in some southern countries have. How to make from this „shortage“ an advantage? (Or is it any advantage at all? What do you suggest to learn or pay attention to then?)

EVERY COUNTRY HAS ITS CULTURE. USE YOUR ADVANTAGES TO YOUR ADVANTAGE. IS IT A GENERALISATION THAT ESTONIAN’S AREN’T VERY TALKATIVE? – PERHAPS YOU ARE GOOD LISTENERS AND ARE CALM RATHER THAN HIGHLY STRUNG LIKE PEOPLE FROM SOUTHERN EUROPE. SOUNDS GOOD TO ME – USE YOUR STRENGTHS TO YOUR ADVANTAGE. EVERY COUNTRY HAS SOME QUIET PEOPLE AND SOME TALKATIVE PEOPLE ETC – I KNOW LATIN PEOPLE ARE MORE FIERY – SOMETIMES YOU HAVE TO ACT IN ANGER – NOT REACT IN ANGER

* Which are the most important key aspects of psychology in business negotiation skills?
UNDERSTANDING WHERE THE OTHER PERSON / COMPANY IS COMING FROM. INDIVIDUALS HAVE THEIR OWN AGENDA, BUILDING RAPPORT WITH THEM WILL ENABLE YOU TO ASK MORE DIFFICULT QUESTIONS AND MEANS THAT YOU ARE LIKELY TO GET BETTER ANSWERS

* How to use humor in negotiations? Is it completely forbidden or…?
NO ITS FINE IF YOU UNDERSTAND WHAT IS FUNNY AND WHAT IS NOT. THE PROBLEM IS THAT DIFFERENT CULTURES HAVE DIFFERENT HUMOUR. FOR EXAMPLE A PERSON FROM THE UK USING UK HUMOUR IN GERMANY DOESN’T WORK. WHEN I GO TO CONFERENCES IN USA I DON’T UNDERSTAND THEIR HUMOUR VERY WELL, THEY DON’T UNDERSTAND MINE. BE CAREFUL IS THE RULE AND RESPECT THE OTHER [ERSONS CULTURE. I AM LOOKING FORWARD TO UNDERSTANDING MORE ABOUT YOUR CULTURE

* What about gifts? Is it useful to have national products with you to give somebody? What is appropriate and what is not?

I THINK SMALL INEXPENSIVE GIFTS ARE NICE – HOWEVER AT WHAT POINT DOES A GIFT BECOME A BRIBE. A SMALL NATIONAL GIFT WOULD BE ACCEPTABLE IN SOME COUNTRIES. BE CAREFUL CHECK THE CULTURE

* Are there any suggestions for those who are using the translator in business negotiations?

MAKE SURE THE TRANSLATOR IS WORKING FOR YOU, I KNOW OF STORIES WHERE THE TRANSLATOR MET THE DELAGATION AT THE AIRPORT BUT WAS REALLY WORKING FOR THE OTHER SIDE AND HAD PRIVILIGED INFORMATION WHICH THEY PASSED ON THE TRANSLATOR MUST BE ABLE TO INTERPRET THE MEANINGS AND THE CULTURE FOR YOU AND BE TOTALLY TRUSTWORTHY. GET REFERENCES .

• Which are the biggest mistakes businessmen do when negotiating?
• LACK OF PREPARATION, NOT BUILDING RAPPORT AND AGGROGANCE ABOUT THEIR PRODUCTS IN SUCH A FAST CHANGING MARKET PLACE. CHANGE IS CONSTANT.

Thank you! – YOU ARE VERY WELCOME

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