Tips that help international negotiations for Finnish companies

1. No. 1 Are you prepared?
Ask the questions of yourself first of all……
What are their needs?
What “pain level” do they feel?
What options do they have?
Prepare a successful Best Alternative to a Negotiated Agreement (BATNA)
Doing your homework is No1 to successful negotiation
No. 2 Go into negotiate with the top terms
Be optimist…if you are expecting more, you’ll get more.
Open negotiations with a very tough offer
No. 3 Negotiating Solo or as a team
There is only 1 negotiator on a team…1 Negotiator, 1 observer, 1 chairman
Do not start negotiating with your own team when you are in a meeting negotiating for your company
If you are working alone, then stop and listen….you need to hear what they are saying too….

2. No. 4 Take 5...always take time out
Ok, the negotiations are at crunch time, don’t rush! Take time out and ask for a 5 mins break
1. It helps you clear your head and focus in on what they said
2. It gives you the vital 5 mins to call back to the office and tell them what is on the table
3. It puts you in control
No. 5 Be ready to ask for what you want
There is no such word as NO in negotiations….Be Assertive
Is what you are getting REALLY what you are getting….Challenge everything
No. 6 Understand why they need to make a deal
Don’t think about yourself, think about them…why is this deal so important to them?
Do your homework even at the negotiation table. Knowing their “pain points” will get you to a win:win

3. No. 7 Never give away something without getting something
If you do, you invite the other person to ask for additional concessions
Remember “there is no free lunch”
No. 8 Don’t be late to that meeting
Even small items like been 5 mins late offset the starting of a meeting
You do not want to give the upper hand to the other negotiator straight away
No. 9 Remember which country & Culture you are working with
Normal Business negotiating etiquette to you are not the same to others
US & EU negotiators like to get the deal done YESTERDAY! Other cultures work slowly but surely
Do your homework on any specific business etiquette and try to remember it at the negotiation table