Seven rules will keep you on the right side of the table.
Seven rules will keep you on the right side of the table.
01Do
build the relationship before the deal
Coffee, dinner, a football match. Then talk numbers.
02Do
respect hierarchy
Identify the decision-maker. Address them. Follow up with them.
03Do
negotiate hard, but warmly
Aggression closes doors. Patience and humour open them.
04Do
take your time
Speed signals desperation.
05Don't
discuss politics
Ever. Even if asked.
06Don't
refuse hospitality
Tea, food, gifts — accept and reciprocate.
07Don't
mistake flexibility for unreliability
Turkish counterparts move mountains when committed.