Advice for entrepreneurs who do business in Russia: every euro and every minute that you spend on building relationships , you go back to fivefold .

Negotiate failed. Opponents sit opposite each other , not saying a word. They both really wanted to close the deal , but both realize that any alternative is much worse than the agreement . None of them is not ready to compromise , without which it is simply impossible to make a deal . Nobody wants to take the first step , because it is the inheritance of the weak. But in this situation, there is a way – to understand why failed to agree .

There are three reasons for which negotiations could come to a standstill . First, this process is devoid of what is called in the language of negotiation ZOPA (zone of possible agreement – zone of possible agreement ) . Secondly, the parties do not trust each other . In – treth , each side hopes to weak opponent.

You can find a way out of any of these situations , you only need to understand the reason .

Do ZOPA?

If initially absent in negotiations ZOPA, it means only one thing: one of the parties has better deals. Simply put, the A side is willing to pay less than what the party is ready to accept V. In this case, party B knows that he can get a better offer from another person. To avoid this situation , it is necessary initially to understand whether there is in these negotiations zone of possible agreement . To do well to explore the market and gather as much data about these transactions took place in the past. In addition, you can just ask your opponent what the minimum amount he would get . This will help to understand whether there is in these negotiations is the same ZOPA. If you find that it does not, it is better not to start negotiations . If there is an area in the negotiations of a possible agreement , but they are still at an impasse , it is for another reason .

Talks in Russia

In Russian culture, negotiations evolved over centuries. And if you want in the shortest time to achieve the desired result, you need to know all the features of a culture of negotiation in a particular country . Was the case when Japanese investors attracted companies in Silicon Valley in the United States . But negotiations between the Japanese and Americans were complicated by the fact that none of the parties not only know the language partner , but did not understand his gestures and facial expressions and ways of decision-making. All I knew Steve Jobs – that’s what the Japanese agreeing to a compromise , thus showing their respect for the opponent. Steve Jobs did not wear a suit to the talks , as did all the others, he came to the sweater. And he did not start a conversation with the amount that he was interested in the fastest and quite uninteresting with neither side projects. For a half hour, he heatedly discussed these projects that surprised and irritated tormented Japanese. Then he went out for 15 minutes. And when he returned, he began to compromise with the Japanese, renouncing all projects that have so long and diligently defended until the conversation did not go to the extent that it is so interested in it . The Japanese were glad of this, and so quickly agreed to provide the desired amount .

In the U.S. and Europe the culture of negotiation is almost the same . Both the Americans and Europeans are confident that relationships with people – this is the tool that helps to earn money. They do not like to spend a lot of time building relationships with a partner, and the deal they have is for one or two meetings . For Russian entrepreneurs is simply impossible. Russian is very important to build relationships first , and then move on to the figures and transactions. The advice I always give to entrepreneurs who plan to negotiate in Russia is such that every minute and every euro invested in building relationships , return to fivefold . If no time, and the relationship is not established , it is necessary to turn to a third party. This can be a lawyer , or just a friend who can help to make a deal .

Compromise – this is for wimps ?

It should be remembered, and the third option – the so-called tactical stalemate. It happens that the opponents in the negotiations already know a lot and therefore trust each other . Furthermore , it is clear that the negotiations have ZOPA. And still worth negotiating process . For Russians, this situation is worse than any other : the Russians often mistaken for weakness compromise , and if the negotiations reach this point, then the game starts , ” who will blink first .

“In such a situation there are two solutions . First, the first step you can do . If you care to make a deal than the fear of ” losing face ” , say: ” I would have agreed to reduce the price by 10% if you … “. Then follows a proposal that would give you an opportunity to throw off the 10 %. This will help to bring the negotiations deadlock. In addition , you will understand whether your opponent is ready to go on any compromises. The second way – to change the situation , where the negotiations . You can transfer the round table , invite a cute secretary , treat your opponent a good dinner , or vice versa , go to a small room where only two chairs and a bottle of water on the table. This will help you a bit more control over the situation and continue to negotiate further .