United Kingdom
Doing Business
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Negotiating
Understand the culture of an organization before selecting your negotiating team. In some organisations, it may not be feasible for a young employee, regardless of qualifications, to be effective.
Negotiations can be somewhat formal, although the degree of formality depends upon the corporate culture.
Negotiations often work from an agenda where each item is discussed and decided upon before moving to a new item.
Discussions tend to be logical and based on fact rather than emotion.
Avoid confrontational behaviour or high-pressure tactics.
Most negotiations look for a win-win solution.
The British use of understatement, coupled with their lack of emotion when speaking, can make it difficult to interpret the actual meaning of their words.
Costs are often not discussed until near the end of the negotiations.
A deal is not complete until it has been confirmed in writing. Make sure to include any conditions or moderating factors in the written document.
