Jordan: Let's Make a Deal! - Part 2
From ExecutivePlanet.com
Negotiating and finalizing the deal
Negotiating
Read the article 'Public Behaviour in Jordan' for ideas about greetings, introductions, seating arrangements and other important behaviours.
Your first meeting with a particular associate should start with full introductions and exchange of business cards. Then, every other meeting should also include greetings. This is an important part of relationship building and the foundation of business transactions.
It is common for officials, in politics and business, to have continually open office doors. Consequently, you will need to do at least some, and perhaps much, of your negotiating in the company of others who are present for their own differing purposes. The more traditional and informal the context, the more they become an integral part of the entire negotiating session. In very formal settings, it is considered polite for individual parties to wait quietly for their turn. In general, if an introduction has been made, the person is free to be involved in the discussions and negotiations.
You may bring your own lawyer with you from your home country or arrange with a local lawyer. Jordanian business law is based on the French system. If you have a lawyer with you, it is normal for him to attend any negotiating sessions. He may take the lead when discussing legal arrangements, especially with government officials, for example, but you should lead in business issues and plans.
Business moves at two speeds, imperceptibly slow and lightning fast. Often, it will seem that nothing is moving at all until suddenly everyone is ready to move forward and then every thing happens at once. Think of it as a roller-coaster that climbs slowly to the summit while anticipation mounts for the sudden plunge down the far side.
On the other hand, excessive stalling is a polite way of saying that there is no real interest in continuing the business discussion without wanting to end the relationship and possible future cooperation.
In a larger organization, company policy can be an important constraint on agreements. However, if the significance of the deal warrants it, a discussion with the owners or directors may lead to a change in company policy.
Honour is of paramount importance. Casting doubt on the honour of your discussion partners is a weapon of mass destruction.
Finalizing the Deal
More traditionally, a deal is finalized when either a down payment or full payment is made.
For those who are more western, a signed document may be considered final.
A verbal agreement is considered a statement of intent that may or may not work out.
However, as long as all parties are still present, negotiation may continue even after payment, signing or verbal agreement.
To back out of a finalized deal is considered unprincipled behavior. Court action may be considered if direct capital or expense losses result.
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