Using an
interface consultant to conduct the first round
of negotiations is an effective and efficient
process for achieving your desired results. It
gives you flexibility while minimizing your
exposure, and saving you time and resources. Here
is how:
- By understanding
the culture and not being part of any
organizational hierarchy we create a
comfortable environment for the Russians
side, which makes it easier for us to
understand their needs and constraints.
We explain the reasons behind your
position in a non-confrontational
setting. As the result, we are able to
easily help you create win-win
agreements.
- You have a chance
to change your position if needed when
you move to the next round of
negotiations.
- You achieve
significant savings in staff time and
travel expenses by not having to conduct
the first round of negotiations yourself.
Working as part of client’s
negotiation team
In this capacity we
rarely negotiate. Our functions are as follows:
- We stay
emotionally uninvolved, absorb and
process all verbal and non-verbal cues,
and provide our client with real-time
tactical advice on what to say and how to
say it.
- We provide
clarification when one side misinterprets
what the other meant to say.
- We draft the
language in Russian and English capturing
clearly and succinctly what the parties
have agreed to. After the principals on
both sides confirm that the language
adequately represents what they meant,
the draft goes to the lawyers for further
input.
- We secure
necessary resources and manage the
process of having the final document
approved and signed in both languages.
Having an interface
consultant as part of your negotiating team is
key to the success of your project. By being
present in the room, observing what’s going
on and having a few side conversations with the
Russians, we led our clients out of seemingly
impossible impasses. We were able to record,
verify, and take action on crucial follow-up
items which were missed by our clients.
Back Channel
Negotiation
Because of the Russian
indirect communication style, their high need to
save face, and the important role that hierarchy
plays in their society, most issues are best
resolved on the sidelines. Back channel diplomacy
is the way to do this as it reduces your exposure
and provides you with an opportunity to float
trial balloons.
By not being part of your
organization, our interface consultants are
perfectly positioned to conduct effective back
channel negotiations.
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