COMMITMENT
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FOUR: BE RIGHT
No one is right all of the time. Successful people learn to keep quiet unless they’re sure of their position. Follow through is the period in which all of the problems that weren’t worked out at negotiations rear their ugly little heads and the chances to offer solutions are myriad. Your way of doing something may be a right way, but don’t assume it’s the right way. New deals in foreign lands or involving foreign companies can bring a whole new set of “tools” to the table for fixing these problem areas. International business has a hundred times more commercial, political, legal, cultural, racial, and geographical variables than the already complex world of your domestic economy. Experts are few and far between in international business circles and their areas of true expertise are limited. Don’t pretend to be one on every issue. Study the options, all the options, and choose the best. FIVE:
BE ON TIME Much of the follow-through process revolves around the setting of standards to be utilized for the duration of the commercial relationship. Each side is demonstrating their interpretation of professional behavior and testing the limits of the counterparts methods. Fair enough. Your goal should be to do all things required of you in a punctual manner. Attendance at meetings, filing of reports, submittal of financial information, shipment of goods, payment of bills, injections of capital, and distribution of profits should always be done on schedule—with no exceptions. This will be particularly important in the early stages of follow through, when reputations are won or lost. Setting high performance standards allows you to make similar demands of counterparts. Start early, maintain standards, garner profits.
The Lessons Be clear on these points when approaching international negotiations. ■
Negotiating is a complex process that requires extensive research.
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Paying attention to details isn’t optional. It’s mandatory.
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Success is a well-planned choice.
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Every moment is crucial.
