Business Negotiations

• It is imperative to develop mutual trust before negotiating.
• Women have yet to attain senior level positions. If you send a woman, she must expect to encounter some condescending behaviour and to be tested in ways that a male colleague would not.
• Do not interrupt a South African while they are speaking.
• South Africans strive for consensus and win-win situations.
• Include delivery dates in contracts. Deadlines are often viewed as fluid rather than firm commitments.
• Start negotiating with a realistic figure. South Africans do not like haggling over price.
• Decision-making may be concentrated at the top of the company and decisions are often made after consultation with subordinates, so the process can be slow and protracted.