The art of business negotiations is a skill that is not only useful, but if fact, necessary in order to achieve success. If our interlocutor turns out to be a foreigner, a person living in a different cultural reality, the situation requires us to be extremely flexible and open-minded. Although effective negotiations are not based on a total adjustment to the other party, sometimes it is worth making an exception. Especially if we negotiate with the Swedes.
Sweden is a country famous for outstanding diplomats whose achievements are appreciated all over the world. These include, for example:
- Dag Hammarskold, former UN Secretary General,
- Carl Bildt, mediator during the crisis in former Yugoslavia
- or Hans Blix, head of the mission of disarming Iraq.
These positions require diplomacy at virtuoso level. It is no wonder that Swedish entrepreneurs approach negotiations in a very pertinent manner and expect concrete messages.
How to negotiate in Sweden?
The basis of successful negotiations with the Swedes is excellent preparation. All information should be supported by appropriate documents or statistics. Operating with clear-cut deadlines and factual assumptions will make the interlocutor trust us more willingly. It is worth bearing in mind that a businessman from Sweden puts credibility first.
One cannot forget that Scandinavian business culture limits small talk and is based on a polite distance. Excellent soft skills are not enough to guarantee success – hand in hand with it must go honesty.
If used to hastily, assurances such as “it will be fine,” or “we will manage” will certainly raise doubts in the Swedes.
Instead of lofty promises, the Swedish entrepreneur prefers to hear realistic assumptions, supported by, of course, earlier analysis. A realistic approach is very important, since the Swede will never agree to a solution that only sounds good and lacks solid arguments.
Effective business negotiations with the Swedes
Negotiations with Swedes can seem confusing and require patience. In the vast majority of cases, our interlocutor will be completely neutral to our ideas, regardless of his/her actual feelings. Under no circumstances should this attitude distract us. Quite the opposite – full professionalism and commitment should be maintained throughout the entire meeting.
The foundation of negotiations with the Swedes is simply trustworthiness. If we back it up with honesty, excellent preparation and professionalism, we can be convinced that we have significantly increased our chances of acquiring a Swedish business partner.