- Q: I am not a confident person. How can I negotiate effectively, especially with older, more experienced business people?
A: Confidence comes from preparation, not personality. If you have done your homework—you know your numbers, you have researched alternatives, you know your BATNA, and you’ve used a Negotiation Planner—you can be effective. Let your preparation speak for you. Stick to the facts and focus on your business’s needs (interests). You don’t need to be aggressive to be strong.
- Q: What if the other party gets angry or emotional during a negotiation?
A: Do not respond with anger. Let them express their feelings, but don’t react to them. You can say, “I understand you feel strongly about this.” Then, try to guide the conversation back to the problem you are trying to solve together. Suggest taking a short break if the tension is too high. This is called “going to the balcony.”
- Q: Is it acceptable in Ethiopian business culture to negotiate everything, or will it seem disrespectful?
A: Negotiation is a very common and expected part of business in Ethiopia. However, building a relationship is equally important. It is not disrespectful to negotiate, but your approach matters. Be polite, show respect, and focus on finding a fair solution. Frame your proposals as a way to build a strong, long-term partnership, not just a one-time transaction.