Negotiations con Fornitori Ucraini - Cultural Guide

Prima trattativa con fornitore ucraino.

Italiano playbook = FAIL.

"Dai, facciamo così..." ❌

"Vediamo come va..." ❌

"Ci arrangiamo..." ❌

**Nessuna funziona.**

Ecco cosa funziona (cultural guide pratica) 👇

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**DIFFERENZA CULTURALE #1: DIRECTNESS** 🎯

**Italian style:**

"Forse potremmo considerare..."

"Non sono sicuro ma..."

"Vediamo se è possibile..."

**Ukrainian style:**

"Yes" = Yes

"No" = No

"Maybe" = Probably No

**What works:**

→ Be direct

→ Say what you mean

→ Ask what you want

→ Skip diplomatic dancing

**Esempio:**

❌ "Sarebbe bello avere sconto"

✅ "Can you do 10% discount for volume?"

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**DIFFERENZA #2: WRITTEN > VERBAL** 📝

**Italian:**

Phone call → Handshake → Deal

**Ukrainian:**

Written → Confirmed → Then executed

**Why:**

→ Trust built on documentation

→ Clarity prevents disputes

→ Professional standard

**Best practice:**

→ After call, email summary

→ Get written confirmation

→ References contracts

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**DIFFERENZA #3: PRICING APPROACH** 💶

**Italian:**

Start high → Negotiate down → Meet middle

**Ukrainian:**

Give fair price → Small negotiation margin → Stick to it

**Mistake italiani:**

"Offer €100, they say €80, deal at €90"

**Reality:**

They offer €85 (already fair).

You push €70.

They say no and walk away.

**What works:**

→ Ask their best price

→ Small negotiation (5-10%)

→ Volume discounts vs price battles

→ Long-term relationship pricing

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**DIFFERENZA #4: TIMELINE EXPECTATIONS** ⏱️

**Italian relaxed:**

"Prossima settimana" = maybe 2 settimane

**Ukrainian precise:**

"Next week" = next week (letterale)

**What this means:**

→ Be specific with dates

→ They deliver on time (seriously)

→ Don't be vague or you'll disappoint

**Esempio:**

❌ "When convenient for you"

✅ "Delivery by March 15th, possible?"

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**DIFFERENZA #5: PROBLEM SOLVING** 🔧

**Italian:**

Problem → Discuss → Coffee → Eventually solve

**Ukrainian:**

Problem → Quick solution → Move on

**Cultural context:**

→ They've dealt with REAL problems (war)

→ Business problem = minor

→ Solution-focused mindset

**How to leverage:**

→ Present problem + your suggested solution

→ They improve or agree fast

→ Don't over-dramatize issues

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**NEGOTIATION DO's:** ✅

**DO #1: Respect punctuality**

→ Call at 10:00? Be ready 9:58

→ Lateness = disrespect signal

**DO #2: Come prepared**

→ Specs detailed

→ Quantity clear

→ Timeline defined

→ Budget range shared

**DO #3: Long-term framing**

→ "First order 100, plan 1000/month"

→ Shows committment

→ Unlocks better pricing

**DO #4: Technical competence**

→ Know your product

→ Ask smart questions

→ Show you understand business

**DO #5: Respect their "no"**

→ If they can't do it, they say no

→ Pushing = annoying, not persuasive

→ Find alternative together

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**NEGOTIATION DON'Ts:** ❌

**DON'T #1: Italian charm over-reliance**

→ "Dai, siamo amici..."

→ Doesn't work

→ Professional relationship ≠ friendship

**DON'T #2: Assume corruption normal**

→ "Quanto per speed up?"

→ Offensive

→ Most operate clean

**DON'T #3: Compare to Russia**

→ NEVER say "like in Russia..."

→ Extremely offensive

→ Instant relationship killer

**DON'T #4: Over-promise delivery**

→ They remember commitments

→ Better under-promise, over-deliver

**DON'T #5: Ghost or delay payments**

→ Payment reliability = #1 reputation factor

→ Late payment = never work with you again

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**NEGOTIATION SCRIPT CHE FUNZIONA:** 📞

**Opening:**

"Hi [Name], I'm [You] from [Company] in Italy.

We're looking for [product] supplier.

Found your company through [source].

15-minute call to discuss possible?"

**In call:**

"Our need: [specific]

Quantity: [number]

Quality standard: [requirement]

Timeline: [date]

Budget range: [realistic range]

Can you meet these requirements?

What's your best price for this volume?"

**Closing:**

"Thank you for clarity.

I'll review and revert by [specific date].

Can you send formal quote via email?"

**Follow-up email:**

"Confirming our call:

- Product: [spec]

- Quantity: [number]

- Price: [quoted]

- Delivery: [date]

- Payment terms: [agreed]

Correct? If yes, let's proceed with sample order."

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**RED FLAGS IN SUPPLIERS:** 🚩

→ Vague answers to specific questions

→ Unwilling to provide references

→ Push for full payment upfront (first order)

→ No written quotation

→ Unprofessional communication

→ Delay responses sistematically

**GREEN FLAGS:** ✅

→ Quick, clear responses

→ Detailed quotations

→ Happy to provide samples

→ References available

→ Transparent about capabilities

→ Proactive with solutions

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**CULTURAL BONUS: BUILDING TRUST** 🤝

**Ukrainians trust through:**

1. Consistency (do what you say)

2. Fair dealing (no tricks)

3. Respect (professional always)

4. Long-term thinking (not transactional)

5. Competence (know your stuff)

**NOT through:**

→ Gifts (seen as bribery attempt)

→ Over-friendliness (suspicious)

→ Aggressive negotiation (turn-off)

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**DOPO 1 ANNO WORKING TOGETHER:**

✅ Ukrainian suppliers nostri = reliable come Swiss

✅ Better communication than many Italians

✅ Quality consistent

✅ Timeline rispettati

✅ Problem-solving veloce

**Key:**

Capire cultura.

Adattare approach.

Win-win sempre. 🎯

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Avete negotiated con suppliers Eastern Europe?

Biggest cultural surprise?

💬 Communication style

💰 Pricing approach

⏰ Timeline expectations

🤝 Relationship building

📝 Contract formality

**DM "NEGOTIATION" per:**

→ Full cultural guide IT-UA

→ Negotiation scripts templates

→ Red flags checklist

→ Supplier evaluation matrix

#Negotiation #SupplierManagement #BusinessCulture #InternationalBusiness #Procurement #UkraineBusiness #CulturalIntelligence