Doing Business in Azerbaijan 2009 - Azerbaijan Export ...

158 DOING BUSINESS IN AZERBAIJAN
mutual benefit and profitability of any agreement or partnership. It
is also very important not to underestimate the business acumen
and position of your counterpart. Whilst he or she may not have
had (and often cannot have had) the years of experience you may
possess, they will not welcome visitors suggesting how they should
run their business. Remember, you may need them a lot more than
they need you.
Azerbaijanis are primarily oral and visual communicators, so in
addition to written statistics, projections and the like, try to present
information vocally or with maps, graphs and charts.
Decision making can be slow. It is often the case that you will be
directed to meet and negotiate with less senior members of staff
from the outset or after an initial introduction. If this happens don’t
read anything negative into it. Once it is reported to the very senior
management that you are seen as trustworthy, reliable and that
your proposal is financially viable, you will then move on to meet
more senior members. Almost all decisions in business in
Azerbaijan are made at the very highest levels of the company (or
government structure).
Azerbaijan has a long history of trade dating back to the ancient
times. They are canny negotiators. They will usually start off very
demanding gage your response. Prior to negotiations know your
target figure and work slowly towards it through meaningful
concessions. When conceding, it may help to ensure that you
present this as much as a favour and out of respect and a liking for
your counterpart[s]. Try to concede only once you have gained
agreement on a reciprocal concession on a separate or related
issue.Do not use deadlines or pressure tactics. They won’t get you
very far. Indeed, you are much more likely to be the victim of such
tactics. Remain calm and be patient. It may not always be