Negotiations in Finland

Negotiations in Finland

If you want to sell something, you have to be very knowledgeable about the technical side of your product. You are better off sending your technicians to Finland rather than your sales people, as the culture is engineer-dominated. You need to be able to supply relevant facts and figures and know the specification details well. There are no long, hard bargaining sessions. Get straight to the point—you can even lay your cards on the table and you will NOT be taken advantage of. The Finns respect that you need to make a profit not only for your sake but for their good as well. They are not deceitful, so take them at their word. They keep their promises and a friendly handshake seals the deal. Written contracts will normally be short and straightforward, outlining everyone’s obligations and deadlines. However, with the EU experience, they are learning to use carefully written agreements. Remember: Finns are shrewd, disarmingly honest and usually get the better deal.

Finnish Business Values «Jorma Ollilla, Nokia’s dynamic CEO … was asked in 2002 about the reasons for his and his company’s great success. He answered that Nokia has gained its strength from its firm underpinning of uncomplicated, sincere, durable tenants taken straight from Finnish rural society.» —Richard Lewis (Cultural Lone Wolf, 2005)

Close-shot of a tablet computer displaying financial data, three businessmen standing in the background