Bridging cultures to move a cross-border negotiation forward

The challenge

Talks between a North American company and an African partner had stalled. Each side read the other’s silence, timelines, and decision-making process differently, and trust was eroding.

Our approach

1. 1Mapped each party’s expectations, decision-making structure, and communication style.
2. 2Prepared both teams before every meeting, and interpreted not only what was said but what it meant.
3. 3Facilitated the negotiation sessions through to a shared set of commitments.

The outcome

• Restored trust between both teams
• Faster, clearer decision-making
• A partnership agreement both sides own