Today, all the way from Vienna, Austria, is Robert Semethy. Robert’s Chief Procurement Officer at Erste Banke and is talking about differences in procurement and negotiation between Europe and North America. What do we need to know if we’re working or living in Europe? What are the primary differences from the viewpoint of an American now living in Vienna? How do we succeed professionally once we understand the differences? And what should we continuously notice when doing business in Europe?
Robert is clear that there’s no homogenous negotiating style in Europe, just like there’s no one style in North America. Canada is different than the United States and the same goes for all the cultures that make up Europe. What’s the role of strict rules in Europe around bribery and corruption? What’s the best venue for the negotiation’s first meeting or engagement? Over a coffee or in a formal boardroom? What role does Europe’s long history have in how North Americans do business with European procurement professionals? What does an international style or international norm for negotiating look like? Are we moving in that direction?
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Guest: Robert Semethy