Negotiating with Ukrainians: Relationship First, Contract Second | Part 2

About this episode

This episode provides practical tips for negotiating in Ukraine, emphasizing the importance of relationships over contracts.

While Part 1 of this series explored the cultural identity of Ukraine, this concluding episode moves directly into the meeting room. The episode is a practical guide for any international leader ready to close deals and manage successful partnerships in the Ukrainian market. Host Dmytro Shvets continues his conversation with cross-cultural expert Maryna Starodubska to share practical tips for negotiating in Ukraine. This episode explains how to turn cultural differences into a clear business advantage. In this episode, we dive into: 00:03:53 - How Ukrainians view written obligations as a mix of fixed rules and flexible frameworks. 00:08:45 - Navigating low-trust environments and the practical steps to build a "trust account." 00:11:38 - Understanding the sequence of deal-making and why the legal agreement follows the personal connection. 00:11:51 - Why decision-makers agree on big-picture principles before managers handle the granular details. 00:14:20 - Managing emotional expression and blunt feedback at the negotiation table. 00:21:09 - How to navigate competitive negotiation styles and frame proposals effectively. 00:26:26 - Why the contract is often seen as a minimum…

People in this episode

Host: Dmytro Shvets

Guest: Maryna Starodubska

Topics covered

• negotiation
• Ukrainian culture
• trust building
• deal-making
• cross-cultural communication

Keywords

• negotiating
• Ukrainians
• trust account
• deal-making
• cultural differences
• emotional expression
• competitive negotiation

Mentioned in this episode

Places: Ukraine

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