ACTIVIDAD 4: HOW TO

NEGOTIATE WITH PEOPLE

AROUND THE WORLD

JAIME ZUÑIGA SOSA

TUTOR
WOODY FIGUEROA
 During my first job as a lecturer in
How to Negotiate in An Southeast Asia, I was so happy to be
other Country. in the position and able to do my
research that I sped through salary
negotiations and didn’t think twice
about signing my contract. It was
only later, while having coffee with
my colleagues, that I learned that
some university employees had
arranged for their contracts to cover
housing, food, and travel expenses.
I wasn’t aware that those were even
options up for negotiation!
 Going through the job search
process abroad can be confusing
enough, but after you’ve
received an official offer, it’s
important to think about how
you will fully understand your
contract and successfully get
what you want.

We talk a lot about negotiation in the

United States, but what if you land a job
internationally and are going to be working
in an office culture vastly different than
what you’re used to? Here are a few tips
I’ve learned about how to navigate the
negotiation process abroad.
 A FIRST STEP ALWAYS NEGOTIATE

No matter what country you’re in,

you should always negotiate. Even if
you’ve heard that it’s not a standard
practice in the country, you should
still see what—if anything—is
negotiable. I hear of many new
graduates hired abroad who
completely overlook negotiations,
which leaves them at a big loss and
can have lasting effects on the rest of
their careers.
If the organization is small or a startup, you
may not have much bargaining power
around the salary. However, you may be able
to negotiate time off, job responsibilities,
future references or recommendation letters,
or the exact projects you want to manage.
Whatever you bargain for, you and the
company should reach an understanding so
you can be as happy and effective as
possible.
 AN IMPORTANT POINT
UNDERSTAND EXACTLY WHAT YOU ARE
GETTING
How far will your salary go in In your negotiations, you’ll
your host country, compared need to determine whether
to your home country? It’s the company will pay you in
critical to consider this, local currency or your home
because it could mean the currency and how that
difference between enjoying translates to the lifestyle you
your time there or constantly want to lead. Make sure you
stressing out about how you’re fully understand the
going to afford a plane ticket implications of accepting a
home. local salary rather than one
that you would get back
home.
An example that helped me.
For example, getting a salary in Norwegian
kroner may seem like a lot of money if you’re
from the U.S., but the cost of living in Norway is
extremely high. In Thailand, the cost of living is
low and you could live on a salary of $1,000 a
month, but if you want to build up your savings,
that probably isn’t going to cut it. You don’t want
any surprises, so ask about how taxes, Social
Security, and healthcare are calculated in each
country, and make sure to negotiate so you have
more than enough to live on after those expenses
are taken out of your paycheck.
In a recent salary negotiation with a Norwegian company,
I was unsure of how forward I should be. I knew that the
Scandinavian social code of “janteloven” suggests that you
shouldn’t act better or more special than anyone else. But
if that was the code, how was I supposed to show that I
was worth the salary I was asking for?

I ended up doing some research and found out that

negotiations have been pretty standard in Norway for
about 30 years, and it wouldn’t be offensive if I talked
about what I could deliver.
When you enter negotiations with people of a different culture, it’s important to research best practices beforehand, so you
know what to expect. If you’re in India, for example, expect to receive a low number initially and negotiate several times to
get where you want to be. Salary negotiations in Japan can be very intricate, with little room for negotiation unless you
provide clear evidence to prove your worth. In Turkey, honor and trustworthiness are everything, so you may want to convey
how honored you are to work for the company before you begin negotiating.
In the negotiation process, you don't want to
feel like you are getting less than what you
are worth. It's okay to clearly explain why
this job works, ensure you do it in a way that
is culturally relevant, which could mean
emphasizing family, work ethic, or your focus
on helping the company succeed.

The important thing is it could be interpreted as an insult

and a rejection of the job offer. Instead I said "I really
appreciate this position and what they are offering me, but
there are some things I would like to change so that we can
get closer to an agreement."

And I was not afraid that the negotiations will cause the
organization to withdraw its offer. The truth is that it
convinced me that I am a candidate they have chosen, and
they probably do not want to stop hiring me.
Since I achieved the negotiations in that country,
fulfilling the objectives reached, I am happy, because you
see the sufficient capacities to understand how to get a
job, achieve a life and with an important negotiation.
IN THE OPPORTUNITIES IN LOGISTICS, WE
CAN ANNOUNCE A PURCHASE THE
LOGISTICS NETWORK OF COLOMBIA AND
THE UNITED STATES
It is no secret to anyone that if companies have adequate
logistics within and outside their organizations, the
chances of success and value generation will increase
exponentially.

However, one of the challenges for the sector is the

absence of intermodality in the country. Despite the
difficulties, due to its low towing capacity and high
cost, approximately 72% of the country's cargo is
transported by road, as revealed by the National
Planning Department (DNP). In Colombia only 1.5% of
the cargo is transported in a multimodal way; in the
United States it is 7.7% and in Europe it is 60%.
In order for us to have an effective intermodality scheme
in Colombia, there must be clarity in two key aspects:

1. Adequate performance of each mode: by this I mean

that the performance of the modes involved in foreign
trade operations should be exploited 110% (road, rail,
river and their connection to ports).

2. Efficient connections between modes: this is nothing

more than carrying out the process efficiently and
effectively, which would allow us to have a reduction in
costs and time.
 The United States represents 42%
of the global consumer goods
market, and
for this reason and to be closer to
its suppliers and customers many
companies around the world decide
to invest in this country. They are
currently subscribed
more than 14 Free Trade
Agreements with associated
countries. (US. Department of
Agriculture)

The United States has a port infrastructure made up

of more than 400 ports and sub-ports, of which 50
handle 90% of the total tons of cargo. ... Some of the
American ports are within the range of the largest and
fastest moving cargo in the world.
Logistics costs in Latin America and the Caribbean (LAC) range between
18% and 35% of the final value of products, compared to 8% in OECD
countries. For small and medium-sized companies, this percentage can
exceed 40%. • If all the countries in the region would improve their
infrastructure to the average level of other middle-income countries, the
growth of the region would increase, on average, 2 percentage points a
year. • Transportation costs between the region and its trading partners are
almost 9 times higher than tariff costs (in the United States, this proportion
is only double). • Improvements in trade facilitation processes (such as one-
stop shops for foreign trade, customs and border crossings, among others)
could increase the region's exports by up to 38% and GDP by up to 8%
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