Business Diplomat: Know the Sensitivities

Deals are signed in rooms, but rooms exist inside countries. In this part of its interview series, Business Diplomat presents Prof. Dr. Birol Mercan’s advice on preparing for a business meeting beyond the business itself.

First observation: the meeting is never only business
“In fact, a business meeting should not stay outside of business.” The sentence is compressed, but Mercan’s meaning follows from what comes next: the context of the meeting matters as much as its subject. He continues: “The country’s political position and its relations with its neighbours will affect the negotiation process.” An investor sitting at the table represents more than a company; he enters a political setting.

Second observation: preparation
The consequence is practical: “It is therefore important to review the country’s sensitive issues before business meetings and to inform the entrepreneur about them.” Someone must brief the entrepreneur, and the briefing should cover sensitive issues, those subjects on which a careless word or assumption can do harm.

Third observation: it applies to both sides
“The same is true for the host country as well.” The obligation is reciprocal. The host should also understand the visiting party’s circumstances. Preparation is a shared responsibility, a form of mutual respect that begins before the first meeting.

The logic of the assessment
Business takes place within a political setting. The setting affects negotiation. So sensitive issues must be reviewed in advance and the entrepreneur informed. And both parties owe each other this preparation.

The role of Business Diplomat
The platform’s mission is to give young people experience, bring a diplomatic order to the business world, and benefit states by revitalising the economy. Briefing before a meeting is one of the oldest diplomatic habits. Business Diplomat can teach young professionals to prepare in this way.

Conclusion
A business meeting is shaped by the political position and neighbourhood of the country in which it takes place. Reviewing sensitive issues beforehand, on both sides, is a basic form of respect. Business Diplomat aims to make that preparation part of how young professionals work.