**1. Pre-Negotiation: Mapping the Field**  

**In-depth understanding of the counterpart:** Researching the business background, organizational culture, and even personal preferences of the foreign company's executives can be key to a successful start. For example, German companies often value precise technical data, while Chinese negotiators may place greater emphasis on long-term relationships.  

**Setting red lines:** Before sitting down at the negotiation table, determine which concessions are non-negotiable. A medical equipment manufacturer in Tehran shared: "During negotiations with a French company, we did not accept their insistence on full cash payment but instead proposed a bank guarantee in a third country, which was acceptable to them."  

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**2. Body Language and Cultural Cues: The Unwritten Alphabet of Negotiations**  

**Do not underestimate silence:** In Asian cultures like Japan or Korea, silence is often used as a pressure tactic. An Iranian merchant who worked with Japanese companies noted: "I have often seen them remain silent after a price offer, waiting for us to lower the price ourselves."  

**Subtle gestures:** When negotiating with Arab partners in the Persian Gulf, serving coffee is part of the decision-making process. If they do not refill your coffee cup, it may signal a reluctance to continue cooperation.  

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**3. Flexible Tactics for Sanctioned Environments**  

**Proposing creative payment mechanisms:**  
- Using joint accounts in third countries (e.g., Turkey or the UAE)  
- Suggesting barter trade instead of cash payments (especially with countries like Russia or India)  
- Splitting payments into different currencies to reduce exchange rate risks  

**Emphasizing unique advantages:**  
A saffron exporter from Mashhad explained: "Instead of focusing on price, we emphasize to European clients that our saffron is quality-certified by Swiss laboratories, which they value more than discounts."  

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**4. Managing Deadlocks: When Negotiations Reach an Impasse**  

**The "bridging" technique:** If you cannot agree on price, shift the focus to quality guarantees, delivery times, or payment terms. An industrial equipment trader shared: "When an Indian buyer insisted on a 20% price reduction, we offered free technical training in Iran instead, which they found appealing."  

**Third-party roles:** In sensitive cases, involving an international consultant or a reputable intermediary can build trust.  

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**5. Post-Negotiation: Relationship Building Matters More Than the Contract**  

In many cultures (especially in Asia and the Middle East), personal relationships form the foundation of business. Sending congratulatory messages on cultural holidays, following up periodically even after the contract ends, or inviting counterparts to visit Iran (if possible) can pave the way for future collaborations.  

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**Negotiation Is the Art of Turning Threats into Opportunities**  

In an environment where many conventional trade channels are closed, smart negotiation has become a strategic weapon. Iranian merchants who have mastered this art have not only overcome limitations but have sometimes become preferred partners for foreign companies. The key to success lies in understanding that negotiation is not a battle but a delicate dance, where a tactical step back can lead to strategic advancement.