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Soviet high– tech military plants were in Ukraine, which resulted in a highly skilled
engineering workforce and large manufacturing capacities.
Doing business here is not alwats easy but guaranteed to be exciting. Socializing and
friendliness outside the office will more than compensate for the setbacks.
The process of business negotiation can be quite long– winded. Ukrainians will start the
dialogue with a long "warm– up" session about the journey, the family entertainment for the
evening. Don't get impatient: any attempt to rush straight into business is considered rude. For
Ukrainians the beginning of the meeting is a time for evaluating with whom one is conducting
business. Ukrainians expect friendships to extend to business. Strong family ties and
friendships have been a survival mechanism in Ukraine for centuries, be it in farming, when
several families were pooling resources, or in times of hardship and crisis. A network of good
personal contacts is the most valued asset in getting something done.
While Western negotiators prefer sequential approach and tackle every issue separately,
Ukrainians tend to come to an understanding on the global picture first, before getting into the
details of a proposition or a contract. Sometimes a Ukrainian host may start negotiations with:
"Well, this is how we see it and this is the result we would like to get. And what is your
proposal?" The Western counterparts are not always prepared for such an abrupt beginning.
Consider your answer carefully, as your initial statement will be perceived as the backbone of
your proposal.
The Ukrainian approach to negotiation can be emotional and direct. Ukrainian managers
will consider early compromise to be a sign of weakness and will give minimal or no
concession. Recent sociological research by the Institute of Sociology in Kyiv showed that
Ukrainians say the word "No" in negotiations nine times more often than their Western
counterparts! Though used frequently, it does not necessarily put the end to the discussion. Try
to approach the matter in a different way. You should continue to talk about the details,
deliveries and so on. Save any final price concession for the last meeting, even up to half an
hour before you leave for the airport. You will be respected for tenacity and professionalism in
your negotiating stance.
If you have discussed the entire plan with your counterparts and agreed upon every
possible combination of events that could occur, you will probably be invited to sign "A
Protocol of Intent." This is effectively a memorandum of the meeting, which is considered by
Ukrainians as the first landmark on the long route to a business relationship and a contract.
Often at this stage of the contract signature you will be required to put your "Company stamp"
as the official confirmation of your signature, so don't forget to bring a self– inking rubber
company seal with you.
Finally, however tiring the day (or, more likely, the week) of negotiations has been,
don't refuse an invitation to dinner. As Ukrainians love to entertain, toast dinner table is just as
important as the work achieved in the morning negotiations, if not more so. It is a part of
building the relationship of trust and loyalty. You can impress your hosts with the shortest and
most common Ukrainian toast: "Budmo!"
If you understand and the local customs and are open, direct and professional, you will
be respected in Ukraine. And remember: "Budmo!" means "Let us be..."

Task 3. Phonetic drills.
The sun is shining.
The flowers are blooming.
The sky is blue.
The rains are few.
****
Together, together,
Together every day;
Together, together,

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