Negotiation is the crucial step between identifying how to enter the market and actually getting an organization established to do so. Through research and due diligence, we assist our clients in identifying optimal sites and potential strategic partners or merger candidates. However, the "best of the best" on these short lists do not become clear until the negotiation stage. Often the final terms given by these short-listed candidates affect their relative attractiveness and can offset many of the strategic, financial, or operational advantages or disadvantages identified in the initial due-diligence process.

Successful negotiations require thorough preparation and managed patience. From our experience, we estimate that every one hour at the bargaining table requires four to five hours of preparation. Our negotiation support encompasses both behind-the-scenes preparation and side-by-side representation at the negotiation table.  

In most Asian countries, a large part of the negotiations process takes place behind the scenes. Our process includes step-by-step identification of decision makers and authorizing agencies, as well as extensive background research.