Lost In Negotiation

Olof Sjöberg

In a world that’s more connected than ever, knowing how to navigate, negotiate and resolve conflict in different cultures is a real advantage. At Lost In Negotiation, we help you feel confident working across borders—whether you’re closing a major deal or just collaborating with colleagues from different cultures. Our podcast focuses on one specific country per episode and gives you down-to-earth, practical advice from real experts, so you can succeed wherever business takes you. 

Episodes

  1. 18 Aug

    Episode 5: Finland

    Episode 5 of LIN ventures to Finland, a Nordic nation that shares many values with its Scandinavian neighbours yet maintains a uniquely Finnish approach to business and life. Finland, with its 5.5 million people, is a land of fascinating contrasts. It's a country that gave the world Nokia and has become a global leader in technology and innovation, yet it's also known for its love of silence, nature, and sauna culture. From gaming giants like Supercell and Rovio to industrial leaders like KONE and Wärtsilä, Finnish companies have achieved remarkable international success despite - or perhaps because of - their distinctly Finnish way of doing business. But what does that Finnish way really mean in practice? Is the stereotype of the silent Finn actually true in business negotiations, or is there more to Finnish communication than meets the eye? How do you interpret a Finnish "yes" - and more importantly, what does silence actually mean? Finland has a concept called "sisu" - often translated as determination or resilience - but how does this show up at the negotiating table? Today we'll explore these questions and uncover what makes Finnish business culture unique. We'll discover whether Finnish reserve is a barrier to building relationships or actually a different path to deeper trust, understand how Finns balance their reputation for being straightforward with their equally strong desire to avoid conflict, and learn why what might seem like a slow start to negotiations can lead to surprisingly efficient decisions and incredibly loyal partnerships. Is negotiating with Finns really as different as people say, or are there universal principles that transcend the cultural quirks?

    Episode 5: Finland

  2. 18 Aug

    Episode 4: France

    This episode puts the spotlight on France where we explore the art of negotiation in France, a country whose business culture is as rich and complex as its celebrated wine, cuisine, and cultural heritage. France, with its population of 68 million, is the world's seventh-largest economy and a cornerstone of the European Union. From luxury brands like LVMH and Hermès to aerospace giant Airbus, from L'Oréal to Michelin, French companies are global leaders that have shaped industries worldwide. The French economy combines cutting-edge innovation with centuries-old traditions of craftsmanship and quality. But France is also a country surrounded by stereotypes and misconceptions when it comes to business. Are the French really arrogant, or is something getting lost in translation? Is French business culture truly more hierarchical than other European countries, or does it just express hierarchy differently? Why do some international negotiators find French partners challenging while others develop incredibly strong, lasting partnerships? This episode will explore these questions and many more. We'll discover what lies beneath the surface of French business etiquette, understand how Paris differs from the provinces when it comes to doing business, and learn what really matters when you're trying to reach an agreement with French partners. Whether the reputation for rigorous debate is a barrier or an opportunity, and how to navigate a business culture that values both intellectual brilliance and personal connection - these are the insights we're here to uncover.

  3. 18 Aug

    Episode 3: Denmark

    In this episode we're exploring the art of negotiation in Denmark, one of Sweden's closest neighbours yet a country with its own distinct business culture and approach. Denmark consistently ranks among the happiest and most business-friendly countries in the world. With a population of just under 6 million, this small Nordic nation punches well above its weight in international trade - from Novo Nordisk's dominance in pharmaceuticals to Maersk's global shipping empire, from LEGO's creative innovation to Vestas leading the renewable energy revolution. Danish companies have become household names worldwide. But what's it really like to negotiate with Danish partners? Is their famous "hygge" coziness reflected in business dealings, or does it stay firmly in the private sphere? The Danes have a reputation for directness - but how direct is too direct, and when might their straightforward communication actually be more nuanced than it appears? Denmark is known for flat organisational structures and consensus-building, but does that make decisions faster or slower?

  4. 18 Aug

    Episode 2: India

    In this episode we explore negotiation in India, a vibrant democracy of over 1.4 billion people and one of the world's fastest-growing major economies. India is a country of extraordinary complexity and contrast. It's where ancient temples stand alongside cutting-edge tech campuses, where English is widely spoken in business yet dozens of languages and hundreds of dialects flourish across regions, where startups in Bangalore are disrupting global industries while traditional family businesses thrive for generations. From information technology and pharmaceuticals to manufacturing and services, India has become an indispensable player in the global economy. But what's really happening beneath the surface when you negotiate in India? Is the importance of relationships and personal connections genuine, or is it just a formality before getting down to business? How do you navigate a business culture that seems simultaneously direct and indirect, formal and informal? India is often described as hierarchical, but what does that actually mean when you're sitting across the negotiating table? And with such vast diversity across regions - from Mumbai to Delhi to Chennai to Bangalore - can we even talk about one Indian business culture? In this episode we'll explore these questions and uncover what really matters when negotiating in the Indian context. We'll discover how to build the trust that forms the foundation of Indian business relationships, understand what flexibility and patience really mean in practice, and learn why what seems like a simple "yes" might carry meanings you haven't considered. Is the Indian negotiation style as relationship-focused as people say, and if so, what does that mean for how you should prepare and engage?

  5. 13 Aug

    Episode 1 - Introduction

    What is Lost In Negotiation and what will listeners learn from tuning in to this podcast? Listen to this first episode to learn more about why this podcast got started and why it is so important to have knowledge about cross cultural management and negotiation. You will also get to know the hosts of the podcast , Jeanette and Olof, who combined have more than 40 years of experience navigating cultural differences and negotiating all over the world.

    Episode 1 - Introduction
  • 5 Episodes

About

In a world that’s more connected than ever, knowing how to navigate, negotiate and resolve conflict in different cultures is a real advantage. At Lost In Negotiation, we help you feel confident working across borders—whether you’re closing a major deal or just collaborating with colleagues from different cultures. Our podcast focuses on one specific country per episode and gives you down-to-earth, practical advice from real experts, so you can succeed wherever business takes you. 

Information