Negotiating Cross-Border Contracts

🏢 The Chinese factory manager's question changed everything for me: "Do you trust me, or do you trust the contract?" I was 3 years into working as the only foreigner in a Chinese company. We were negotiating with a European client insisting on 47 pages of legal clauses. His follow-up hit harder: "Your people spend 6 months writing contracts to protect against problems. We spend 6 months building relationships to prevent them." That moment taught me something profound about bridging East-West business dynamics. 👉 Western approach: Bulletproof agreements first, then collaboration. 👉 Eastern approach: Unbreakable trust first, then formalization. After 20 years in China, I've seen both approaches succeed and fail spectacularly. The companies that master this bridge don't just survive here - they thrive. My advice for those ready to upgrade their China strategy: ✅ Start with relationship building (Eastern wisdom) ✅ Document with clear agreements (Western discipline) ✅ Solve problems through dialogue, not lawyers ✅ And above all - invest time in understanding the culture behind the contracts 🌏 In a world where supply chains define success, being China-ready isn't optional anymore. It's the bridge to a market that shapes the future of global business.

Tripartite agreements look simple on paper until you are the one signing them. That’s exactly what one of my clients who is a startup founder dealt with while negotiating such an agreement. Here are some of the most common challenges the client faced: ✔️ Aligning the interests of three different parties without creating loopholes. ✔️ Handling jurisdictional issues when parties are spread across countries. ✔️ Making sure responsibilities and liabilities are clearly defined. ✔️ Preventing one-sided terms that can hurt startups in the long run. ✔️ Keeping the process efficient while staying within budget. A single oversight could have left them vulnerable to disputes or unfavorable terms. How did I serve the client to meet his expectations? 1/ Broke down the legal complexities into clear, practical steps so nothing was overlooked. 2/ Paid close attention to the international legal issues involved and ensured compliance across jurisdictions. 3/ Maintained transparent, prompt communication so the client never felt lost in the process. 4/ Worked flexibly within their startup budget while still delivering a watertight agreement. By the end of work, I was able to deliver a smooth, balanced agreement that satisfied all three parties and gave the client the confidence to move forward so much that they recommended me for future legal work. If you are a startup or business struggling with complex international contracts, my DMs are open. Let’s make sure your agreements protect you and not trap you.

Bridging U.S.-Russia Negotiation Styles: The Power of Strategy and Allies. Negotiating across cultures isn’t just about the deal—it’s about the people, the process, and the power dynamics in the room. Understanding key differences can turn challenges into opportunities when people of different cultural backgrounds negotiate. As a dual Finnish-US citizen, I notice that Americans tend to favor direct, fast-paced, and deal-driven negotiations, while decision-makers east from Finland often take a relationship-first, strategic, and hierarchical approach with drama, concessions, and lock-steps involved. The preference is for the other to act, and like in chess, plan several moves ahead to benefit as much as possible of the endgame. In these times of hardship, there is a strong urge for peace on both sides of the Atlantic — to navigate negotiations effectively, some key strategies to consider: 1. Build trust before pushing for a deal. Relationships matter. ☑️ 2. Show strength and strategic patience. Russians respect firm, confident leadership. Quick concessions can be seen as a weakness, so stand your ground while keeping the discussion open. 3. Anticipate a long, tactical game. Russians often use patience, silence, and last-minute changes as strategic tools. Stay composed and adaptable. 5. Balance flexibility with structured agreements. While Americans prefer clear contracts early on, Russians may want informal alignment before formalizing terms, and will prolong discussions as long as feasible for themselves. 6. Leverage global partnerships. Collaborating with European allies is likely to add legitimacy, broaden influence, and actually help navigate regulatory and diplomatic complexities both in the short and long term. A strong, united front prevents divide-and-conquer tactics. Successful negotiations require cultural awareness, strategic alignment, and the right partnerships. For instance, Finland has a long legacy of approaching Russians with mutual respect and a well-prepared strategy, and over the years, these discussions have led to sustained independence and a pragmatic relationship among neighbors. Europeans can help the US reach its goals, but we need a seat at the table, as is natural among allies. Below is an Illustration inspired by Richard D. Lewis on National Communication Patterns: While a strong generalization, this illustration also reminds us of the stark differences between tactics as we witness them in these unfolding historical days. What’s your experience in navigating complex, cross-cultural negotiations? Let’s discuss it! #GlobalBusiness #Negotiation #CrossCulturalLeadership #InternationalStrategy

Cross-border biotech deals often fail to deliver expected value. Over 15 years, we’ve closed 90+ deals on 5 continents despite being a boutique team. Here’s the framework that makes it work: Cross-border biotech deals often fail due to regulatory hurdles, pricing issues, and mismatched priorities. Here's how we avoid that fate: 1. Understand each market deeply Every region has its own commercial and regulatory frameworks, IP norms, and cultural context. We invest in learning that upfront because misalignment, not valuation, kills most deals. For instance, in China, most drugs are sold through hospital systems. If you don't know the distributors with hospital access, your product won't move. From volume-based pricing to the National Reimbursement Drug List (NRDL), every layer matters. Missing these details kills value before the deal is even discussed. 2. Surface hidden value others miss Our team has launched, manufactured, developed, and commercialized products in key global markets. That on-the-ground experience allows us to unearth hidden value. In Brazil, we generated additional gross margin by optimizing the global supply chain of our client's product. That gave the greenlight for the deal to proceed. In Japan, we understand the government's approach to drug loss and the policies addressing it. That lets us create favorable deal environments for Phase 2 companies. 1 in 3 cross-border deals only move forward after we reframe how value is understood on both sides. 3. Build strong trust-based personal relationships Teams that trust each other are more likely to collaborate, find solutions, and push internal alignment. Over 15 years, we've built relationships with decision-makers in every key market. That means we can speak directly to the people who matter. A quick yes mobilizes the org. A quick no saves months of useless conversations. 4. Once interest is real, move with precision Cross-border deals stall when teams lose focus. We act as deal leads: removing blockers, aligning terms, and setting the pace. Deals with clear cadence get done. 5. Keep teams lean and clear We run small, senior teams (3–4 core people) across all mandates. Big teams slow things down. Small teams close. In cross-border deals, clarity of purpose and focused execution beats headcount every time. Some quick metrics: • 90+ deals closed globally • Cross-border close rate >70% • Median close time: 6–9 months • Over 50% repeat clients Execution, not scale, is the differentiator. You don't need a big bank to close global biotech deals. You need clarity, follow-through, and credibility across borders. We've built that over hundreds of negotiations, through trust, not volume. If you're exploring global partnerships & want a partner who knows the path and the pitfalls, let's talk. At Kybora.com, we help leaders navigate cross border deals with clarity. Follow me for more on biotech M&A, strategy, global deals, and market shifts.