The Influence of International Lawyers: Making a Difference through Deals and Trust

Being an international lawyer is a role that comes with a unique set of experiences and responsibilities. While there are countless professionals in this field, sharing a common experience can be challenging. My journey, for instance, began with a focus on import transactions and customs compliance, but my most fulfilling and impactful practices revolved around negotiating large deals in far-flung corners of the globe.

Negotiating Abroad and Building Trust

I have spent numerous weeks in countries such as the USSR, Poland, Romania, Egypt, Iraq, Oman, Brazil, and Chile, among others. This often meant my absence from home for extended periods, a fact that no doubt would have frustrated my wife and children, had they been aware of it (I hope!). Nevertheless, nothing was more satisfying than closing a major deal. During my early career, there were few lawyers who specialized in such large-scale transactions, and this made me a valuable asset to my negotiating teams.

I honed a negotiation style that positioned trust as the foundation of successful partnerships. Instead of purely competing, I focused on making the other side trust me. This meant, at times, pointing out their own mistakes and asking, "Do you really want to do that?" This approach often paid off, especially when dealing with multi-month or even multi-year negotiations. However, I could also sense when the other side was not serious but looking to learn something else, such as our technology. These discussions would quickly come to an end.

Learning from Every Negotiation

Each negotiation provided me with invaluable insights into the countries and people involved. For example, I pointed out to a communist negotiator that his habit of placing our chairs at a table that faced direct sunlight was a leftover British colonial gesture toward locals. This simple observation highlighted the importance of cultural understanding in international negotiations.

The Continuation of Trust in Modern Negotiations

While my experiences were transformative, the essence of building trust remains a cornerstone of contemporary international trade negotiations. Thanks to advancements in communication technology, parties can now connect in real-time, which might make the process less exciting but more accessible. Nonetheless, the importance of trust in negotiations has not diminished.

Good negotiators foster a give-and-take environment that generates trust, which in turn can catalyze positive change that seeps into the public sphere. When the stakes are high, such as in cross-border transactions, parties may seek rulings from their government regulators to substantiate their positions, essentially calling their counterparts' bluff.

In essence, international lawyers play a crucial role in fostering global cooperation and understanding. While the process may evolve with technology, the fundamental principles—such as trust and negotiation—remain vital to creating a healthier and more interconnected world.