Indonesia’s refusal to accept Apple’s initial $10 million offer for production within its borders tells a story of wisdom, patience, and self-awareness. When Apple later raised the stakes, offering $100 million and eventually $1 billion, Indonesia stood its ground, demonstrating a mastery of negotiation that ensured the best possible outcome for its nation. This was not mere defiance but a calculated strategy to extract maximum value from an investor who clearly saw the worth of what Indonesia had to offer.
This scenario is a masterclass in economic diplomacy and serves as a beacon for African nations. Far too often, Africa has been viewed as a continent eager to accept international investments without fully assessing their long-term implications. Investors approach, waving offers that seem generous on the surface, while quietly angling to secure the best deals for themselves. Yet, the truth is simple: no investor offers money unless they need what you have. Resources, labor, markets—these are Africa’s treasures, and they must be leveraged with the utmost care and strategy.
African nations must learn to play the game of negotiation like Indonesia did. The first rule is patience. Never rush into agreements or accept the first offer laid on the table. True value lies in understanding what you bring to the negotiation. Whether it is natural resources, growing markets, or strategic location, these are assets that international companies covet. They may pretend to be doing Africa a favor, but behind the pretense lies their own urgent need.
Secondly, strategy is key. Negotiations should prioritize not just immediate monetary gains but also long-term benefits like job creation, technology transfer, and the strengthening of local industries. African leaders must move beyond short-term thinking and focus on deals that will transform their nations over decades.
Lastly, beware of flattery. Investors often cloak their interests in goodwill, presenting themselves as benefactors. This is a tactic designed to make you feel indebted to them, even when the reality is the opposite. Understand this dynamic and negotiate from a position of strength.
The world needs Africa—its resources, markets, and people. It’s time for Africa to recognize this truth and act accordingly. Just as Indonesia demonstrated, the power lies in knowing your worth and refusing to settle for less. In the end, the investor is not doing Africa a favor; they need Africa far more than they admit. The key is to play smart and ensure that Africa’s riches translate into real and lasting development for its people.
Dr. A. Fraser. MFR
The National Patriots
