“Por la boca muere el pez” What You Say Can Cost You the Deal

In much of Latin America, there is a saying: Por la boca muere el pez. The fish dies by its mouth. It can sound a little poetic but in business, it’s operational.

Deals in Colombia like everywhere are not just about numbers. They are about timing, perception, and restraint. For some of us who are enthusiastic and like to share our ideas, the mistake of over-sharing, over-explaining and revealing one’s position too early is a true risk. 

Coffee before a morning business meeting in Medellin, Colombia at Hotel Living by Armoniko January 2026.

In this way, one has already negotiated against themselves. This can signal inexperience to more seasoned operators, it can expose margins and flexibility and show how badly one wants the deal. And just like that—the leverage is gone. 

The Colombian Context

In cities like Medellin and Bogota, business culture is: warm and relational on the surface yet highly perceptive underneath. Conversations often begin socially, coffee, family, background. But make no mistake: you are being read the entire time, which is also something you should be doing. Business communication such as any form of interaction is more than what you say, it is about what you reveal without realizing it. 

The Discipline of Saying Less

Strong negotiators in this environment give time for the other side to speak first, ask more than they answer and leave space for conversation. Silence isn’t awkward here, it’s strategic. Because every extra information can sift power, change pricing and alter the structure of the deal. 

Practical Reframe 

Instead of thinking: “ I need to explain my value clearly”, think: “ I need to reveal only what strengthens my position.” This doesn’t mean being closed or cold, it means being intentional. 

Why This Matters for the Rose Business

When working with farms, exporters, and wholesalers, pricing is fluid, relationships are long-term and information is currency. If you speak too freely about your end buyers, margins and urgency, you reduce your negotiation power before the deal even begins.

The Principle 

Not everything you know needs to be said. Not everything that is said can be taken back. In Colombia, this isn’t just wisdom, it’s how deals are won or quietly lost.

Insight by Carlos

There is a saying in Colombia that Heidi already mentioned: 'Por la boca muere el pez' — the fish dies by its mouth. But working as an interpreter, I've come to see the other side of that coin. It's not just about saying too much — it's about saying things you can't back up. Because in Colombia we also say: 'Las palabras se las lleva el viento.' The words are carried away by the wind.

Together, these two sayings tell the full story of a negotiation. The first warns you to control what you reveal. The second reminds you that words, no matter how well chosen, disappear without proof behind them. The people I work for always want to see something concrete. And when someone speaks confidently but has nothing tangible to show, the energy in the room shifts — quietly, but everyone feels it.

In my experience as an interpreter, the most powerful moments in a negotiation are not the long explanations. They are the pauses, the documents on the table, the numbers that speak for themselves. Knowing when to stop talking — and letting the evidence do the rest — is where deals are truly won.

To learn more about our team’s experiences on negotiation in Colombia, sign up for the four week cohort.