tailieunhanh - How to Do Business in 12 Asian Countries 18

How to Do Business in 12 Asian Countries 18. What will you need to know in 2010 or 2020 to work in Asia? As Hans Koehler pointed out in his Preface, we live in changing times. In this century China and India are changing the economic balance of the world. But many of the cultural tenets presented in Kiss, Bow, or Shake Hands: Asia took hundreds or thousands of years to develop. These stable precepts help us understand why people behave differently around the world, and they will help you to avoid global marketing faux pas | 134 Kiss Bow or Shake Hands Asia Negotiating At each meeting take time to talk to your counterpart. The first meeting should be solely for that purpose never jump right into business discussions. Expect tea to be served at the beginning of the meeting it is good manners to accept this sign of hospitality. Retain your formality as long as your counterpart does do not become chummy. Do not be fooled into thinking that Korea is completely westernized because of its façade of modernization. While the younger generation is open to globalization traditional values run deep especially with the older generation. You may find younger executives easier to negotiate with as they will follow more westernized patterns. Business will tend to take place at a slower pace than in Europe or North America. Be patient with delays in decision-making. Often this is a tactic to wear down the other side. Therefore do not talk about your deadlines. Expect to make several trips to Korea before reaching an agreement. Do not be surprised if a Korean executive does not call you back immediately when you notify his or her office of a problem. Korean employees are very protective of their supervisors harmony and traditionally will not upset their boss with a problem until the timing is just right. This is especially true at the start of the workday. Find out who will be included in the negotiating team for the other side and match the rank of the persons represented. Status is very important and a mismatch may prove embarrassing to both sides. Generally representatives should be older and hold senior positions in the company. Although this is changing it is still not common to have women participate in business in Korea. This means that women will have the additional challenge of overcoming an initial hesitancy. It is best to consider this factor and mention to your Korean contact that a woman will be included in the team. This will allow them some time to adjust to the situation. Negotiations .