Artykuły dot. negocjacji

Examples of cultural differences – Asian countries

listopad 28, 2015 - Artykuły dot. negocjacji

Negotiator / Knowledge base  / Multicultural – Asia

Examples of cultural differences – Asian countries

In this article I will outline the main differences which are worth knowing when negotiating in Asia, especially in China. Approach to negotiations At the center of all differences is the approach to business negotiations. While in Europe, negotiations often come down to the result we achieve and secure with a contract, in China the case is slightly more complex, or at least different. The one more important thing than the results we achieve is the way we do it. A way to put it plainly would be to say that one should take their time. Emphasis is put on getting to know the partner – as a person and as a representative of a culture – this is a way to show respect. A lot of time and effort is put towards understanding the partner – their interests, thinking process and way of making decisions. Trust is placed noticeably higher than in Europe. Actually, trust is considered to be the desired result of negotiations. The level of trust is so high, that partners still often don’t write up contracts. We could say that verbal agreements are an equivalent to our written contracts. Speaking of contracts, the Chinese have a different view on this tool too. For them it is a summary if sorts. In addition, they remain flexible and changing terms of an agreement after the negotiations is common. Values The two values which can be easily observed are respect and society. The Chinese culture is a social one, in contrast to the European individualistic cultures. Consequently, the Chinese are more aware of each other. They care about their honor and speak to others with respect. Indirect expression of objections and difficulty in rejecting propositions are also ways of expressing respect. Relationship building Due to high respect standards, the Chinese devote a long time for relationship building. Firstly, relationship should be developed prior to commencing talks on business (while for Europeans, a quality of a relationship is often wrongly perceived as a function of the quality of the contract). This is a complex process of discovering and comprehending the partner and his culture. We can expect to spend a few days sightseeing the area. Also, expect delights such as music, traditional cuisine and drinks. The appropriate way to act is to have fun and be grateful for the possibility which our host is granting us. Be open and try things, when presented with the opportunity – remember that rejection is a sign of disrespect. Communication As for verbal communication, it is good to know about two things. Due to the deep respect towards the interlocutor, Asians have a very subtle way of expressing objections. They do it so politely (so as not to harm the partner), that it can be tough to understand their intention. Another derivative matter is unclear (according to our standards) expression of one’s opinion. The above come to make Asians far from being direct communicators. Negotiations is Asian countries is a real adventure. I encourage you to use every opportunity to get acquainted with stories from people who did it.