Буклет на тему «Essential Tips for Business Travellers in East Asia»

Build the relationship before pushing the deal

• Main tips

• Do not rush the opening stage. Korean business culture may seem fast-paced because of the ppalli ppalli (“hurry, hurry”) mentality, but negotiations still depend heavily on trust and relationship-building. Initial meetings, meals and introductions are important.

• Do not panic at an exaggerated “No.” A strong rejection may simply be an opening negotiating position. Stay calm, ask questions, clarify concerns and explain mutual benefits.

• Respect seating hierarchy. The most senior person usually sits farthest from the entrance, in the sangseok (“upper seat”). Do not take this seat unless invited.

• Age can matter more than job title. In Korea, seniority is strongly connected with age. A younger executive may be treated with less deference than an older colleague with a lower formal position.

• When forming your delegation, it may help to include senior or older representatives when meeting high-ranking Korean partners.

• Traveller’s rule:

• Slow down before you speed up.

• Respect hierarchy, invest in personal relationships and never mistake an emotional “no” for the end of negotiations.

Read the meaning behind the words

• Main tips

• “Hai” does not always mean “yes.” It often means “I hear you” or “I understand.” Confirm agreements with open questions such as:

• “What would be the next steps?”

• Treat business cards with great respect. Exchange them with both hands, take time to read the card and do not immediately put it into your pocket or wallet.

• During meetings, place received cards neatly on the table, often in the same order as the people sitting opposite you.

• Important decisions may be prepared informally. The Japanese concept of nemawashi means building consensus before the formal meeting. Dinners, informal conversations and sometimes karaoke can be part of the real decision-making process.

• Do not fear silence. A pause of 5–10 seconds can mean that your partner is carefully considering your words, not that the conversation has failed.

• Avoid interrupting Japanese partners simply to fill a silent moment.

• Traveller’s rule:

• Listen to what is not being said.

• In Japan, patience, silence and careful observation may tell you more than direct words.

Show respect, patience and awareness of hierarchy Main tips Business cards are more than pieces of paper. Present and receive them respectfully, ideally with both hands. Study the card briefly before putting it away. If someone carefully examines your card, it usually shows interest and respect. Do not expect negotiations to be quick. Time itself can be part of the negotiating process. Chinese partners may want several meetings before making a decision. If negotiations slow down, do not automatically assume failure. Continued discussions can signal serious interest and commitment. Toasting follows hierarchy. The host normally gives the first toast, followed by the most senior guests. Junior participants should not jump ahead. When clinking glasses, showing respect to a senior person by holding your glass slightly lower can be important. “Maybe” often means “No.” A Chinese partner may avoid a direct refusal in order to preserve harmony and “face.” Phrases such as “we will study it,” “it may be difficult,” or “we will consider it” may indicate polite rejection. Traveller’s rule: Be patient and learn to read indirect signals. In China, successful negotiations depend on respect, hierarchy and your ability to understand what lies behind polite language.

Protect relationships and preserve “face”

• Main tips

• Understand the Vietnamese concept of “face.” It can involve:

• - your personal reputation;

• - your family reputation;

• - your group or company reputation.

• Avoid criticizing or correcting someone publicly. If there is a problem, discuss it privately.

• Written contracts may be treated flexibly. Vietnamese partners may see agreements as part of a continuing relationship rather than completely fixed documents.

• Do not automatically interpret requests to change contract terms as dishonesty; they may reflect a relationship-based approach to business.

• Polite refusal is normal. When offered tea, a gift or a seat, a Vietnamese partner may refuse once or twice before accepting.

• If you offer something and hear “no” once, it can be polite to offer again.

• Names matter. Vietnamese names often follow the order:

• Family name + Middle name + Given name

• People are usually addressed by their given name, often with a respectful title such as Anh for an older man.

• Traveller’s rule:

• Never make your partner lose face.

• Be discreet, flexible and polite. In Vietnam, the relationship often matters as much as the written agreement.

Seoul: Respect hierarchy and build trust first.

• Tokyo: Be patient and pay attention to indirect communication.

• Beijing: Read between the lines and never rush negotiations.

• Hanoi: Protect “face” and keep relationships flexible.

• Final message to the traveller:

• Don’t expect East Asian business culture to work by Western rules.

• Observe first, speak carefully, respect hierarchy — and remember that patience is often your strongest negotiating tool.