- Be warned: ‘Shaming’ is a well used tactic. If they catch you saying something which conflicts with something you said earlier in the discussion, they will ‘shame’ you with that.
- They may suggest you have broken the bonds of friendship if you do not agree to the final contract.
- They are meticulous note takers; recordings are often made.
- Often they start with a no-compromise approach initially, flexibility emerges.
- Decision-making is consensus.
- Impatience on your part will be met with delays.
- Respect and trust must be earned before you can begin to negotiate.
- Avoid embarrassing your counterpart; don’t ask direct questions.
- Harmony is the basis for negotiations
- They will find indirect ways to resist proposals, but never say so outright.
- They will seek specific terms and conditions but might not be as willing to give them.
- Take care not to interrupt during a conversation, this is disrespectful.
- Give silence and space for thought before replying; shows respect.
- Customary to repeat questions several times in China and repeat answers several times in Korea; so they can make right decision.
- Extensive preparation and documentation required in Far East.
- Far Eastern delegates need to leave room for informal discussions. These informal discussions following formal sessions are very important.
- There is often someone behind the scenes with the power.
- A smile can denote discomfort.
- Be careful about humour. Its use can show you are not taking things seriously.
- It can take years to build a relationship strong enough to ‘do a deal’.
Please call or email us for details of any course, and for our fees. All our courses can be in-house or open, and online training modules will shortly be available. They will give you access to our training in a low-cost and convenient way.
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