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Information Additionally Features of behavior of business partners

Features of business partners - representatives of various countries

When business communication has to deal with the representatives of various countries and cultures. Although gradually formed a certain standard of business contacts in the world, there are marked differences in behavior, in the openness and independence of Representatives, as their responsibility. We emphasize that the differences are not so many styles defined national characteristics as the traditions of the States concerned.

Naturally, the company and representatives of the countries are extremely diverse and not necessarily behave in accordance with the negotiation style, typical for this country.



P "P" SЏ Americans Is characterized by the desire to discuss not only common approaches, but also details related to the implementation of agreements. For them the typical mood, openness, vigor, friendliness, not too official manner of negotiation are typical. At the same time, they usually somewhat overestimate their positions and are confident that their rules of negotiation are the only true and acceptable. Often their position is assessed as assertive and aggressive. The professionalism of American delegations is high. In comparison with representatives of other countries, members of American delegations are relatively independent in making decisions. Americans like to offer package solutions that combine a number of different issues into a single whole. Possessing usually a strong position, Americans are persistent in achieving their goals and like to bargain.


French people avoid formal discussions "one on one". The talks seek to preserve the independence and significantly changing behavior, taking into account, with whom they are negotiating. Much attention is paid to preliminary agreements and preliminary discussions of problems. They are relatively less free in making the final decision and are rigidly connected instructions manual. Often elect confrontational style of relations. Characterized by a desire to use the French language as an official language of negotiation.


Chinese style Characterized by a clear delineation of the individual stages of negotiations. At the initial stage, much attention is paid to the appearance and behavior of partners. There is an orientation toward people with a higher status, to potential allies in the delegation of partners. Practically, it is absolutely necessary to make final decisions after negotiations with higher authorities in China. The position of the Chinese delegations is usually closed: they try to find out the position of the partners and put forward their proposals after that, at the end of the talks, after a full assessment of the possibilities of the other party. At the same time, mistakes made by partners are skillfully used. Much attention is paid to the implementation of the agreements reached (various forms of pressure are often used).


Japanese They make concessions if the partner makes big concessions. Threats in negotiations with the Japanese are of little effect. The Japanese try to avoid discussions and clashes in official negotiations and avoid multilateral negotiations. During informal meetings, they try to discuss the problem as much as possible, paying great attention to the development of personal relations with partners. In the tactics of negotiations, there are no major changes, but decision-making is connected with a rather complex and multistage statement and agreement and takes a lot of time. An important feature of the Japanese style of negotiating is greater accuracy and commitment in everything. An essential feature of the style of Japanese delegations is the work "in a team", group solidarity, the ability to restrain ambitions and not "stick out" strong qualities. It is unaccustomed to the Europeans that the Japanese expressly show their attention while listening to the interlocutor, although this does not mean consent with the speaker's point of view.


Germans usually with a desire to enter into those negotiations, where they are assured of the possibility of finding solutions. They carefully study its position and like to discuss sequentially rather than all at once. Negotiating with German businessmen, consider their commitment to accuracy, punctuality and strict regulation of conduct. It is necessary to pay attention to the adherence to the titles and ranks. Therefore, before the start of negotiations should clarify the titles and ranks of every member of the German delegation.


English paying less attention to preparing for negotiations and believe that the best solution can be found in the course of negotiations, depending on the partner's position. They are flexible and react positively to the opposite side of the initiative. Traditionally, the ability to bypass the sharp corners.


Representatives South Korea want to take action immediately after the establishment of mutual understanding. They do not like generalities and are willing to discuss partnership opportunities in the presence of a real and an elaborate program. They always tend to a logical and clear linkages. They tend to be simple and do not like abstract reasoning. They are usually clearly outline their proposals and ways of their particular solutions.
Koreans never want to demonstrate a lack of understanding or deny the other party. Often, pride and fear of "losing face" does not allow them to discover misunderstanding.

Koreans do not openly talk about their disagreement with your partner and do not prove him wrong (and the same look to the interlocutor). And if the decision is made, they are willing to take immediate action. Therefore, they have puzzled and even cause irritation evasive answers like "We need to think" long and coordination.


Developing countries, such as the Arab world Represent complexity as an object for negotiations due to the poorly developed traditions of modern economic activity, the habit of bargaining associated with a kind of "inferiority complex," the fear that they will be infringed, neglected, interfere in their internal problems. Therefore, the cause of difficulties and conflicts is often trivialities, which the other side does not attach importance. The most serious clashes "over trifles" arise between representatives of close cultures or nationalities, as they more easily feel the smallest deviations in the behavior of partners and react more painfully to them.

 

According to foreign experts, Representatives of Russia and the CIS Have good business potential. They are hampered by a lack of experience, as well as some previous traditions. So, our side often pays attention to general, "slogan" questions and very little on how these slogans can be realized. There is a desire to escape from decisions related to risk, which destroys the initiative. At the same time, they often prefer to criticize the partner's proposal, and not to put forward their own versions of constructive solutions. Assignments are generally seen as a manifestation of weakness and reluctantly. Often, because of an inadequate culture, the position either turns out to be excessively confrontational, or, on the contrary, the Russian side goes on completely unreasonable and very far-reaching concessions, as was, for example, in deciding the question of Russian military property in Eastern Europe. The danger and emotional extremes are great when a representative of a foreign party is viewed either as an unconditional enemy or as a carrier of the highest state and economic wisdom.
When dealing with foreign partners must be considered with a number of traditions. So, for the Americans or Germans being late for a meeting - a sign of low culture, not necessarily a partner, which of course, affects the future relations.
For Hispanics such delay is not important and is not considered an extraordinary event.

People of different cultures have different ideas about the optimal distances between people. So, US residents usually conduct a conversation between themselves at a distance no closer than 60 cm from each other. If the interlocutor seeks to get closer to a closer distance, then he involuntarily is perceived as being too persistent and obsessive, pretending to establish close relations. The adverse reaction of a North American protesting against the reduction of distance is perceived by his interlocutor, for example, Hispanic, as a sign of arrogance and arrogance.

According to both the outcome is wrong. Simply talking violated customary for each distance. Not knowing the differences of nonverbal communication in different people, it's easy to be trapped, hurt or even insulting interlocutor. Therefore, in preparation for a meeting with the foreign partners, we need to understand the differences in the interpretation of gestures, facial expressions and body language of the business world representatives in different countries.