Meetings and negotiations

• INT1
• MBO
• Studiejaar 2

United States of America

Britain

Australia

Germany

Netherlands

France

Spain

China ( excluding Hong-kong)

• Individualistic- anything goes unless it is restricted
• Introduce informality immediately
• They use humour whenever they can, even though the business partner fails to understand
• They often lack patience and say provoking things “look at our generous offer”
• Show immediate trust through ultra friendliness.
  "How are you my friend? 

• They arrive at meetings formally dressed
• Surnames and formal introductions are used
• Meetings are long and wordy
• They do not present their demands at the beginning of the meeting
• Suspicious of early friendliness in discussions
• They believe they are intellectually superior to any other nationality
• Can come across a bit arrogant 

• Your strongest weapon is humour, supported by a cool, laid-back approach
• Be competitive but do not tread openly on others’ toes
• When you wish to criticize, disagree or even praise, do it obliquely
• Managers usually are considered one of the team but maintain a slight distance
• They like orders to be given in the form of suggestions and hints. “Perhaps we might try to”
• Apologize frequently 

• Show willingness to be “one of the mates”
• Cut the red tape at every opportunity
• Roll up your sleeves and help to move tables
• Business is often mixed with social activities
• Moderate swearing is not taboo
• Avoid criticizing anyone for not dressing smartly. They love informality

• Arrive at meetings well dressed
• Hierarchical seating and order of speaking
• Arrive well informed and they expect you to be also
• They have thought over possible counter arguments and have their second line ready
• They believe they are more efficient than others
• They like to go over details time and time again. Wish to avoid misunderstanding
• Do not introduce jokes. Business is business
• Well structured meetings. Each member speaks about his/her specialty

• Proposals are rather vague at the beginning
• They are more interested in you than in your goods
• You have to show you have a heart and that you do not take everything seriously
• Accept physical closeness, tactile behaviour, back slapping etc.
• They “feel” situations rather than analysing them logically. My grandfather did business with your grandfather might be a very valid argument
• Do not confuse mañanabehaviour with laziness. If late deliveries cause problems, ask them to help you out on a personal level.

• Mutual help and dependence are general goals. Confrontation is rare and not desirable
• Meetings start on time in a rather formal atmosphere, which relaxes gradually as people get to know each other better
• Personal questions about health and family are normally avoided
• Adapt well to informality of other cultures
• Practical and seek compromise
• Enjoy a conflict debate

• Mutual help and dependence are general goals. Confrontation is rare and not desirable
• Meetings start on time in a rather formal atmosphere, which relaxes gradually as people get to know each other better
• Personal questions about health and family are normally avoided
• Adapt well to informality of other cultures
• Practical and seek compromise
• Enjoy a conflict debate

• Seating will be according to a hierarchy
• Senior man must be shown great respect and attention at all times
• Meetings are principally for information gathering. Real decisions are made elsewhere.
• Pace of negotiations is very slow and repetitious
• Politeness is observed at all times. Confrontation and loss of face must be avoided
• Decisions have a long term orientation
• Dislike eagerness to sign a contract