Meetings and negotiations
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Slide 1 - Diapositive
Slide 2 - Diapositive
Slide 3 - Diapositive
- 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?
Slide 4 - Question de remorquage
- 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
Slide 5 - Question de remorquage
- 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
Slide 6 - Question de remorquage
- 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
Slide 7 - Question de remorquage
- 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
Slide 8 - Question de remorquage
- 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.
Slide 9 - Question de remorquage
- 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
Slide 10 - Question de remorquage
- 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
Slide 11 - Question de remorquage
- 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
