Cross Cultural Negotiation

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Business Education

VIETNAM Cross Culture Negotiation Team 412 Muneet Bhatia, Vishal Sajnani, Tony Wang, Kenneth Chow, Pranab Pandey, Ornila Rahman, Peter S June 15, 2011

Outline ,[object Object]

Culture differences

Cross culture negotiations

Summary,[object Object]

Capital: Hanoi

Largest City: Ho Chi Minh City

Language: Vietnamese

Population: 90 Million @ 331KM2

GDP: $103.6 billion

Exchange Rate: 1USD=20530Dong ,[object Object]

70% of the people are still farmers

80% population are Buddhists

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Dan Krassenstein 6-May-2018 Demographics & Business Cultural in China’s 2nd/3rd Tier Cities Dan Krassenstein 6-May-2018 Tiers refer to key characteristics: Economic Development Provincial GDP Advanced Transportation Systems/Infrastructure Historical and Cultural Significance Dan Krassenstein 6-May-2018 China’s first-tier cities (“The Big 4”): Beijing Shanghai Guangzhou Shenzhen These cities are known for being important political, cultural, industrial and financial centers in China, as well as key hubs for the greater East-Asia region. Dan Krassenstein 6-May-2018 China’s second-tier cities: Tianjin Chongqing Chengdu Wuhan Xiamen And capital cities of each province Labor costs are cheaper than Tier 1 cities. Rapid increase in consumer spending/demand Dan Krassenstein 6-May-2018 China’s third-tier cities: Each have populations in the millions Hundreds of county-level cities in China (3rd tier) Zhongshan Shantou Xining Baoding Traditional Chinese Cultural Assumptions Chinese Proverbs “Know where the water comes from.” (Relationship Focus/Long-Term Relationship - Guanxi) “The first bird that peeps its head out gets shot.” (Individual initiative discouraged; group conformity) Ego Traditional Chinese Worldview Hierarchical Identification with Authority Observance of Rites and Social Rituals (Li) Group Orientation Group Stability Cooperation Relationship Focused Tolerance for Ambiguity Loose application of rules Leadership Life Style Traditional Chinese Worldview Filial Piety Family Stability, Material Success Surface Calm Sense of Cultural Superiority Self-Cultivation, Education Perseverance Fluid Time Face & Avoiding Shame (Mianzi) Reciprocation (Guanxi) Senior Life Children Time Sense THE IMPORTANCE OF "FACE” (MIAN ZI) Face is a very important and complex feature of daily life. Rough translation of “face”: “honor”, “good reputation” or “pride” Three aspects of 'face': 1) Lose face (Diu-mian-zi/yao-mian-zi): when your actions or deeds have been exposed to people, you suffer disgrace, humiliation, or embarrassment 2) Give face (Gei-mian-zi): involves the giving of face to others through showing respect. 3) Save face(Liu-mian-zi): which we understand simply to mean not being disrespectful to others in public, or taking preventive actions so that we will not appear to lose face in the eyes of others. It is critical you avoid losing face or causing the loss of face at all times. Try to give face as often as possible—it will be appreciated. GUANXI (CONNECTION OR RELATIONSHIPS) “Guanxi” Is the basic dynamic in personalized networks of influence and is an important central concept in Chinese society Guanxi describes a personal connection between individuals. also a broader network of contacts, which an individual can call upon when something needs to be done, and through which he .

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Cross Cultural Negotiation

1. VIETNAM Cross Culture Negotiation Team 412 Muneet Bhatia, Vishal Sajnani, Tony Wang, Kenneth Chow, Pranab Pandey, Ornila Rahman, Peter S June 15, 2011

2.

3. Culture differences

4. Cross culture negotiations

5.

6. Capital: Hanoi

7. Largest City: Ho Chi Minh City

8. Language: Vietnamese

9. Population: 90 Million @ 331KM2

10. GDP: $103.6 billion

11.

12. 70% of the people are still farmers

13. 80% population are Buddhists

14. Rural traditions and customs shape the national culture

15. Culture difference between the North & the South

16.

17.

18. Relationships

20.

21. Strong hierarchy based upon age and status

22. Negotiations = Slow + slow + really slow………We have not got a feedback for 2 years! Sorry, the big boss is busy!

23.

24. A company and individual can save face or can lose face

25. You can show respect through genuine compliments

26. Beware of accusing others in public!Face is number one!

27.

28. A yes is not always a yes

30. Language barriersI am silent because my glasses are tired

31. Why you must have a middle man A middle man is crucial Blood or marriage ties Government connections A right middleman can put you in the middle of that big family!

32.

33. Make appointments in advance

34. Show up on time but be prepared to wait

35. Business cards are presented with 2 hands

36. Be prepared for silence in meetings

37. Keep your commitments

38. Prepare the business gifts, small but not expensivewww.vietnamcharm.com Be patient and keep smiling!

39.

40. Try to finish all the food in your plate

41. Do not pass anything over somebody’s head

42. Do not point to others with finger – use your hand

43. Do not sit with crossed arms on chest

44. Do not leave chopsticks upwards in the rice bowl

45. Do not shake hands with a female unless she extends her hand

46. Do not touch a member of the opposite sex

47.