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5. What do you know about ways of building and running business relationship in different countries?

To understand how national specific influence on business relationships in different countries, let’s compare Latin America and China business contacts.

The first thing is that Latin people, as Spaniards and Italians too, are very warm by nature, so you have to have that personal contact. And personal contact really sometimes even means actually touching somebody and shaking their hands and a hug and a long business meeting or to long dinner meeting. It’s not a common, for instance to have power lunches where in 15 minutes you just go through agenda. In Latin people opinion, you should have really known the person before you make the professional or business commitment. And if you get somebody by a third party, by somebody you trust, it opens many doors and than the best way to build relationship is through Networking. So we can see that in Latin America, in Brazil particularly, the personal side in business relationship is very, very important and it’s something that needs to be emphasizes.

Parallel to this, the first thing, you should remember about working in China, is that Chinese business culture is very different from Western business culture. For example, Chinese and Japanese people tend to work with their friends or relatives. This is because of their traditional social system. So it’s very important for people wanting to do business in China to find intermediary before they actually go into Chinese market. The intermediary knows both sides – your company and the local people and organizations – and can help to established good working relationship. And than it may by a lot of social meetings – tea and dinner and so on – but there is no sign of decision. And often foreign business people may feel frustrated that after two or three meetings they haven’t really business communication. It may be not be at clear to foreigners how or when the really important decisions are made and by who. For Chinese management it’s very important to feels itself comfortable with you, trust you and than it is ready to say yes. And that might happen at the dinning table as often as at negotiating table.

And so I suppose for building good relationship with foreign company there’s very important to try to understand foreigners, try really develop local business relationships and to be ready to spend time to established mutual trust and respect.

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