Doing Business in Asia Ebook
This Ebook is dedicated to helping people get started in doing business in Asia. We have compiled some suggestions and tips for anyone who plans to get involved in one of the world's fastest growing and most important economic regions, and we hope that these will help you in overcoming some of the common challenges and obstacles.
Asia is not a single country
This may be stating the obvious, but it is extremely important to emphasise that Asia is not a single country or an autonomous unit in any way. Thinking your business can have an "Asian strategy" and treat Asia as a single market is a recipe for disaster. Even more than Europe, there are cultural and language differences between the diverse countries that make up this continent. Korea and Japan are as different as Italy and the United Kingdom, China and India are as different as Germany and Portugal.
Tips and advice on business etiquette in Asian countries
Asian culture encompasses levels of subtlety that you may find difficult to appreciate or comprehend, it is imperative to enlist someone who understands the people and the way business relationships work.
It is highly recommended that you hire local staff, who will speak the language fluently and understand your customer’s needs. Try to learn at least a few words of the local language as this will show respect for the culture and people.
If you are using an interpreter, make sure you meet with them before hand and make certain that they understand you and your business.
It is important to be patient, be prepared for negations to be prolonged. Yes often means no, and No frequently means perhaps.
Westerners can often appear too direct and aggressive, be careful not to try to push Western values into your business dealings.
The exchange of business cards is a very necessary opening procedure, ensure you have a supply of business cards on hand.
If you are complimented by an Asian person, it is polite to deny it as modesty is considered very important.
Western business people tend to talk too much to quickly, which can appear pushy and discourteous.
Ask open questions, talk to your potential business partners about their culture and country. It is important to focus on building a relationship with them, before starting to talk about business. You will find you will get far better results by working patiently and respectfully towards achieving trust in your business relationships.
In Asia, ‘gift giving’ is considered good manners and helpful in building business relationships, while in the West this could be construed as bribery. If you were offered a gift in Asia and turned it down it would be seen as very bad form and trust could be broken.
In many Asian cultures, religion is a way of life. In Islamic countries Muslims pray five times a day, which must be taken into account and respected.
China
You are advised to wear conservative suits when undertaking business dealings in China, and women are encouraged to avoid wearing short sleeved blouses and high heeled shoes. Don’t make big hand movements or point when speaking, this is could be considered rude and distracting to your host.
If you are eating a meal, be sure to sample each of the dishes out of politeness and leave something on your plate. If you eat everything you are given it will be assumed that you were not given enough to eat. Do not discuss business matters until after the meal has ended.
Hong Kong
In Hong Kong greeting with a handshake is fairly common, with a slight bow to show respect. Do not interrupt your host or refuse to take a drink, toasting is an important part of the culture. Punctuality is essential and making appointments before hand is highly recommended.
Japan
Conservative attire in dark colours is advised, in Japan a person dresses to impress and to show status. Avoid using large hand gestures and dramatic movements and remember that pointing is unacceptable. In particular the Japanese people require respect and patience.
Taiwan
Men and women should dress modestly and in conservative clothing and your appearance should be clean and tidy. Touching someone’s shoulders or head is considered rude. Be sure not to touch or point at anything with your feet as they are considered to be dirty.
Thailand
Business relationships develop slowly, it make take several meetings for a connection to flourish. Courtesy and respect is very important and non verbal communication is often taken into account more than actual words. A Thai person may find it difficult to say no so you need to be aware of their body language.
In Summary
Each country has its own culture and heritage and what is socially acceptable in one may not be in another. Ensure to research the local customs before you embark on forging business relationships in Asia, your patience and understanding will pay dividends in the end.