Doing business in Japan and Thailand

Negotiation is an art in Asia. Patience is a virtue here and must be taken into account at all times. Many executives and entrepreneurs have neglected this aspect when entering these demanding markets. We have some recipes for doing business in Japan and Thailand that may come in useful to such people.

Courtesy and respect for hierarchies are traditional across all Asia. One should never raise one’s voice to others when doing business there. Ignorance of these cultural aspects can completely derail a business deal.

Doing business in Japan

It is absolutely mandatory to arrange interviews in advance in Japan. Punctuality is an extremely important quality in this precise country. During meetings, it is recommended to respect the hierarchy, acknowledging the lead negotiator first, while never raising your voice or becoming nervous.

The Japanese are very detailed-oriented. The suit and tie are more commonly-used than in Western countries, so dress appropriately. If you want to draw less attention to yourself, use a dark suit and white shirt.

The Japanese pay special attention to the quality of presentation a company makes. They also focus on stationery and other issues. It is important that the material be well-presented, if possible in Japanese, and easy to understand. Also, employers should carry business cards in English and Japanese. This should be handed over using both hands and placed so that the other can read it without turning it over. Also, it is good to hire a capable, professional interpreter who can handle different business contexts.

The Japanese appreciate any effort to adapt to their culture and customs. A nice way to show interest and make a good impression is to learn some words and expressions in Japanese.

Negotiations in Thailand

Although not one of the main destinations for Chilean exports, Thailand is a good example for doing business in other parts of Asia.

The traditional Thai greeting is the wei, which is performed by placing the palms together at chest height and make a short bow. Foreigners may shake hands, however. When holding meetings, punctuality is important. Also, if you go to dinner with male executives do not forget to include their wives in the invitation. It is not appropriate to make public displays of affection, point to someone using the foot or show the soles of the shoes.