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around the question: “What happens if THIS happens? What happens if THAT happens?”

And then, at the end of a lengthy conversation, they get to the core problem.

 

As I’ve learned from experience, this is both good and bad. Yes, it takes a long time, and that can be frustrating. On the other hand, the answer you finally do get is well-considered and complete.

 

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Expressing agreement / disagreement: Here in the US, we’re very direct. We look the other party in the eye and possibly say, “I don’t agree with that.” In Asia, by contrast, there is a non-verbal expression of disagreement. It’s not spoken. Rather, the message could be conveyed via body language or by meeting duration. Did the vendor end the meeting abruptly, or seem to rush out?

 

In short, messages are sent in a variety of ways, but almost never via direct agreement or disagreement.

 

So the more you can focus on asking questions and more questions, being “softer,” trying to tune in better to the actual direction of the meeting, the better you will do.

 

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Communication of information: Here in the US we are very explicit. In Asia by contrast, much is implied.

 

I’ve had to learn patience in Asia –– not easy for me. The owner of our company, who’s been in business for over 50 years, would talk to me for long periods of time. In the beginning I didn’t always understand where these conversations were going. He comes from a very different cultural background. However, by the end of each conversation, his point would come through and there was always a strong and relevant message.

 

My experience is quite typical in Asia. If there’s a price or delivery issue, for example, a vendor may start by discussing a button they made for you –– something seemingly

Source: “The Global Leader: Understanding Chinese Business Culture and Business Practices,” by Murray Johannsen, Legacee Management Systems, Inc.

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