|
|||||||
|
|
|
|||||
|
|
|||||||
Are you making a business trip to Taiwan,
or planning to relocate?
A "heads up" briefing is definitely in
order to ensure a positive and productive stay.
With a bit of practice, you'll be wheelin'
and dealin' with the best of them.
Some Basics Before you Begin
- The family is the most important social unit and assumes responsibility for just about everything. Most companies are small and family owned with hierarchical management.
- Communication is "high-context". Important messages are relayed beyond the spoken word through tone of voice, facial expressions, physical proximity, body contact, hand and eye movements.
- Society is vertical. There are fewer regulations, and control is based on relationships. Strict discipline and pecking orders rule the work place.
- A letter of introduction from a significant individual, or a personal introduction from a mutual friend or business acquaintance goes a long way. The Taiwanese want to know who you are. Your business background, family origin and "rank", which reveals how others relate to you, are significant concerns.
- Business cards are basic to presenting yourself even in casual situations.
Selling YourselfPatience is key. In addition to evaluating your proposals, the Taiwanese will also evaluate your personal commitment. Long-term relationship building may seem rough at first, but it's worth the effort. You will have to sell yourself before you can market your product or service. Your behavior under various situations and your interaction with peers, superiors and subordinates will go a long way towards establishing your integrity and earning trust. Your character will be more critical in business dealings than any contract or legal agreement. Develop associations separate from any business context, including after-hours, sporting events and social occasions. Gift giving helps cement friendships needed for close business relationships. Foreigners willing to learn something about local culture and products are more impressive. Food, basic Mandarin, art, religion and history, plus an overall knowledge of host companies are great study topics. Once you feel comfortable in a relationship, you can interject your product, project or promotion. But, be subtle.
Communication Style
- The same word in English may have an entirely different meaning in Mandarin. "Yes" often means "I understand you", not agreement.
- "Maybe" usually means "No." The Taiwanese believe it's impolite to disagree. Politeness is valued more than frankness.
- Discussing problems directly causes undue frustration. Be prepared to skirt sensitive issues.
- Make an "about face" in order to "save face". Be courteous to your Taiwanese counterpart and modest about yourself. Realize that people do not acknowledge mistakes or failures. Nor will they admit that they do not understand.
- Before a meeting, determine if the other party speaks English. Prepare a written summary of concerns or questions and forward it in advance.
- If you experience communication difficulties, enlist a third party to help.
- Consensus is common. Since responsibility in decision-making and implementation is shared, expect delays.
- The Taiwanese realize their limitations. If you are to manage a Taiwanese staff, you must devote yourself to coordination and communication to be effective.
Punctuality
- Attitudes concerning schedules are relaxed. Do not be offended when people are late or fail to appear. Perhaps there was no real agreement to attend, and with no easy way to say "no".
- Typically, ideas take a long time in planning and testing in Taiwan. But once decisions are made, action is quick.
Negotiations
- The Taiwanese are skillful negotiators since bargaining is an everyday activity. They understand values as well as the ability to pay.
- Westerners tend to bargain for clear-cut goals, like price, quality, or delivery date. Objectives are subtler on the Taiwanese side. The effect of an agreement on long-term relationships with established suppliers or banking partners takes precedence. Contracts that are vague, yet flexible, are preferred over those listing great detail. The spoken word is as important as a written contract.
- Keep your options open on as many points as possible, and for as long as you can. Save tough negotiations for last and reserve your energy.
- Use time to your advantage. Never disclose actual deadlines.
- Competition is keen. Few secrets survive. Do not to discuss important aspects of your negotiating strategy.