you soft. You to missing and if you find "Initially they bend to plan more time. out they add to the please us, but as time price. "I felt like they goes on, prices go up were very greedy" so we need to constantly negotiate." 6. Trust You show them more The Danes were a lot "They do trust us." It's trust before they more open about a very close show you. Once you prices and charging relationship and have established the than the Chinese. No exchange of relationship a lot trust on their side and information. more information increased already For new suppliers it starts to flow. It might agreed prices. takes about a year to be in the corridor or see how things are before you get in a going. taxi like "It would be a good idea if". 7. Formality "You are formal in First names even with Rather informal due to their terms." There the people high in the the close work are number of formal hierarchy. relationship. things that need to be done right. Showing respect to the senior by a designated seat etc. 8. Agreement building Starts holistic and Had details before Long negotiations on jokes around, which even going there, but details. might end up in a they had to be Very specific mess. renegotiated. approach, directly on No structured the details since it's meetings like at always the same. home. Important not to any "doors". 9. Communication "They will come It's part of their They are very direct styles around you in a culture not to say no. and thrall. thousand indirect "The Chinese said There are almost no yes ways", unlike Dane. without misunderstanding "You cannot make understanding what because of the skilled them lose face by we were saying." personnel in the Hong saying no." There has To them it's very Kong office. been occasions when much of a let-down if people failed adhering they don't understand to the conduct and what you agreed on. things basically It's a big problem to stopped, in some disappoint someone. cases irrevocably. 10 Emotionalism No emotions, only Only the agent got The Chinese are politeness and smiles. upset at a point emotionless, business Danes can get angry because he was oriented. Danes are and annoyed. "If it's a disappointing so much more emotional. negative emotion, and offered the Although things come
you soft. You to plan more time. missing and if you find out they add to the price. "I felt like they were very greedy" "Initially they bend to please us, but as time goes on, prices go up so we need to constantly negotiate." 6. Trust You show them more trust before they show you. Once you have established the relationship a lot more information starts to flow. It might be in the corridor or before you get in a taxi like "It would be a good idea if". The Danes were a lot more open about prices and charging than the Chinese. No trust on their side and increased already agreed prices. "They do trust us." It's a very close relationship and exchange of information. For new suppliers it takes about a year to see how things are going. 7. Formality "You are formal in their terms." There are number of formal things that need to be done right. Showing respect to the senior by a designated seat etc. First names even with the people high in the hierarchy. Rather informal due to the close work relationship. 8. Agreement building Starts holistic and jokes around, which might end up in a mess. No structured meetings like at home. Important not to any "doors". Had details before even going there, but they had to be renegotiated. Long negotiations on details. Very specific approach, directly on the details since it's always the same. 9. Communication styles "They will come around you in a thousand indirect ways", unlike Dane. "You cannot make them lose face by saying no." There has been occasions when people failed adhering to the conduct and things basically stopped, in some cases irrevocably. It's part of their culture not to say no. "The Chinese said yes without understanding what we were saying." To them it's very much of a let-down if they don't understand what you agreed on. It's a big problem to disappoint someone. They are very direct and thrall. There are almost no misunderstanding because of the skilled personnel in the Hong Kong office. 10 Emotionalism No emotions, only politeness and smiles. Danes can get angry and annoyed. "If it's a negative emotion, Only the agent got upset at a point because he was disappointing so much and offered the The Chinese are emotionless, business oriented. Danes are more emotional. Although things come
Vasil_Rusinov_Bachelor_Thesis.docx