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Cross Cultural Negotiation
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Cross Cultural Negotiation

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  • 1. VIETNAM
    Cross Culture Negotiation Team 412
    Muneet Bhatia, Vishal Sajnani, Tony Wang,
    Kenneth Chow, Pranab Pandey,
    Ornila Rahman, Peter S
    June 15, 2011
  • 2. Outline
    • Background on Vietnam
    • 3. Culture differences
    • 4. Cross culture negotiations
    • 5. Summary
  • Introduction to Vietnam
    General Information
    • Communist Country
    • 6. Capital: Hanoi
    • 7. Largest City: Ho Chi Minh City
    • 8. Language: Vietnamese
    • 9. Population: 90 Million @ 331KM2
    • 10. GDP: $103.6 billion
    • 11. Exchange Rate: 1USD=20530Dong
  • Background
    • Agriculture culture
    • 12. 70% of the people are still farmers
    • 13. 80% population are Buddhists
    • 14. Rural traditions and customs shape the national culture
    • 15. Culture difference between the North & the South
    • 16. Confucius influence dominates the society
  • The North and the South
    Same race and language but huge cultural differences
    North Vietnamese are historically poorer, politically more powerful and work harder
    South Vietnamese are economically more powerful , open-minded and enjoy a French life-style
    Hanoi – South Vietnam
    Ho chi minh – North Vietnam
  • 17. Ideological cultural differences
    • Collectivism versus individualism
    • 18. Relationships
    • 19. Water
    • 20. Conflicts avoided
  • A high power distance culture
    • Group oriented society
    • 21. Strong hierarchy based upon age and status
    • 22. Negotiations = Slow + slow + really slow………
    We have not got a feedback for
    2 years!
    Sorry, the big boss is busy!
  • 23. The importance of “Face”
    • Face-saving
    • 24. A company and individual can save face or can lose face
    • 25. You can show respect through genuine compliments
    • 26. Beware of accusing others in public!
    Face is number one!
  • 27. International negotiations
    • Relationships more than the deal
    • 28. A yes is not always a yes
    • 29. Silence
    • 30. Language barriers
    I am silent because my glasses are tired
  • 31. Why you must have a middle man
    A middle man is crucial
    Blood or marriage ties
    Government connections
    A right middleman can put you in the middle of that big family!
  • 32. Negotiation Etiquette
    • Dress Conservatively
    • 33. Make appointments in advance
    • 34. Show up on time but be prepared to wait
    • 35. Business cards are presented with 2 hands
    • 36. Be prepared for silence in meetings
    • 37. Keep your commitments
    • 38. Prepare the business gifts, small but not expensive
    www.vietnamcharm.com
    Be patient and keep smiling!
  • 39. Do’s and Don'ts
    • Do not touch somebody’s shoulder or head
    • 40. Try to finish all the food in your plate
    • 41. Do not pass anything over somebody’s head
    • 42. Do not point to others with finger – use your hand
    • 43. Do not sit with crossed arms on chest
    • 44. Do not leave chopsticks upwards in the rice bowl
    • 45. Do not shake hands with a female unless she extends her hand
    • 46. Do not touch a member of the opposite sex
    • 47. Sit only after the oldest person in the group has sat first
  • Thank You!