Are All Asian Businessmen Alike?

I have learned that Asian businessmen are not all alike.

This past week I found myself attempting to negotiate with Asian businessmen on two different occasions.. 

First, I was involved in negotiations for a Thai client. After failing to get the best deal we had both hoped for, I told her that I wished my husband had been there to strike a better bargain for her with her Indian landlord.  My client readily agreed that my husband was an excellent negotiator - "because he is Chinese!" she said.  She added, "We Thai don't negotiate. We just keep smiling--through our gritted teeth."

After receiving some wise tips from my husband, I went back to the table the following day and I was able to negotiate a better lease agreement for my client.

A few days later my husband and I were negotiating with some Vietnamese and Korean businessmen. Afterward, my husband summed up the negotiation very concisely. 

"The Vietnamese are always going to argue the point, even if the conversation is going their way!  The Koreans are just going to walk away--not wasting a minute of their time if they don't like the way the conversation is going.  And both groups know that the Chinese will bring them all back to the table and negotiate a compromise!"

In global business negotiations, you need to know where everyone is coming from!

Synthia Woodcock-Dang