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2009-10-06 INGSTAD & CO AB
2009-10-06 INGSTAD & CO AB
WE INDICATE LTL xxxx
2009-10-06 INGSTAD & CO AB
• Lithuania Producer UAB
• The Swedish Company• Box 123• 111 11 Stockholm
• ……………………………………………………………………………………………………………………………• ……………………………………………………………………………………………………………………………• …………………………………………………………………………………………….
• Best regards• Lithuania Producer UAB
2009-10-06 INGSTAD & CO AB
C U L T U R E
2009-10-06 INGSTAD & CO AB
Deal-focused cultures Relationship-focused cultures
ESTABLISHING CONTACT
Open to dealing with strangers withoutprior introduction
Having an introduction or referral is helpful but not essential
Want to know their prospective businesspartners very well before talking business with them
Often a good idea to contact RF business partners at international trade shows, by joining an official trade mission, through Chambers of Commerce or by being introduced by a trusted third party
2009-10-06 INGSTAD & CO AB
ATTITUDE TO CONTRACTS AND WRITTEN AGREEMENTS
Rely on written agreements to prevent misunderstandings and solve problems
Often prefer very detailed and long written agreements
Rely relationships to prevent difficulties
Businesspeople from extreme RF cultures, like Korea or Japan, often expect to renegotiate the terms of the contract as conditions change, even if the agreement was signed recently
2009-10-06 INGSTAD & CO AB
DIRECT LANGUAGE INDIRECT LANGUAGE
Most of the information is stated explicitly in words
Depends more on words than on nonverbal behaviour
People who are able to express themselves well are admired
Fewer words are used, the meaning is conveyed through nonverbal behaviour (facial expression, body language, etc.)
In particular negative news or responses are rarely communicated in words
Vague and implicit communication style
Believe that silence often sends a better message than words
2009-10-06 INGSTAD & CO AB
2009-10-06 INGSTAD & CO AB
2009-10-06 INGSTAD & CO AB
INGSTAD & CO AB
2009-10-06 INGSTAD & CO AB
Thank you for attention and GOOD LUCK!
2009-10-06 INGSTAD & CO AB