The People
Korea is one of the most homogeneous countries in the world, racially and linguistically. It has its own culture, language, dress and cuisine, separate and distinct from its neighbouring countries. Hard work, filial piety and modesty are characteristics esteemed by koreans. They are proud of their traditional culture and their modern economic success. Education is highly valued as the path to status, money and success.
- Once you have established contacts with Korean business partner or client, it is important to nurture that relationship.
- Gift-giving is a common practice when doing business in Korea. The gifts given at the first meeting are intended to acquire favours and to build relationships. Wait until your host has presented his gift and use both hands to accept it. The gifts exchanged should be similar value, with that of greatest value going to the most senior person.
- It is also common to give gifts to your Korean business partners to mark major holidays such as Chuseok (Korean Thanksgiving) and Lunar New Year. Christmas is another time when it is common to give gifts to clients and partner companies.
- If you are not based in Korea, do make a point of visiting the client/partner on every business trip here.
- Koreans worry that foreign business are only here to make a quick profit and run and therefore it is important to demonstrate that you have a long-term commitment to the market and to the relationship.
- Koreans business people devote a great deal of time, energy and money in getting to know the people with whom they are dealing in order to build long-term relationships. You willingness to participate is often interpreted as a measure of your sincerity and commitment.
- People who went to the same school be it kindergarten, middle-school or university, share a special relationship. The one who graduated first is the 'senior' (sonbae), while the one who enrolled later is referred to as 'my junior' (hoobae). There will always be a kind of mutual 'i owe you' relationship between sonbae and hoobae regardless of whether they attended school at the same time or many years apart.
Names And Titles
- It is considered very impolite to address a Korean with his or her given name. Address Koreans using appropriate professional titles until specifically invited by your host colleagues to use their given names.
- Americans should address a Korean with Mr., Mrs., Miss + family name ; however, never address a high-ranking person or superior in this manner.
- Korean names are the opposite of Western names with the family name first, followed by the two-part given name. The first of the two given names is shared by everyone of the same generation in the family, and second is the individuals given name. Example: Lee (Family) + Dong (Shared Given) + Sung (Given). Dong Sung is the individuals given name. Address him as Mr. Lee or Lee Sonsaengnim (which means "teacher")
Body Language
- Koreans consider it a personal violation to be touched by someone who is not a relative or close friend. Avoid touching, patting or back slapping a Korean.
- Direct eye contact between junior and senior business people should be avoided. This is seen as impolite or even as a challenge.
- Do not cross your legs or stretch your legs out straight in front of you. Keep your feet on the floor, never on a desk or chair.
- Always pass and receive objects with your right hand (supported by the left hand at the wrist of forearm) or with your index finger.
Corporate Culture
- Koreans expect Westerners to be punctual for social occasions and business meetings. Call is you will be delayed. However, you may be kept waiting up to a half hour. This is not a sign of disrespect, but reflects the pressure of time on Korean executives.
- Professionals meeting for the first time usually exchange business cards. Present your card and receive your colleague's card with both hands.
- Building trust and relationship is vital to establishing a successful business relationship. This requires patience. Koreans prefer to do business with people they know.
- The first meeting is to establish trust/ so business should not be discussed. Be formal in meetings until the Korean delegation loosens up.
- Negotiations are generally long and require several trips. Be prepared for business meetings to go well beyond business hours.
- Koreans generally start negotiations at an unreasonable position and prepare to compromise. Koreans are tough negotiators and admire a firm, persistent negotiator, but refrain from being too aggressive.
- A low, deep bow from koreans at the end of a meeting indicates a successful meeting. A quick, short parting bow could mean dissatisfaction with meetings. Send a meeting review outlining all discussions and agreements to your Korean counterpart after you leave Korea. Make several visits during negotiations and after business is established.
Dining
- Sharing a dinner is vital to building friendship that foster trust. Your business success is directly related to your social relationships.
- Do not pour your own drink, but do offer to pour others. it is common to trade and fill each other's cup. To refuse is an insult. Women pour men's drink, but never another woman's drink. A woman may pour her own drink. Leave some drink in your glass if you don't want a refill.
- It is polite to pass or accept food or drink with your right hand while your left hand supports your forearm/wrist.
Gifts
- Gift giving is very common in Korea. Offer and receive a gift with both hands. wrapped gifts are never opened in the presence of the giver.
- Always bring a small gift for the host when invited to someone's home. example: small gift, candy, cakes, cookies, flowers, fruit. Do not give liquor to a woman.
- It is common to exchange gifts at the first business meeting. Allow the host to present his gift first.
Helpful Hints
- Never use words like "fellow,""guy,""this man" or "that man". This is considered demeaning.
- Koreans are not Chinese. They are distinct from other Asians in food, language and culture.
- Deny a compliment. Don't say "thank you". It is impolite and shows a lack of humility.
Especially For Women
- Foreign women may have difficulty doing business in Korea. Although women are becoming more accepted in the Korean business place, Korean men generally prefer to negotiate with men.
- Korean women seldom shake hands. A Western women can offer her hand to a Korean man, but should not to a Korean woman.
- Foreign businesswomen should always act elegant, refined and very "feminine". Laughing and loud talking are frowned upon.
- Generally, woman wait for Korean men to make the first move.
No comments:
Post a Comment