The authoress' aim was to find out how the factor of culture may affect negotiations with representatives of Asian countries. The article was based on studies concerning the problem of negotiations and cross-cultural business behaviour. Throughout the world, fundamental differences between the markets where the most important are good relations with partners and the markets where the most important is transaction have a strong influence on successes or failures in negotiations. For Asian negotiators the priority is to keep harmony and to stimulate nice relations between people. In highly propartner cultures of East and South-Eastern Asia both parties lose face when negotiators of one party lose control of their behaviour. For representatives of propartner cultures 'losing face' is a symbol of shame. That is why those interested in making business in those countries must be warned about the importance of this problem. The key to success in negotiations at international markets is knowledge of the culture from which the partner comes from. Difficulties may appear especially when negotiators from a ceremonial cultures meet negotiators from an unceremonial one. Asian ceremonial cultures are characterized by power distance, collectivism, unequal treatment of men and women, and degrees of uncertainty tolerance. There are also some other factors that may cause difficulties during negotiations, such as Asian partners' attitude towards time, symbols (e.g. colours) as well as their superstitions. Negotiations with Asian representatives can be not an easy process. Therefore, knowledge of culture and specific of Asian countries is indispensable for achieving success.
Financed by the National Centre for Research and Development under grant No. SP/I/1/77065/10 by the strategic scientific research and experimental development program:
SYNAT - “Interdisciplinary System for Interactive Scientific and Scientific-Technical Information”.