GMS522 Chapter 3 Manners and Customs

o   North American executives interpret inaction and silence as a negative sign

o   This makes Japanese executives stay quiet until the American counterparts lower the price and give a sweeter deal

o   The simplest agreements can take days to complete with Arabs because they really like to talk about unrelated things and do things in between.

·         Some potential areas in which marketers may not be prepared include

o   Insufficient understanding of different ways of thinking

o   Insufficient attention to the necessity of saving face

o   Insufficient knowledge and appreciation of the host country – history, culture, government, and image of foreigners

o   Insufficient recognition of the decision-making process and the role of personal relations and personalities

o   Insufficient allocation of time for negotiations
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