A few weeks ago I had the opportunity to see first hand the problems caused by cultural barriers in communication. A biotech company in the United States had legal issues with a biotech company in Korea. This problem could have been resolved by all parties involved with a better understanding of cultural differences and improving cross-cultural communication skills in their negotiations and meetings with each other.
When negotiations come to a standstill it is time to evaluate and improve the business relationship in order to have successful International business negotiations. In my opinion the number one reason for unsuccessful business negotiations is cultural barriers in communication.
Here are some tips on how to improve your communication skills with Korean business executives.
Good body language is important.
Here are some differences. Koreans eye contact is usually indirect and Americans is direct. Korean posture is generally leaning forward with a slight bow, whereas Americans are straight and upright. Facial expressions of Koreans are very low key with a lack of expression and even deadpan at times, and Americans smile and are more expressive.
Understand that Koreans come from a culture that tries to show understanding and respect for others. They are low key usually so be sure your communication skills match your Korean counterpart.
Generally Koreans will not talk about themselves, are uncomfortable asking questions, talking about personal issues, will not acknowledge the other person’s point of view, and have difficulty finding a “common base.” The advantage Americans have is that if they understand these cultural communication differences they can gently and courteously blend into the conversations expressing their point of view and acknowledge any opinions that their Korean colleagues express.
Interestingly, Koreans tend to leave things vague at the end of a conversation. It’s rarely a “yes” or “no.” It is more likely to be, “Let’s talk more.” They may skip around in the business discussion and not go in a “linear” flow the way you expect it to. Americans want to get to the “bottom line” early in the conversation and try to bring in logic.
Be patient, modest, and show a little humility during your conversations. Avoid being over-zealous in your business negotiations.
Communication can be difficult and frustrating if you do not understand these cross-cultural communication differences. Be respectful and show an interest in your Korean business counterpart and you will create more rapport and get on to a successful negotiation start.
Remember...You Are a Super Hero!
Jinsoo
jinsoo@jinsooterry.com
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