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Building and maintaining relationships
Think about taking up golf. Vietnamese business people and government officials are very keen on the game and like nothing better to do than talk business during a round or two of golf.
The Vietnamese will speak their mind once they trust you.
Get general advice on working relationships in the Export guide.
How to negotiate
The most common error newcomers make is drawing the wrong conclusion from the enthusiastic reception given to them. It is often possible to quickly agree and sign a memorandum of understanding with a potential Vietnamese partner – similar to ones they have signed with several other visiting hopefuls.
After meetings where progress has been made, it is worthwhile recording this in a memorandum of understanding, including the next steps to be taken and the time frame for these. It is important to follow up promptly on meetings to maintain your credibility.
Get general advice on cultural factors when negotiating in the Export guide.
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Managing business meetings
Meetings with senior government officials require a suit and tie. Otherwise business people are generally relatively informally dressed with open neck short sleeved shirts. Women visitors should dress modestly. For most conditions, tropical weight clothing is essential.
Remember the Asian concept of “face”. You should practise giving "face" (eg. praise, acknowledgement, status) and saving face (eg. don’t be directly confrontational in a group).
Get general advice on how to behave at the first meeting in the Export guide.
