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Building and maintaining relationships
You should arrange an introduction or personal reference before approaching potential business contacts, although business relationships are not as formal as in Japan, China, Korea or the Middle East.
Thais respect hierarchical relationships. When they meet you they will try to place you within a hierarchy so they know how you should be treated. This is often done by asking what might seem very personal questions in other cultures.
How to negotiate
The hierarchical culture has strict rules about rank and position in the group. When sitting, ensure that the soles of your feet are never pointed toward anyone, particularly a monk or Buddha image. The feet are considered the lowliest part of the body.
Smile a lot. Smiling is equated with patience and Thais greatly admire those who are patient.
Thais avoid violence, conflict and confrontation. Losing your composure means losing respect in Thailand. Do not be surprised to encounter situations where an obvious injustice or abuse is tolerated with an outwardly submissive attitude, for the sake of not losing face.
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Managing business meetings
It can sometimes be helpful for your first meetings with Thai organisations if you are accompanied by a local New Zealand Trade and Enterprise representative. This can assist you establish your credibility.
In general, wait for your host and hostess to introduce you to the other guests. This allows everyone to understand your status relative to their own, and thus know who performs the wai – a common form of greeting with strict rules of protocol – and how low the head should be bowed. Remain standing until told where to sit.
Remember to allow for sufficient travel time in getting to and from any appointments in Bangkok as traffic congestion can cause lengthy delays. You should arrive at meetings on time as it signifies respect for the person you are meeting.
Avoid visiting Thailand around Songkran (Thailand’s New Year) in mid-April. Businesses close for about three days and many Thai business people are out of town at this time.
