Indonesian Negotiation Styles A tale of patience & perseverance

Seoul, 08th October 2012

Nabil Ishak [2012008359] Exchange student

“ ”

The Muslim and Western worlds – they seem to work quite well. But you do need the patience to understand the people, and understand them well. (UK Trade & Investment 2010: 12)

By:

“What makes you say that?”

Although there is no language difficulty

something has already gone wrong!!!

http://www.youtube.com/watch?v=HBHMfk_bsx0&feature=channel&list=UL

“He didn’t particularly care how hard he had to push to get it?”

What was the feeling??? “Very annoying, under pressure, and strong feeling that his

agenda was important and mine wasn’t.”

Cultural competence in negotiations!!!

Interpersonal Focus

“Visit regularly. And thereby build up relationships. Really, those two are key.”

(UK Trade & Investment 2010: 11)

•  Networking investing in relationships, demonstrating loyalty and trustworthiness

•  General relationship building patience and perseverance (a long standing obligation between the sides are based upon respect and trust)

•  This means that negotiations are slow and frustrating (for the Westerners)

How should we behave???

Personal demeanour

•  Indirect Manner Indonesians  are  non-confrontational. It is   rare for them to overtly disagree, although this is beginning to change in some extent -> pay attention on their body languages Indonesians rarely say ‘no’, employing the word belum which

means ‘not yet’ less blunt finality •  Indonesians appreciate tact, no shows of temper or frustration,

demonstrate respect and humility •  They will do anything to ‘save face’ telling others what they

want to hear rather than dealing with immediate issues •  Indonesian society is very status conscious address the

counterparts with their proper titles •  Placing a great emphasis on age and respect

Decision-making

•  Don’t make concessions quickly, but be ready

•  Decision-making is done by senior decision-maker (high PDI)

•  Indonesians will strive to gain complete agreement without hurting anyone’s feeling to preserve group harmony and consensus (compromise)

•  Indonesians believe that fate or bad luck makes certain things happen or not happen message the original agreement into something that more realistic, given whatever new circumstances and constraints

Thank you Terima Kasih

End