· The basis of a business relationship in Taiwan is respect and trust. Take time to establish a rapport with your counterpart. Initially, you will have to overcome the Taiwanese distrust of westerners. Meet face to face as often as possible, and keep in touch after your trip is over.
· Taiwan is relatively similar to other East Asian countries. The Chinese in Taiwan are capitalists with the same motivations for doing business as the Japanese. However, while Taiwan may seem very westernized, the heart of the culture is still very traditional. Westernization is often a veneer, and the older generation still retains the decision-making authority in society.
· Be patient with delays. Often, this is a tactic to wear down the other side. Therefore, do not talk about your deadlines. Expect to make several trips before reaching an agreement.
· Your negotiating team should include persons with seniority and a thorough knowledge of your company. Most importantly, include an older person. The Chinese revere age and status; sending a senior executive shows that the company is serious about starting a business relationship.
· It is still rare to have women participate in business in Taiwan. Foreign women will have the additional challenge of overcoming this initial hesitancy. When women are to be included in the teams, be certain to discuss this with your Taiwanese contact. Allow him some time to adjust to the idea.
· Brute honesty is not appreciated in Taiwan. A direct “no” is considered rude. Learn to speak in and listen to subtleties. A “yes” or nod of the head may mean “maybe” or “I understand”. A “maybe” usually means “no”.
· When negotiating, be sincere and honest. Humility is a virtue, and a breach of trust, since trust is a vital factor in business relationships, will not be taken lightly. (Most proposals and potential business partners will be thoroughly investigated).
· Emphasize the compatibility of your two firms, your personal amicability, and your desire to work with your counterpart. Profits are very important, but harmonious human interaction precedes them in importance. Avoid high-pressure tactics.
· Protecting “face” or individual dignity is a very important and delicate matter. Therefore, never embarrass another person, especially in public.
· Never criticize your competition.
· Never avoid admitting that you do not know the answer to a question.
· Avoid using your hands when speaking. The Chinese rarely use their hands when speaking and become distracted by a speaker who does.
· Business is competitive in Taiwan. Be prepared to discuss all parts of your proposal in detail. Bargaining is also a way of life, so be prepared to make concessions.
· Be sure to have products registered or patented in Taiwan to protect yourself against imitation.
· Have written materials translated by a Taiwanese expert. It is not acceptable to use the simplified alphabet.
· Treat the elderly with respect. Acknowledge them first in a group, and do not smoke or wear sunglasses when they are near. When going through a doorway, allow older people to pass first. If they refuse, gently insist upon this point of etiquette.
· Modesty is very important in Taiwan. Do not enter an office until you are invited, and do not seat yourself until you are asked to do so. If you receive a compliment, politely refuse it and expect others to do the same. This should not stop you from complimenting another person, however, since compliments are always appreciated.
· Avoid being loud around the Taiwanese. They dislike this behavior, since they interpret strong emotions, either positive or negative, as a loss of self-control. Westerners are stereotyped in Taiwan as being loud and emotional.
· Try to obtain a personal introduction from a bank or through the Commerce Department, since local contacts are extremely important.
· For meetings, you will probably be taken to an informal sitting area and served coffee or tea. At the table, the member of your team with the highest seniority should sit in the middle of one long side. The second-ranked person will sit at his right, the third-ranked person to his left, and so forth. The Taiwanese delegation will do the same, so you will be able to identify key players on their team. If you are sitting on a sofa and chairs, follow the same pattern.
· Be careful not to overly admire an object belonging to another person. He or she may feel obliged to give it to you.
· Remove your shoes when entering a home or a temple building.
· Do not be surprised if you are asked personal questions. You may be asked how much you paid for something or what your salary is. These questions are not considered in bad taste in Taiwan. If you do not want to answer, politely explain that it is not your custom to reveal such things.
· Important issues to be aware of include observing hierarchy, respecting the elderly, modesty, and reciprocating gestures of goodwill.
· Taiwan is relatively similar to other East Asian countries. The Chinese in Taiwan are capitalists with the same motivations for doing business as the Japanese. However, while Taiwan may seem very westernized, the heart of the culture is still very traditional. Westernization is often a veneer, and the older generation still retains the decision-making authority in society.
· Be patient with delays. Often, this is a tactic to wear down the other side. Therefore, do not talk about your deadlines. Expect to make several trips before reaching an agreement.
· Your negotiating team should include persons with seniority and a thorough knowledge of your company. Most importantly, include an older person. The Chinese revere age and status; sending a senior executive shows that the company is serious about starting a business relationship.
· It is still rare to have women participate in business in Taiwan. Foreign women will have the additional challenge of overcoming this initial hesitancy. When women are to be included in the teams, be certain to discuss this with your Taiwanese contact. Allow him some time to adjust to the idea.
· Brute honesty is not appreciated in Taiwan. A direct “no” is considered rude. Learn to speak in and listen to subtleties. A “yes” or nod of the head may mean “maybe” or “I understand”. A “maybe” usually means “no”.
· When negotiating, be sincere and honest. Humility is a virtue, and a breach of trust, since trust is a vital factor in business relationships, will not be taken lightly. (Most proposals and potential business partners will be thoroughly investigated).
· Emphasize the compatibility of your two firms, your personal amicability, and your desire to work with your counterpart. Profits are very important, but harmonious human interaction precedes them in importance. Avoid high-pressure tactics.
· Protecting “face” or individual dignity is a very important and delicate matter. Therefore, never embarrass another person, especially in public.
· Never criticize your competition.
· Never avoid admitting that you do not know the answer to a question.
· Avoid using your hands when speaking. The Chinese rarely use their hands when speaking and become distracted by a speaker who does.
· Business is competitive in Taiwan. Be prepared to discuss all parts of your proposal in detail. Bargaining is also a way of life, so be prepared to make concessions.
· Be sure to have products registered or patented in Taiwan to protect yourself against imitation.
· Have written materials translated by a Taiwanese expert. It is not acceptable to use the simplified alphabet.
· Treat the elderly with respect. Acknowledge them first in a group, and do not smoke or wear sunglasses when they are near. When going through a doorway, allow older people to pass first. If they refuse, gently insist upon this point of etiquette.
· Modesty is very important in Taiwan. Do not enter an office until you are invited, and do not seat yourself until you are asked to do so. If you receive a compliment, politely refuse it and expect others to do the same. This should not stop you from complimenting another person, however, since compliments are always appreciated.
· Avoid being loud around the Taiwanese. They dislike this behavior, since they interpret strong emotions, either positive or negative, as a loss of self-control. Westerners are stereotyped in Taiwan as being loud and emotional.
· Try to obtain a personal introduction from a bank or through the Commerce Department, since local contacts are extremely important.
· For meetings, you will probably be taken to an informal sitting area and served coffee or tea. At the table, the member of your team with the highest seniority should sit in the middle of one long side. The second-ranked person will sit at his right, the third-ranked person to his left, and so forth. The Taiwanese delegation will do the same, so you will be able to identify key players on their team. If you are sitting on a sofa and chairs, follow the same pattern.
· Be careful not to overly admire an object belonging to another person. He or she may feel obliged to give it to you.
· Remove your shoes when entering a home or a temple building.
· Do not be surprised if you are asked personal questions. You may be asked how much you paid for something or what your salary is. These questions are not considered in bad taste in Taiwan. If you do not want to answer, politely explain that it is not your custom to reveal such things.
· Important issues to be aware of include observing hierarchy, respecting the elderly, modesty, and reciprocating gestures of goodwill.