Golden Rules for Dealing with Asian Businesses, part 3 of 3

11. Utilize networks
Asian societies make great use of networks. In China the basis is the family system which operates not only in the People’s Republic, but also overseas in Hong Kong, Singapore, Taiwan, Indonesia, Europe and North America. In Japan networking takes place also among families but more so among classmates and university colleagues. Westerners who have been able to secure one or two good friends in Japanese society are able to reach anyone in the business community through their friends’ intermediary. It is important therefore for Westerners to cultivate meaningful personal relationships in Asian societal structures.

12. Don’t rush or pressure Asians. Do things at appropriate times


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About the Authors

Kai Hammerich received his M.B.A. from Northwestern University, Kellogg Graduate School of Management and his M.Sc. in economics from the University of Aarhus, Denmark. Based in London, he is a consultant with the international search firm Russell Reynolds Associates. Kai has conducted numerous CEO and board-level assignments for major global companies. He has in-depth experience advising clients on how to align a company’s talent portfolio with its overall business strategy and company culture. Kai has been nominated by BusinessWeek as one of the most influential search experts worldwide.

Richard D. Lewis is a renowned British linguist and founder of Richard Lewis Communications – a language school for executives as well as a company that advises on cross-cultural business issues. He is the creator of the Lewis Model of Cross-Cultural Communication and author of many books including the bestselling When Cultures Collide: Leading Across Cultures.

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