Diversity Asia

Strategy for Forming Business Relationships in Asia

The common advice given to businesses interested in operating in Asia is to first develop trusting relationships. Western business people must learn that patience comes before doing business.
— By Anna Gonsalves

The advice is given over and over again: To do business in Asia, first develop trusting relationships. The question is: How can Western businesspeople develop the relationships that lead to successfully doing business in Asia?

Companies must adapt Western diversity and inclusion policies and procedures to reflect differences in Asian cultures, and the same holds true for building business relationships. There is a wide gap between Western and Asian businesses, and a lack of understanding of that gap has led to lost opportunities for many Western businesses.

It is important to make a plan for relationship building that recognizes Asian culture and etiquette – from making introductions to gaining the trust necessary to clos...

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