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Unit 12

Casper discusses some differences he has noticed between conducting business in Singapore compared to Germany. In Singapore, price negotiations occur earlier in discussions, whereas in Germany defining specifications comes before discussing pricing. Additionally, managers in Germany require approval for changes from a Workers' Council, which can slow innovation, whereas Singapore allows for more flexibility.

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Unit 12

Casper discusses some differences he has noticed between conducting business in Singapore compared to Germany. In Singapore, price negotiations occur earlier in discussions, whereas in Germany defining specifications comes before discussing pricing. Additionally, managers in Germany require approval for changes from a Workers' Council, which can slow innovation, whereas Singapore allows for more flexibility.

Uploaded by

khloe
Copyright
© © All Rights Reserved
Available Formats
Download as DOCX, PDF, TXT or read online on Scribd
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Casper It's a very different way to do business here in Singapore, compared to Germany.

Emily I know what you mean. Do you find it difficult?

С No, not at all. It's interesting.

E Interesting?

С Yes. For example, in Singapore you discuss prices much earlier in a negotiation than we do in Germany.
E Really? So, you mean that you leave price negotiations till the end of a discussion?

C: Oh, yes. In Singapore you start talking about prices for products when in Germany we're still trying to
define exactly what's wanted.

E How amazing! I didn't realize. I suppose we think it's a waste of time discussing something if the price
is always going to be unrealistic.

С I see.

E Whereas in Germany you feel you can't begin to think about price until you know all the details.

С That's right.

E So, do you like Singapore?

С Oh, yes. Very much, especially the food. But I need to do some sport. I've put on two kilos already!
Back in Berlin I play centre forward for the company football team.

E Really? С Yes, urn... anyway, urn...

E Do you notice any other differences between business life here and in Germany?

С Well, another difference is the flexibility that a manager has here.

E Flexibility?

С Yes. In Germany it's very difficult to be a manager because every time you want to introduce a change
in the organization or in communication processes, you have to ask the Workers' Council for permission.
This makes innovation very slow, which isn't good for the employees at all.

E: So, what you're saying is that the Workers' Council in Germany makes things more difficult for
employees, not easier.

C: Sometimes, yes.

E That's terrible!
Alex: You know, Chloe, there's quite a difference in the way business is conducted between China and
Japan.

Chloe: Absolutely, Alex. It's fascinating how cultural nuances can impact business practices. Do you find it
challenging?

Alex: Not necessarily. It's intriguing to adapt and understand the unique approaches. For instance, in
China, building personal relationships and rapport is crucial even before discussing business matters.

Chloe: Really? So, you mean they prioritize relationship-building over getting down to business right
away?

Alex: Exactly. In China, it's common to spend time getting to know each other, sharing meals and
socializing, before diving into the business agenda.

Chloe: That's quite different from Japan, where there's often a strong emphasis on formalities and
protocols. Business meetings can involve elaborate rituals and bowing.

Alex: Yes, that's true. In Japan, the proper etiquette and hierarchy play a significant role in negotiations
and discussions.

Chloe: And how about negotiating deals? I heard that in China, there's a lot of back-and-forth bargaining.

Alex: That's right. Negotiations in China can involve extended haggling, and sometimes the first price
isn't taken seriously. It's all part of the process.

Chloe: Whereas in Japan, they often strive for consensus and focus on win-win solutions. It's about
finding harmony and agreement.

Alex: Definitely. Also, the decision-making pace can vary. In China, decisions might be made more
quickly, whereas in Japan, it can take longer due to the emphasis on thorough analysis and consensus.
Chloe: That's an interesting point. And what about work style and hierarchy?

Alex: Well, in China, the hierarchical structure can be less rigid, and employees might be more outspoken
with their opinions. In Japan, respect for authority and seniority is deeply ingrained.

Chloe: And I've heard that in Japan, the work ethic is incredibly strong, often leading to long working
hours.

Alex: Yes, that's correct. In Japan, there's a cultural expectation to put in extra effort for the collective
good of the company.

Chloe: So, do you have a preference between the two approaches?

Alex: I appreciate both for what they bring. China's emphasis on relationships can lead to strong
partnerships, while Japan's attention to detail and long-term planning can result in stability.

Chloe: It's amazing how cultural differences shape business practices. Thanks for sharing your insights,
Alex.

Alex: You're welcome, Chloe. It's always fascinating to explore these global variations in business
dynamics.

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