may take some time. Do not push to start talking business. Let that come from the other side. When they feel that the relationship has advanced far enough, they will start asking questions about the topic you have come to discuss. It may take 10 minutes or an hour. Presentations. Your first meeting may only be exploratory, with generalities and introductory sessions. The next day it will be followed by a more formal meeting, which should include a presentation of your project. This presentation should be factual and should include visuals. Remember that numbers can easily get confused in oral discussion. Brief your interpreter ahead of time, whether it is for the introductory session or for a more formal meeting. Americans tend to start their presentations with a joke. This is not a good idea in Vietnam. Humor should be kept out of business discussions. Negotiating. As the negotiations progress, you will find that the Vietnamese may be very stubborn on certain points. Be patient. It is rude to show your anger or frustration. You may cause both sides to lose face by displaying your negative emotions. If you criticize the other side directly or use any confrontational tactics, it will cause them to lose face. You also lose face, because you are showing yourself to be immature and undisciplined. Remember, that whatever the situation is always keep a poker face and smile. Show respect to the senior people, especially in the government structures. When you show respect, for example, by the way you address them, you give them face. Ask your interpreter to brief you before the meeting about the titles of the people you are about to meet and always use those titles. The negotiating process is going to take a long time. Bargaining range is important. Start with some margin in your opening bid. There will be times when you will need to give in. If you do not have that margin built into your offer you will be in trouble. Whenever you have to gi...
