ve in, you should always get a "quid pro quo." This is the only area where you may show negative emotions. It is not a bad idea, when giving in, to show the Vietnamese how painful it is for you. Once you reach a standstill in your negotiations, there is a tendency for United States executives to get to the tough issues and get them settled. This is not a good idea in Vietnam. It is best to try to settle the easy things first, where you have the least disagreement. What happens is, you are building relationships and trust while solving those issues. You get the business going with a forward motion. Inevitably, you are going to hit a number of issues that are tough. By that time the Vietnamese side has already committed itself to the relationship, and it is more willing to search for a compromise. If the standstill happens near the end of the day, it is best to call an end to the meetings and sit down again tomorrow. If it is earlier in the day, you may ask for a tea break. Get away from the table and try to communicate more informally. In negotiations, there is a tendency for the Vietnamese side to put great stress on competitors as a pressure tactic. For example, the Australians are very vigorous in moving into Vietnam, so if there is an Australian company working on the same deal, they are sure to tell you about it. Approach it as a negotiating tactic. Even after the agreement is signed, you have to expect that it will always be subject to a change. Follow-Up Work. One of the negative comments Vietnamese sometimes make about American companies is that when the Americans leave, they lose contact with them. Setting up your business in Vietnam is sure to be a long-term process. In-between your personal visits, it is a good idea to follow up on your meetings, outlining your understanding of what was discussed, and, in general, continuing communication with your new partners through faxes or mail. Business Entertainment and Gifts. Entert...
