The importance of negotiation makes people increasingly attach importance and efforts to develop not only domestically but also internationally.Before entering the negotiation we all nee
Trang 1TRƯỜNG ĐẠI HỌC SƯ PHẠM KỸ THUẬT TP HỒ CHÍ MINH KHOA KINH TẾ
-TIỂU LUẬN MÔN ĐÀM PHÁN THƯƠNG MẠI QUỐC TẾTÊN ĐÈ TÀI
NEGOTIATIONS WITH PHILIPPINE PARTNERS
Họ tên sinh viên thực hiện đề tài:
TP Hồ Chí Minh, tháng 05 năm 2023
Trang 2TRƯỜNG ĐẠI HỌC SƯ PHẠM KỸ THUẬT TP HỒ CHÍ MINH KHOA KINH TẾ
-TIỂU LUẬN MÔN ĐÀM PHÁN THƯƠNG MẠI QUỐC TẾTÊN ĐỀ TÀI
NEGOTIATIONS WITH PHILIPPINE PARTNERS
GVHD: Lê Thị Kim Khang
Họ tên sinh viên thực hiện đề tài:
TP Hồ Chí Minh, tháng 05 năm 2023
Trang 3CHAPTER 2: GENENAL INTRODUCTION ABOUT THE PHILIPPINES 3
2.1 OVERVIEW OF THE PHILIPPINES 3
3.4 DECISION-MAKING PROCESS, CONTRACT FORM AND VIEWS ON CONTRACTING WITH PARTNERS 11
CHAPTER 4: CONCLUSION 15
Trang 4CHAPTER 1: OPENING 1.1 SUMMARY
In our life, negotiation takes place every day around us from everyday activities and everyone is a negotiator We negotiate with people and negotiate many different things Negotiation began to appear in the economic field, and because economic activities take place frequently, negotiations take place increasingly popular and play an important role There are more and more situations that need to be negotiated Everyone wants to participate in making decisions that affect themselves, very few people accept a decision judged by others People are like no other, and they negotiate to resolve conflicts that's different.
Negotiation is an effective and effective tool to help businesses transact and sign contracts for the sale of goods and services, creating a premise for businesses to expand and develop their business activities Negotiation is a tool to help enterprises settle disputes arising in the process of contract performance Negotiation ensures business efficiency for enterprises when conducting international commercial activities The importance of negotiation makes people increasingly attach importance and efforts to develop not only domestically but also internationally.
Before entering the negotiation we all need to get to know our partner in advance, to increase the opportunity to success for negotiations between the parties,t he same f or international negotiations.With this essay we will cover the cooperation with Philippine partners, We note the similarities and differences between Filipino culture and our culture, providing businesses with an overview and having the right strategies to avoid cultural differences which lead to an unwarranted failure of the negotiation The essay "Negotiation with Philippine partners" consists of 4 chapters:
Chapter 1: Opening
Chapter 2: General introduction about the Philippines
Trang 5Chapter 3: International trade negotiations with Philippines partners Chapter 4: Conclusion
1.2 REASON FOR WRITING
For a business, if the negotiation is not good, it may lose customers and business partners Because of its importance we cannot ignore how to negotiate successfully Today, negotiation has become an art, each using a different style to achieve his or her own interests Negotiation is an intellectual contest between the negotiating parties, unlike a running race, whoever comes first will win, but it also requires flexibility and ingenuity to keep a long-term cooperation relationship Negotiation is not only a competition of strength but also includes the application of negotiation techniques In the context that international integration is a big trend of the modern world, deeply affecting international relations and each country, we can see the importance of negotiation On the occasion of State President Truong Tan Sang's bilateral talks with Philippine President Benigno Aquino III on the sidelines of the Asia-Pacific Economic Cooperation (APEC) Summit held in Manila, the two leaders discussed agreed to officially establish a strategic partnership between the two countries on November 17, 2015, this cooperation has helped Vietnamese businesses have a great potential partner, which is the Philippines.
We decided to choose the topic "Negotiation with Philippine partners" with the reason to learn more about Philippine partners, thereby helping businesses avoid some mistakes in negotiation when cooperating with partners from the Philippines.
1.3RESEARCH OBJECTIVES
Common goal: Learn about negotiating with Philippine partners Own goal:
+ Give general information about the Philippines
+ Provide information on how to communicate and negotiate with Filipino partners + Lessons learned from the information learned
Trang 6CHAPTER 2: GENENAL INTRODUCTION ABOUT THE
2.1 OVERVIEW OF THE PHILIPPINES
The Philippines, officially the Republic of the Philippines, is a sovereign island nation in Southeast Asia The Philippines has its capital Manila and is an archipelago of 7,107 islands and its total area, including inland waters, is approximately 300,000 square kilometers (115,831 sq mi) The country has 36,289 kilometers (22,549 mi) of coastline, the fifth longest coastline in the world The country lies between 116° 40', and 126° 34' East longitude, 4° 40' and 21° 10' North latitude – the 64th largest country in the world The current population of the Philippines is 113,757,487 (as of 1010/05/2023) according to the latest figures from the United Nations The population density of the Philippines is 381 persons/km and the average age in the Philippines is2
26.6 years old The Philippines has rich natural resources and a high degree of biodiversity.
The Philippines has a tropical maritime climate, the weather is usually hot and humid The country has three seasons: tag-init or tag-araw, the hot and dry season lasts from March to May; ulan, the rainy season lasts from June to November; and tag-lamig, the cool and dry season lasts from December to February The average annual temperature of the Philippines is around 26.6 °C (79.9 °F) When it comes to temperature in the Philippines regions, longitude and latitude are not an important factor Sea levels in regions across the country tend to stay at the same level
The government of the Philippines is organized as a unitary republic led by the president, whereby the President is the head of the country, the head of government and the commander-in-chief of the military forces The president is elected by popular vote
Trang 7for a six-year term, during which time the president appoints and presides over the apparatus of government.
The Philippines is a founding member and has participated in many activities of the United Nations since the organization was established on October 24, 1945, and a founding member of the Association of Southeast Asian Nations (ASEAN) The Philippines is also a member of the East Asia Summit (EAS), and an active participant in the Asia-Pacific Economic Cooperation (APEC), Latin Union and a member of the Group of 24 The country is part of the main alliance and non-NATO of the United States, but is also a member of the Non-Aligned Movement.
In addition to the second language, English, there must be more than 175 separate languages in the Philippines, of which 171 are existing languages and the remaining 4 languages are no longer spoken Most belong to the western branch of the Malay-Polynesian language group of the Austronesian language family Filipino is a standardized vernacular based on Tagalog that contains common words from other Filipino languages According to the 1987 constitution, Filipino and English are the official languages of this country To this day, English is gradually the only language spoken by the people of this country.
The Philippines has the third largest Roman Catholic community and the thirteenth largest Protestant community, the fortieth largest Muslim community, the 17th largest Hindu community and the 17th largest Buddhist community About 92% of the Philippines' population is Catholic: 83% belong to the Roman Catholic Church while the remaining 3% belong to the Old Catholic Church of the Independent Church and another 6% belong to various Protestant denominations Although Christianity is a major force in Philippine culture, some people still follow local traditions and rituals.
The national economy of the Philippines is 36th largest in the world, 13th in Asia, and fifth in Southeast Asia, according to estimates, GDP (nominal) in 2019 is 356,814 million USD (2012 reached 250,182 million USD USD and 2009 reached 161,196 million USD) The main exports of the Philippines include semiconductor and
Trang 8electronic products, transportation equipment, garments, copper products, petroleum products, coconut oil, and fruit The Philippines' major trading partners include the United States, Japan, China, Singapore, South Korea, the Netherlands, Hong Kong, Germany, Taiwan, and Thailand The national currency is the Philippine peso ( or₱ PHP).
2.1.1 Culture
The basis of Philippine culture is based on the cultural traditions of many indigenous groups in the region, including the Tagalogs, Ilocanos, Visayans, Bikolanos and others However, it is also greatly influenced by Chinese, Spanish, American, and other cultures to a lesser extent.
The Spanish influence on Philippine culture, rooted primarily in Mexican and Spanish culture, is the result of more than three hundred years of colonial administration Those Hispanic influences are still seen in the customs and rituals associated with the Christian church, especially in religious festivals Every year, Filipinos from all over the country hold festivals called Barrio Fiesta in memory of the patron saints of cities, villages, and regions The festive season is celebrated with church holidays, street parades in honor of patron saints, fireworks, beauty and dance competitions, and cockfighting competitions.
The most obvious Spanish legacy, however, is the prevalence of Spanish surnames among Filipinos This peculiarity, which is unique among the peoples of Asia, is the result of a colonial decree on surname classification, and the adoption of the Spanish surname system for Filipinos.
The influence of China on Philippines culture can be seen most clearly in the cuisine in the country, this influence is very comprehensive The popularity of noodles, known locally as mami, as well as other foods such as meat dishes is a clear proof of Chinese origin Other influences include some borrowed surnames of Chinese origin.
Trang 9American cultural influence on the Philippines dates back just over a century The greatest legacy is the widespread use of English for communication The most popular sport in the country is basketball There are also a number of other growing American cultural trends, such as a preference for fast food In the Philippines, there are many fast-food outlets, and besides American giants such as McDonald's, Pizza Hut, Burger King, KFC, domestic fast-food stores are also well-developed including Jollibee, Greenwich Pizza and Jollibee and Chowking.
Filipinos also love American music, dancing to American tunes, watching American movies and American TV actors Indigenous moral codes of respect for family, respect for the elderly and friendliness remain unchanged Filipinos respect heroes whose deeds and actions contributed to the formation of nationalism José Rizal is the most famous, a visionary, whose works have created national identity and made the name Philippines known abroad His works, Noli me Tangere and El Filibusterismo, are mandatory works for Filipino students, illustrating colonial life under Spanish rules.
2.1.2 About the people
Filipino people with patriotism
Unlike the war to protect sovereignty in peacetime, Filipinos always build a good and civilized society to show their patriotism It is the spirit of respecting the law, respecting the elderly, and raising the general intellectual level Relationships among family members are closely linked.
Philippines is a multicultural country, the number of expatriates here is also very large A large amount of foreign currency from abroad is transferred to the Philippines to stimulate consumption demand as well as economic development
Filipinos are ready to stand up for their families and loved ones in any situation They value the honor of their own country very highly Just look at the strong reaction of the Philippines every time China infringes on its sovereignty to understand Not only
Trang 10protesting in voice, the Philippine government also took drastic actions to make its position clear.
Filipinos are pious people
Filipino people are inherently religious In addition to Christianity, there is also a Muslim autonomous region located in the South Weekends and Christmas is the time when the warriors show their devotion to the Temple Some suggest that the peacefulness of the indigenous people can come from the teachings of God
Filipino people have a very high consciousness
Filipinos are very community focused No matter which end, they always line up neatly and respect the elders Especially in public places such as buses, piers, stadiums Not only that, they also promote the spirit of independence Children will choose their own future path based on their own interests and aptitudes.
Filipino people are friendly and approachable
Filipinos are famous for their optimistic and friendly lifestyle The first thing when you come to this country is that they feel the harmony of Filipino people Due to the influence of Spain and America in the past, they possess the liberal virtues of Westerners.
Filipinos are very community focused Wherever they are, they always line up neatly and respect the elders Especially in public places such as buses, piers, stadiums Not only that, they also uphold the spirit of independence Children will choose their own future path based on their own interests and aptitudes.
2.1.3 Formation history
The Malays were the first to settle in this land, they exchanged and related with the indigenous tribes, some of their descendants now live mainly in remote, mountainous areas and the forest In the 16th century, when the Spaniards arrived, the islands had been traded with Chinese merchants for hundreds of years, and Muslims settled south of the Brunei archipelago.
Trang 11The Spaniards went to different islands and formed a nation, spreading their religion as Catholicism, gradually becoming friendly with most of the local rulers and converting them to Roman Catholics Code Most Filipinos today always identify themselves as Catholics.
During the Spanish rule, the mountain tribes fought against the colonial rule A revolution began in 1896 but the Philippines still could not defeat the power of Spain The Philippines supported the United States in the war against Spain in 1898 America defeated Spain, but from here the Philippines was dominated and colonized by the United States.
Many struggles against the US broke out but did not achieve many desired results, only stopping at the expanded infrastructure and education built by the Americans In 1935, their status was increased to a country in the American Commonwealth, and plans were made to return independence to the Philippines over the following decade Finally, the Philippines gained independence on July 4, 1946, even after Japan had invaded and occupied the islands during World War II, causing what some would call a delay in handing over the islands independent, however, this term was never used in American and Philippine politics.
After the war, democracy was restored, infrastructure was partially improved In 1965, Ferdinand Marcos was elected president, and his wife, Imelda, set many goals to modernize the country and contain the forces that had dominated the Philippines He declared martial law in 1972, cementing his position on power and dissent Also during this time, corruption in the treasury and banks across the country was frequent Marcos was overthrown in 1986 during a general uprising led by Cory Aquino - Ninoy's wife assassinated his rival president The economic recovery has returned to democracy turning to skepticism as the next administration has been accused of corrupt Cronyism Today, the wealth in the Philippines is unevenly distributed, one explanation is that the majority of Filipinos work abroad, sending money to build their homeland.