Tiểu luận môn đàm phán thương mại quốc tế tên đè tài negotiations with philippine partners

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

TRƯỜNG ĐẠI HỌC SƯ PHẠM KỸ THUẬT TP HỒ CHÍ MINH

KHOA KINH TẾ -

TIỂU LUẬN MÔN ĐÀM PHÁN THƯƠNG MẠI QUỐC TẾ

TÊN ĐÈ TÀI

NEGOTIATIONS WITH PHILIPPINE PARTNERS

Họ tên sinh viên thực hiện đề tài:

TP Hồ Chí Minh, tháng 05 năm 2023

TRƯỜNG ĐẠI HỌC SƯ PHẠM KỸ THUẬT TP HỒ CHÍ MINH

KHOA KINH TẾ -

TIỂU LUẬN MÔN ĐÀM PHÁN THƯƠNG MẠI QUỐC TẾ

TÊN 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

MỤC LỤC

CHAPTER 1: OPENING 1

1.1 SUMMARY 1

1.2 REASON FOR WRITING 2

1.3 RESEARCH OBJECTIVES 2

CHAPTER 2: GENENAL INTRODUCTION ABOUT THE PHILIPPINES 3

2.1 OVERVIEW OF THE PHILIPPINES 3

2.1.1 Culture 5

2.1.2 About the people 6

2.1.3 Formation history 7

CHAPTER 3: INTERNATIONAL TRADE NEGOTIATIONS WITH PHILIPPINES PARTNERS 9

3.1 HOW TO GET ACQUAINTED 9

3.2 COMMUNICATION STYLE 9

3.3 RITUALS 10

3.3.1 Eating 10

3.3.2 Gifts 10

3.3.3 Costumes 11

3.4 DECISION-MAKING PROCESS, CONTRACT FORM AND VIEWS ON CONTRACTING WITH PARTNERS 11

CHAPTER 4: CONCLUSION 15

CHAPTER 1: OPENING

1.1 SUMMARY

In our life, negotiation takes place every day around us from everyday activities andeveryone is a negotiator We negotiate with people and negotiate many different things.Negotiation began to appear in the economic field, and because economic activitiestake place frequently, negotiations take place increasingly popular and play animportant role There are more and more situations that need to be negotiated.Everyone wants to participate in making decisions that affect themselves, very fewpeople 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 signcontracts for the sale of goods and services, creating a premise for businesses to expandand develop their business activities Negotiation is a tool to help enterprises settledisputes arising in the process of contract performance Negotiation ensures businessefficiency for enterprises when conducting international commercial activities Theimportance of negotiation makes people increasingly attach importance and efforts todevelop 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 withPhilippine partners, We note the similarities and differences between Filipino cultureand 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

Chapter 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 businesspartners 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 herown interests Negotiation is an intellectual contest between the negotiating parties,unlike a running race, whoever comes first will win, but it also requires flexibility andingenuity to keep a long-term cooperation relationship Negotiation is not only acompetition of strength but also includes the application of negotiation techniques Inthe context that international integration is a big trend of the modern world, deeplyaffecting international relations and each country, we can see the importance ofnegotiation On the occasion of State President Truong Tan Sang's bilateral talks withPhilippine President Benigno Aquino III on the sidelines of the Asia-Pacific EconomicCooperation (APEC) Summit held in Manila, the two leaders discussed agreed toofficially establish a strategic partnership between the two countries on November 17,

2015, this cooperation has helped Vietnamese businesses have a great potentialpartner, 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 somemistakes 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

CHAPTER 2: GENENAL INTRODUCTION ABOUT THE

PHILIPPINES

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 7,107islands and its total area, including inland waters, is approximately 300,000 squarekilometers (115,831 sq mi) The country has 36,289 kilometers (22,549 mi) ofcoastline, 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 of1010/05/2023) according to the latest figures from the United Nations The populationdensity 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 ofbiodiversity

The Philippines has a tropical maritime climate, the weather is usually hot andhumid The country has three seasons: tag-init or tag-araw, the hot and dry season lastsfrom March to May; tag-ulan, the rainy season lasts from June to November; and tag-lamig, the cool and dry season lasts from December to February The average annualtemperature of the Philippines is around 26.6 °C (79.9 °F) When it comes totemperature in the Philippines regions, longitude and latitude are not an importantfactor 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 thepresident, whereby the President is the head of the country, the head of government andthe commander-in-chief of the military forces The president is elected by popular vote

for a six-year term, during which time the president appoints and presides over theapparatus of government.

The Philippines is a founding member and has participated in many activities of theUnited Nations since the organization was established on October 24, 1945, and afounding member of the Association of Southeast Asian Nations (ASEAN) ThePhilippines 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 theGroup of 24 The country is part of the main alliance and non-NATO of the UnitedStates, but is also a member of the Non-Aligned Movement

In addition to the second language, English, there must be more than 175 separatelanguages in the Philippines, of which 171 are existing languages and the remaining 4languages are no longer spoken Most belong to the western branch of the Malay-Polynesian language group of the Austronesian language family Filipino is astandardized vernacular based on Tagalog that contains common words from otherFilipino languages According to the 1987 constitution, Filipino and English are theofficial languages of this country To this day, English is gradually the only languagespoken by the people of this country

The Philippines has the third largest Roman Catholic community and the thirteenthlargest Protestant community, the fortieth largest Muslim community, the 17th largestHindu community and the 17th largest Buddhist community About 92% of thePhilippines' population is Catholic: 83% belong to the Roman Catholic Church whilethe remaining 3% belong to the Old Catholic Church of the Independent Church andanother 6% belong to various Protestant denominations Although Christianity is amajor 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 356,814million USD (2012 reached 250,182 million USD USD and 2009 reached 161,196million USD) The main exports of the Philippines include semiconductor and

electronic products, transportation equipment, garments, copper products, petroleumproducts, coconut oil, and fruit The Philippines' major trading partners include theUnited 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 indigenousgroups in the region, including the Tagalogs, Ilocanos, Visayans, Bikolanos and others.However, it is also greatly influenced by Chinese, Spanish, American, and othercultures to a lesser extent

The Spanish influence on Philippine culture, rooted primarily in Mexican andSpanish culture, is the result of more than three hundred years of colonialadministration Those Hispanic influences are still seen in the customs and ritualsassociated with the Christian church, especially in religious festivals Every year,Filipinos from all over the country hold festivals called Barrio Fiesta in memory of thepatron saints of cities, villages, and regions The festive season is celebrated withchurch holidays, street parades in honor of patron saints, fireworks, beauty and dancecompetitions, and cockfighting competitions

The most obvious Spanish legacy, however, is the prevalence of Spanish surnamesamong Filipinos This peculiarity, which is unique among the peoples of Asia, is theresult of a colonial decree on surname classification, and the adoption of the Spanishsurname 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, knownlocally as mami, as well as other foods such as meat dishes is a clear proof of Chineseorigin Other influences include some borrowed surnames of Chinese origin

American cultural influence on the Philippines dates back just over a century Thegreatest legacy is the widespread use of English for communication The most popularsport in the country is basketball There are also a number of other growing Americancultural trends, such as a preference for fast food In the Philippines, there are manyfast-food outlets, and besides American giants such as McDonald's, Pizza Hut, BurgerKing, 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 Americanmovies and American TV actors Indigenous moral codes of respect for family, respectfor the elderly and friendliness remain unchanged Filipinos respect heroes whosedeeds and actions contributed to the formation of nationalism José Rizal is the mostfamous, a visionary, whose works have created national identity and made the namePhilippines known abroad His works, Noli me Tangere and El Filibusterismo, aremandatory 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 andcivilized society to show their patriotism It is the spirit of respecting the law,respecting the elderly, and raising the general intellectual level Relationships amongfamily members are closely linked

Philippines is a multicultural country, the number of expatriates here is also verylarge 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 Theyvalue the honor of their own country very highly Just look at the strong reaction of thePhilippines every time China infringes on its sovereignty to understand Not only

protesting in voice, the Philippine government also took drastic actions to make itsposition clear.

Filipinos are pious people

Filipino people are inherently religious In addition to Christianity, there is also aMuslim autonomous region located in the South Weekends and Christmas is the timewhen the warriors show their devotion to the Temple Some suggest that thepeacefulness 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 upneatly and respect the elders Especially in public places such as buses, piers, stadiumsNot only that, they also promote the spirit of independence Children will choose theirown 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 whenyou come to this country is that they feel the harmony of Filipino people Due to theinfluence of Spain and America in the past, they possess the liberal virtues ofWesterners

Filipinos are very community focused Wherever they are, they always line up neatlyand respect the elders Especially in public places such as buses, piers, stadiums Notonly that, they also uphold the spirit of independence Children will choose their ownfuture 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 theindigenous tribes, some of their descendants now live mainly in remote, mountainousareas and the forest In the 16th century, when the Spaniards arrived, the islands hadbeen traded with Chinese merchants for hundreds of years, and Muslims settled south

of the Brunei archipelago

The Spaniards went to different islands and formed a nation, spreading their religion

as Catholicism, gradually becoming friendly with most of the local rulers andconverting them to Roman Catholics Code Most Filipinos today always identifythemselves as Catholics

During the Spanish rule, the mountain tribes fought against the colonial rule Arevolution 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 Americadefeated Spain, but from here the Philippines was dominated and colonized by theUnited 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, andplans were made to return independence to the Philippines over the following decade.Finally, the Philippines gained independence on July 4, 1946, even after Japan hadinvaded and occupied the islands during World War II, causing what some would call adelay in handing over the islands independent, however, this term was never used inAmerican 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 tomodernize the country and contain the forces that had dominated the Philippines Hedeclared martial law in 1972, cementing his position on power and dissent Also duringthis time, corruption in the treasury and banks across the country was frequent Marcoswas overthrown in 1986 during a general uprising led by Cory Aquino - Ninoy's wifeassassinated his rival president The economic recovery has returned to democracyturning 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 themajority of Filipinos work abroad, sending money to build their homeland