Corporate Culture
Westerners are expected to be punctual for business appointments. Call if you are delayed. It is very common for Indonesians to arrive late.
Present your business card to the receptionist immediately upon arrival; otherwise, there could be long delays. Exchange business cards when being introduced. Present and receive the card slowly with much interest. Cards in English are acceptable.
Negotiations should start at the top of a corporation and then move down to the operating level to discuss technical matters. Later on, discussions will return once again to the top level of the company.
It is best to conduct a first meeting with the highest ranking person of a company. An introduction from a local associate or bank representative is helpful.
Indonesians don't get right down to business. An initial meeting may last 45-60 minutes without accomplishing much. After this amount of time, the visitor should initiate leaving.
Patience is a necessity when doing business in Indonesia. Business dealings are usually slow, long and frustrating. Business relationships must be allowed to develop over time. Several visits are generally necessary to complete a contract.
Indonesians love to bargain. Giving concessions too quickly will be viewed as naivete.
Clarification and feedback are a necessity throughout negotiations. Avoid disagreement and, especially, arguments with Indonesians.
To Indonesians, insisting on a written contract is a breech of trust, though many understand a Westerner’s need for such documents. A contract should be viewed as a guideline rather than a statement of duties and responsibilities.
Personal visits are important to Indonesians. They do not take well to faxes, telephone calls or messages. Show up in person whenever possible.
Indonesians want very much to please. An untruthful answer may be given so as not to disappoint anyone.
Indonesians rarely disagree in public. To succeed in negotiations with Indonesians, do not apply pressure or be confrontational.