4.4 哈萨克斯坦商务实践在线视频

So after learning the key cultural elements

and business knowledge concerning Kazakhstan

it is time to practice

We are now going to look at some business practices

within the context of Kazakh companies

and business occasions

It is practical and helpful to know more about Structure

and hierarchy in Kazakh companies meeting rules

business negotiation style

language choice and working relationships in Kazakhstan

Structure and hierarchy in Kazakh companies

Kazakhstan’s corporate culture

dictates a strict hierarchical structure

in which leaders are separated from the group and power

is distributed from the top

This kind of vertical corporate culture can be seen

in other Southeast and South Asian countries

For example Thailand Singapore Malaysia and India too

Generally there is only one key decision maker

the most senior person in the company

So you should avoid trying to press too hard

for a commitment on your Kazakh business partners

unless you are dealing with the upper echelons

of the company or the business owner

Meeting rules

As the Kazakhs expect

business meetings should be held with people of similar level

Therefore it is very important

to have all team members’ CVs ready

in advance of the meeting

Usually there is a lot of small talk before a business discussion

probably over tea and cake

Wait until the other person starts talking about

business and be prepared for a long-lasting meeting

The Kazakhs are well-known for talking obliquely

which means they prefer not to express their ideas explicitly

Therefore you should pay more attention

to their gestures and undertones

when attending business meetings

with your Kazakh business partners

Besides In Kazakhstan many people are Muslims

so it is common for them

to take time off during the day for worship

Be aware of this when doing business

with Kazakhs and try to avoid scheduling business meetings

before and after prayers if necessary

Business negotiation

In general business meetings in Kazakhstan

are somewhat unstructured and open

Kazakhs are very traditional oriented

but recognise that in order to progress

they must be open to new ideas

so meetings are often a place

for discussion and generating new sparks

The business negotiation process in Kazakhstan

tends to get very lively and participatory

Kazakhs are known for their love of argument and debate

but it is important to note that

one should never openly take a stand against someone

with more seniority

It’s best not to show too much emotion

as a foreign business contact

Being reasonable is the norm

Decisions cannot be made after just one meeting

and often take a long time

When negotiating with Kazakhs

you should avoid the take it or leave it choice instead

go with the notion of long-term benefits in working together

Leadership and decision-making

in Kazakh companies have a tendency to be more centralised

Language choice

Don’t assume that Russian is spoken everywhere

just because your Kazakh business partner might use it

Which official language to use is a hot topic

and is often debated in Kazakh society

Be sure to confirm in advance

which language your Kazakh business partners will be speaking

and have the materials and interpreters ready

In addition on formal business occasions

it is advisable to have one side

of the business card printed in Russian and the other in English

Working relationships

In Kazakhstan building close interpersonal relationships

is the key to all business transactions

Kazakhs like to get to know a person

before they interact with them and then make business decisions

Kazakhs tend to have an indirect way of communicating

which makes getting to know and understanding them

more difficult and time-consuming

Taking time to talk and get acquainted

with your Kazakh business partners will assist you

in building business relationships and ensuring

extra effective decision- making