1. 2009-10-06INGSTAD & CO AB

2. 2009-10-06INGSTAD & CO AB

3. WE INDICATE LTL xxxx 2009-10-06INGSTAD & CO AB

4. Lithuania Producer UAB The Swedish Company Box 123 111 11 Stockholm …………………………………………………………………………………………………………………………… ……………………………………………………………………………………………. Best regards Lithuania Producer UAB 2009-10-06INGSTAD & CO AB

5. C U L T U R E 2009-10-06INGSTAD & CO AB

6. Deal-focused cultures Relationship-focused cultures ESTABLISHING CONTACT Open to dealing with strangers without prior introduction Having an introduction or referral is helpful but not essential Want to know their prospective business partners very well before talking business with them Often a good idea to contact RF business partners at international trade shows, by joining an official trade mission, through Chambers of Commerce or by being introduced by a trusted third party 2009-10-06INGSTAD & CO AB

7. ATTITUDE TO CONTRACTS AND WRITTEN AGREEMENTS Rely on written agreements to prevent misunderstandings and solve problems Often prefer very detailed and long written agreements Rely relationships to prevent difficulties Businesspeople from extreme RF cultures, like Korea or Japan, often expect to renegotiate the terms of the contract as conditions change, even if the agreement was signed recently 2009-10-06INGSTAD & CO AB

8. DIRECT LANGUAGE INDIRECT LANGUAGE Most of the information is stated explicitly in words Depends more on words than on nonverbal behaviour People who are able to express themselves well are admired Fewer words are used, the meaning is conveyed through nonverbal behaviour (facial expression, body language, etc.) In particular negative news or responses are rarely communicated in words Vague and implicit communication style Believe that silence often sends a better message than words 2009-10-06INGSTAD & CO AB

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12. Thank you for attention and GOOD LUCK! 2009-10-06INGSTAD & CO AB