并非所有冲突都需要法院判决来解决。在泰国，替代性争议解决（ADR）系统允许各方通过谈判和其他和平手段解决分歧，是最简单的替代性争议解决方式。通常情况下，当事人在法律顾问的支持下进行谈判。与其他争议解决方式相比，谈判的主要好处包括信息和程序完全保密、成本大大降低以及过程更快。
如果当事人无法独立达成协议，他们可以请律师代表他们进行谈判。即使在法庭程序开始后，谈判也能继续有效地进行，往往能达成庭外和解。谈判对各种争议都很有效，能让当事人在无需诉讼的情况下找到解决方案。
所有其他形式的非诉讼纠纷解决方式（ADR）都包含一个中立的调解人，他可以在解决过程中提供公正的意见。如果谈判陷入僵局，引入中立的第三方可以将谈判过程转变为协助谈判。尽管有第三方的参与，但协助谈判仍比调停更为非正式。
虽然客户可以选择直接与争议中的对方当事人进行谈判，但许多客户选择聘请法律顾问提供服务。Juslaws & Consult的 ADR 专家会指导客户在泰国采用最有效的谈判策略，包括何时适合直接与对方当事人沟通，以及采用各种技巧来达成令人满意的解决方案。
在泰国，谈判本身不具有法律约束力。但是，争议双方有可能同意签订一份具有法律约束力的合同，概述谈判协议的条款。这意味着，如果一方未能履行合同中规定的义务，另一方保留提起法律诉讼的权利。
Business negotiations around the globe are heavily influenced by local culture, and Thailand is no exception. For those embarking on a business venture in Thailand, it's crucial to grasp the nuances of Thai culture and its impact on the local approach to business negotiations. Thai society is intricate, enriched by numerous subcultures that affect behavior to a degree that even leading scholars find challenging to fully quantify and explain. Consequently, gaining an understanding of Thai communication styles and cultural norms is paramount before engaging in business within the country. While we will outline some key concepts that could influence business negotiations in Thailand, please note that this list is not exhaustive.
Nonverbal Communication
In navigating cultural nuances across various contexts, recognizing the expected extent of nonverbal communication is crucial. Western-influenced communication styles often do not emphasize nonverbal cues significantly, preferring instead to be direct and detailed in verbal exchanges. In contrast, Asian and African cultures typically place a substantial reliance on nonverbal signals in communication, often opting for less detailed verbal interactions. This difference underscores the importance of adapting communication strategies to align with the cultural expectations of your counterparts.
Nonverbal communication encompasses the conveyance of information through context, spatial relations, and body language. Generally, Thai people are particularly mindful of their emotional expressions. Similar to other Asian cultures, they heavily rely on nonverbal cues due to their indirect verbal communication style. This reliance on nonverbal signals can pose challenges for non-Thai businesspeople accustomed to the direct and explicit communication approaches prevalent in Western cultures.
In Thailand, smiles play a significant role in nonverbal communication, with around thirteen different types recognized within Thai culture. These range from sad smiles and teasing smiles to polite smiles, each varying in intimacy and context. Given the subtlety of communication in Thai culture, there is also a strong emphasis on observing and interpreting the body language of others.
Understanding these nuances is essential for grasping the dynamics of Thai-influenced business negotiations and the expected style of conducting such negotiations in Thailand. This communication style is intimately linked to how Thais demonstrate respect towards one another. Recognizing and respecting the role that culture and business etiquette play in shaping business negotiations in Thailand is crucial. It's not merely about adapting to different communication styles but also about appreciating the deep cultural underpinnings that inform these interactions.
Verbal Communication
Due to the significant reliance on nonverbal communication among Thai individuals, they are also particularly attuned to the tone of voice used in conversations. Behaviors often seen in Western business negotiations may be perceived as signs of immaturity by Thai negotiators. Thus, maintaining control over emotional expressions is crucial when communicating with Thai companies. Moreover, those unaccustomed to Thai-influenced business negotiations may find the indirect communication style of Thai individuals challenging to navigate.
Kreng Jai Concept
The concept of Kreng Jai is uniquely Thai and does not have a direct English equivalent. Moreover, explaining it to those outside the Thai culture can be challenging due to its highly contextual nature. Generally, Kreng Jai involves refraining from expressing one's own ideas and desires to avoid causing conflict or discomfort to others, thereby preserving harmony in relationships. This concept is characterized by several behaviors:
- Reluctance to assert one's rights.Hesitation to critique the work of supervisors or peers.
- Caution in issuing orders or instructions to those who are more experienced or older.
- Reluctance to express dissenting opinions.
- Concealing feelings of anger or dissatisfaction to prevent causing discomfort to others.
- Avoiding actions that might inconvenience or disturb others.
- Prioritizing the fulfillment of others' needs and preferences.
While Westerners may often find the Kreng Jai approach challenging or frustrating, it is frequently utilized within business contexts and even in international negotiation processes. A significant aspect of this intercultural communication style centers on avoiding conflict. This emphasis on harmony and non-confrontation plays a crucial role in facilitating smooth interactions and negotiations, particularly when bridging diverse cultural backgrounds.
Role of Buddhism in Communication
Buddhism has been the dominant religion in Thailand for centuries, with up to 95% of the population adhering to it. Its prevalence has profoundly influenced intercultural communication and the everyday lives of Thai people. Among the two main branches of Buddhism, Theravada Buddhism is far more popular in Thailand than Mahayana Buddhism. This widespread belief in Theravada principles means that many Thai people place strong emphasis on concepts such as karma and the acceptance of one's place in the world, including the social class into which a person is born. Consequently, Thai people are generally less inclined to challenge their perceived role in society and are attuned to the societal positions of others, often questioning behaviors that seem to deviate from these roles.
As a result, Thais tend to be soft-spoken and polite, characteristics that extend to their negotiating style.
做好准备
国际商务谈判有其自身的复杂性。为确保您保持专注和高效，充分的准备必不可少。熟悉商务谈判中常用的策略，明确自己的目标和对方公司的实际报价。对定价、时间表和类似协议的先例等方面进行全面研究。预测潜在的挑战，认识到这些挑战可能与你熟悉的商业环境中遇到的挑战大相径庭。
对文化保持敏感
商务谈判的一个关键组成部分是建立关系，这就需要对您所接触的不同文化保持高度敏感。不同文化背景下的谈判风格迥异，因此事先了解这些细微差别至关重要。在进行任何谈判之前，将您所熟悉的文化规范与您将要接触的文化规范进行比较。考虑他们如何处理闲聊、他们对讨论价格的开放态度、他们职业关系的性质（是亲密的还是更正式的），以及他们承认挑战的意愿。
确保您有充足的资源
在进行了全面研究并准备好陈述和论据后，进一步评估情况以确定有效陈述所需的资源至关重要。确保谈判当天有充足的资源可用。请记住，情况可能会发生意想不到的变化，因此应急计划至关重要。考虑一下如果发生停电等情况，您将如何处理。
努力与商业伙伴建立充满活力、可靠和开放的工作关系
这一点在泰国或类似环境中进行商业谈判时尤为重要，因为在这些环境中，自我控制和尊重是成功的基础。对与你接触的人的文化细微差别保持敏感，与维持商业关系一样重要，这能让你洞察潜在合作伙伴的策略和战略。重要的是要认识到，在国际商务环境中，人际关系并不总是可行的。但是，这并不妨碍您与同行（包括关键决策者）建立牢固的专业关系。
以诚信为动力
在商务谈判中取得长期成功的根本在于遵守商业道德。避免误导决策者或使用奉承策略。在谈判中保持透明度，诚实、公开地定价，并确保在道德行为范围内达成协议。进行全面调查，更好地了解对方管理团队可能采取的欺骗策略。如有必要，可咨询律师。避免发生冲突或回应不专业的行为。
不要过于僵化
灵活性是您开展商务活动的关键。公司可能处于不同的发展阶段，这意味着你最初的计划可能与对方公司的现状不一致。但是，这种差异并不排除找到可行替代方案的可能性。
依靠现实的承诺
仔细研究现有的选择，对定价持现实态度，并进行全面的研究。不要对对方的管理团队抱有超出可行性的期望；这样做只会让你失望。
确认理解
确保您正确掌握所有细节至关重要，因为误解可能导致业务中的重大问题。确认您完全理解任何报告的重点以及访谈结果的含义。此外，在敲定任何事情之前，请确认您对与其他管理团队达成的协议的理解。
为谈判可能失败做好准备
任何谈判都有可能，偶尔也会以失败告终。要为这种可能发生的情况做好准备，要知道，即使努力争取达成替代协议，也不一定会有结果。
在泰国，Juslaws & Consult 公司极力主张将谈判作为解决纠纷的一种方法。这种方法使冲突各方能够通过合作达成共同认可的解决方案。
我们的律师清楚地认识到，对于陷入纠纷的客户而言，诉讼仍然是一种可行的选择。但是，我们始终建议客户，有时最有效的解决方案并不一定要诉诸法庭。除谈判外，Juslaws & Consult 在泰国的 ADR 团队还在适当的时候提供仲裁、调解和小型审判等替代方案。如需了解更多信息，请随时联系 Juslaws & Consult。
