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The Importance of Silence When conducting a business meeting in Asia, it is essential to understand the different pace of conversation and the value of silence. In the West, we talk in short bursts, interrupting each other. Each speaker starts before the other stops, and one speaker never quite finishes a sentence because the other person starts talking over the top. It’s a sign that the listener has understood what’s being said, and that the conversation can move forward. But in the East, people talk for longer periods, and then they stop. Then there’s a pause, often quite lengthy, before the next person talks. As Salzer Consulting’s Japanese Country Manager Yuka Setsuda explains, “…when working with deeply traditional Japanese companies, if no-one is talking there’s absolutely no need for you to talk - we don’t find silence embarrassing at all.” she says. Adam Salzer was quite surprised the first time he put this into practice when meeting with very senior Japanese managers. “I presented my introduction, and then I stopped talking.” Adam says. “I totally relaxed as the silence stretched for about a minute and a half. Then somebody said something that was just golden. That information would never have been volunteered unless I’d stopped talking.” If your Chinese or Indonesian colleagues never seem to say anything in meetings, its possible that its because they’re waiting politely for a pause which never comes. For more information on how Salzer Consulting can help your business, please contact us. |
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