If you will be conducting business in an Asian or Pacific Rim country, you need to learn in which countries it is better to make small talk before starting a meeting and in which countries it is better to keep chatter to a minimum and get down to business. You need to learn such particulars as when phrases such as "I understand" or "we will see" will actually mean "no." Here are some pointers:

China

The best advice for successfully getting through a Chinese business meeting is to "go with the flow." The Chinese business culture may appear regimented, dictatorial, and rather slow moving to Westerners. Be sure to allow your Chinese hosts to set the tone by allowing them to initiate greetings, seating suggestions, and negotiations. The Chinese have a strict hierarchical system and place emphasis on rank. Thus, it would be wise to select one person, usually a senior team member, to be your spokesperson for the group. The Chinese will do the same, and they may be irritated if others attempt to speak out. Be aware that certain phrases may mean "no." They include "it is inconvenient," "I am not sure" and "maybe."

Hong Kong

The larger the Hong Kong firm, the farther in advance meetings should be scheduled. Prior to your arrival, send a list of all delegates attending, in ranking order with titles next to each name. Most likely, the Hong Kong team will be seated and awaiting your arrival. Enter the room in hierarchical order and sit across from the Hong Kong person who holds the same position of equal status to your own. Social conversation will start all meetings and should continue until your Hong Kong Chinese leader moves the talk to business. You will notice that one person, usually a high-ranking officer, will act as the group's spokesperson. Your team should do the same. Negotiations will be a slow, tedious process. Because a group consensus is the norm in decision-making, you will probably not get a "reading" at the first meeting. The Hong Kong team will want to discuss the proposal in private.

Indonesia

When establishing business relationships with Indonesians, be patient and diligent. Indonesian businesspeople are slow and deliberate when it comes to making decisions. If you attempt to rush them through the negotiation process, you risk being regarded unfavorably. Always remember that a more low-keyed, thoughtful appeal will assist you in maintaining harmony with the individuals across the table from you. If the Indonesians with whom you are meeting make few comments, don't view their silence as a negative response. Frequently, part of the business practice in this country is to remain aloof until a group meeting can be held to gather a consensus. In addition, remember that these people are naturally soft-spoken, so be aware of your tone of voice and avoid being loud or harsh-sounding. Like the country's society, Indonesian business is hierarchical and decision-making lies with senior management. Be sure you are meeting with top officers, especially when a deal reaches the final stages.

Japan

A customary Japanese meeting begins with small talk to establish rapport. Take the cue from your Japanese customers to know when it is time to begin discussing business. It is important that you clarify what you are going to present by putting it in writing beforehand, so that everyone will have this information in front of them. Be sure to take notes when business is discussed by others. "Yes" phrases that may mean "no" include "we will think about it," "we will see" and "perhaps." It may take three visits and a few years for a business relationship to officially get off the ground. By being aware of this before going to Japan, foreigners will have a much more realistic attitude about what to expect.

Malaysia

In Malaysia, believing in the other person is vital to a strong business relationship. One way to get to know each other is through small talk, which is an important part of establishing rapport. Use this conversation as a way to get to know the other person, and also to allow this individual to become acquainted with you. Negotiations will be lengthy and you should have every detail of your proposal worked out before presenting it. Building long-term relationships with individuals from Malaysia is a long-term process. Therefore, expect to travel to Malaysia a few times before the decision-making process is solidified. Even once you have reached a decision with your Malaysian associates, they may try to renegotiate. Written contracts aren't regarded as set in stone.

Philippines

The beginning of the meeting should be reserved for establishing rapport -- for instance, by engaging in small talk or by enjoying a meal together prior to the start of the meeting. You may also work on rapport before the meeting takes place by getting together for a sports outing or the like. When another person is talking, be sure to listen intently without interrupting. Breaking in while someone else is talking is considered offensive. There is a Filipino term called pakikisama, which emphasizes the importance of fellowship and making group decisions. This is an important concept to be aware of as you conduct negotiations.

Singapore

While many Westerners would not think twice about staying seated when their managers enter a room, this is not the case in Singapore. Stand when someone higher in rank than you or one generation older than you enters a room. Wait for them to begin eating before you do. When sitting in a chair, keep your feet flat on the floor, rather than crossing your legs in front of elders or hierarchical superiors. Avoid challenging, correcting or disagreeing with an elder person or superior in a public setting. Besides causing them to lose face, you will lose the respect of others. This rule should also be followed when you are with your boss and are in a meeting with Singaporeans. A Singaporean may actually mean "yes" when he or she says "perhaps," agrees to your proposition and then offers to be of assistance, and says yes then asks you a related question about what he or she has agreed to do. Some phrases that may sound like "yes" but may mean "no" to a Singaporean include "It may not work out," "My schedule may not permit me..." and "Yes, but..."

South Korea

It is part of the South Korean meeting ritual to begin by offering guests a beverage. Accept a drink when it's offered to you, even if you only choose to sip rather than drink it. If a South Korean is bothered or confused by something that has been said, he or she will likely not express this concern verbally, but instead will expect you to know it from his or her body language or facial expression. When planning meetings, be sure to build in several breaks for smoking. Smoking is very common in South Korea, so this courtesy will be much appreciated.

Taiwan

Avoid discussing money early in a business relationship. While the Taiwanese recognize the importance of profit, this society encourages concern for the good of the whole and, thus, does not give precedence to money issues. Agreements are only as good as the piece of paper they are written on. It is very common for negotiations to continue after an agreement has been signed.

Thailand

Keep in mind that the Thais are a bit less formal than others when conducting business. However, obvious breeches of Thai etiquette will be considered rude and will hurt your efforts. Asking if there are any questions or opinions from your Thai associates should be done in an indirect manner. Blunt questioning is considered bad form. The Thai team will want to meet several times with you and your team, as well as with you alone, before making any final decisions.

Vietnam

Business meetings with the Vietnamese are relaxed, lengthy affairs. Be sure to schedule ample time. Also, prepare to be invited to a meal following your meeting. The most senior member of the Vietnamese team will enter the room last and sit at the head of the table. However, don't be surprised if this person doesn't run the meeting himself and has appointed a junior member to lead the discussion. Having your business literature translated into Vietnamese will be appreciated and will move the meeting along more swiftly.

Excerpted from "International Business Etiquette: Asia and The Pacific Rim" by Ann Marie Sabath. Copyright 1999 by the author. Published by Career Press, Franklin Lakes, NJ 07417. All rights reserved.