International negotiation protocol in Indonesia

  • It is very important to form a relationship and be able to maintain it.
  • Regular visits and follow-ups.
  • Offer a high standard of technical after- sales service (especially for exporters of equipment and machinery, industrial supplies, etc.).
  • Flexible negotiations intended for mutual benefit. With private companies, one tends to deal with Indonesian Chinese, but in public companies, usual practice is to deal with Indonesian Bumis (natives).
  • Negotiations with public companies are more complicated and take longer to obtain results.
  • It is important to have a local agent.
  • Indonesians are friendly and easy to get on with.