Mongolian Etiquette: Advice on doing business
Mongolia has undergone remarkable political and economic changes since the 1990s democratic revolution. While modern and open to international trade, Mongolian business culture is still rooted in respect for hierarchy, personal relationships, and traditional values. If you’re doing business in Mongolia, understanding local etiquette is essential to building trust and lasting partnerships.
Greetings and Introductions
Handshake: A formal handshake is the most common business greeting. When meeting a group of people, shake hands with everyone—both when you arrive and when you leave.
Use of Names: Mongolians are typically comfortable using first names, especially after introductions. However, until invited to do so, it’s best to use the full name or add honorifics (e.g., “Mr. Batbayar” or “Madam Oyungerel”). Avoid using just the surname alone.
Business Cards: Exchanging business cards is a standard practice. Make sure you:
– Present your card using both hands.
– Accept others’ cards with both hands and take a moment to look at it respectfully.
– Prepare bilingual cards (Mongolian-English) if possible.
– Ensure your title and company information are clear and professional.
Hierarchy and Decision-Making
Top-Down Culture: Mongolian companies often follow a top-down management structure. Important decisions are usually made by senior executives or company owners.
Avoid Pressure: Do not attempt to rush decisions or pressure counterparts into commitments. Decisions may take time, particularly when government or family-owned businesses are involved.
Negotiation Style: Mongolians are generally open and direct in negotiations. It’s acceptable to assert your position confidently, but always remain respectful. Be patient—meetings may extend beyond scheduled hours and include lengthy discussions.
Respect and Cultural Sensitivity
Deference to Seniors: Hierarchy and seniority matter. Avoid arguing directly with senior members or contradicting them publicly.
Formal Introductions: In formal settings, follow these conventions when introducing people:
– Junior to senior
– Male to female
– Subordinate to superior
– Local to foreign guestInformal Settings: In casual business situations, introductions can be more relaxed. However, it’s still wise to show respect and wait for cues.
Dress Code
Formal Attire: Businesspeople should dress conservatively and professionally. A suit and tie for men, and business suits or formal dresses for women, are expected.
Traditional Dress: Mongolians often wear the deel (traditional robe) during national holidays, cultural events, or formal ceremonies. As a foreign guest, wearing respectful attire—not overly casual—is crucial to show seriousness and appreciation of local customs.
First Impressions Matter: Dressing too casually may give the impression that you are not taking the partnership seriously.
Other Business Tips
Punctuality: Being on time is appreciated but not always strictly followed. Be patient if meetings start late, especially in public or state-influenced organizations.
Hospitality: It’s common for business relationships to grow over shared meals or tea. Accepting an invitation is a good sign of respect. If offered airag (fermented mare’s milk) or suutei tsai (milk tea), trying a small amount is polite—even if you don’t prefer the taste.
Gift Giving: While not required, small, thoughtful gifts from your country (e.g., books, company souvenirs, or sweets) are well received. Avoid overly expensive or personal items.
Follow-Up: After meetings, send a follow-up message or email thanking your counterpart. This helps strengthen the relationship and shows professionalism.
Conclusion
Mongolia is a dynamic and welcoming country to do business in. By showing respect for traditional values, hierarchy, and personal relationships, foreign businesspeople can build strong and successful partnerships. While Mongolian professionals are increasingly globally minded, they continue to value sincerity, patience, and mutual respect above all else.
