Picture it. You’re attending the latest Comdex show in the US. Your goal is to meet someone from Sony Japan and get him or her interested in your product. You spend a lot of time and money getting ready. Brochures, product demos, plane tickets, hotels, etc. You go to the show. You get up the nerve to approach someone standing in Sony’s booth. You walk over to him. You introduce yourself and hand him a business card. At the same time, he gives you his card. You are nervous and want to get started with your pitch and immediately put his card in your pocket with only a very brief glance at it to catch his name. All of a sudden, you notice your subject isn’t interested any more? What went wrong?
You just made a major etiquette faux pas. In Japanese business practice, it is customary to study someone’s business card very carefully before putting it away. Moreover, the Japanese have a ceremony concerning the presentation of business cards that they take very seriously.
The above is example is very harsh. In most cases, foreign companies outside of their home territory will not expect you to really know their customs. Enable’s point is that if you are familiar with the particular customs beforehand you will be able to make a really good first impression. This in turn will enable you to proceed to do business better and faster.
Today’s column deals with a site that provides you with the particular business etiquette and culture of major countries around the world. The site, Executiveplanet.com, covers most of the important countries and provides numerous tips which are summarized below.
An Overview Of Executiveplanet.com
Executiveplanet is your guide to international business etiquette and culture. The site covers numerous aspects of business protocol, including gift-giving, negotiating tactics, appointments, business entertaining, cross-cultural communication and more.
The categories for each country are as follows:
- Let's Make a Deal!
- What you should know before negotiating
- Prosperous Entertaining
- Entertaining for business success
- Appointment Alert!
- Making appointments
- Gift-Giving
- Selecting and presenting an appropriate business gift
- First Name or Title?
- Respectfully addressing others
- Public Behavior
- Acceptable public conduct
- Business Dress
- Guidelines for business dress
- Conversation
- Welcome topics of conversation
Countries covered include:
- England
- France
- Germany
- Italy
- Spain
- Japan
- Mexico
- China
- Brazil
- Singapore
- India
- Taiwan
- Malaysia
- Netherlands
- Belgium
- Philippines
- Thailand
- Australia
- Switzerland
- Venezuela
- Israel
- Ireland
More countries are added on periodic bases
Examples of Etiquette
The site deals will all of the major aspects of business and culture etiquette. It is primarily designed for people traveling to particular countries on business. The conversation section can also be used when meeting people at international conferences as well. Use it to learn how to strike up conversations with people you meet based on their own proper business etiquette and culture. This will enable you to progress toward business issues faster and under the proper framework.
For example, Executiveplanet recommends attempting to speak even a few words or phrases of Japanese. “This will hold you in greater esteem with your hosts and help them ‘warm up"’ to you.” The site also lists two words – “hello” or "konnichiwa," and “good evening” or "konbanwa" - for starters.
Executiveplanet’s examples of how to break the ice with Germans include a ban on small talk, which “is not part of the culture. . . Conversation focuses on matters of substance and genuine interest; there is little use for superficial inquiries or observations.” Contrary to North American practice, “Giving compliments is not part of German business protocol and usually causes only embarrassment and discomfort.”
By contrast, small talk is considered especially important at the beginning of a meeting in China. Executiveplanet recommends chatting about China’s scenery, landmarks, weather, climate, and geography and Chinese art. Politics is a no-no. “Avoid mentioning Taiwan,” the site warns. “If the subject comes up, never refer to this country as ‘The Republic of China’ or ‘Nationalist China.’ The correct term is ‘Taiwan Province’, or just ‘Taiwan.’”
Enable’s Recommendation
Before attending any international business conference, you must check out Executiveplanet.com to ensure you at least have a basic understanding of the business and cultural etiquette of various countries. Information like this will keep you at least one step ahead of your competitors. More importantly it will ensure that you make the best possible first impression and jump start you to a successful business venture.
Published by Israel's Business Arena on September 12, 2000.