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Cultural Differences in Business
Transcript of Cultural Differences in Business
" Essential business culture guides for the international traveller." Web. 21 September 2014. < http://www.executiveplanet.com/index.php?title=Main_Page>.
"Germany Travel Guide." Family Vacations & Adventure Travel Vacation Packages. Web. 21 September 2014. <http://www.iexplore.com/travel-guide/europe/germany/business>.
"Global Negotiation Resources." Global Negotiation Resources. Web. 24 September 2014. <http://www.globalnegotiationresources.com/>.
"IUhl, Gerhard, and Elke Uhl-Vetter. Business-Etikette in Europa. [New York]: Betriebswirtschaftlicher Verlag Dr. Th. Gabler GWV Fachverlage GmbH, Wiesbaden (GWV), 2007. Print.
"Powell, Mark. IN Company, Upper-Intermediate Student's Book. [Oxford]: Macmillan Publishing Limited, 2002. Print.
"World Travel Guide, Inspiring Articles and Destination Guides for the Stylish Traveller." World Travel Guide : Official Destination Guides. Web. 02September 2014. <http://www.worldtravelguide.net/>.
"Index of /resources/global-etiquette." Index of /resources/global-etiquette. Web. 21 September 2014. <http://www.kwintessential.co.uk/resources/global-etiquette/>.
"Cultural differences in business" - YouTube video. Web. 20 September 2014. <https://www.youtube.com/watch?v=XxFJiIntvv>
Exchange of business cards without any ritual
Give a quick firm handshake
Use titles and surname
According to Hofstede, there are 4 main dimensions in BUSINESS CULTURE:
Power distance (LOW / HIGH)
Individualism vs. collectivism
Masculinity vs. femininity
Germans are direct
Firm, brief handshakes at the time of arrival and departure are standard in both business and social relationships
Be calm and collected
Enter a closed door without knocking
• Meetings follow strict agendas
• Germany is heavily regulated and extremely
• Business is hierarchical, decision-making is
held at the top of the company
• A made decision will not be changed
Get down to business
Follow contracts strictly
Sit before invited and told where to sit
Do too much small talk
Behave confrontational or use high
Say „Du“ before invited to use first name
Business cards are exchanged without formal ritual
Can be printed in English alone or in English and Finnish
Give firm handshake, have direct eye contact, smile
Say your first name and surname
Treat someone's business card with respect
Present your business card with
written page down
Finns are direct communicators
Finns are interested in long term relationships
Verbal commitments are considered agreements
Speak succinctly and openly
Focus on business
Expect them to tell what
you want to hear
Turn down an invitation to
Meetings and business deals are often conducted by telephone or at a sauna
Negotiating is usually a joint problem-solving process
Believe in concept of win-win
Remain calm, unemotional, patient, persistent
Accept the inevitable delays
Provoke open confrontation or conflict
Handshake when greeting and departing, sometimes with nod of head
Good idea: Translate one side of business card into Chinese
Use professional title or Mr., Mrs., Ms
Present business card with both hands,
with Chinese side facing recipient
Examine business card carefully to
Put card in your wallet or pocket
Write on or fold business card
Stand a little less than arm’s length from one another
Have direct eye contact
Try to understand what they really mean
Be too direct
Ask personal questions
Provoke a loss of face
Most Chinese speak in indirect manner
Sometimes what they mean is opposite to what they say
Chinese value relationship building and harmony
Decisions are made by the head of the group
Accept their superstition
Do hard selling
Use pressure tactics
Provoke any sort of conflict or confrontation
Give very firm handshake
Address with first name and fathers name with proper ending
for males: -owitsch
for females: -ovna
Hard to determine the Russian business partners' attitude
Russians speak very directly, which can come across rude but also evasive in order to be polite
Several meetings to come to a decision
Use of pressure techniques and bargaining
First meeting mostly to establish relationship
Avoid mid July until mid September
Conversing in french is favoured but not expected
Small talk is essential
Negotiations take place after the meal, during coffee
Decisions only taken after lengthy discussions
Good command of English is a great advantage
Read between the lines
Small talk is an essential part of meetings
The British prefer a "straight" and efficient style of discussing
A topic which has been agreed should not be discussed again
Thank you for your attention!
Give yellow flowers
Refuse a drink when a toast is spoken
Prepare business cards in Russian and English
Bring an interpreter
Try to discuss political topics
Start talking about business before the host does
Speak a few words of Russian
Address business partner with "madame", "monsieur" and also title
Say goodbye to people one by one
Give kisses on the cheek on the first meeting
Be informed about french politics, culture and economics
Use stylistic nuances
Start talking in French and later change to English
Shaking hands is usual on the first meeting but not always necessary on further ones
Express pleasure to meet the other person
Ask rhetorical question "How do you do?"
pad their shoulder or other physical contact
Talk about weather, holidays, customs and especially sports
Show a good sense of humor
When expressing an opinion use words like "might" and "could"
Talk about personal life
Royal family and Northern Irish Conflict should not be ridiculed
What does this picture make you think of?
NEED FOR INTERCULTURAL AWARENESS IN BUSINESS
Cultural diversity is perceived quite often around the world with the change in geography, climate, countries, states, religion, language, race and gender.
For a business to develop, in terms of communication, travel and transportation, the cultural diversity must be respected and business people have to be well-aware of it.
"When in Rome, do as the Romans do."
There is no better arena for observing a culture in action than business. Cultures tend to reveal themselves in situations where much is as stake, because it is here that their resources are most needed. E.g.: economic survival.
Business practices are shaped by deeply-held
work, power, trust, wealth—and communication
Communication is fundamental in business, because business is a
COOPERATION is SUCCESS!
LANGUAGE - IMPORTANT?
The language of business conversation
is very important.
Cross-cultural business normally takes place in a trade language, regardless of which cultural norms otherwise govern the transaction.
is currently the leading trade language in most of the world.
HOWEVER, even when everyone seems conversant in a common language, it may be good to use interpreters, because some of the parties may be embarrassed to say they do not understand.
Power distance index
high scores for Latin and Asian countries, African areas and the Arab world
On the other hand
Anglo and Germanic countries have a lower power distance
LET'S TAKE A LOOK AT A SHORT VIDEO ABOUT CULTURAL DIFFERENCES:
- Prior appointments are necessary
- A handshake is the customary greeting for both men and women
- The standard space between you and your conversation partner should be about 0,5m.
Most U.S. executives will be uncomfortable standing at a closer distance
- Direct eye contact conveys that you are sincere, although it should not be too intense
Almost all business is conducted in English in the United States.
Compliments are exchanged frequently and are popular “conversation starters.”
Generally, Americans like to laugh and enjoy being with people who have a sense of humor. Jokes are usually welcome
Sports are very popular in the U.S., especially baseball, football [not to be confused with soccer], and basketball. Golf is another popular sport, so be prepared to play golf and talk business at the same time.
Your business card will not be refused, but you may not always receive one in return. The recipient of your card will probably place it into a wallet, and in the back pocket of his pants.
discuss religion, politics or other controversial subjects
ask women if they are married
tell ethnic or religious jokes
talk about person's job/work-related matters
talk about sports, movies, books, hobbies...
the concept "time is money" is taken seriously in U.S. business culture. Businesspeople are used to making up their minds quickly and decisively
Americans tend to dislike periods of silence during negotiations and in conversations, in general, so they talk a lot
consistency is common among American businesspeople: when they agree to a deal, they rarely change their minds
What about Croatia?
What does your "Hamburger" look like?
Let's have a quick OVERVIEW
of the BUSINESS CULTURE
in different COUNTRIES:
OVER TO YOU...
NOW THAT WE KNOW A LITTLE MORE ABOUT THE INTERNATIONAL BUSINESS CULTURE,
let us have a look at some language exercises to
broaden your vocabulary and practice reading skills...
... and last BUT not the least:
A SHORT QUIZ ON TODAY'S TOPIC:
Further resources for students:
EVERYTHING ABOUT CROSS-CULTURAL BUSINESS ETIQUETTE
Katja Krope, BA
Business English Lecturer
Visoka šola za upravljanje in poslovanje Novo mesto
School of Business and Management Novo mesto
(find out more:
in the company premises...
so, do NOT refuse the sauna invitation!