Author: Hanne Tontsch
Find here some of the questions which you should ask yourself if you encounter international business partners. These are some basics that will help you to honor your business partners and customers in their culture and they pave the way to successful interpersonal relationships.
As an example
The new CEO of a company in the outdoor sector meets in a suit on a potential Japanese partner. He is dressed very casual and and he wears clothing that is also sold in his shop. What is your opinion? How does the the Japanese businessman feel? Does this contribute to a successful start of their business?
Do’s and Dont’s
| Greetings | How do people greet and address one another? What role do business cards play in the country of your business partner? |
| Degree of Formality | Will my counterparts expect me to dress and interact formally or informally? |
| Gift Giving | Do businesspeople exchange gifts? What gifts are appropriate? Are there taboos associated with gift giving? |
| Touching | What are the attitudes toward body contact? |
| Eye contact | Is direct eye contact polite? Is it expected? |
| Deportment | How should I carry myself? Formally? Casually? |
| Emotions | Is it rude, embarrassing, or usual to display emotions? |
| Silence | Is silence awkward? Expected? Insulting? Respectful? |
| Eating | What are the proper manners for dining? Are certain foods taboo? |
| Body Language | Are certain gestures or forms of body language rude? |
| Punctuality | Should I be punctual and expect my counterparts to be as well? Or are schedules and agendas fluid? |
In a globalized market certain knowledge about various business behaviours is a precondition. However the most important is still authenticity! Or would you really eat a steamed cat at a business lunch…
I would not cook my cats in any way and moreover would not serve them for lunch. Not even for the business sake. Now serious…Rules are good though sometimes they are made to be broken.
I would do some research and see how far I can go with my outdoor outfit when meeting a Japanese for business. Conformity is good but preparation is even better. And be convincing and having success doesn’t always mean that you have to go by the rules. But being prepared and informed will always help on the way. Especially if the environment is intercultural.
Preparation if dealing with other cultures is essential. However from experience I’ve learned that observation and authenticity is very important too. I do completely agree with Manuel there.
In general, if you bring some sensitivity and manners from your Western culture you will manage quite well. Of course there always are do’s and don’ts in each culture. Organizations like OSEC do give helpful tips when dealing with people from other cultures.
This potential Japanese business partner initially might have felt uncomfortable wearing a suit while his counterpart was casually dressed. However the CEO of this outdoor company was very authentic, as he was wearing what his business stands for. It might have been not the best start for a business relationship but in this case his Japanese business partner might have understanding for the situation and it should not stand in way to start a good business relation.