Business Etiquette for International Countries
Understanding the differences between what constitutes good manners in the U.S., and what may constitute good (or bad) manners in business abroad has become increasingly important as international business travel has increased. You need to understand that in some ways, U.S. manners differ generally from manners and customs in most other countries.
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A Disastrous Gift
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Americans come from a culture sometimes characterized as "a melting pot," in which people from different countries immigrate and grow more alike. What would appear to another American as a welcome gift could be construed as insulting or even threatening in China, for example. An American businessman traveling to China wants to express how much his new business relationship means by giving his new partner a special gift. Being interested himself in antique clocks, he chooses four of his finest white porcelain clocks and presents them to his host at a large business gathering. Almost immediately, the Chinese partner leaves the gathering and shortly afterward cancels the relationship. Why?
Four White Clocks in China
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The Chinese consider four an unlucky number; in many dialects. it sounds like the word for "die." The Chinese also associate the color white with death. Furthermore, the Chinese associate clocks with both misfortune and death. The American businessman gave his host a threatening gift on several levels and did it in front of a large group of other businesspeople and employees--in China, gift giving remains a relatively private custom. His unfamiliarity with Chinese customs ended his new business relationship.
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General Rules
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While many countries have unique customs that Americans need to know about, others pertain to almost every country but the U.S. Understanding these nearly universal differences between Americans and everyone else will go a long way toward making foreign business travel more enjoyable and more successful.
How Americans Move and Dress
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Americans move their bodies a lot; they fidget, scratch, cross and uncross legs, lean against walls, put arms on the table, point fingers for emphasis, may jump up from a meeting to get something, then return without ceremony or explanation. All of these physical habits and gestures will strike foreigners as rude, disruptive, distracting and even ignorant. In most other countries in the world, a quiet, somewhat formal physical presence expresses seriousness and regard for others.
Americans dress to show their individuality. Even the most formal of high-end U.S. restaurants now allow guests to wear almost anything except tennis shoes, T-shirts and jeans. In almost any other country, this kind of casual dress, and particularly in business environments, would lead your hosts to believe you either had no manners or were being deliberately rude. When traveling abroad on business, dress like your hosts. Women need to cover their arms, particularly in Muslim countries, but to some extent in all countries; for business occasions, both men and women should generally wear long sleeves.
Right to the Point
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After some very brief introductory chat, Americans like to get to the point. They may see this as purposeful behavior that shows the subject at hand means a lot to them. In most foreign countries, beginning with an extended conversation about anything but the business at hand shows consideration, friendliness and a willingness to engage. Jumping right in, particularly in Muslim, Asian and African countries, tells the other person you don't respect her, and that you don't have time to be nice.
You should avoid some subjects, certainly until your host brings them up. Politics and religion are subjects commonly avoided in the U.S. in casual conversation surrounding business discussions. Abroad, you also generally need to avoid discussing the other person's family, particularly female family members and political discussions generally, but particularly U.S.-host country relations. You should not assume that because someone abroad shares your religion (or for that matter, as in China, your atheism) that she will welcome discussing it.
Rule of Thumb
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One practice covers a lot of ground: When you're abroad on business, you should try to blend in, try not to express your unique personality or your American-ness and instead follow the lead of your hosts. Every foreign traveler will make mistakes, but following this rule will eliminate many of them and will incline your foreign hosts to see that you generally sympathize with their customs and preferences even when you unwittingly violate a custom or rule.
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References
- Cyborlink.com: International Business Etiquette and Manners
- Kwintessential: Doing Business in...Etiquette and Protocol Guides
- "Kiss, Bow or Shake Hands: Europe"; Morrison and Conaway; 2007
- "Kiss, Bow or Shake Hands: Asia"; Morrison and Conaway; 2007
- "Kiss, Bow or Shake Hands: Latin America"; Morrison and Conaway; 2007
Resources
- Photo Credit Landing jet image by Peter Kirillov from Fotolia.com
