Extracts from The World's Business Cultures

Doing Business in India 

 India is a relationship business culture, while the UK is, by and large,

 systems-oriented. Indians appreciate a family atmosphere at work, so take

 time to learn names – it’s a sign that you care – and expect them to ask you

 a lot of personal questions. Indians are emotional, and they appreciate

 seeing the human side of the people they deal with.

 Flattery and compliments are an important way of putting them at ease

 when you’re developing the relationship. Beware, though, that this inevitably

 means that Indians may say what they think you want to hear rather than

 objective truths.

 Indians are masters of improvisation and flexibility, and their attitude to time

 reflects this. Some say it’s easier to see the CEO of an Indian company at

 three hours’ notice than at three months’.

Doing Business in China 

 The Chinese do business with people rather than companies, so personal

 contact and loyalty are important. They value sincerity above all other

 qualities.

 Interpreters are often used in discussions, but never make the mistake of

 addressing the interpreter and not the boss.

 Be aware that ‘Yes’ in China means ‘I hear you’ and not ‘I agree.’

 Offer gifts with both hands and don’t open any that you receive in the

 presence of the giver.

Doing Business in France 

 Britons and Americans often claim that the French are ‘difficult’. But this

 simplistic dismissal ignores the contribution that they have made to

 philosophy, literature, science and the arts. The French are rigorous

 debaters, and they enjoy exercising this skill.

 They feel frustrated that their beloved language is rapidly losing ground to

 English in business and diplomatic circles, so if you can talk at least some

 français, it will help to earn their respect

 The French are often categorical when they speak, and feel happy to

 express their disagreements directly and openly. Don’t be put off by the

 Gallic ‘Bouf!’, a dismissive snort or sniff that indicates dissent.

Doing Business in Italy

 Italians are driven by intuition and emotion, which is often the opposite to

 how business is conducted in many northern European countries and in

 the USA. They will want to know you before they do business with you, so

 be prepared to chat about your family and personal life

 Be aware of the importance of bella figura in Italy. It means the way you

 present and conduct yourself, and the image you create. This includes the

 way you dress, so pick the best clothing from your wardrobe for both formal

 and casual wear.

Doing Business in the UK

 The British are often uneasy when dealing with other people, even amongst

 themselves. Perhaps this explains their reliance on their unpredictable

 weather as a subject of small talk. It’s a shield to save having to talk about

 – heaven forbid! – one’s personal life or feelings.

 The British are practical, empirical people, and distrust too much theory,

 philosophizing and idealism. So pack your presentations full of attainable

 objectives, concrete detail and provable statistics.

Doing Business in Japan 

 

 The Japanese think it is wrong to get emotional or lose your temper. Rather

 than saying ‘No’ outright, they will convey disagreement through silence,

 hesitation, or responses such as, ‘Yes, but ...’ or ‘The situation is delicate’.

 They often refuse by saying, ‘Thank you. We’ll study that.’

 The Japanese take time to consider and are comfortable with silence for

 reflection, which can unnerve Western visitors. If the room falls quiet, resist

 the urge to burst into speech.

 Contrary to a widely-believed myth, bowing is not necessary for foreigners,

 but the business card ritual is. Offer your card so that the receiver can read

 it, study his card, keep it on the table while you’re talking, and then put it in a

 business card holder, not your pocket.

 The Japanese are less concerned with what you say (they can read that)

 than with who you are. As a result they set a high value on haragei (belly

 talk), the art of reading feelings through silent meditation and observation.

Doing Business in Germany 

 Formality, punctuality, fairness and obedience to authority are other

 German characteristics. All of this means that the Germans excel at the

 detailed planning of projects, and completing them on time and to

 specification.

 British and American visitors to Germany should forget the matey office

 culture that exists in their home countries, where employees are often

 encouraged to address even the CEO by his first name. You’ll look a bit of

 a cowboy if you do that in Germany.

Doing Business in the USA

 The British have characteristics that Americans just don’t get. Among these

 are self-effacement, understatement and an acidly sardonic line in humour.

 Britons hoping to make an impact with Americans should bin all three.

 To do business with Americans it’s a case of chest out, shoulders back,

 head up and stand tall. Be proud of who you are and what you do. Think

 positive and optimistically, and say what you mean plainly and clearly.

 Focus on the bottom line – American business is very much systems

 -oriented, and always wants to see how much money can be made, and

 when. You will often hear the phrase, ‘Are you hitting your numbers?’ (are

 you achieving budget?). The numbers are sacrosanct in the USA, and

 those who don’t hit them might experience a rapid farewell.

Doing Business in Russia  

 Russians are different from Westerners: they themselves claim that they

 are more spiritual. The vastness of their land, the harsh winters, and the

 country’s tragic-glorious history have all contributed to the forging of the

 Russian soul.

 They can be quite tactile with people they regards as friends, but they are

 also direct and blunt, and mean what they say…learn to appreciate their

 candour rather than fear it.

Doing Business in Brazil

 Chat first, then get round to the business. What Americans and northern

 Europeans may consider unnecessary socializing is simply a Brazilian’s

 way of feeling comfortable with you.

 Brazilians work very hard, but don’t expect them to be on time. Employees

 usually are, but executives often arrive late and stay late, so slow down a

 little.