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.

web design by Website Design Peterborough