Forging strong business relationships is important, but it’s also challenging. There’s the relentless pressure to impress, the back-and-forth of price and salary negotiations, and the drawn-out process of composing contracts, all of which are even more daunting when you’re conducting business abroad. Presenting your skills and services to an international audience can be an exceptional way of boosting growth and developing your résumé, but it’s a task that requires extra preparation.
Some things are universal, of course. Good hygiene and a sharp dress sense are always appreciated, and you’ll need to demonstrate the relevance of your experience, ideas, and qualifications no matter where your globetrotting takes you. But there are more specific, unusual differences that you might be surprised by, and it’s these aspects of international business etiquette that we’re going to brief you on today.
So grab your phrasebook, print off your boarding pass, and reschedule your next meeting, because it’s time to learn how business is conducted around the world!
China
Our overseas trip begins in China, where business meetings and negotiations are influenced by a number of unspoken customs. Business cards, while important in the U.S., are handled with superior care and respect in China and Japan. When presented with someone’s card, be sure to accept it with both hands and to examine it closely. Commenting on a person’s position or admiring the design is wise, as it displays good manners, and be sure to place the card delicately on the desk in front of you when you’re finished looking at it. Leaving the card in plain sight, rather than hurriedly stuffing it in your wallet, will indicate the value you attach to your client and their information.
It’s also essential to bring gifts for everyone present when attending business meetings in China, but be aware that certain items are considered unlucky. Clocks, for example, are seen as an ominous present, due to the inference that the recipient’s time is running out; similarly, black or white wrapping paper is believed to be melancholy and funereal. Red wrapping paper is considered to be more auspicious, however.
France
Our next destination is France, a country that takes considerable pride in its language and culture. With this in mind, it’s best to rehearse some simple French phrases to show that you’re making an effort to learn their language — or you translate one side of your business card into French in order to show your consideration for those present. Overall, if your language skills leave much to be desired, then it’s best to be upfront about it: apologize, at the outset, that you’re unable to speak French. Your honesty will help to establish trust and familiarity between you and your potential Parisian partners.
Surprisingly, and in contrast to the U.S. or European countries like the U.K. and Germany, arriving at your appointment 10 minutes late is not a problem in France. But if punctuality isn’t an absolute priority, then you should spend the extra time working on your wardrobe: stylish, sophisticated attire is a must when conducting business in France. Whether you’ve been invited to a lavish luncheon or a dapper dinner discussion, polite eating habits are also held in high regard; speaking with your mouth full or eating audibly are not things that will be lost in translation, unfortunately.
India
India is our next stop, and we’re due to touch down by the end of this sentence. Sometimes it’s the casual chit-chat that can be more intimidating than the actual interview or conference. If you struggle with this, however, then it might be time to brush up on your conversation skills. In India, small talk is an essential part of doing business, and meetings will always commence with these personal exchanges about family and interests. Indeed, not to ask or answer some questions will be seen as rude, as will the word ‘no’ itself, which is seen as insensitive in India and Japan. Rather than giving a blunt answer, your colleagues will try to respond in a more delicate, circular way, saying ‘we’ll see’ or ‘maybe’ instead, and you should do the same.
Two other points about business etiquette in India: while your counterparts in India may be late, you should always be punctual, and if you’re invited to someone’s home, then you’ll have to remove your shoes. Hopefully, you received a new pair of socks for Christmas, allowing you to put your best foot forward!
Brazil
We’re about to land in Brazil, and here, as with France, it’s best not to masquerade as a polyglot if you aren’t actually fluent in Portuguese. Indeed, it’s preferable to hire an interpreter, according to one site, rather than just translating your business card or learning some stock phrases. Going to the trouble of hiring a translator will demonstrate your commitment to a smooth discussion, as you’ll make it easier for your Brazilian partners to converse and do business.
In Brazil, in contrast to other countries like Germany, leisure and work are somewhat interchangeable. Don’t be surprised if the negotiations run late and extend to more informal environments, as this is considered to be another step in forming a strong business relationship. Your clients may also stand quite close to you, or greet you with a hug and kiss, as people in Brazil tend to be gregarious and sociable. If you can prove yourself capable in both professional and non-professional environments, you’ll be hosting Carnival before you know it.
Japan
Japanese business etiquette is perhaps some of the most complex in the world, but it’s also some of the most interesting. As in China, business cards are handled with immense care and respect in Japan, but there are several other unique ways in which you and your Japanese colleagues can display civility and attentiveness. Opt for a bow instead of a handshake, and make sure to hand out some small, inexpensive gifts. When you present someone with a gift in Japan, they are likely to refuse three times in order not to appear greedy. But if you’re greeted with a demurral the first time, do ask again – they will acquiesce eventually! Japanese people are also loath to use the word ‘no,’ so it’s best to phrase questions in a way that will allow them to respond with a ‘yes.’
Once you enter the boardroom, take note of where everyone is sitting. The most senior member will be sitting with the best view and won’t have their back to the door; meanwhile, the less experienced colleagues should sit near the other end, close together. If you’re an entry-level employee, in other words, you should avoid sitting across from the CEO. After-work activities are also common, and karaoke is particularly popular, so be sure to practice your rendition of ‘Don’t Stop Believin’!
Congratulations! You made it through border security and you’re on the way to your next engagement. Take stock of everything you’ve learned, and use this primer to prepare as you take your cab to the meeting. Good luck, bonne chance, and boa sorte!
Eoin is a Content Specialist at Zazzle in Cork. He’s recently bought a house with his fiancée, and thus most of his time these days is spent trying to keep the walls from caving in and the wolves from the door. Still, he’s always open to book, game, and movie recommendations, so if you have some, let him know: he’ll add them to a very, very long list.
