When in Rome, do as the Romans.
No matter how smart you are, you’ll need to know the
following:
Learn as much of the local language
as possible. The absolute minimum should be a greeting or
exchange, goodbye and an inquiry as to someone’s health
(or as in China, “have you eaten?”). However,
the most important word you can learn is “THANK YOU”.
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Be open minded. Don’t close your
mind to something new. |
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They are all pretty smart; the sooner
you figure this out, the better. |
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Feelings more often get the job done.
In other words, the best price may not win you the contract. |
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Figure out who is advising
the decision-maker. |
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Determine when negotiations actually open
and when they close. |
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Be sensitive to gender issues. |
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Be sensitive to common but impolite local
customs. Always be a good observer. It is best to sit
back, watch and observe people closely in
restaurants and other social situations while in the better
restaurants and hotels. This will let you know what is
deemed as acceptable behavior. Remember, all societies
have individuals who conduct themselves with proper etiquette
as well as those who do not. Just because you have observed
people doing something one way or just like it is done
in the U.S., keep in mind that they may not be the people
you would want to imitate. |
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Remember, in most countries throughout
the world, the date is presented as: day/month/year |
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While corresponding, work in the buyer’s
language. |
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Avoid obvious company logo promotion items.
They are generally not viewed well overseas: they are
viewed as just what they are – your desire to get
your company’s name out. Most people around the
world do not share the same enthusiasm as the Americans
do. Better to give good quality gifts such as pens or
something produced from your home. Note: If you are going
to give someone in Taiwan a gift, be certain it wasn’t
produced in Taiwan. |
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It is always best to have a secretary
recommend a local restaurant. Note: if you suggest going
out to dine, you are also expected to pay. Be sensitive
to the fact it should not be more lavish than the manner
in which your host has entertained. |
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When traveling to most countries for business,
avoid the bargain hotels and stay in the best first class
hotel you can justify. It will reflect well upon not only
you, but also your host. On the other hand, if your host
is paying for the hotel, you should allow them to make
the decision. |
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Always be sensitive to what clothing you
are wearing. Your clothing should be of the best quality
you can afford. It should be tasteful and conservative. |
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Always avoid incorporating the colors
of the country’s flag into your clothing as this
is generally not viewed well. |
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Whenever possible, bring your own interpreter. |
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Always have your business cards printed
in two languages, if possible, with the host country’s
language on one side of the card. Be sure they are printed
correctly. When presenting your card, present it formally
to the recipient who will generally receive it in two
hands. By the same token, receive their business card
in both your hands and carefully review it before you
place it in your jacket or shirt pocket. Under no circumstances
should you ever place a business card in your wallet or
treat it casually. |
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If you have been given a gift, do not
open it in public unless you observed it being done locally. |
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When doing introductions, the younger
person should always be introduced to the older person
or the person with the most respect. |
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Whenever possible, you should always insist
on having a third party do the introduction. |
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You should never offer a woman your hand
unless she has offered her to you first. This applies
to both men and women. |
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The following gestures should be avoided
at all times: thumbs up, pointing, okay sign, victory
sign, standing akimbo. |
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You should always keep your hands out
of your pockets. |
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Always determine local etiquette for meals,
i.e., what the placement of the chopsticks or utensils
should be at the end of the meal. |
Remember, when in Rome….
