26 January 2011
Mind your P’s and Q’s if you want to make your $$’s
Business without Borders
Proper business etiquette can make the difference between a disastrous overseas encounter and a successful one
Even a small blunder concerning the unspoken rules of cultural etiquette can derail progress (there was the sight of former U.S. president Richard Nixon getting off his plane in Brazil and giving the “OK” hand gesture, which locally translates into “up yours”). Help is at hand: the last decade has seen a sharp increase in the number of books and experts to turn to for help.
“In Japan if you are about to sign a deal “In Japan if you are about to sign a deal you do that hand gesture, it’s a monetary symbol. They may wonder if you want a bribe,” said etiquette consultant Tina Manousos. The educator spoke recently to a group of business students at the annual Queens Conference on International Business in Toronto. “Opportunities are no longer in the continent you are from.
They are everywhere,” said Manousos. “Your expertise in your field is not enough. As soon as you get off that plane you better know the politics, religion and superstitions of the people,” she added. “That’s what is going to make your company and yourself look good.”
Along with the nuances of global hand gestures, Manousos commented on proper greeting standards with a focus on Far East and Asian cultures. Because they are a “proud people,” she stressed greeting your counterpart with less eye contact than is acceptable in North America (along with a slight bow and a gentler handshake).
“Don’t go very deep in your bow unless you know the rituals of the country because it’s all done by rank in some places,” she said, adding it is crucial to know the rules of physical contact between genders in China and the Middle East. “Let the woman make the first move. If she gives you her hand then shake her hand and if she smiles and bows, do the same.” It’s also important to know in what order a person’s given and surname is used.
Perhaps one of the most marked differences between Eastern and Western business practices, however, is the card exchange. While it is treated more casually in North America, Manousos stressed that cards are given with much weight in Asia, where a person is symbolically handing you their reputation.
“They are going to present it with two hands with the card facing you. You should receive it as if you are getting something very special,” said Manousos. “Take the card with both hands. Only make notes on it regarding proper pronunciation in private, and never on the face of the card because it is almost as if you are defacing them when you write on the front,” she said.
To close a meeting well, understand the politics of gift giving. In India, for example, one should stay away from leather products because the cow is sacred to Hindus. Avoid sharp objects such as letter openers as a general rule, because in some Asian cultures they can symbolize the “severing” of a relationship.
“If you are doing business with France for example, don’t take a bottle of California wine because they think they have the best in the world,” she said. “On the other hand, Scottish whisky or smoked salmon from North America is great because it’s not something they have.” High-quality pens are always safe, but Manousos stressed doing some gift giving research as the best way to promote a positive final impression.
“Know who you are doing business with,” she said. “It’s not necessarily about where you are but the people you are doing business with.”