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Article added or updated:
05/12/2012 |
Minding Your Global Manners -Professional Etiquette
in a Global Economy
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08/07/05
To say that today's businessenvironment is becoming increasingly more
global is to state the obvious. Meetings, phone calls and conferences
are held all over the world and attendees can come from any point on the
globe. On any given
businessday you can find yourself dealing face-to-face, over the phone,
by e-mail and, on rare occasions, by postal letter with people whose
customs and cultures differ your own. You may never have to leave home
to interact on an international level.
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While the old adage "When in Rome, do as the Romans do" still holds
true, businessclients and colleagues who are visiting this country
should be treated with sensitivity and with an awareness of their unique
culture. Not to do your homework and put your best nternational foot
forward can cost you relationships and future business . One small
misstep such as using first names inappropriately, not observing the
rules of timing or sending the wrong color flower in the welcome bouquet
an be costly.
There is no one set of rules that applies to all international visitors
so do the research for each country that your clients represent. That
may sound like a daunting task, but taken in small steps, it is
manageable and the rewards are worth the effort. Keeping in mind that
there are as many ways to do businessas there are countries to do
businesswith, here are a few tips for minding your global P's and Q's.
Building relationships: Few other people are as eager to get down to
businessas we Americans. So take time to get to know your international
clients and build rapport before you rush to the bottom line. Business
relationships are built on trust that is developed over time, especially
with people from Asia and
Latin America.
Dressing conservatively: Americans like to dress for fashion and
comfort, but people from other parts of the world are
generally more conservative. Your choice of businessattire is a signal
of your respect for the other person or organization.
Leave your trendy clothes in the closet on the days that you meet with
your foreign guests.
Observe the hierarchy: It is not always a simple matter to know who is
the highest-ranking member when you are dealing with a group. To avoid
embarrassment, err on the side of age and masculine gender, only if you
are unable to discover the protocol with research. If you are
interacting with the
Japanese, it is important to understand that they make decisions by
consensus, starting with the younger members of the group. By contrast,
Latin people have a clear hierarchy that defers to age.
Understanding the handshake: With a few exceptions, businesspeople
around the world use the handshake for meeting and greeting. However,
the American style handshake with a firm grip, two quick pumps, eye
contact and a smile is not universal. Variations in handshakes are based
on cultural differences, not
on personality or values. The Japanese give a light handshake. Germans
offer a firm shake with one pump, and the French grip is light with a
quick pump. Middle Eastern people will continue
shaking your hand throughout the greeting. Don't be surprised if you are
occasionally met with a kiss, a hug, or a bow somewhere along the way.
Using titles and correct forms of address: We are very informal in the
United States and are quick to call people by their first
name. Approach first names with caution when dealing with people from
other cultures. Use titles and last names until you have been invited to
use the person's first name. In some cases, this
may never occur. Use of first names is reserved for family and close
friends in some cultures.
Titles are given more significance around the world than in the United
States and are another important aspect of addressing businesspeople.
Earned academic degrees are acknowledged. For
example, a German engineer is addressed as "Herr Ingenieur" and
a professor as "Herr Professor". Listen carefully when you are
introduced to someone and pay attention to businesscards when you
receive them.
Exchanging businesscards: The key to giving out businesscards in any
culture is to show respect for the other person. Present your card so
that the other person does not have to turn it over
to read your information. Use both hands to present your card to
visitors from Japan, China, Singapore, or Hong Kong. When you receive
someone else's businesscard, always look at it and
acknowledge it. When you put it away, place it carefully in your card
case or with your businessdocuments. Sticking it haphazardly in your
pocket is demeaning to the giver. In most cases, wait until you have
been introduced to give someone your card.
Valuing time. Not everyone in the world is as time conscious as
Americans. Don't take it personally if someone from a more relaxed
culture keeps you waiting or spends more of that commodity than you
normally would in meetings or over meals. Stick to the rules of
punctuality, but be understanding when your contact from another country
seems unconcerned.
Honoring space issues: Americans have a particular value for their own
physical space and are uncomfortable when other people get in their
realm. If the international visitor seems to want
to be close, accept it. Backing away can send the wrong message. So can
touching. You shouldn't risk violating someone else's space by touching
them in any way other than with a handshake.
Whether the world comes to you or you go out to it, the greatest
compliment you can pay your international clients is to learn about
their country and their customs. Understand differences
in behavior and honor them with your actions. Don't take offense when
visitors behave according to their norms. People
from other cultures will appreciate your efforts to accommodate them and
you will find yourself building your international clientele.
(c) 2005, Lydia Ramsey.
Lydia Ramsey is a businessetiquette expert, professional speaker,
corporate trainer and author of MANNERS THAT SELL -ADDING THE POLISH
THAT BUILDS PROFITS. She has been quoted or
featured in The New York Times, Investors' Business Daily, Entrepreneur,
Inc., Real Simple and Woman's Day. For more information about her
programs, products and services, e-mail
her at lydia@mannersthatsell.com or visit her web site
http://www.mannersthatsell.com
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