International business styles

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International business styles
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National culture is very important in determining
the business style

• The characteristics of management often vary
  according to the particular culture, which can
  determine how managers are trained, how they lead
  people and how they approach their jobs
• The amount of responsability of any individual
  in a company depends on the position that he or
  she occupies in its hierarchy
• Managers, for example, are responsible for
  leading the people directly under them, who are
  called subordinates

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In this process the authority is frequently
mentioned

• The managers must use their authority, which is
  the right to take decisions and give orders
• Managers often delegate authority. This means
  that employees at lower levels in the company
  hierarchy can use their initiative, that is make
  decisions without asking their manager.
• However, these procedures vary from nation to
  nation. Each country has its own way of doing
  business which depends on the local mentality.

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For example, the Australian business culture can
be described as follows

• Appointments In Australia appointments are
  relatively easy to schedule at practically all
  organisational levels. Youll find that many
  executives will be pleasant, approachable, and
  willing to meet to discuss business.
• You should be punctual, but you must understand
  that Australians sometimes have a casual attitude
  toward time. In some cases, if you are a few
  minutes late to a meeting, it will be overlooked.
  In other instances your late arrival may be
  perceived as careless.

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• On the other hand, if you find yourself waiting
  for your Australian partners to arrive, remain
  patient and accommodating.
• If you are an employer, its not enough to insist
  that your Australian employees arrive on time
  you will have to give convincing evidence that
  their tardiness is harming the organisation.

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• Business dress Due to the size of Australia,
  climate varies greatly according to region.
  Business dress is conservative. Men wear a dark
  suit and tie during the summer the jacket can be
  removed. Suits, skirts and blouses, or dresses
  are standard for women. Business dress may be
  more informal in very tropical climates.
• Some workplaces have a casual Friday policy
  where casual dress may be worn on Fridays.

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• Conversation Australians generally prefer direct
  eye contact. People who avoid eye contact are not
  perceived as trustworthy.
• Australians tend to be enthusiastic
  conversationalists and debaters. The best policy,
  however, is to wait for your Australian
  companions to bring up a subject be prepared to
  hear very strong and often confrontational
  opinions.
• Australians like to hear opinionated
  conversations so dont hesitate to express your
  views if they are sincere and informed.

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• It is common for Australians to make provocative
  statements during conversation- you are expected
  to respond with humour.
• Your Australian companions will be quick to let
  you know if you say something that crosses the
  line (usually migration and aboriginal issues).
• Australians like to criticise themselves, but
  they are not receptive to criticism from others.
• Dont boast about yourself or your companys
  accomplishments. Australians prefer to judge your
  competence and abilities through your actions.

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• Lets make a deal Before a meeting proceeds,
  there is usually some small talk.
• Speak plainly and expect what you say to be taken
  literally. In turn, interpret what is said to you
  in the same direct manner.
• Australians are usually distrustful of authority
  and of people who think they are somehow better
  than others.
• Australians generally dislike negotiating and
  aggressive sales techniques. Presentation should
  be straightforward, with an emphasis on both the
  positive and negative outcomes.

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• Keep your presentation simple and to the point,
  since excessive details will not be well
  received.
• Australians are receptive to new ideas.
  Generally, they are analytical, conceptual
  thinkers. Empirical evidence and other facts are
  considered the most valid forms of proof.
• The work environment tends to be collaborative,
  so decision-making is slow and protracted.
  Deadlines are the main source of anxiety in this
  culture.

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In Canada they follow these rules

• Appointments Punctuality should always be a
  priority. You are expected to be on time for all
  business related meetings. If you cannot prevent
  being late, a telephone call is appreciated. In
  general, it is acceptable to be 15 minutes late
  for an evening social engagement.
• Mornings tend to be the preferred time for
  appointments. Business hours are generally 9 a.m.
  To 5 p.m. Monday through Friday. Longer hours are
  also common.

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• Business dress Canadians prefer comfortable,
  tasteful clothing which is also conservative in
  most cases. Your clothing does not necessarily
  have to be brand new or trendy. Wearing quality
  clothing that is old, but presentable, can be
  prefectly acceptable.
• The standard for men is a suit and tie, for women
  business suits or dresses.
• In rural areas and small towns, clothing tends to
  be more informal.
• During their leisure time, Canadians dress
  casually (jeans, t-shirts, shorts...)

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• Canadians in general, do not wear scent in a
  business setting. Perfume, aftershave, and
  heavily scented personal care products as shampoo
  and hairspray should be avoided, or at least used
  sparingly. Its often believed that perfume is
  worn to cover up poor personal hygiene.
  Furthermore, the presence of scent can also be a
  health hazard to individuals with asthma, a
  relatively common condition in Canada.

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• Conversation First name or title? The best thing
  to do is to wait for your Canadian colleagues to
  invite you to move to a first name basis.
• Be careful of name pronounciation. To show
  respect use a common professional title such as
  Dr. Or courtesy titles such as Mr., Ms., Miss.,..
  with the last name. If you are unsure of a
  womans marital status use Ms. (pronounced miz)
  followed by her last name.

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• Lets make a deal Canada is officially bilingual
  (English and French). In Quebec make sure that
  you provide a French translation for promotional
  material and documents. Write your business cards
  in both French and English business cards are
  usually exchanged during an initial greeting.
• Canadians are very friendly and take a genuine
  interest in other countries. They are tolerant,
  calm and very practical. They stress ones
  ability and competitive behaviour.

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• While negotiating mantain good posture and air of
  formality. Your negotiation must lead to a direct
  action plan.
• Even in business deals, a good sense of humour is
  always welcome.
• Canadians dont have difficulty saying NO if they
  feel strongly against something.
• Try not to bring up the subject of family and
  other personal affairs in the course of
  negotiatons.

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France

• Appointments and behaviour Punctuality is taken
  very casually in France, so being 10 minutes late
  is never considered disrespectful.
• Always shake hands when meeting someone, as well
  as when leaving. French handshake is not as firm
  as in the United States.
• The French have a great respect for privacy.
  Knock and wait before entering into a room. Do
  not drop in unannounced and always give notice
  before your arrival.

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• Business dress The French are very much aware of
  their appearance.
• You will be expected to dress conservatively and
  invest in well-tailored clothing. Patterned
  fabrics and dark colours are most acceptable, but
  avoid bright colours.
• French businessmen do not loosen their ties or
  take off their jackets in the office.
• Women should also dress conservatively and avoid
  bright colours and too much flashy jewelery.

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• Conversation The French are extremely proud of
  their heritage and they often boast of their long
  history and their important roles in world
  affairs.
• If you do not speak French, it is very important
  that you apologize for your lack of knowledge.
  However, most individuals in business speak
  English.
• The French frequently interrupt each other
  because, for them, arguing is a form of
  entertainment. Eye contact is frequent and
  intense, and can often be intimidating to North
  Americans.

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• Lets make a deal The French usually choose any
  meal to conduct business, but lunch is best.
• The atmosphere is often informal. However, they
  tend to be very precise when money or personal
  involvement are discussed. On these occasions
  they do not show excessive tolerance. Moreover, a
  streak of egoism is sometimes present in many
  business situations.

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Germany

• Appointments and behaviour Puctuality is a
  necessity in Germany. Arrive on time for any
  appointment, whether for business or social.
  Being late, even if it is only by a few minutes,
  is very insulting to a German executive.
• Germans do not like surprises. Sudden changes in
  business transactions, even if they might improve
  the outcome, are not welcome.
• German citizens do not need to be complimented.
  In Germany it is assumed that everything is
  satisfactory unless the person hears otherwise.

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• In business situations, shake hands at both the
  beginning and the end of a meeting. Be sure to
  look directly into the persons eyes while
  shaking hands.
• Business is viewed as being very serious and
  Germans do not appreciate humour in a business
  context.
• Germans are able to consume large quantities of
  beer in one evening, but public drunkenness is
  not acceptable. It is best to know your limits,
  especially in Bavaria where two litres of beer is
  an ordinary evening. Pace yourself and eat plenty
  of food.

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• Business dress It is very conservative. Men wear
  dark suits, solid, conservative ties, and white
  shirts. Women also dress conservatively, in dark
  suits and white blouses.
• Chewing gum while talking to someone is
  considered rude.
• Dont be surprised if occasionally you see a
  fashion statement with white socks being worn
  with a dark suit.

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• Conversation Germans love to talk on the
  telephone. While important business decisions are
  not made over the phone, expect many follow up
  calls or faxes.
• Germans guard their private life, so do not phone
  a German executive at home without permission.
• Titles are very important to Germans. Do your
  best to address people by their full, correct
  title, no matter how extraordinarily long. This
  is also true while addressing a letter.

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• Lets make a deal Germans are very serious and
  extremely precise in decision-making.
• Everything concerning business must be previously
  established and checked. There is no room
  whatsoever for mistakes.

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Italy

• Appointments and behaviour Foreign business
  people should be punctual for business
  appointments, although the Italian executive may
  not be.
• Time is money is not a common phrase in Italy.
• Do not expect quick decisions or actions to take
  place, as the Italian bureaucracy and legal
  systems are rather slow.
• It is common for everyone to speak simulteneously
  at Italian gatherings. This applies to business
  meetings as well as social events.

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• Business dress In the business world, good
  clothes are a signature of success.
• Men should wear fashionable, high quality suits.
  Shirts may be colored or pin-striped, and they
  should be paired with an Italian designer suit.
• Women dress in quiet, expensive elegance. Quality
  accessories such as shoes and leather goods will
  make a good impression with Italians.

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• Conversation Italians appear very lively in both
  private and business communication.
• They interrupt each other while striving to make
  their point.
• Fortunately, English is spoken by many
  businesspeople.
• Avoid talking about religion, politics, and World
  War II.
• At social gatherings, it is considered insulting
  to ask someone you have just met about their
  profession.

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Japan

• Appointments and behaviour If you are invited
  to a social event, punctuality is not expected.
  It is the custom to be fashionably late.
• The Japanese tend to be rather direct in their
  questioning of foreigners. You may be asked
  personal questions such as how much money do you
  earn or how large is your house?
• If you take your host out insist upon paying. The
  Japanese will refuse, but insist.
• Do not openly display money. It is important to
  use an envelope to pass money.

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• Business dress Men should wear dark,
  conservative attire. Business suits are most
  suitable. Casual dress is never appropriate in a
  business setting.
• Womens dress should be conservative with minimal
  accessories. Women should not wear pants in a
  business situation. Japanese men find it
  offensive.
• Women should only wear low-heeled shoes to avoid
  towering over men.

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• Conversation The Japanese prefer not to use the
  word no. They may simply respond with a yes but
  clearly mean no.
• The customary greeting is the bow.
• However, some Japanese might greet you with a
  handshake, but frequently a weak one. Do not a
  weak handshake as an indication of character.
• If you are greeted wit a bow, return with a bow
  as low as the one you received. How low your bow
  determines the status of the relationship between
  you and the other individual.

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Prefixes I

• The imperative

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Exercise 1 Match the prefixes with the groups of
adjectives

• Dis- il- im- in- ir-
  un-
• ___ possible probable precise
• ___ honest similar organised
• ___ popular economical manageable
• ___ legible legal logical
• ___ complete expensive efficient
• ___ regular relevant responsible

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Exercise 2 Add prefixes to the following
adjectives

• Likely
• Literate
• Resistible
• Respectful
• Frequent
• Liberal

• Polite
• Awful
• Mature
• Rational
• Proportionate
• Helpful

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Complete the following sentences with the
appropriate adjectives from exercise 1

1. Her desk is so ________ that it is hard to find
   anything there.
2. Their payments have become ______. We will have
   to find another supplier who will pay on time.
3. We are spending too much money. This new
   procedure is highly ___________.
4. His methods are ________. His trainees have
   little success in all the activities.
5. I cannot read this note. It is completely
   ________.
6. Your question is ________ for this situation. We
   must concentrate on concrete suggestions.

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The imperative

• It has the same form as the infinitive without
  to.
• It is used to give orders or instructions
• Fill in the form in block capitals.
• Empty the contents into boiling water.
• It is used to give strong advice
• Avoid showing the soles of your feet in the
  Middle East.
• If you want to be emphatic you can use do or
  always
• Do learn a few words of the language.
• Always familiarise yourself with the basics.
• The negative is formed by using dont or never.
• Dont appear too reserved.
• Never cross your legs in the Middle East.

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Complete the sentences below using the following
expressions, positive or negative

• study, expect (2), increase, invest, assume,
  beware, be flexible, judge, leave
• _____ attitudes like my way is the only way
  behind.
• ______, be curious and fascinated instead.
• ______ some time in preparing yourself for
  encounters with other business and cultural
  styles.
• ______ your understanding of the countries and
  cultures you are visiting by attending
  cross-cultural seminars.
• ______ the general protocol and etiquette of the
  country or countries you are visiting.
• _______ delays, frequent changes in plans and
  cancellations.

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1. _____ to have easy access to your e-mail while on
   the road. In some cases it may be impossible to
   log on to your internet server remotely.
2. _____ when negotiating prices.
3. _____ that market or sales techniques that work
   in your country, work in others.
4. ______ of drinking too much alcohol over a
   business lunch you might need to make important
   decisions.