CrossCultural Business Etiquette Can Make or Break a Business Relationship

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Cross-Cultural Business EtiquetteCan Make or
Break a Business Relationship

• Presented to
• AC International Foundation
• Small- Medium-Sized Business Conference

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Lijie Etiquette

• Form required by good breeding
• Social convention
• Prescribed by authority

• The fine art of politeness
• Manner, courtesy
• Matter of form
• The correct and proper thing

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Culture

• is the collective programming of the mind which
  distinguishes the members of one human group from
  another. --
• Geert Hofstede, Cultures Consequences
• Or Simply,
• The way we do things around here.

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CULTURE AS AN ICEBERG
LEVEL OF AWARENESS
OBSERVABLE/ BEHAVIORAL
COGNITIVE
EMOTIONAL
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Tip of the Iceberg Values show in observable
behavior
VALUES
Chinese -Harmony -Guanxi - connection, family,
relationship orientation -Mianzi
face, collective, indirect -Obedience to authority
American -Individual rights -Individual
accomplishment, task -Individual centered
life, directness
-Equality
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ChineseBUSINESS ETIQUETTE
Harmony
Value

• Preserve the relationship at all costs.
• Do not engage in conflict. Conflict is to be
  avoided.
• Bad news may need to be delivered through an
  intermediary.
• Losing your temper is unacceptable.

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ChineseBUSINESS ETIQUETTE
Guanxi
Value

• Business in China is based on relationships. Take
  the time to build relationships first before
  diving in to get things done.
• Expect that hiring may be done on a relationship
  rather than competency basis.
• Trust trumps written agreements.
• To build relationships, go to China frequently
  yourself. Dont send others to establish the
  business relationship.
• Slow down to understand the Chinese way of doing
  things.

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ChineseBUSINESS ETIQUETTE
Guanxi
Value

• Business cards should be in Mandarin as well as
  English and should be facing the recipient and
  presented with two hands.
• Examine cards presented to you carefully showing
  respect for the presenter. Do not shove them in
  your pocket while you keep talking.
• Do socialize outside of work, dont drink if you
  dont want, and expect to be kidded about it.
  Dont discuss business during a meal.
• When you make a phone call to China, state your
  company name before your own name. No one knows
  you personally in the beginning of your
  relationship.
• When you email, remember that the email may not
  go directly to the person. Be attentive to the
  formality required.

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ChineseBUSINESS ETIQUETTE
Mianzi - Face
Value

• Be extremely careful what you say to or about
  another person. Never openly criticize
  especially in public.
• It may be more appropriate to reward a group than
  an individual.
• Do be prepared to speak to individuals to find
  out what they think before a meeting. The
  meeting may be a formality.
• Do give credit to others or the team rather than
  take it yourself.

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ChineseBUSINESS ETIQUETTE
Mianzi - Face
Value

• Learn to speak to the issue rather than dive
  into it. Dont say NO. Instead say that
  something is difficult or inconvenient.
• Be extremely respectful based on the status of
  another.
• If a colleague invites you to dinner, be careful
  that you dont entertain at a higher level when
  you return the favor.

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ChineseBUSINESS ETIQUETTE
Obedience to Authority
Value

• Decisions are made by authorities, sometimes
  government authorities.
• Power is at the highest level of authority.
• Dont expect to be challenged or even influenced
  by someone of a lower rank than you. (loss of
  face, guanxi, harmony)

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AmericanBUSINESS ETIQUETTE
Individual Rights
Value

• Do offer your opinion, challenge, and be direct
  in your communication. You have a right.
• Do take risks and be willing to make mistakes.
  Trying is almost as highly valued as
  accomplishing.
• Compete. Winning is OK.

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AmericanBUSINESS ETIQUETTE
Individual Accomplishment
Value

• Expect to make small talk, but dont take much
  time trying to get to get to know Americans.
  Just get to work.
• Be a can do person.
• Expect to be hired and paid based on your
  accomplishments not your connections.

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AmericanBUSINESS ETIQUETTE
Individual Accomplishment
Value

• Try to always be confident that you will achieve
  your goals. Always talk about how you will get
  it done, not why it wont work.
• Always strive for a higher accomplishment.
• Be on time! Dont waste anyone elses time

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AmericanBUSINESS ETIQUETTE
Equality
Value

• Never micromanage your employees. Give then
  authority
• Do speak up in meetings and express your
  opinions. Listen to others and acknowledge their
  opinions. Build consensus. Dont say yes unless
  you mean yes.
• Take responsibility for getting the job done.
  Dont wait to be told. Learn to brainstorm.
• Expect to negotiate your salary. You are as
  equal as anyone else.

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General Intercultural ETIQUETTE

• Observe, dont judge. Be curious not reactive.
• Do find a trusted advisor Ask for clarification.
• Allow for space in the conversation.
• Ask how it is proper to behave in a situation you
  are not familiar with.
• Do remain humble and forgiving with a good sense
  of humor.

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Avoid Arrogance

• Arrogance destroys
• -face for all
• -erodes trust and relationship possibilities
• Arrogance creates
• -distance
• -hierarchy
• -resentment and push back

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Show Respect

• Respect creates
• a safe environment with opportunity for
  intercultural dialogue leading to better business
  relationships and a more productive work
  environment.

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Presentation posted along with dos and donts
at www.globalcoaches.com Barrie Zucal,
MS President/CEO Global Coaches Network
Barrie_at_globalcoaches.com 1.301.274.3898 1.301.2
74.3867