Culture – BE 4 Unit 12 Merger & Acquisition

International negotiations are generally different from negotiations in your own country.

Differences in approach reflect national culture, but also company culture, gender, or even the level of international negotiating experience.

Direct eye contact can mean confidence in one culture, but disrespect in another.

The handshake or verbal agreement is more important than the written contract in some cultures.

In some cultures, a contract is expected to be a formal, written, and legal document.

Personal relationship in business are far more important than business to business ones.

Business is seen in some cultures as objective and impersonal, focused on business to business relationship rather than personal ones.

Cultural preconceptions and regional generalizations  are often incorrect.

Flexibility and an open mind are very useful things to bring to any negotiations.

Culture - BE 4 Unit 6: Risk

Dress in Spanish corporate work place is fairly conservative.

South Americans are fairly relaxed about punctuality. In fact it quite often meetings do not start at the agreed time.

There is a lot of formality in Japanese business settings. People are seated in meetings according to company hierarchy.

In some cultures, decision making is done almost entirely by bosses. Swedish tend to value consensus and compromise.

Socializing is important part of doing business in Russia. The time you spend is considered extremely important.

Being approachable is an important leadership quality in Kazakhstan.

For American business people good eye contact shows that you are confident and honest.

Shaking hands is becoming more common for business and professional women in Egypt.

Culture - Unit 7 BE 3

Chinese business protocol and etiquette

Greetings

You must greet the oldest person first.

You don’t have to be serious all the time. The Chinese have a great sense of humor. You should be ready to laugh at yourself sometimes.

You mustn’t move to a first-name basis until advised to. You should address the person by honorific title and their surname.

Business cards

You should exchange cards after the initial introduction.

You should hold the card in both hands when offering it.

You mustn’t write on someone’s card unless asked to.

Gift giving

You shouldn’t give flowers, as many Chinese associate these with funerals.

You mustn’t give four of anything, as four is an unlucky number.

Entertaining at home

It is a great honour to be invited to someone’s home. If you can not accept the invitation, you must offer a very good excuse.

You should arrive on time, remove your shoes, bring a small gift, and eat well to show you are enjoying the food.

You don’t have to eat loudly, but if you slurp or belch, it shows that you are enjoying your food.

If you are invited to a Brazilian’s house for dinner, you must /should arrive at least 30 minutes after the time mentioned.

You mustn’t give purple flowers as a gift in many countries.

All personnel should read the health and safety notices in the building.

Staff mustn’t disclose information on the project unless authorized.

I think you should/must encourage the team to develop interpersonal skills.

Simone doesn’t have to /shouldn’t work so hard; she is looking very tired.

When going to a new country to do business, you should do some more research into their culture.

You don’t have to pay immediately. We can offer you credit.

Notice on culture:

• Exchanging business cards
• Shaking hands
• Bowing
• Kissing
• Being formal or informal
• Punctuality
• Humour
• Eye contact

Socializing with contacts

• Small talk before meetings
• Accepting interruption
• Giving presents
• Being direct (saying exactly what you think)
• Using first names.

 Culture similarities

• Improved communications
• Global business
• Cheap foreign travel
• Trading groups (such as the EU, ASEAN, USAN).

 Factors that creating culture

• Social customs and traditions
• Behavior and attitudes
• Historical eventsClimate
• Religion
• Architecture
• Geography
• Ceremonies and festivals
• Language
• Institutions
• Cuisine
• Arts