International Business Etiquette

Presenter: Dr. Sondra M. Rubenstein

The goal of this International Business Etiquette seminar series is to prepare you to interact confidently in the far corners of the beckoning global marketplace. We will guide you through the five principle dimensions of culture:

Together, we will examine the cultural manifestations of appropriate dress appearance, behavior, and communication in five regions of the world. We will engage in confidence-building simulations, role-playing, and exercises. We will raise your comfort level in:

• Asia (China and Hong Kong, Japan, South Korea, Taiwan and India)
• Europe and the Russian Federation
• Latin America (Argentina, Brazil, Chile, Costa Rica, Ecuador, Mexico and Venezuela)
• North America
• South Pacific - Oceania (Australia, Indonesia, Singapore, and New Zealand)

Session One – General and practical knowledge for the regions under study:

• Culture classifications:  Pluralistic, extended family, community
• Low and high context business
• Monochronic vs. polychronic cultures
• The need for social certainty and how it impacts on your negotiations
• Power distance (low vs. high)
• Harmony vs. mastery cultures
• Emotionally neutral vs. expressive cultures
• Quantity-of-life (technology) vs. quality-of-life (nurturing) cultures
• Achievement vs. association cultures

Session Two – Learning to avoid conflicts:

• Understanding different thought patterns; different values, understanding and respecting the differences
• Cultural orientations to social and business relations:  An overview of what works and what to avoid in dress, appearance, behavior, and communication.
• Exchanging cultural conflict for cultural connection
• Accepting cultural differences
• Cross-cultural team dynamics
• Building cross-cultural executives; bridging the old and new worlds

Session Three – Practicalities:

• Corresponding correctly; being clear in your requests; expanding your knowledge; doing your homework
• Internet etiquette
• Guidelines for making a good impression, wherever your business takes you
• Dressing for business, as determined by the venue
• Making appointments; promptness, where it is critical and where you can expect to wait
• Addressing people correctly and with respect
• Presenting your credentials; shaking hands vs. bowing
• Non-verbal communication: Watching your body language; curbing your gestures; where to pay attention to your feet.
• Monitoring your tone of voice.

Session Four – Being considerate:

• Saving face; apologizing when it's expected
• Having tact, being diplomatic, respecting protocol – role playing
• Gift Giving – Guidelines for selecting and presenting an appropriate business gift; appreciated gifts and gifts to avoid, wherever your business takes you
• Accepting gifts – Smile. . . .
• Guidelines for conducting conversations; welcome and unwelcome topics
• Entertaining for business success
• After-hours behavior; drinking appropriately; acceptable public conduct

Summing up:  What you should know before negotiating

• Rethinking the Culture-Negotiation Link
• Conducting business, case studies and role-playing
• Creating links and networking

For more information on attending this seminar series, contact seminars@writepoint.com.

About the Presenter: