Business in different countries


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Business in different countries

  1. 1. <ul><li>Business in Different Countries </li></ul>
  2. 2. <ul><li>Tips while conducting business in different countries </li></ul><ul><li>• There are many clear variations in the way different </li></ul><ul><li>societies behave & function </li></ul><ul><li>• Tips are furnished below for the do’s & don’ts while </li></ul><ul><li>conducting business overseas </li></ul><ul><li>• Only a few cultural groups have been mentioned ; </li></ul><ul><li>there could be many more points that could be </li></ul><ul><li>included in addition to those mentioned :- </li></ul><ul><li>1. Business with the Americans </li></ul><ul><li>2. Business with the Europeans </li></ul><ul><li>3. Business with the Japanese </li></ul><ul><li>4. Business with the Arabs </li></ul>
  3. 3. <ul><li>Business with the Americans </li></ul><ul><li>1. Competition is important for the Americans. They </li></ul><ul><li> tend to equate competition with efficiency. Dress, </li></ul><ul><li> speech, smartness, & demeanour have to project </li></ul><ul><li> ‘ competitiveness’ </li></ul><ul><li>2. Packaging is very important, as important as the </li></ul><ul><li> contents or, perhaps, a shade more. Therefore, any </li></ul><ul><li> business presentation has to be ‘sleek’ with </li></ul><ul><li> gadgetry, showmanship & drama interspersed </li></ul><ul><li> with some humour </li></ul><ul><li>3. While making a presentation in front of an </li></ul><ul><li> American audience, it is necessary that the </li></ul>
  4. 4. <ul><li>presentation is well prepared & well rehearsed </li></ul><ul><li>4. Americans like bravado & an air of confidence, like </li></ul><ul><li>to use superlative words, like the ‘best’, the </li></ul><ul><li>‘ greatest’ the ‘finest’, & ‘incredible’. Anyone dealing </li></ul><ul><li>with them may also use similar language. Apologetic </li></ul><ul><li>language with no superlatives is likely to be </li></ul><ul><li>interpreted as a lack of capability or weakness </li></ul><ul><li>5. Americans have fetish for quantification for all facts. </li></ul><ul><li>Therefore, present any business project/proposal or </li></ul><ul><li>any achievement with accompanying numbers, </li></ul><ul><li>statistics & measures, charts, graphs & other </li></ul><ul><li>quantification aids </li></ul><ul><li>6. What impress them are the specific measurable </li></ul>
  5. 5. <ul><li>results – Tangible profits or what appears like </li></ul><ul><li>tangible benefits </li></ul><ul><li>7. Be clear in any communication. Clarity & trans- </li></ul><ul><li>parency will be much appreciated </li></ul><ul><li>8. Written contracts have to be made perfectly, with </li></ul><ul><li>every detail spelt out, in order to avoid any mis- </li></ul><ul><li>understanding & confusion later on </li></ul><ul><li>9. Connections, relationships & contacts do not have </li></ul><ul><li>the same meaning & weightage with American as in </li></ul><ul><li>India or other Asian countries </li></ul><ul><li>10. They take pride in ‘quality’ within their society. </li></ul><ul><li>Therefore, approach them as equals, with no </li></ul><ul><li>inhibitions regarding position & power </li></ul>
  6. 6. <ul><li>11. Eye contact is very important for them; if that is </li></ul><ul><li>lacking, they may surmise that there is lack of </li></ul><ul><li>interest or that there is something fishy about the </li></ul><ul><li>person talking to them </li></ul><ul><li>12. Americans have much pride in their own country & </li></ul><ul><li>fellow countrymen. If possible, it may be better to </li></ul><ul><li>conduct business with them as an insider. They </li></ul><ul><li>would trust an India-born American citizen or </li></ul><ul><li>permanent resident considerably more than a </li></ul><ul><li>British or a Dutch or a Belgian. Someone who has </li></ul><ul><li>studied in their universities would also be considered </li></ul><ul><li>worthy of their trust. </li></ul>
  7. 7. <ul><li>Business with the Europeans </li></ul><ul><li>• As was mentioned in the earlier section, there is a </li></ul><ul><li>difference in the European & American cultures. </li></ul><ul><li>While as ‘Westerners’ they have many similarities, it </li></ul><ul><li>would be incorrect to club their cultures. </li></ul><ul><li>While doing business with the Europeans the </li></ul><ul><li>following points may be noted :- </li></ul><ul><li>1. Some European countries like, Sweden, </li></ul><ul><li>Denmark & France do not exhibit </li></ul><ul><li>‘ competitiveness’. While dealing with business </li></ul><ul><li>men from such countries, it would be </li></ul>
  8. 8. <ul><li>advisable not to appear highly competitive. They </li></ul><ul><li>may feel threatened </li></ul><ul><li>2. Europeans – British, French, Dutch or German – do </li></ul><ul><li>not like loud people. It would be better to be </li></ul><ul><li>subdued </li></ul><ul><li>3. It is better to be formal in Europe because some </li></ul><ul><li>Europeans, Germans in particular, may not like </li></ul><ul><li>business to be mixed with socializing; they think that </li></ul><ul><li>it may cause s conflict of interest </li></ul><ul><li>4. Organizations in Europe tend to be more rigid. </li></ul><ul><li>Important decisions are, most often, made by the top </li></ul><ul><li>management </li></ul>
  9. 9. <ul><li>5. Despite the huge industrial & business corporations, </li></ul><ul><li>the government have a large role to play. Therefore, </li></ul><ul><li>in Europe, may not always be one business </li></ul><ul><li>corporation to another;there may be the government </li></ul><ul><li>to deal with </li></ul><ul><li>6. The Western Europeans are private people but </li></ul><ul><li>believe in more permanent relationships; this would, </li></ul><ul><li>naturally, take time </li></ul><ul><li>7. Quality of products & services is very important for </li></ul><ul><li>them. They appreciate the qualitative issues to a </li></ul><ul><li>business problem </li></ul><ul><li>8. Punctuality is very important & they would always </li></ul><ul><li>make prior appointment </li></ul>
  10. 10. <ul><li>9. Educational attainments elevate one’s status in </li></ul><ul><li>Europe. Just as education is respected, the </li></ul><ul><li>refinement in the personality of a man is also highly </li></ul><ul><li>respected, particularly in Western Europe & they </li></ul><ul><li>indicate their refined tastes through the collection of </li></ul><ul><li>antiques & heirlooms, tasteful furniture, decorative </li></ul><ul><li>objects & by their knowledge & selection of wines. </li></ul>
  11. 11. <ul><li>3. Business with the Japanese </li></ul><ul><li> Here are a few tips for communicating or doing </li></ul><ul><li>business with the Japanese :- </li></ul><ul><li>1. Everything has to be done in a methodical </li></ul><ul><li>way. Method or process of doing things is </li></ul><ul><li>extremely important to them. They abhor the </li></ul><ul><li>lack of orderliness. Follow their orderliness in </li></ul><ul><li>business meetings/interactions with them </li></ul><ul><li>2. Their orderliness is seen in their </li></ul><ul><li>organizational hierarchy as well. Do not offend </li></ul><ul><li>them by dealing with inappropriate </li></ul><ul><li>individuals. Otherwise, the negotiation may </li></ul>
  12. 12. <ul><li>suffer </li></ul><ul><li>3. Japanese people, generally, believe in long-term </li></ul><ul><li>associations. It gives them a sense of security. Along </li></ul><ul><li>with the long-term association comes their long-term </li></ul><ul><li>commitment. But, once the decision is taken they </li></ul><ul><li>give their full commitment. Japanese get persuaded </li></ul><ul><li>by long-term business associates </li></ul><ul><li>4. Although they have a hierarchy, the decisions are </li></ul><ul><li>taken by the consensus. Do not rush them for </li></ul><ul><li>decisions; rushing & pushing would only make </li></ul><ul><li>them extremely uncomfortable & it will be counter- </li></ul><ul><li>productive </li></ul><ul><li>5. Japanese have an obsession towards cleanliness. </li></ul>
  13. 13. <ul><li>Therefore, while dealing with them the dress, the </li></ul><ul><li>office, the surroundings, the actions during the </li></ul><ul><li>meetings should project cleanliness </li></ul><ul><li>6. For the Japanese, the organisation is more </li></ul><ul><li>important than an individual. The company is </li></ul><ul><li>valued the most; then comes the department; the </li></ul><ul><li>individual is the last. While speaking to them & </li></ul><ul><li>while doing a business transaction with them, one </li></ul><ul><li>should show respect for their company; one should </li></ul><ul><li>also express similar respect for one’s own company </li></ul><ul><li>7. During a business presentation with the Japanese it </li></ul><ul><li>is good to be polite, modest, apologetics, & thankful, </li></ul><ul><li>in contrast to what should be done while negotiating </li></ul>
  14. 14. <ul><li>with the Americans </li></ul><ul><li>8. When the Japanese discuss business, one person – </li></ul><ul><li>the head of the delegation – speaks; the others </li></ul><ul><li>supply information or assist him; on the contrary </li></ul><ul><li>Indians, have a tendency of a number of people </li></ul><ul><li>speaking, sometimes as cross-proposes </li></ul><ul><li>9. In business meetings between two parties, it is </li></ul><ul><li>customary to introduce each member of the </li></ul><ul><li>delegation. Exchange of visiting cards is an </li></ul><ul><li>important process & should not be hurried. It may </li></ul><ul><li>even be a good idea to make a booklet containing a </li></ul><ul><li>brief introduction of each of the members attending </li></ul><ul><li>a meeting. Preferably, be in both English & </li></ul>
  15. 15. <ul><li>Japanese. Accompanied by the individuals photo- </li></ul><ul><li>graphs for easy identifiability. </li></ul><ul><li>10. During any interaction do not make a Japanese </li></ul><ul><li>business partner or counterpart lose face. Japanese </li></ul><ul><li>are very sensitive to what others think of them </li></ul><ul><li>11. Personal relationship are important for the Japanese </li></ul><ul><li>Future business dealings depend upon how one </li></ul><ul><li>responds in the first business interaction. Business </li></ul><ul><li>relationships should be cemented by social relation- </li></ul><ul><li>ships. Social relationships does not mean taking the </li></ul><ul><li>Japanese business counterparts home. Japanese </li></ul><ul><li>executives, have a large budget for entertaining a </li></ul><ul><li>guest in town. They may expect a similarly grand </li></ul>
  16. 16. <ul><li>entertainment. Grand entertainment does not mean </li></ul><ul><li>a ‘loud’ entertainment. They look for delicateness, </li></ul><ul><li>artistry & honour in these matters </li></ul>
  17. 17. <ul><li>4. Business with the Arabs </li></ul><ul><li>Despite, disparities, there is a common thread of a </li></ul><ul><li>Arabic way of behaviour patterns, attitudes & of looking </li></ul><ul><li>at the world outside of them. </li></ul><ul><li>the following points may be of interest in doing business </li></ul><ul><li>in the Arab world :- </li></ul><ul><li>1. The Westerners are always looked up to by the </li></ul><ul><li>Arabs, whereas the South Asians are mostly looked </li></ul><ul><li>down upon. </li></ul><ul><li>2. The local laws in most Arab nations prohibit any </li></ul><ul><li>foreigner/s to conduct business in those nations </li></ul>
  18. 18. <ul><li>without a local citizen as a partner. Many of these </li></ul><ul><li>local business partners would be ‘absentee owners’, </li></ul><ul><li>in any case, the foreign investor has to ensure that </li></ul><ul><li>the local Arab partners is least obtrusive. </li></ul><ul><li>3. Arabs have a huge sense of honour. Shame is a </li></ul><ul><li>terrible thing to happen to an Arab. At all costs it </li></ul><ul><li>must be avoided. To save their honour, the Arabs </li></ul><ul><li>would do anything </li></ul><ul><li>4. It is not surprising to find the tribal people to be </li></ul><ul><li>friendly, affectionate, generous & very loyal to one </li></ul><ul><li>another within their tribe & within their country. </li></ul><ul><li>A member of his extended family or as his guest, he </li></ul><ul><li>is not considered as a member of his extended </li></ul>
  19. 19. <ul><li>family, the Arab may not mind too much to cheat or </li></ul><ul><li>trick him or to take some advantage of him. One </li></ul><ul><li>has to carefully cultivate the Arab business partners. </li></ul><ul><li>5. Arabs have their own sense of justice. When things </li></ul><ul><li>go against that sense of justice, Arabs are likely to </li></ul><ul><li>get morally outraged & indignant. An Arab can be a </li></ul><ul><li>great friend & terrible enemy as well. It all depends </li></ul><ul><li>upon how well a foreigner wins his confidence & </li></ul><ul><li>retains it </li></ul><ul><li>6. They place a great value on the recommendations </li></ul><ul><li>from the tribesmen or other Arabs or friends & </li></ul><ul><li>loyal employees. Therefore, in doing business with </li></ul><ul><li>Arabs, connections are vital - particularly </li></ul>
  20. 20. <ul><li>connections with people of influence. So, if he wants </li></ul><ul><li>to start a business or further a business in one of the </li></ul><ul><li>Arab countries, a good reference from someone who </li></ul><ul><li>works in the same office – preferably someone in a </li></ul><ul><li>top position – would work wonders </li></ul><ul><li>7. Socialization in business is common; but, business </li></ul><ul><li>deals are not supposed to be discussed at social </li></ul><ul><li>occasions. The decisions are taken only by the top </li></ul><ul><li>person. They tend to be feudal (which is natural in a </li></ul><ul><li>tribal society). Developing contacts at the top level </li></ul><ul><li>might help the business </li></ul><ul><li>8. It is difficult to make out the position of an Arab in </li></ul><ul><li>an organization based upon his dress or his office </li></ul>
  21. 21. <ul><li>size or the furnishings in his office. They can be </li></ul><ul><li>differentiated by their knowledge, manner of speech, </li></ul><ul><li>etiquettes, skills, their family & friends. A junior </li></ul><ul><li>Arab participant would not speak up & ask queries/ </li></ul><ul><li>doubts. Unless the top boss or a person senior in </li></ul><ul><li>position or in age has spoken, out of deference to the </li></ul><ul><li>senior person </li></ul><ul><li>9. Arabs have a sunny disposition & are always </li></ul><ul><li>optimistic. This is very encouraging in doing </li></ul><ul><li>business with them </li></ul><ul><li>10. Arabs are a very sensitive people. There are many </li></ul><ul><li>do’s & don’ts beyond what has been mentioned </li></ul><ul><li>herein. Foreign businessmen have to be careful not </li></ul><ul><li>to put a wrong foot forward. </li></ul>