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Business in different countries


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  • 1.
    • Business in Different Countries
  • 2.
    • Tips while conducting business in different countries
    • • There are many clear variations in the way different
    • societies behave & function
    • • Tips are furnished below for the do’s & don’ts while
    • conducting business overseas
    • • Only a few cultural groups have been mentioned ;
    • there could be many more points that could be
    • included in addition to those mentioned :-
    • 1. Business with the Americans
    • 2. Business with the Europeans
    • 3. Business with the Japanese
    • 4. Business with the Arabs
  • 3.
    • Business with the Americans
    • 1. Competition is important for the Americans. They
    • tend to equate competition with efficiency. Dress,
    • speech, smartness, & demeanour have to project
    • ‘ competitiveness’
    • 2. Packaging is very important, as important as the
    • contents or, perhaps, a shade more. Therefore, any
    • business presentation has to be ‘sleek’ with
    • gadgetry, showmanship & drama interspersed
    • with some humour
    • 3. While making a presentation in front of an
    • American audience, it is necessary that the
  • 4.
    • presentation is well prepared & well rehearsed
    • 4. Americans like bravado & an air of confidence, like
    • to use superlative words, like the ‘best’, the
    • ‘ greatest’ the ‘finest’, & ‘incredible’. Anyone dealing
    • with them may also use similar language. Apologetic
    • language with no superlatives is likely to be
    • interpreted as a lack of capability or weakness
    • 5. Americans have fetish for quantification for all facts.
    • Therefore, present any business project/proposal or
    • any achievement with accompanying numbers,
    • statistics & measures, charts, graphs & other
    • quantification aids
    • 6. What impress them are the specific measurable
  • 5.
    • results – Tangible profits or what appears like
    • tangible benefits
    • 7. Be clear in any communication. Clarity & trans-
    • parency will be much appreciated
    • 8. Written contracts have to be made perfectly, with
    • every detail spelt out, in order to avoid any mis-
    • understanding & confusion later on
    • 9. Connections, relationships & contacts do not have
    • the same meaning & weightage with American as in
    • India or other Asian countries
    • 10. They take pride in ‘quality’ within their society.
    • Therefore, approach them as equals, with no
    • inhibitions regarding position & power
  • 6.
    • 11. Eye contact is very important for them; if that is
    • lacking, they may surmise that there is lack of
    • interest or that there is something fishy about the
    • person talking to them
    • 12. Americans have much pride in their own country &
    • fellow countrymen. If possible, it may be better to
    • conduct business with them as an insider. They
    • would trust an India-born American citizen or
    • permanent resident considerably more than a
    • British or a Dutch or a Belgian. Someone who has
    • studied in their universities would also be considered
    • worthy of their trust.
  • 7.
    • Business with the Europeans
    • • As was mentioned in the earlier section, there is a
    • difference in the European & American cultures.
    • While as ‘Westerners’ they have many similarities, it
    • would be incorrect to club their cultures.
    • While doing business with the Europeans the
    • following points may be noted :-
    • 1. Some European countries like, Sweden,
    • Denmark & France do not exhibit
    • ‘ competitiveness’. While dealing with business
    • men from such countries, it would be
  • 8.
    • advisable not to appear highly competitive. They
    • may feel threatened
    • 2. Europeans – British, French, Dutch or German – do
    • not like loud people. It would be better to be
    • subdued
    • 3. It is better to be formal in Europe because some
    • Europeans, Germans in particular, may not like
    • business to be mixed with socializing; they think that
    • it may cause s conflict of interest
    • 4. Organizations in Europe tend to be more rigid.
    • Important decisions are, most often, made by the top
    • management
  • 9.
    • 5. Despite the huge industrial & business corporations,
    • the government have a large role to play. Therefore,
    • in Europe, may not always be one business
    • corporation to another;there may be the government
    • to deal with
    • 6. The Western Europeans are private people but
    • believe in more permanent relationships; this would,
    • naturally, take time
    • 7. Quality of products & services is very important for
    • them. They appreciate the qualitative issues to a
    • business problem
    • 8. Punctuality is very important & they would always
    • make prior appointment
  • 10.
    • 9. Educational attainments elevate one’s status in
    • Europe. Just as education is respected, the
    • refinement in the personality of a man is also highly
    • respected, particularly in Western Europe & they
    • indicate their refined tastes through the collection of
    • antiques & heirlooms, tasteful furniture, decorative
    • objects & by their knowledge & selection of wines.
  • 11.
    • 3. Business with the Japanese
    • Here are a few tips for communicating or doing
    • business with the Japanese :-
    • 1. Everything has to be done in a methodical
    • way. Method or process of doing things is
    • extremely important to them. They abhor the
    • lack of orderliness. Follow their orderliness in
    • business meetings/interactions with them
    • 2. Their orderliness is seen in their
    • organizational hierarchy as well. Do not offend
    • them by dealing with inappropriate
    • individuals. Otherwise, the negotiation may
  • 12.
    • suffer
    • 3. Japanese people, generally, believe in long-term
    • associations. It gives them a sense of security. Along
    • with the long-term association comes their long-term
    • commitment. But, once the decision is taken they
    • give their full commitment. Japanese get persuaded
    • by long-term business associates
    • 4. Although they have a hierarchy, the decisions are
    • taken by the consensus. Do not rush them for
    • decisions; rushing & pushing would only make
    • them extremely uncomfortable & it will be counter-
    • productive
    • 5. Japanese have an obsession towards cleanliness.
  • 13.
    • Therefore, while dealing with them the dress, the
    • office, the surroundings, the actions during the
    • meetings should project cleanliness
    • 6. For the Japanese, the organisation is more
    • important than an individual. The company is
    • valued the most; then comes the department; the
    • individual is the last. While speaking to them &
    • while doing a business transaction with them, one
    • should show respect for their company; one should
    • also express similar respect for one’s own company
    • 7. During a business presentation with the Japanese it
    • is good to be polite, modest, apologetics, & thankful,
    • in contrast to what should be done while negotiating
  • 14.
    • with the Americans
    • 8. When the Japanese discuss business, one person –
    • the head of the delegation – speaks; the others
    • supply information or assist him; on the contrary
    • Indians, have a tendency of a number of people
    • speaking, sometimes as cross-proposes
    • 9. In business meetings between two parties, it is
    • customary to introduce each member of the
    • delegation. Exchange of visiting cards is an
    • important process & should not be hurried. It may
    • even be a good idea to make a booklet containing a
    • brief introduction of each of the members attending
    • a meeting. Preferably, be in both English &
  • 15.
    • Japanese. Accompanied by the individuals photo-
    • graphs for easy identifiability.
    • 10. During any interaction do not make a Japanese
    • business partner or counterpart lose face. Japanese
    • are very sensitive to what others think of them
    • 11. Personal relationship are important for the Japanese
    • Future business dealings depend upon how one
    • responds in the first business interaction. Business
    • relationships should be cemented by social relation-
    • ships. Social relationships does not mean taking the
    • Japanese business counterparts home. Japanese
    • executives, have a large budget for entertaining a
    • guest in town. They may expect a similarly grand
  • 16.
    • entertainment. Grand entertainment does not mean
    • a ‘loud’ entertainment. They look for delicateness,
    • artistry & honour in these matters
  • 17.
    • 4. Business with the Arabs
    • Despite, disparities, there is a common thread of a
    • Arabic way of behaviour patterns, attitudes & of looking
    • at the world outside of them.
    • the following points may be of interest in doing business
    • in the Arab world :-
    • 1. The Westerners are always looked up to by the
    • Arabs, whereas the South Asians are mostly looked
    • down upon.
    • 2. The local laws in most Arab nations prohibit any
    • foreigner/s to conduct business in those nations
  • 18.
    • without a local citizen as a partner. Many of these
    • local business partners would be ‘absentee owners’,
    • in any case, the foreign investor has to ensure that
    • the local Arab partners is least obtrusive.
    • 3. Arabs have a huge sense of honour. Shame is a
    • terrible thing to happen to an Arab. At all costs it
    • must be avoided. To save their honour, the Arabs
    • would do anything
    • 4. It is not surprising to find the tribal people to be
    • friendly, affectionate, generous & very loyal to one
    • another within their tribe & within their country.
    • A member of his extended family or as his guest, he
    • is not considered as a member of his extended
  • 19.
    • family, the Arab may not mind too much to cheat or
    • trick him or to take some advantage of him. One
    • has to carefully cultivate the Arab business partners.
    • 5. Arabs have their own sense of justice. When things
    • go against that sense of justice, Arabs are likely to
    • get morally outraged & indignant. An Arab can be a
    • great friend & terrible enemy as well. It all depends
    • upon how well a foreigner wins his confidence &
    • retains it
    • 6. They place a great value on the recommendations
    • from the tribesmen or other Arabs or friends &
    • loyal employees. Therefore, in doing business with
    • Arabs, connections are vital - particularly
  • 20.
    • connections with people of influence. So, if he wants
    • to start a business or further a business in one of the
    • Arab countries, a good reference from someone who
    • works in the same office – preferably someone in a
    • top position – would work wonders
    • 7. Socialization in business is common; but, business
    • deals are not supposed to be discussed at social
    • occasions. The decisions are taken only by the top
    • person. They tend to be feudal (which is natural in a
    • tribal society). Developing contacts at the top level
    • might help the business
    • 8. It is difficult to make out the position of an Arab in
    • an organization based upon his dress or his office
  • 21.
    • size or the furnishings in his office. They can be
    • differentiated by their knowledge, manner of speech,
    • etiquettes, skills, their family & friends. A junior
    • Arab participant would not speak up & ask queries/
    • doubts. Unless the top boss or a person senior in
    • position or in age has spoken, out of deference to the
    • senior person
    • 9. Arabs have a sunny disposition & are always
    • optimistic. This is very encouraging in doing
    • business with them
    • 10. Arabs are a very sensitive people. There are many
    • do’s & don’ts beyond what has been mentioned
    • herein. Foreign businessmen have to be careful not
    • to put a wrong foot forward.
  • 22.