Despite globalization, national traditions still occupy an important place in the business cultures of different countries. The Chinese are punctual, the French are friendly, and the Russians are always in a hurry.
Business culture in different countries is sometimes the opposite. In Japan, it is better to grab a gift for a business meeting, and in Western Europe, a gift will arouse suspicion.
It is not surprising that when people from different countries try to find a common language, chaos arises. Well, let’s try to reduce the level of entropy in business international communication.
Punctuality and pace of business life
The principle of “time is money” is hopelessly outdated. Today, time is more valuable than money. This is especially noticeable in the United States and China.
In America, the first meeting can be very brief – the interlocutors have around five minutes to interest each other.
According to Alex Kobichev, the founder of the SittersGlobal.com (New York), two minutes will be enough for the first presentation of the project. If you managed to interest future business partners, then they themselves will ask clarifying questions.
Chinese businessmen expect strict adherence to timing in everything. “Partners from Europe and the Middle East are ready to accept non-fulfillment of deadlines for valid reasons,” says Andrey Spiridonov, founder of Aripix Robotics, “but Chinese colleagues will not accept explanations and will demand the impossible.”
Meetings and negotiations
According to Alexander Antonov, the founder of the online service «Puzzle English», the Americans believe that meetings are needed to consolidate the worked out agreements. Russians, on the other hand, see meetings as a place to debate and find an optimal solution.
Americans are quite frank and will immediately tell you what they expect from you. In South America, it is customary to look into the eyes during negotiations – a direct look indicates solvency.
Japan is the exact opposite of the Americas. In negotiations with the Japanese, strict subordination must be observed. You should not express your opinion categorically or seek a clear answer from the Japanese immediately.
The Israelis are very specific: they expect the partner to produce figures, statistics and arguments.
Liberal Scandinavians are willing to take your word for it, but if they accidentally find out about your dishonesty, you will lose credibility for a long time.
In China, they love order and diligence, they will treat non-standard solutions with great caution. According to Andrei Spiridonov, Chinese entrepreneurs are very pragmatic and difficult to convince, even with weighty arguments.
Because of the difference in cultures, it often happens that by the same concept the Chinese and we mean different things. Therefore, you need to discuss and fix on paper all the details and agreements in order to protect yourself from surprises.
The collegiality inherent in European and American business cultures is based on the traditions of the “Knights of the Round Table”, according to which no one should consider himself better than others.
In China, the principle of respect for elders is relevant, and usually the decision is made by the most respected person. Japanese business practices the “ringi seido” procedure: first, consensus is reached at the lower level, and then it moves higher.
Danes do not like formalities, calling each other by name, even if they meet for the first time. “But the Danes have the concept of “friends” and “strangers”, and if you are accepted from the first time, then you are “yours”, and they are ready to entrust you with secrets, you immediately enter a close circle,” says children’s writer Anna Richter, who lives in Denmark.
“Among the French, one of the main norms of society is friendliness – any expression of discontent can be regarded as rudeness or even some psychological problems. And the French are very reluctant to criticize. Even the most unsuccessful work will be found for something to praise, and criticism here is considered too intimate, an outsider has no right to it. “
Like the French, the Israelis will not hold talks on Friday night and Saturday, not out of a commitment to hedonism, but for religious reasons. But on Sunday you can safely appoint a business lunch. In Israel, this is a working day.
Invitations to a family lunch or dinner in the US or Europe can only be awarded to very significant partners, but do not be surprised if your future business partner from South America at the first meeting invites you to visit – be sure to go, perhaps this is where the transaction will take place.
In this part of the world, they try to conclude new contracts with friends and people of their circle. Business is also built on personal and family ties in many countries of the Middle East. “In this region, the experience of long-term relationships with business partners in the background of your company can become a weighty argument “for” cooperation with you”.
In Italy, personal relationships can even play a bigger role than potential profits. And in the UK, on the contrary, they are accustomed to restraining emotions and do not tolerate familiarity.
America and Europe are tolerant of religious differences, but if you find yourself in one of the Muslim countries of the Middle East, you will have to follow all the local religious rules.