cultural etiquette winning or losing the business deal copyright © texas education agency, 2008 -...

Cultural EtiquetteWinning or Losing the Business Deal

Copyright © Texas Education Agency, 2008 - 2014. All rights reserved. 1

Use of ModulesIn reviewing the content of this professional development module

it may be helpful for you to use the following tools to take notes, summarize key points and identify ideas to implement in your classroom:

Cornell Notes Example Sample Cornell Notes Sheet that demonstrates how to take notes, summarize key points, and identify specific ideas for implementation.

Cornell Notes Form Blank Cornell Notes Sheet for use in taking notes, summarizing key points, and identifying specific ideas for implementation.

Mind Map Example Example of how to use a mind map to take notes, summarize key points, and identify specific ideas for implementation.

Mind Map Blank Form Blank Mind Map for use in taking notes, summarizing key points, and identifying specific ideas for implementation.

Action Plan Form to use in taking ideas for implementation from the professional development module (from Cornell Notes Sheet and/or Mind Map ) and planning to implement them in your classroom


http://cte.unt.edu/home/Prof_devl/cornellnotes_examplePG.pdf

http://cte.unt.edu/home/Prof_devl/cornellnotes_blankPG.pdf

http://cte.unt.edu/home/Prof_devl/mindmap_sample.pdf

http://cte.unt.edu/home/Prof_devl/mindmap_blank.pdf

http://cte.unt.edu/home/Prof_devl/actionplan.pdf

Objectives

Provide interesting, relevant examples of business etiquette in four specific countries. Give examples related to greetings and business cards, dining, negotiations, and gift giving.

Provide teachers/instructors with information about the necessity and use of proper international business etiquette.

Provide current internet resources for information about business etiquette.

Provide an alternative teaching aid to supplement current classroomtextbooks.


What is etiquette…What is etiquette?

Personal conduct or behavior as evaluated by an accepted standard of appropriateness for a social or professional setting http://www.merriam-webster.com/thesaurus/etiquette

What is the accepted standard? -determined by culture -varies from country to country -business success demands research in traditions, customs, and business practices


Business deals can be won or lost in an instant over something seemingly trivial to you, but of major importance to the other person. Being knowledgeable in different cultures/customs is of vital importance in today’s global market. This presentation takes a quick look at proper etiquette in the following areas:

Introductions and presentation of business cards Dining HabitsNegotiations TechniquesGift Giving


Cross cultural blunders…

Culture gone wrong…American Motors tried to market its new car, the Matador, based on

the image of courage and strength. However, in Puerto Rico the names means “killer” and was not popular on the hazardous roads in the country.

A cologne for men pictured a pastoral scene with a man and his dog. It failed in Islamic countries where dogs are considered unclean.

A golf ball company packaged golf balls in packs of 4 for convenient purchase in Japan. Unfortunately, pronunciation of the word “four” in Japanese sounds like the word “death”.

www.buzzle.com/editorials


http://www.buzzle.com/editorials/12-17-2005-84236.asp

French Etiquette


Introduction

Greetings Brief handshake Kissing on the cheeks Speaking French Names and Titles

Business CardsTranslate to FrenchWhen to use themPoliteness


Personal time

Business meals Lunch

Dinner party Order of courses In case of dislike Departing

Dining tips

Dining


NegotiationBe clear

& informed

Be on time

Appeal to intellect

Maintain composure

Defend Yourposition

Purpose of

meetings

Relationships and

alliances


French business culture Not the first visit Small, quality

Dinner parties

Suitable gifts

Thank you gift

Gifts to avoid

Gift Giving


British EtiquetteBritish Etiquette


INTRODUCTIONS GreetingThird party introductionA firm handshakeA typical greetingBegin formally -titles -addressing the Queen, etc.A stiff upper lip

Business CardsEnd of Meeting


DINING

Business Lunch

Attending a Dinner Party Arrive on time In England In Scotland and Wales

Dining Tips


Negotiations

Seniority

Guarded expression

Seniority

Guarded expression

Modern business

Listen carefully

Decisions based on precedent

Objective facts, solid evidence


GIFT GIVING

Business setting

Small gifts

Celebrations

Home/Dinner party


Chinese Etiquette


Introductions

GreetingsAcknowledge senior memberUse formal titlesNod, bow slightly

Business CardsChinese Translation/Gold InkHow to present a cardHow to receive a card


Dining

Business lunch

Evening banquet Purpose Attending

-seating -toast

Hosting -avoid insult -a good impression


Negotiations

Protocol

Bring an interpreter

Avoid gesturing

with handsWill not

directly say “No”

Rely on Subjective Feelings

Materials black and

white

Use sense of guilt


Gift Giving

Giving Chinese delegation Gifts to company Gifts to individuals

Receiving

Unacceptable gifts


Japanese Etiquette


Introductions

GreetingsAccustomed to handshakesBowing eyes low palms to thighs

Men and Women use handshake accepted when foreigner is present


Introductions

Business Cards (“meishi”)• Titles

-Who is who?-san

• When to give• Translate to Japanese• Giving and Receiving a card

-face up-both hands-read thoughtfully-politeness

• Business begins


Dining

Lunch Fast Not popular for business Hours

Dinner Business conducted

-a restaurant

-a company dining room Dinner hours A move involved


Negotiations

Show Respect

Avoid Negative words

Detail oriented

Many levels of approval

Dynamic, clear simple visuals

Follow Company Policy


Gift Giving

Important to CultureIndividual gifts

-both hands -privately

Group gifts -public

-what to sayGifts not openedGift giving tips

-wrap gifts -do not surprise -end of visit -be careful -good gifts


American Etiquette


Introduction

GreetingsGenerally quite informal, believe everyone is equalHand shake is expected in business situation -handshakes are usually brief; use a firm grip -eye contact is important when shaking hands

Social situation “Hello” or “How are you?” or “Hi”“See you later” is just an expressionStand while being introducedUse professional titles and include information about the person you are introducing


Business CardsSource of information to be

used laterExchanged casuallyMay not be refused, may not

receive one in returnUsually placed in wallet

Introductions


Business Meals Breakfast, Lunch, Dinner

Dining at an American home Accepting an invitation Punctuality Departing

Dining Tips

Dining


Objective facts over subjective feelings

Value written

contracts

Value punctuality

Act quickly and decisively

Dislike periods of silence Rarely change

their mind

Negotiations


Gift Giving

Gift Giving is often discouraged/limited by American companies

Government employees not allowed to accept gifts

Appropriate GiftsA gracious written noteFlowers or bottle of wineGift from your country

Inappropriate GiftsPerfumeClothingReligious


Effects of etiquette

“To have respect for ourselves guides our morals; and to have a deference for others governs our manners.”

Lawrence Sterne, Irish novelist and satirist (1713-1768)

Etiquette accomplishes many tasks: Respect and deference to others Good interpersonal relationships Guidelines in place that allow communication, transaction,

business to take place smoothly


Effects of international etiquette…

Working in the complex global marketIndividual country/culture/customsSmall etiquette mistakes/negative

consequences

Appreciate and understand other cultures ---Build stronger/long lasting business relationships


More to come…

Additional countries will be explored and added to this series of cultural etiquette practices. Check the UNT website for updates.

Check the reference file attached to this presentation for a complete list of all web resources and textbooks utilized in the presentation.


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