Nonverbal communication and culture. Identity, stereotypes and prejudices, страница 53

In Africa, the use of an intermediary is essential. Intermediaries can open doors, ensure a warm reception for your upcoming visit, and assess the prospects for the proposal you plan to present. An intermediary is an absolute must in Africa when approaching someone of a higher status.

When doing business in China, it is important to establish contacts before you invest in a trip. The United States Department of Commerce/East Asia and Pacific Office can assist in arranging appointments with local Chinese businesses and government officials, and can identify importers, buyers, agents, distributors, and joint venture partners.

To do business in Saudi Arabia, you must have a sponsor act as an intermediary, make appointments, and arrange meetings. In Italy as well, strong contacts who can represent you and make appropriate introductions are preferred. Even with such a representative, it is important that your initial contact be written and in Italian.

The date you plan your business trip is also of major importance when dealing with another culture. For example, in China, many businesses close the week before and the week after the Chinese New Year. In Saudi Arabia, no business is conducted during the three-day festival of breaking fast at the end of the month of Ramadan – and the three-day feast of sacrifice.

In Japan, business is not conducted during New Year's holidays, Golden Week, April 29 to May 5, and Obon, in mid-August, because many people travel to the graves of their ancestors.

In Israel, the Jewish holy day – the Sabbath – begins at sunset on Friday and ends at sunset on Saturday. The business week, therefore, runs from Sunday through Thursday. Attempting to conduct business on the Sabbath would be highly inappropriate.

Greeting Behaviors. Once a meeting has been arranged, it is important that the greeting protocol of the host culture be observed. Americans tend to be informal and friendly. Both men and women shake hands on meeting and leaving. A small kiss on the cheek or a hug is appropriate between women or between men and women who have known each other for a sufficient time. First names generally are used with the exception of senior persons or formal situations. Business cards are exchanged in business settings but not in social settings. These greeting behaviors, typical to North Americans, are uncommon in many cultures. For instance, in Saudi Arabia, greetings involve numerous handshakes and tend to be expressive and elaborate. Saudi men often embrace and kiss on both cheeks. Saudi women are rarely present for business meetings, but when they are, an introduction is unlikely. Titles are very important for Saudis and are always used. Business cards are routinely exchanged and are printed in both Arabic and English.

China offers a contrasting example. Communicating a good impression to the Chinese businessperson starts with punctuality. The Chinese have a low tolerance for ambiguity, and they do not like surprises. It is therefore necessary to communicate the details of the meeting agenda as well as any other issues to them prior to the meeting. Chinese do not like to be touched or slapped on the back or even to shake hands. A slight bow and a brief shake of the hands is most appropriate.

When being introduced you should stand and remain standing for the duration of the introductions. Seating and order of entrance into the meeting room are important in China since rank is honored. You should allow others to seat you and walk ahead of you to ensure that you are seated in the right position for the meeting. Business cards are routinely exchanged. They should be translated into standard Chinese and include the name of your company, your position plus titles, for example Ph.D., MBA, vice president, or general manager. It is important to clearly indicate your position in the company so the Chinese can treat you accordingly. When presenting business cards, be sure to use both hands as a sign of politeness. When receiving a business card spend a few seconds looking it over. In China, the family name is always mentioned first. Consequently, when addressing someone with the name Li Chen, the proper form of address would be Mr. or Mrs. Chen Li.