Culture And The Astute Business Traveler

What’s the big deal about committing a social faux pas on a business trip? Losing the deal.

$1.2 Trillion USD will be spent on business travel, according to Global Business Travel Association. Not making small talk or too much small talk; being too informal or too formal; or not taking the opportunity to build a relationship—these dos and don’ts among cultures can make or break a deal, sometimes even before you shake hands or open your mouth.It’s critical to respect these cultural differences and communication styles so you can create fruitful relationships across borders – with clients and co-workers. It can give you an advantage. But if you are unaware of different cultural norms, committing slights can have a real effect on a company’s bottom line.  So, let’s review some cultural business practices to help you navigate your next business trip and focus on effective relationship building.

Meeting for the first time: An opportunity to make (or break)

The value of a business meeting varies among cultures.  For example, in the U.S., Australia, Germany and other Northern Europe countries, time is money. Brevity is appreciated. Here it’s about getting down to business with a printed or on-screen agenda, adhering to it, being direct, and moving forward to accomplish the meeting’s goal on time.

For other cultures, part of the meeting’s real value is the time spent before the agenda. If colleagues are present, use this time - not for texting or catching up on emails – but for chatting and socializing. It’s not a waste of time; small talk is productive – time well spent towards building relationships between parties. If a time-sensitive business traveler jumps too quickly into an agenda in Italy or Spain, for example, without taking time to establish a rapport and relationship, this hastiness could be deemed rude and cost a company a potentially valuable client.

Foreign business travelers must always be prepared before they walk into a meeting. It’s of paramount importance to know, for instance, whether to formulate a presentation with “big picture” ideas or one that is more pragmatic – weighing risk and history before ever going into possible opportunities.

In certain group-oriented cultures, decisions are made by consensus and may take much longer to reach than those that rely more heavily on debate or seniority. In other societies, meetings are where employees are informed of a decision that has already been reached. So one must not be offended by this protocol.

Not being prepared for any of these scenarios can derail a business trip before it even begins. CultureWizard Country Profiles have a wealth of long-practiced information across all cultures that will prepare business travelers to do business with confidence, wherever their business takes them.

Punctuality

Punctuality, like so much about culture, changes from country to country. As a guest, it’s always a good idea to be punctual to business meetings. And be a few minutes early if you know that the country is very time-focused. You might want to be a little early when you have a meeting in Japan or Germany or Switzerland. The Chinese view punctuality as a virtue. And many cultures in Northern Europe are also known for being strictly on-time for meetings, and following their agendas closely, too. However, colleagues or clients in Russia, India, Spain, and Brazil may run a few minutes behind. Some countries may arrive customarily late or because of their city’s inevitable traffic.

“Yes” doesn’t always mean Yes.

Communication styles vary considerably, so while you’re at a meeting, it’s important to observe the way people communicate. How big a role does body language play? Is eye contact different from what you’re accustomed to? How is silence used?

Remember that in some cultures the word “No” and outright disagreement are not comfortable and there are other ways of showing disagreement. In other cultures, people are comfortable with interruption and enthusiastic debate. This doesn’t necessarily mean they disagree. Being able to interpret communication is critical to success.

Cell phone usage

Each culture has a slightly different appreciation for the convenience of cell phone use. For example, you should not be surprised if colleagues take calls during meetings because it is perfectly acceptable in countries as diverse as Spain and China. In New Zealand, it is frowned upon to text or check emails during a short break in a meeting. It’s a good rule to keep your ringtone on silent—ideally not even on vibrate—in professional settings.

Gifts

Asian cultures appreciate gift giving as a sign of respect. Come empty-handed and that’s possibly how much business you’ll get. Gifts should be small but thoughtful. If possible avoid giving gifts that bare the logo of your company.

In China, it is customary for a gift to be refused three times for the recipient to avoid appearing greedy. You must insist that your host takes your gift until he or she accepts. If you are offered a gift, you should also follow this practice. However, always check your corporate policy as gift giving has strict limitations as there is potential for a gift to be construed as a bribe and there are laws prohibiting the exchange of business gifts.

Need some tips on the go? Download our Culture Cheat Sheet here for your next trip.