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Networking and Cultural Differences

for

Business English

Instructor: C. Veli, MA

Cultural Differences

• Basic markers of cultural differences:

– Behavioral patterns: appearance vs. reality

– Non-verbal behavior: Gestures, signs, mimics

– Distance behavior: personal space vs. closeness(sense of privacy, hierarchy rank with respect to

age/gender)

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Different Cultures = Different Worlds

• Culture is the major set of behaviors, values, beliefs, and thinking patterns we learn as we grow and develop in our social groups.

• Culture determines how we view ourselves and others, how we behave and how we perceive the world around us.

• We tend to believe that our way of viewing the world is the only way, or at least the best.

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Behavioral Pattern• If we don’t know anything about other cultures, we tend to

use stereotypes as our knowledge base Is this a right approach?

• What are stereotypes?

– Negative labeling of a certain group or culture based on the

actions and/or appearances of a few individuals. In other

words, stereotypes are due to (over)generalizations…

(e.g. the Germans are not as polite as the English)(e.g. the English speak to much)

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Non-Verbal Behavior

Def. : the process of communication through sending and

receiving wordless messages.• Language is not the only source of communication; there are

other means, including:– Gestures and touch– Body language or posture, facial expression and eye contact– Object communication such as clothing, hairstyles or even

architecture and symbols

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Non-Verbal Behavior

• Nonverbal communication plays an important role on an

emotional level.

• It constitutes a main part of intercultural communications.

• Problems and conflicts can occur when expressing gestures or

facial expressions in other cultures – messages can often be

misinterpreted.

(e.g. /mountza/ Gr =talk to the hand or reverse number 5 UK) 6

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Cultural Differences in SelectedCountries and Regions

• Doing Business in China…. 中国

1. The Chinese place values and principles above money and convenience.

2. Business meetings typically start with pleasantries such as tea and general

conversation about the guest’s trip to the country, local accommodations, and

family.

3. The Chinese host will give the appropriate indication for when a meeting is to begin

and when the meeting is over.

4. Once the Chinese decide who and what is best, they tend to stick with these

decisions. Although slow in formulating a plan of action, once they get started, they

make fairly good progress.

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Cultural Differences in SelectedCountries and Regions

• Doing Business in Russia1. Build personal relationships with partners. When there are contract

disputes, there is little protection for the aggrieved(upset) party because of the time and effort needed to legally enforce the agreement.

2. Use local consultants. Because the rules of business have changed so much in recent years, it pays to have a local Russian consultant working with the company.

3. Ethical behavior in Russia is different than the UK. E.g., it is traditional in Russia to give gifts to those with whom one wants to transact business. Not bribery like in the UK.

4. Be patient. Getting something done in Russia, often takes months of waiting.

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Cultural Differences in SelectedCountries and Regions

• Doing business in India

1. It is important to be on time for meetings.

2. Personal questions should not be asked unless the other individual is a

friend or close associate.

3. Titles are important, so people who are doctors or professors should be

addressed accordingly.

4. Public displays of affection are considered to be inappropriate, so one

should refrain from backslapping or touching others.

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Cultural Differences in SelectedCountries and Regions

• Doing business in France

1. When shaking hands with a French person, use a quick shake with

some pressure in the grip(fast-firm)

2. It is extremely important to be on time for meetings and social

occasions. Being “fashionably late” is frowned on.

3. During a meal, it is acceptable to engage in pleasant conversation, but

personal questions and the subject of money are never brought up.

4. Visiting business people should try very hard to be cultured and

sophisticated.

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Cultural Differences in SelectedCountries and Regions

• Doing business in Arab countries… العرب جزيره

1. It is important never to display feelings of superiority, because this

makes the other party feel inferior. Let one’s action speak for itself

and not brag or put on a show of self-importance.

2. One should not take credit for joint efforts. A great deal of what is

accomplished is a result of group work, and to indicate that one

accomplished something alone is a mistake.

3. Much of what gets done is a result of going through administrative

channels in the country. It often is difficult to sidestep a lot of this red

tape, and efforts to do so can be regarded as disrespect for legal and

governmental institutions… do it their way!

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From the spec

It is important to emphasise that a business person needs to know the social/culturaldifferences in order to do business in a certain country.

Some companies prefer to use agents as they have local knowledge and appropriate language skills.

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Skills checklist: ‘’socializing’’

Research target country’s culture:

• Political situation• Cultural/regional differences• Religion• Social role of women• Power distance norms (social distance in-outside workplace)• Transport/telecommunications• Economy• Major companies• Main imports/exports• Market around your target sector• competitors

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Research target country’s culture:

• Safe topics for small talk• Topics to avoid• Attitudes towards foreigners• Attitudes towards gifts• Conventions regarding food-drink• Conventions around outfit• Body language(e.g. staring not allowed in USA?UK but allowed in

African cultures, in Japan it shows not positive amazement but anger/unacceptable)

Skills checklist: ‘’socializing’’

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Chances for networking at a conference

Networking= making contacts, building a rapport, meeting influential people, finding

prospective partners, sharing ideas, promoting yourself/your ideas/company

You can meet people at a conference venue:

• All sorts of queues• The hallways..all around the venue• The coffee place/cafeteria…all gathering places• As member of a working group in a talk• Before/after the talk/outside a conference room• The bar!

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Language checklist

• Meeting someone and small talk• Pleased to meet you• It’s a pleasure• How are things in London?• Is this your first visit to the Big Apple?• …

Check ‘’Grammar Link & Phrase Bank’’ in your book for Unit 2.

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Conversations

• How to start a conversation(closed type questions- guess likes dislikes…)

• Keep the conversation going-small talk(open type Qs: likes-dislikes, descriptions, express gratitude)

• End the conversation(gratitude, wind up, termination)Check ‘’Grammar Link & Phrase Bank’’ in your

book for Unit 2.

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The End

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