R8. International Negotiating Styles - Foster - ch 8 pp 264 - 293.pdf

Many other cultures the business card is a key form

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many other cultures, the business card is a key form ofidentification. I;n}~- Japan', cards are exchanged upon meeting in order for the individual~f to learn many things about each other, not the least being each other'~'~ status. Just as important as bowing deeply enough and long enough anq~: using the correct style of address, eye contact, and extent of formalitYil (who takes cues from whom, etc.), one must take careful note oftheiIl,t~ formation contained on the business cardo In J apan, cards are receive"4~ with two hands, lovingly examined, and carefuI1y arranged in front,;º,r~ you on the table, in an order that represents the seating of your oPPR~' site numbers. They must never be mishandled, written upan, folded,0t~, pUl in one's back pocket to be sat upon. In Europe, the business car<;lj¡ will indicate all titles, educational degrees, and corporate tank of the iri~~ '-'~-I Intemati~nal Negotiating Styles 279 ;.dividual, and tides should be scrupulously used and respected. In the :ynited States many "doctors" do not use their title, unless theyare med- )l$al doctors. In Europe a Ph.D. is always heralded and announced on ',¡fue business card .and in conversation. Business cards are so key that ~they should always have the English version on one side and the local ~¡{nguage translation on the other. Many hotels in Japan will translate ~your business card for you, for a small fee, if you send it to them in í¡lf1vance of your trip. ~'~; Even social occasions have a protocoI overseas that is often more com- )ñfex than in the United States. For one thing. socializing is often serious ~fi4siness. In Japan, being able to sustain nightly rounds of carousing {t~rough restaurants and bars is part of doing business. The evening en- ~f~rtainment is as critical to the negotiation as the sessions during the ~ªy. The formalities of the evening activities are important to follow, K~o, from the drinking and toasting of'the first Scotch to the singing of Y$pngs. the use of chopsticks, the what and what not to discuss of the ia~Y's business, to the forgetting (on a conscious level, at least), ofit all by ¡'~:a.m. the next day . t:" Gift-giving practices differ from culture to culture. Do give a small l&Jft in Japan, never give one in China. Expect to be invited home in ~ustralia, do not expect to be invited home in Japan. Ifinvited horne in W:r:ance for dinner, always' bring flowers. but never roses. If invited !~dme in Asia or Africa, do not compliment too much, or your host fm~ght feel compelled to give you the item you are admiring, even ifit i5 tfainily heirloom. AIways ask about the spouse and family in Latin ¡fanerica; never ask about the spouse in Southwest Asia. You may have l.<\finner in the United States at 6 p.m., but it won't start until 11 p.m. in iSpain. Lunch may be thirty minutes long in Boston, but it'8 three hours ~png in Buenos Aires. You might talk business over dinner in Duluth, í~pt you'd better not in París. The listgoes on and on. ' ~rThere are often different protocol rules for women in business:' Men ijJtay shake hands with women, but not in Arab lands. Women may kiss :Wbmen but not men in Latin America. At
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