不同国家的商务文化.docx

1、不同国家的商务文化Tips for Doing Business in my Country London Business School Class of Master in Management 2011 students Austria Punctuality is important It is very important to address Austrian business people with their title e.g. Dr. and their last name Avoid making appointments for the months of July a

2、nd August as well as Austrian national holidays Belgium Speak French or English Be aware of the cultural differences between Flanders and Wallonia Wages are quite high in Belgium Belgium has lots of highly educated people Be open to show willingness for compromise Dont ask questions about the countr

3、ys possible separation, we are tired of answering these questions Belgium (Flanders) Try to address Flemish people in their own language Focus on the content. Flemish people do not care about form. Do not act overly social Brazil Start small avoid risk Work with reliable agents bridge the culture Bu

4、ild relationships-meet the customers Bulgaria To do business in Bulgaria you are advised to visit the country at least on several occasions. Personal treatment is very important for building relationships and trust and if you do not manage to build such relationships you might stumble reaching busin

5、ess agreements. Be prepared to deal with bureaucracy. However, if you know the “right person”, starting a business might be easier. Therefore, build your network on a local level. Laws protect trademarks, copyrights and patents and ensure equal treatment of both foreign and domestic investors. Howev

6、er the legal system functions slowly, so youd better not get involved in court disputes. Canada Be open and welcoming Be friendly People are very polite and you are expected to be polite too Canadians tend to say “sorry” a lot Ethical practice is most important Watch out for cultural differences Can

7、ada is a multicultural country Canada is officially a bilingual country (English and French). French dominates the province of Quebec Canada is very multicultural and promotes diversity impact on customer segmentation and advertising (e.g. labels must be in French and English) Charge higher than nor

8、mal prices because no one will complain Fill in your tax forms correctly Be sensitive to (or avoid) comparing Canadians to Americans Canadians dont like to be thought of as “just like Americans” It is a very common practice to tip when receiving services (restaurant 15-20%) China (前十条都在说关系) Relation

9、ships, but not networking Relationship matters the most Networking is important Networking us the key to business success Build good relationship with your clients and people in the government Building relationships Build good relationship with your clients in the government Business is done mostly

10、through Guan Xi, which means relationships/networking. So find the right person of influence to get your trusted Never underestimate “Guan Xi” connections, networks. You need to be dealing with a person of influence Hire local representatives/consultants to monitor deals and relationships Dinners an

11、d drinks Entertainment Being a good person Dont be too aggressive Do it with the government Be ready to drink a lot of alcohol You have to drink a lot Be prepared to drink 5% white wine You have to train yourself to be good at drinking especially if you do business in northern China People make busi

12、ness deals on dinner table Accounting system is not well developed be careful! Know the different characteristics of people from different provinces Be very flexible Follow your boss Dont fight for bills Keep an eye on policy changes in the financial market so as to lower risks Be humble Understand

13、local culture (learn local language) Respect face Understand the ways of saying “no”, since Chinese almost never say it directly Respect face. Never argue or voice a different opinion with anyone directly Use the same due diligence you would in the west so as to protect your intellectual property Sh

14、ow a lot of gesture of goodwill Governments play an important role Egypt Connections are everything Speaking English and Arabic is essential Dont take work too seriously; Egyptians are laid-back and like to have fun on the job France Process matters as much as result Respect and show respect to your

15、 superiors A lot of business is done over lunch, dinner or drinks Develop a perfect fluency in French language and culture Know people Network, network, network (accept that success if not all about merit) You might be judged very quickly and superficially Dress well. French people draw information

16、on people based on their appearance Be prepared to be judged Dont say everything is great, criticize! Follow business etiquette: be very polite, well-mannered and formal It is important to speak French Speak and understand French x2 Use first names only after being invited to do so Make friends in t

17、he workers unions Be sure to possess good analytical skills Germany Be on time! X 4 Punctualityx2 Be punctual Known for diligent work ethic - expect to work hard Germans drink beer and like sauerkraut and wurst Focus on value add and content creation Make yourself heard Be aware and show your awaren

18、ess of local and federal regulation Show how you will contribute to the local community or highlight the benefits of doing business with you Most important points of agenda are spoken about first in negotiations Meeting deadlines is crucial Keep your promises Matter and person are often seen as sepa

19、rate in business More or less a strict line drawn between business and private life Focus on the content of discussion, no distractions Be honest! X 2 Dont be offended by harsh language Dont call someone by first name immediately Be straightforward Straight to the point Formal Greece You have to be

20、fully aware of the legal system Know well every law applying to your sector Maybe you will need to use some not very legal techniques to achieve your goal Meetings can be arranged on a very short notice Informal networks and who you know are more important than what you know, especially if you are a

21、 woman Most Greeks speak English but they are suspicious of foreigners doing business in their country Build trust in your business relations Punctuality is important in business Negotiations is part of closing the deal Negotiate much and hard Dont trust easily Long lunches are an important source o

22、f building relations, negotiations and closing deals Hong Kong Give business cards with both hands Dont be first to start eating Manner is everything Renting is expensive try to get as small an office as possible Corruption is relatively low you can count on the legal system Outsourcing services is

23、quite easy small accounting firms, legal firms, HR firms are abundant Hungary Think very carefully about government regulations very regulated! Go for cheap products rather than quality Be ready for sharp volatilities in customer demand India Have a lot of cash in your wallet Have a pedigree family

24、name or alma matter There is always someone who knows someone who can get the job done Should have strong contacts / networks among political circles Connections! Be aware of cultural sensitivities Understand culture and respect the values of the local people. Their beliefs and way of thinking will

25、differ from yours, accept and recognize them Local knowledge Indians are very sentimental about religious beliefs Manage red tape Bureaucracy is insane. You have to cope with it Work is distributed between many people. It is not surprising to find a single document to pass through several hands befo

26、re being complete Indians are very social people. They like to communicate and talk while they work Very large English-speaking population, hence potential for global communication, no need to learn local languages Most Indians doing business speak English, so it isnt strictly a requirement to know

27、local languages Indians are generally very hard working India is a largely price-sensitive market Bribes are very common. Its changing slowly but it is a way of life Should be willing to cope with slack in professionalism and bribes to political leaders Should be willing to face the challenge as a r

28、esult of intense good quality and low cost competition Italy Speak the language Pay on time Run background checks on peoples qualifications Ask yourself who actually holds the power. Do not rely too much on formal rules and authorities Think creatively, be open to new ideas and ways of doing things

29、Learn Italian, be friendly and not judgemental: it is hard to understand how Italy works from the outside Speak Italian! (English is optional) Be humble and dont make too many jokes on stereotypes Enjoy 3 hour business dinners Lebanon Have good connections and make good use of corruption (i.e. corru

30、ption is sometimes necessary) Expect to bribe a lot of people High end works well because Lebanese people are superficial and very showy Have good PR Adapt to a lack of organisation Malaysia Speak the three main languages fluently Malay, Mandarin, English You may find difficulty in pronouncing names

31、 but make an effort Have a good balance of westernised and Asian mind-set Have strong connections with higher society Be polite and humble. Malaysia is very ethnically diverse thus you should try to understand their backgrounds a little prior to meeting them Be patient and flexible with time When dealing with large organisations and the government expect a lot of red tape and bureaucracy You should be accustomed to clients taking tea breaks twice daily Driving is important if you travel frequently for work (Note: heavy traffic congestion during rush hours 7-9:30am, 4:30