不同国家的商务文化.docx

不同国家的商务文化.docx

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不同国家的商务文化

TipsforDoingBusinessinmyCountry

LondonBusinessSchool

ClassofMasterinManagement2011students

Austria

Punctualityisimportant

ItisveryimportanttoaddressAustrianbusinesspeoplewiththeirtitlee.g.Dr.andtheirlastname

AvoidmakingappointmentsforthemonthsofJulyandAugustaswellasAustriannationalholidays

Belgium

SpeakFrenchorEnglish

BeawareoftheculturaldifferencesbetweenFlandersandWallonia

WagesarequitehighinBelgium

Belgiumhaslotsofhighlyeducatedpeople

Beopentoshowwillingnessforcompromise

Don’taskquestionsaboutthecountry’spossibleseparation,wearetiredofansweringthesequestions

Belgium（Flanders）

TrytoaddressFlemishpeopleintheirownlanguage

Focusonthecontent.Flemishpeopledonotcareaboutform.

Donotactoverlysocial

Brazil

Startsmall–avoidrisk

Workwithreliableagents–bridgetheculture

Buildrelationships-meetthecustomers

Bulgaria

TodobusinessinBulgariayouareadvisedtovisitthecountryatleastonseveraloccasions.Personaltreatmentisveryimportantforbuildingrelationshipsandtrustandifyoudonotmanagetobuildsuchrelationshipsyoumightstumblereachingbusinessagreements.

Bepreparedtodealwithbureaucracy.However,ifyouknowthe“rightperson”,startingabusinessmightbeeasier.Therefore,buildyournetworkonalocallevel.

Lawsprotecttrademarks,copyrightsandpatentsandensureequaltreatmentofbothforeignanddomesticinvestors.Howeverthelegalsystemfunctionsslowly,soyou’dbetternotgetinvolvedincourtdisputes.

Canada

Beopenandwelcoming

Befriendly

Peopleareverypoliteandyouareexpectedtobepolitetoo

Canadianstendtosay“sorry”alot

Ethicalpracticeismostimportant

Watchoutforculturaldifferences–Canadaisamulticulturalcountry

Canadaisofficiallyabilingualcountry（EnglishandFrench）.FrenchdominatestheprovinceofQuebec

Canadaisverymulticulturalandpromotesdiversity–impactoncustomersegmentationandadvertising（e.g.labelsmustbeinFrenchandEnglish）

Chargehigherthannormalpricesbecausenoonewillcomplain

Fillinyourtaxformscorrectly

Besensitiveto（oravoid）comparingCanadianstoAmericans

Canadiansdon’tliketobethoughtofas“justlikeAmericans”

Itisaverycommonpracticetotipwhenreceivingservices（restaurant15-20%）

China（前十条都在说关系……）

Relationships,butnotnetworking

Relationshipmattersthemost

Networkingisimportant

Networkingusthekeytobusinesssuccess

Buildgoodrelationshipwithyourclientsandpeopleinthegovernment

Buildingrelationships

Buildgoodrelationshipwithyourclientsinthegovernment

Businessisdonemostlythrough‘GuanXi’,whichmeansrelationships/networking.Sofindtherightpersonofinfluencetogetyourtrusted

Neverunderestimate“GuanXi”–connections,networks.Youneedtobedealingwithapersonofinfluence

Hirelocalrepresentatives/consultantstomonitordealsandrelationships

Dinnersanddrinks

Entertainment

Beingagoodperson

Don’tbetooaggressive

Doitwiththegovernment

Bereadytodrinkalotofalcohol

Youhavetodrinkalot

Bepreparedtodrink5%whitewine

YouhavetotrainyourselftobegoodatdrinkingespeciallyifyoudobusinessinnorthernChina

Peoplemakebusinessdealsondinnertable

Accountingsystemisnotwelldeveloped–becareful!

Knowthedifferentcharacteristicsofpeoplefromdifferentprovinces

Beveryflexible

Followyourboss

Don’tfightforbills

Keepaneyeonpolicychangesinthefinancialmarketsoastolowerrisks

Behumble

Understandlocalculture（learnlocallanguage）

Respectface

Understandthewaysofsaying“no”,sinceChinesealmostneversayitdirectly

Respectface.Neverargueorvoiceadifferentopinionwithanyonedirectly

Usethesameduediligenceyouwouldinthewestsoastoprotectyourintellectualproperty

Showalotofgestureofgoodwill

Governmentsplayanimportantrole

Egypt

Connectionsareeverything

SpeakingEnglishandArabicisessential

Don’ttakeworktooseriously;Egyptiansarelaid-backandliketohavefunonthejob

France

Processmattersasmuchasresult

Respectandshowrespecttoyoursuperiors

Alotofbusinessisdoneoverlunch,dinnerordrinks

DevelopaperfectfluencyinFrenchlanguageandculture

Knowpeople

Network,network,network（acceptthatsuccessifnotallaboutmerit）

Youmightbejudgedveryquicklyandsuperficially

Dresswell.Frenchpeopledrawinformationonpeoplebasedontheirappearance

Bepreparedtobejudged

Don’tsayeverythingisgreat,criticize!

Followbusinessetiquette:

beverypolite,well-manneredandformal

ItisimportanttospeakFrench

SpeakandunderstandFrenchx2

Usefirstnamesonlyafterbeinginvitedtodoso

Makefriendsintheworkers’unions

Besuretopossessgoodanalyticalskills

Germany

Beontime!

X4

Punctualityx2

Bepunctual

Knownfordiligentworkethic-expecttoworkhard

Germansdrinkbeerandlikesauerkrautandwurst

Focusonvalueaddandcontentcreation

Makeyourselfheard

Beawareandshowyourawarenessoflocalandfederalregulation

Showhowyouwillcontributetothelocalcommunityorhighlightthebenefitsofdoingbusinesswithyou

Mostimportantpointsofagendaarespokenaboutfirstinnegotiations

Meetingdeadlinesiscrucial

Keepyourpromises

Matterandpersonareoftenseenasseparateinbusiness

Moreorlessastrictlinedrawnbetweenbusinessandprivatelife

Focusonthecontentofdiscussion,nodistractions

Behonest!

X2

Don’tbeoffendedbyharshlanguage

Don’tcallsomeonebyfirstnameimmediately

Bestraightforward

Straighttothepoint

Formal

Greece

Youhavetobefullyawareofthelegalsystem

Knowwelleverylawapplyingtoyoursector

Maybeyouwillneedtousesomenotverylegaltechniquestoachieveyourgoal

Meetingscanbearrangedonaveryshortnotice

Informalnetworksandwhoyouknowaremoreimportantthanwhatyouknow,especiallyifyouareawoman

MostGreeksspeakEnglishbuttheyaresuspiciousofforeignersdoingbusinessintheircountry

Buildtrustinyourbusinessrelations

Punctualityisimportantinbusiness

Negotiationsispartofclosingthedeal

Negotiatemuchandhard

Don’ttrusteasily

Longlunchesareanimportantsourceofbuildingrelations,negotiationsandclosingdeals

HongKong

Givebusinesscardswithbothhands

Don’tbefirsttostarteating

Manneriseverything

Rentingisexpensive–trytogetassmallanofficeaspossible

Corruptionisrelativelylow–youcancountonthelegalsystem

Outsourcingservicesisquiteeasy–smallaccountingfirms,legalfirms,HRfirmsareabundant

Hungary

Thinkverycarefullyaboutgovernmentregulations–veryregulated!

Goforcheapproductsratherthanquality

Bereadyforsharpvolatilitiesincustomerdemand

India

Havealotofcashinyourwallet

Haveapedigree–familynameoralmamatter

Thereisalwayssomeonewhoknowssomeonewhocangetthejobdone

Shouldhavestrongcontacts/networksamongpoliticalcircles

Connections!

Beawareofculturalsensitivities

Understandcultureandrespectthevaluesofthelocalpeople.Theirbeliefsandwayofthinkingwilldifferfromyours,acceptandrecognizethem

Localknowledge

Indiansareverysentimentalaboutreligiousbeliefs

Manageredtape

Bureaucracyisinsane.Youhavetocopewithit

Workisdistributedbetweenmanypeople.Itisnotsurprisingtofindasingledocumenttopassthroughseveralhandsbeforebeingcomplete

Indiansareverysocialpeople.Theyliketocommunicateandtalkwhiletheywork

VerylargeEnglish-speakingpopulation,hencepotentialforglobalcommunication,noneedtolearnlocallanguages

MostIndiansdoingbusinessspeakEnglish,soitisn’tstrictlyarequirementtoknowlocallanguages

Indiansaregenerallyveryhardworking

Indiaisalargelyprice-sensitivemarket

Bribesareverycommon.It’schangingslowlybutitisawayoflife

Shouldbewillingtocopewithslackinprofessionalismandbribestopoliticalleaders

Shouldbewillingtofacethechallengeasaresultofintensegoodqualityandlowcostcompetition

Italy

Speakthelanguage

Payontime

Runbackgroundchecksonpeoples’qualifications

Askyourselfwhoactuallyholdsthepower.Donotrelytoomuchonformalrulesandauthorities

Thinkcreatively,beopentonewideasandwaysofdoingthings

LearnItalian,befriendlyandnotjudgemental:

itishardtounderstandhowItalyworksfromtheoutside

SpeakItalian!

（Englishisoptional…）

Behumbleanddon’tmaketoomanyjokesonstereotypes

Enjoy3hourbusinessdinners

Lebanon

Havegoodconnectionsandmakegooduseofcorruption（i.e.corruptionissometimesnecessary）

Expecttobribealotofpeople

HighendworkswellbecauseLebanesepeoplearesuperficialandveryshowy

HavegoodPR

Adapttoalackoforganisation

Malaysia

Speakthethreemainlanguagesfluently–Malay,Mandarin,English

Youmayfinddifficultyinpronouncingnamesbutmakeaneffort

HaveagoodbalanceofwesternisedandAsianmind-set

Havestrongconnectionswithhighersociety

Bepoliteandhumble.Malaysiaisveryethnicallydiversethusyoushouldtrytounderstandtheirbackgroundsalittlepriortomeetingthem

Bepatientandflexiblewithtime

Whendealingwithlargeorganisationsandthegovernmentexpectalotofredtapeandbureaucracy

Youshouldbeaccustomedtoclientstakingteabreakstwicedaily

Drivingisimportantifyoutravelfrequentlyforwork（Note:

heavytrafficcongestionduringrushhours7-9:

30am,4:

30