在Leadershp In Organiztion这门课里面，有一章是探讨cuture，每个人都需要写三条给外国人在自己国家做生意的建议，老师最后搜集整理了发给了大家。因为是写给同学的，所以大多数都相当真实。非常有意思，也很revealing! 多读几个国家，you'll be amazed by the the similarity and difference among different cultures!
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 and 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
- Don’t ask questions about the country’s 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
- Build 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 business 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. However the legal system functions slowly, so you’d 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 – Canada 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 normal prices because no one will complain
- Fill in your tax forms correctly
- Be sensitive to (or avoid) comparing Canadians to Americans
- Canadians don’t 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……)
- Relationships, 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 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 and drinks
- Entertainment
- Being a good person
- Don’t 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 business 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
- Don’t fight for bills
- Keep an eye on policy changes in the financial market so as to lower risks
- Be humble
- Understand 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
- Show a lot of gesture of goodwill
- Governments play an important role
Egypt
- Connections are everything
- Speaking English and Arabic is essential
- Don’t 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 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 on people based on their appearance
- Be prepared to be judged
- Don’t 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 the 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 awareness 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 separate 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
- Don’t be offended by harsh language
- Don’t call someone by first name immediately
- Be straightforward
- Straight to the point
- Formal
Greece
- You have to be 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 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
- Don’t trust easily
- Long lunches are an important source of building relations, negotiations and closing deals
Hong Kong
- Give business cards with both hands
- Don’t 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 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 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 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 before 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 isn’t strictly a requirement to know local languages
- Indians are generally very hard working
- India is a largely price-sensitive market
- Bribes are very common. It’s 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 result 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
- 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 don’t make too many jokes on stereotypes
- Enjoy 3 hour business dinners
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