Here
and
Now

opinions

The unspoken truth about international business

2 Comments
By Michael R Czinkota

Language has been described as the mirror of culture. Language itself is multidimensional. This is true not only of the spoken word but also of the nonverbal language of international business. 

Messages are conveyed not just by the words used, but also by how those words are spoken and through such nonverbal means as gestures, body position, and eye contact. These nonverbal actions and behaviors reveal hidden clues to culture. 

Five key topics – time, space, body language, friendship patterns and business agreements – offer a starting point from which managers can begin to acquire the understanding necessary to do business in foreign countries. 

Understanding national and cultural differences in the concept of time is critical for an international business manager. In many parts of the world, time is flexible and is not seen as a limited commodity; people come late to appointments or may not come at all. 

In Mexico for instance, it is not unusual to show up at 1:45 p.m. for a 1 p.m. appointment. Although a late afternoon siesta cuts apart the business day, businesspeople will often be at their desks until 10 o’clock at night. 

In Hong Kong, too, it is futile to set exact meeting times because getting from one place to another may take minutes or hours, depending on traffic. 

Showing indignation or impatience at such behavior would astonish an Arab, Latin American, or Asian. 

Perception of time also affects business negotiations. Asians and Europeans tend to be more interested in long-term partnerships, while Americans are eager for deals that will be profitable in the short term, meaning less than a year. 

Individuals vary in their preferences for personal space. Arabs and Latin Americans like to stand close to people when they talk. If an American who may not be comfortable at such close range, backs away from an Arab, this might incorrectly be perceived as a negative reaction. 

An interesting exercise is to compare and contrast the conversation styles of different nationalities. Northern Europeans are quite reserved in using their hands and maintain a good amount of personal space, whereas Southern Europeans involved their bodies to a far greater degree in making a point. 

International body language, too, can befuddle international business relations. 

For example, an American manager may after successful completion of negotiations, impulsively give a finger-and-thumb “okay” sign. In southern France, this would signify the deal was worthless, and in Japan it would mean that a little bribe had been requested. The gesture would be grossly insulting to Brazilians. 

Misunderstanding nonverbal cues can undermine international negotiations. While Eastern and Chinese negotiators usually lean back and make frequent eye contact while projecting negativity, Western negotiators usually avert their gaze for the same purpose. 

In some countries, extended social acquaintance and the establishment of appropriate personal rapport are essential to conducting business. The feeling is that one should know one’s business partner on a personal level before transactions can occur. 

Therefore, rushing straight to business will not be rewarded because deals are made on the basis of not only the best product or price, but also the entity or person deemed most trustworthy. Contract may be bound on handshakes, not lengthy and complex agreements – a fact that makes some, especially Western, businesspeople uneasy. 

Abridged excerpt from "Fundamentals of International Business, 3rd ed" by Michael R Czinkota, Ilkka A Ronkainen, and Michael H Moffett 

Prof Michael Czinkota teaches International Business and Trade at Georgetown University and the University of Kent. His forthcoming book in October 2018 is "In Search for the Soul of International Business."

© Japan Today

©2024 GPlusMedia Inc.

2 Comments
Login to comment

Most of the content in this article has been lifted from Edward Hall and others which were disussing these ideas in the 1950’s and 1960’s.

Presenting them as new or not giving credit to those who have published these ideas before is cheating—in any culture.

2 ( +2 / -0 )

Agreed, @Mike James, there's nothing new here.

0 ( +0 / -0 )

Login to leave a comment

Facebook users

Use your Facebook account to login or register with JapanToday. By doing so, you will also receive an email inviting you to receive our news alerts.

Facebook Connect

Login with your JapanToday account

User registration

Articles, Offers & Useful Resources

A mix of what's trending on our other sites