Cultural Diversity
Clients regularly ask Scotwork consultants if we can help their negotiators understand differences in negotiating culture and style in societies other than their own. Our presence in 35 countries helps. Negotiators working ‘abroad’ often feel disadvantaged because they don’t know the subtleties of negotiating behavior.
Often the negotiating differences are a reflection of more common societal differences. Here is one example of What To Do or What Not to Do in business context, from each of the Scotwork offices around the world.
Australia: Don’t hype your job title, or yourself, when doing introductions. Australians will be unimpressed, and it will be counterproductive.
Benelux: Be straightforward. We prefer ‘What you See is What you Get’.
Brazil: When arranging a follow-on meeting, always be specific (‘Lets meet again next Tuesday at 10.00’). Being unspecific, for example by offering to telephone or email and ‘set something up’ is interpreted as a sign of disinterest.
China: In a formal meeting on the other side’s territory, don’t sit on the right hand side of the meeting room; that is reserved for the host.
Czech Republic/Slovakia: Avoid implying that either state has ‘small country’ syndrome. Both Czech Republic and Slovakia are proud of their ability to punch above their weight.
Denmark: Your view of the Danish cultural stereotype is almost certainly wrong. Don’t rely on it to make jokes or lighten tension in a meeting. It will backfire.
France: French business people are generally quite direct and don’t feel the need for ‘small talk’. When they do engage in it, it often means the deal is on.
Germany: Don’t be late for meetings, it is considered very rude.
Greece: Greeks are very hospitable, and when you are in Greece your business contacts will entertain generously. Th