International Business Degrees and Job Etiquette

In the booming Chinese business market, understanding business meeting protocol and negotiation techniques will help you keep from making a huge gaffe. For instance, the concept of honor, respect or "face" is important in any business deal as these show integrity. When you meet Chinese business people, a handshake and a slight nod of the head is customary, but if you shake a hand too vigorously or touch the person on the shoulder or back, you will be seen as aggressive or crude. Make sure any business cards you dispense have been translated into Chinese.

China is a very formal culture, and gift giving is common. Chinese people may ask you what you would like, and it is fine to let them know a small thing that you would find useful. When giving a gift, make sure you have a reason and a witness, and that you spend a decent amount on the gift, or you will be seen as an "iron rooster," or cheapskate, because (from the Chinese proverb) "a stingy person does not give away even a feather—nor does an iron rooster."

Russia's complex culture, which Winston Churchill called "a riddle wrapped in a mystery, inside an enigma" still holds. Upon meeting, a firm handshake and greeting is expected, and in business, people refer to each other as "gaspodin" (a courtesy title similar to "Mr.") or "gaspazhah" (similar to "Mrs." or "Miss") plus his or her surname.

Although you should show up to meetings on time in Russia, your business host may not. It is common for people to show up hours late, and a good indication of how seriously a meeting is taken is how punctual people are.

In general, Russians view compromise as a sign of weakness, so negotiations can be lengthy and dramatic, with walkouts and threats to end the deal, but this may be all part of the drama. Russians are hospitable and expect you to accept their invitations to join them for dinner and drinks, which may be part of closing the deal and cementing relationships.

Both China and Japan have cultural roots in Confucianism, with its hierarchical structures that classify an individual's position within a group and in society, and its emphasis on group dynamics, harmonious relationships and status. For instance, in meetings, no decisions are usually made. Meetings are meant to build rapport and exchange information. There might be silence in a meeting as well, which is seen in Japan as a time for reflection on ideas rather than uncomfortable.

A bow is used when meeting, getting attention, to show gratitude, to express sympathy or as an apology, but while doing business in Japan as a Westerner, you would not be expected to bow. When you accept someone's business card, accept it with both hands to show deference, then placed in a case and put away in your suit pocket. Cards should be translated and presented with the Japanese side up to show respect.

Implicit communication is important in Japan—for instance the saying, "say one, understand ten," means that you will be expected to be well-informed and understand nine additional points to every one explicit point made.

An outwardly formal culture, France is known for its people's love of language. When doing business, greetings and manners are important, and people can appear cold and unfriendly but are really adhering to a system of formality and a complex network of ties, alliances and factions beneath the surface. It is important to attempt to speak some basic French. Since many French people speak English, they will usually accommodate you, but will be much more willing to do so if you begin your conversations in French.

People greet and part with a handshake, and in social situations, a 'faire la bise,' or air kisses on both cheeks between friends. Use Monsieur or Madam and a last name when addressing associates, and also use the formal 'vous' form of you, rather than the informal 'tu,' until you are told to do otherwise.

Food and wine is a large part of French culture, and lunches can take two hours. The host pays, and you shouldn't eat until the host says "bon appetit!" Also, don't use salt or pepper—or ask for ketchup!—as it implies that the chef did not prepare the food well. When negotiating, argumentation is the norm, and is not seen as confrontational but as a means to analyze a problem and gain consensus.

It is important to understand modes of meeting protocol and negotiation techniques as well as how Islam permeates every level of society in various countries in the Middle East. Since Muslims pray five times a day, and prayer times are announced, this affects business schedules.

Handshakes can be long, and you should not withdraw your hand first. Women are involved in business in this gender-conscious culture, and if you are introduced, wait for her to extend her hand before shaking.

Business and personal life are melded in Muslim culture, and the system known as "wasta" is at play, meaning if you have friends in the right places, rules can be bent to achieve a goal. Favors are reciprocated and never forgotten. Agreements are usually made on someone's word as opposed to a written agreement, and are tied to honor, so promises are expected to be kept. Meetings may appear chaotic to a Westerner, and seem more circular than linear. People are not punctual, and if there is a set time for a meeting, it is called "mow id inglizee" meaning "English meeting."