43 Folders

43 Folders feed subscription icon - Shiny! Drowning in email? Try Inbox Zero to learn sane tips for dealing with high-volume email. And don’t miss the free Inbox Zero video. »

”What’s 43 Folders?”
43Folders.com is Merlin Mann’s website about finding the time and attention to do your best creative work.

Intl. Business: How not to be the "ugly American"

Getting Through Customs - Articles

My friend’s dad is a hard-nosed American sales guy. He spent thirty years developing and, in my opinion, mastering the disparate skills of schmoozing, selling, negotiating, and closing. (Man, this guy could close.) But when he started moving into big-time international sales, he realized there was this whole world (literally) of customs, skills, and rhythms he’d have to master — lest he unintentionally offend a client and blow the deal.

When I first heard about some of these differences (“In Japan, brace yourself for several days of intense all-day recreation before business is ever discussed”), I picked up a copy of Kiss, Bow, or Shake Hands, which has tons of fascinating advice on how to adapt your behavior when conducting business outside the US.

I wonder how many of these have changed since I read the book in the mid-90s — the world has shrunk a lot since then. Still, I have to say that as a poorly-traveled American, I do find this stuff fascinating And, now I’ve discovered the book’s authors have this ginormous repository of web-based information.

Here’s some favorite random factoids, mores, and customs from outside the U.S.:

  • “Business cards (extremely important) are presented after the bow or handshake. Present your card with its Japanese side facing your colleague. Handle the cards you receive carefully - don’t put them in your pocket or write on them.” - link
  • “Remember that the left hand is considered unclean in the Islamic world. Even in many non-Islamic areas of Africa and Asia, the tradition has evolved of using the right hand in preference over the left.” - link
  • “Germans abhor hype and exaggeration. Be sure you can back up your claims with lots of data. Case studies and examples are highly regarded.” - link
  • “In North America and Northern Europe, businesspeople usually stand close enough to shake hands, about 2 1/2 to three feet apart. In parts of Southern Europe and most of Latin America, the distance tends to be closer. In the Middle East, it is closer yet, sometimes under one foot. ” - link
  • “Never complain about how spicy the local food is, or how fattening, or that you would never eat insects/lizards/canines/primates (or whatever you find offensive). Just eat what you can without making yourself sick, and keep your criticisms to yourself.” - link
  • “In Japan and South Korea, visiting executives are usually invited to participate in after-hours drinking bouts.” - link
  • “China: Business leaders are highly sensitive to sovereignty issues. Things must be done their way or not at all.” - link
  • “Many Asians who do shake hands actually perform a hand-clasp, with no pressure and very little pumping. To give emphasis to a handshake, it is permissible for each person to place their left hand over their clasped hands.” - link
  • “The traditional greeting between Saudi men: grasp right hands, place left hands on the other’s right shoulder and exchange kisses on each cheek.” - link
  • “The lack of punctuality is a fact of life in Brazil. Become accustomed to waiting for your Brazilian counterpart. Make appointments at least two weeks in advance.” - link
  • “[In France] A bouquet should have an odd number of flowers, but never seven or thirteen.” - link
  • “[In Costa Rica] Making a fist with the thumb sticking out between the middle and index fingers is obscene. This gesture is known as the ‘fig.’” - link
  • “In Chile, slapping your right fist into your left open palm is obscene, and an open palm with the fingers separated means ‘stupid.’” - link
  • “Eye contact among the French is frequent and intense, so much so that North Americans may be intimidated. Hierarchies are strict. Try to cultivate high-level personal contacts.” - link
  • “Many US and European salesmen have accidentally insulted would-be customers in the Middle East simply by sitting incorrectly. When they cross their legs, they point the sole of their foot at their intended customer. As readers of this column know, displaying the sole of your foot is considered an insult in much of the Middle East and in the Muslim world.” - link

What customs have you U.S. folks learned traveling and doing business outside the country? More interestingly to me, for you folks based outside the U.S., what American business rites seemed odd, foreign, or illogical to you?


Comment viewing options

Select your preferred way to display the comments and click "Save settings" to activate your changes.
j's picture

I heard that the safest...

I heard that the safest way to answer to “greeting question” in USA is to say the same, e.g.:

-how are you -how are you

-god bless you -god bless you

and so on

Cristobal's picture

Hey, i'm from Chile and...

Hey, i’m from Chile and it is not a privilege to be invited to someone’s 15 birthday party, and the party isn’t called “quinceanos”, it’s just a regular birthday party! I think you are mistaking Chile with Mexico, where the 15 birthday is really important.

Also, an extra fact: You are supposed to kiss in the cheek evey woman you say “hi” to (business or not)

hermanoBrother's picture

I'm working for an american...

I’m working for an american right now in Costa Rica and he keeps trying to impress our team with examples of how great the Army is and how he used to be so disciplilned and whatever while he was in the Army…

we don’t have an army and are actually quite proud of it. We don’t like war, and we don’t like violence. The whole gun-ho approach is really awful down here.

If you ever do business here, remember not to mention war, hunting deer or that sort of thing if you want to sound smart.

Joseph's picture

For those coming to America:...

For those coming to America: smile. There is nothing more comforting and disarming in an unfamiliar situation to an American than a warm, toothy smile. People will forgive a myriad of slip-ups if followed by a smile (there are many kinds, so I suggest the innocent, self-mocking kind). However, also realize America has many subcultures, so this will not be universally true. In addition, humor and jokes are an excellent way to quickly make friends. Americans love to laugh. Likewise, for Americans going abroad: not everyone smiles. Do not be put off by the stoic public face of the French or the shy aversion of the eyes and mouth covering of the Japanese. Each place is going to have its own comedic customs.

Katherine's picture

Never schedule a meeting with...

Never schedule a meeting with a Frenchman right before a meeting with a German. You will be late, and the German will not be sympathetic. The inverse, a German before a Frenchman, is fine.

Elenita's picture

Not necessarily related to business,...

Not necessarily related to business, but one thing that always throws many of my non-American friends is the free use of first names, “even with people you’ve just met!” It’s not uncommon for them to go to the same accountant/doctor’s office/whatever for years and still refer to the people there as Mr. or Mrs. Whatever.

Geof F. Morris's picture

For what it's worth the...

For what it’s worth the business card thing is so ingrained in Japanese culture that they make a show of it Stateside as well. Working on International Space Station hardware has certainly taught me this. :)

Additionally, it’s best to stay highly formal in conduct and correspondence with Japanese businessmen, who will lower the formality the more comfortable they become with you. Mr. Lastname is where you should start; my customers tend to progress to addressing me by first name after that, and then Morris-san after that [okay, I haven’t gotten to that level, but my boss has]. The formality thing is like dancing, and as the American, you’re following their lead.

Martin's picture

I'll never forget meeting a...

I’ll never forget meeting a certain American woman for the first time. She was travelling and stayed a couple of nights in a meetinghouse in Stockholm, Sweden run by a little religious society of which she was a member back in America. My mother worked as a ‘warden’ of this place and so I was often there. One morning I came out of the private apartment my Mum had and the woman came out, looked at me and said, in English, ‘Who are you?

I was so shocked I could barely answer. Maybe she was showing a genuine interest in me and who I was, but it came across as being incredibly rude. I was expecting her to introduce herself seeing as she was the guest, not demand that I do so first and in English.

I ate dinner with her later and was blindslided a couple more times that evening too —- ‘Why don’t you have a girlfriend?

TommyW's picture

Oh a few occur... In Ireland...

Oh a few occur…

In Ireland or the UK when a potential business partner complains of a hangover, US business people shouldn’t be worried about alcoholic tendencies, their EU partner is simply saying “I’m normal…”. That said, there may indeed be alcoholic tendencies…

The EU, private or public, is riddled with committees, so never expect to meet The Man, be prepared to present to The Group.

Italians love a good row. You’re normal if you squabble with them. Kick it back, they’ll kick back and smile. You’ve proven yourself as trustworthy.

Germans aren’t the only ones who hate hype, the Danes, the Swedes, most Northern EU states are ‘gimme the facts’ types.

David Cooper's picture

I am told that in...

I am told that in the central and south american countries, it is acceptable etiquette to place your sidearm on the table next to your service and discretely cover it with a napkin. I find this custom very comforting, allowing the loosening of the gunbelt without concern for fumbling should the flag go up. A corner seat in any third world restaurant is always recommended.

About Merlin Mann

Merlin Mann's picture

Bio

Merlin Mann is an independent writer, speaker, and broadcaster. He’s best known for being the guy who started the website you’re reading right now. He lives in San Francisco, does lots of public speaking, and helps make cool things like You Look Nice Today. Also? He looks like this, answers questions, and has something like a life.

The best thing Merlin’s ever written is a short essay called, “Better.”

 
EXPLORE 43Folders THE GOOD STUFF

An Oblique Strategy:
Distorting time


STAY IN THE LOOP:

Subscribe with Google Reader

Subscribe on Netvibes

Add to Technorati Favorites

Subscribe on Pageflakes

Add RSS feed

The Podcast Feed

Inbox Zero

The original 43 Folders series looking at the skills, tools, and attitude needed to empty your email inbox — and then keep it that way. Don’t miss the free video of Merlin’s Inbox Zero presentation.

Making Time

3-part series on attention management for artists and makers. Read Bad Correspondence, The Job You Think You Have, and One Clear Line.