Business Traveler, June 2019

WO R L D W I S E CURB YOUR ENTHUSIASM Respect is a two way street you have to give to get S W O R D S T E R R I M O R R I S O N ome people love putting their personal wealth on public display Driving up in a performance car can electrify prospects in Miami Monte Carlo and Dubai But ostentation can easily send the wrong message in the Netherlands Sweden and other egalitarian societies Qualities like compassion courage and loyalty are almost universally admired But other characteristics like stoicism are highly respected in many parts of Asia Just ask any OB GYN who has delivered babies for Hmong or Japanese women Doctors get caught unaware that the baby is coming because during labor the mothers dont complain about the pain Want to be respected in Japan Be intelligent humble thoughtful a good sport and never whine Along with cultivating qualities that are appreciated in different cultures it is important to avoid behaviors that are considered unproductive or insulting Here are a few traits that international executives and managers commonly mention when asked What do you think of businesspeople from the US YOURE IMPATIENT You think time is money You jump into business discussions before introductions are even done You try to close deals in one visit You talk so fast we dont have time to translate and process the data Impatience can be off putting anywhere but many cultures have longer orientations 74 towards time and relationships In Latin America the Middle East Africa and Asia a first visit is often just to build a personal relationship Even if it is just a phone call or a Skype meeting the effort will be well worth it And English speakers should slow down enunciate and avoid jargon in business meetings YOURE BLUNT Youre very direct and always think honesty is the best policy You expect a yes or no answer all the time We dont want to hurt your feelings or embarrass you so we say its difficult or perhaps we can consider this at our next meeting That means no Diplomacy is held in high regard in many cultures Subtle indirect answers are common in India Japan Malaysia and many other countries Being forced to deliver bad news personally can mean the end of the relationship and the deal YOU DISLIKE SILENCE If theres an instant of silence you seem compelled to talk You answer your own questions before weve had a chance to respond Conference calls are filled with interruptions and overlapping conversations Pausing for 5 to 10 seconds between questions and answers can be a sign of respect and does not signify consent or disagreement If possible assign a moderator on conference calls In face to face meetings learn to sit and wait quietly count 5 10 or even 15 seconds before you respond Listen dont talk YOURE LOUD We hear you everywhere in offices down hallways in restaurants across the street Modulate the volume of your voice At a café in Paris the people at the next table should not be able to hear you Also try to speak in a lower register Theres substantial evidence that lower deeper voices communicate authority and honesty YOURE INDEPENDENT You dont consult anyone else You make decisions on your own In contrast Chinese or South Korean individuals will generally abide by the consensus of the collective group even if he or she personally disagrees with that decision One might argue that depending upon the circumstances the attributes above may be perceived as assets But if you want to leave a positive impression during your travels at least listen to your international associates viewpoints adapt a bit and earn some respect BT Terri Morrison is a speaker and co author of nine books including Kiss Bow or Shake Hands The Bestselling Guide to Doing Business in More Than Sixty Countries and her newest book Kiss Bow or Shake Hands Courtrooms to Corporate Counsels She is president of Getting Through Customs developers of Kiss Bow or Shake Hands Digital available through McGraw Hill TerriMorrison@ kissboworshakehands Twitter @ KissBowAuthor Tel 610 725 1040 Visit www kissboworshakehands com and join the Kiss Bow or Shake Hands Group on LinkedIn J U N E 2 0 1 9 b u s i n e s s t r a v e l e r u s a c o m