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SALES
Communications
We have all heard that you
only have one chance to make a
good first impression. This say-
ing has never been truer than
when you are working within a
different country and culture.
During meetings with interna-
tional visitors, we are ambassa-
dors for the firms we represent
and must understand the busi-
ness and social customs of the
person with whom we are nego-
tiating. The first step is to make
sure that what is visible is
appropriate—your attire, behav-
ior and language— while your
values, assumptions and beliefs
are less visible.
When you are culturally
aware, you will establish produc-
tive relationships and work bet-
ter in teams. That knowledge
will allow you to better handle
disagreements, motivate others
who cooperate with you, and
make decisions and build agree-
ments. You must make sure that
your preconceived cultural
impressions are not in play, and
only collaborate with the accu-
rate data you’ve learned. Be care-
ful not to stereotype a group, or
generalize cultures or nationali-
ties. Once you understand the
beliefs in another country and
how people there do business,
you will be able to separate
intentions vs. perceptions.
A few key points to improve
cross-cultural communications
include:
• Share information about your
culture, look for similarities and
use this to create a foundation.
• Always show respect and flexi-
bility. Be prepared for higher
levels of ambiguity.
• Make sure you focus on build-
ing trust and always assume
positive intentions.
• Learn a few words of greeting
and appreciation in the other
person’s language.
It’s easy to say that you do
this all correctly, but I attend
many events and see behaviors
that need to be learned to be
successful. For the next event
or meeting you attend in your
own country or in another,
remember these tips:
• Think about what kind of
entrance you will make.
• Check your appearance in a
mirror before entering a room.
• Check your hair, teeth and
clothing—it all matters.
• Eat a snack before a network-
ing event, so you don’t appear
hungry.
• Walk into the room, survey the
room and spot key persons you
want to meet.
• Let others see you have arrived
as almost everyone watches the
entrance to a room.
• Create an impression of
confidence and maintain good
posture.
• When you meet people in a
business setting, look at their
upper face, eyes, brows and
forehead. That is professional.
• Maintain eye contact when
conversing with others.
• Are you comfortable with small
talk and do you know when to
approach a group of individuals
already in a discussion? If you
see a group that is heavily
engaged in a conversation, find
someone else or another group.
Also, networking events or
meetings are not the best time
to create a conversation that is
not inviting to everyone. The
best time to have a longer or a
more in-depth discussion may
be after the meeting or on
another occasion.
• Always ask permission to join a
group and make your way into
the conversation.
Handshakes
Practice shaking hands. In
the U.S., shake from the elbow,
not the wrist or shoulder. Two
smooth pumps are all you need.
Don’t be the bone crusher in the
crowd or the fingertip holder.
Handshake greetings are differ-
ent in every country. In
Australia, use a firm grip and
two pumps; in France use a light
grip and one brisk pump. If you
are meeting with someone from
the Middle East, note the hand-
shake is likely to be a limp and
lingering grip with only a slight
up and down movement, never a
pump. The person who extends a
hand first has an advantage. That
person will have established con-
trol and shown that they take the
initiative. The woman who
extends her hand first eliminates
any hesitation. Remember, every
meeting, business or social intro-
duction, begins and ends with a
handshake.
Being A Host And Guest
There is a lot to learn about
being a good host and a great
guest. For example, practiced din-
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• JULY 2016
GROW
When you are culturally aware, you will estab-
lish productive relationships and work better
in teams. That knowledge will allow you to
better handle disagreements, motivate others
who cooperate with you, and make decisions
and build agreements.