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7th Meeting November 3rd 2011 Novotel , Ipswich The importance of understanding the culture and language issues of your target export markets PowerPoint PPT Presentation


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7th Meeting November 3rd 2011 Novotel , Ipswich The importance of understanding the culture and language issues of your target export markets David Owen, RLN East Kevin McCole , UK India Business Council. 3 rd November 2011. Agenda. 5pm – 5:25pm Networking

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7th Meeting November 3rd 2011 Novotel , Ipswich The importance of understanding the culture and language issues of your target export markets

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7th meeting november 3rd 2011 novotel ipswich the importance of understanding the culture and language issues of your target export markets

  • 7th Meeting

  • November 3rd 2011

  • Novotel, Ipswich

  • The importance of understanding the culture and language issues of your target export markets

  • David Owen, RLN East

  • Kevin McCole, UK India Business Council


7th meeting november 3rd 2011 novotel ipswich the importance of understanding the culture and language issues of your target export markets

3rd November 2011

Agenda

5pm – 5:25pm Networking

5:25 – 5:30pm Welcome by Jim Fanshawe.

Novotel – Mr SerhanIlker

Competition announcement

5:30 – 5:45pmInternational Business Culture - David Owen.

5:45 – 6:00pmTrue perspective of business culture in India Kevin McCole

6:00 – 6:05pmConclusion – Jim Fanshawe

6:05 – 7:00pm Buffet & Networking


7th meeting november 3rd 2011 novotel ipswich the importance of understanding the culture and language issues of your target export markets

International Business Culture

An Introduction

Ipswich, Nov 2011


Levels of culture

Levels of Culture

  • Level 1: The General Business Environment

  • Level 2: General Styles of Doing Business

  • Level 3: Sector Business Culture


Levels of culture1

Levels of Culture

  • Level 4: Corporate Business Culture

  • Level 5: Business Etiquette

  • Level 6: Individual Culture


Making the most of experience

Making the Most of Experience

There now follow some anecdotes from selected cultures & markets

Many of these are cross-market but provide food for thought


Considerations i

Considerations I

  • National pride in the language

  • Regional variations

  • State intervention

  • Low staff turnover

  • Value of experts & technocrats

  • Power of debate & rationality

  • Meticulous examination of proposals


Considerations ii

Considerations II

  • Importance of seniority

  • Importance of gender

  • Sending presentations in advance

  • Elicit early reactions to proposal

  • Overseas colleague understands nuances of body language

  • Etiquette surrounding gift-giving


Considerations iii

Considerations III

  • Avoiding direct questions

  • Allowing for consensus opinion

  • Respect for hierarchy

  • Respect for periods of silence

  • Following up in writing to confirm agreed actions

  • Allowing time for second meetings


Considerations iv

Considerations IV

  • Influence of ‘parallel business society’

  • Bureaucracy & rubber stamps

  • Importance of face-to-face communication

  • Disparities of wealth

  • Lack of open responses

  • Power of signature / authority


Considerations v

Considerations V

  • Sensitivity to price

  • Protracted payment terms

  • Spontaneity & flexibility

  • Slow decision-making

  • Interruptions are not rude

  • Handling alcohol during relationship building

  • Actions not always implemented to Western norms


Considerations vi

Considerations VI

  • Strong communal spirit

  • Strong opinions expressed in meetings

  • Dominance of technical questions in discussions

  • Late confirmation of meetings

  • Importance of historical economic events (eg: 2001 crisis in Argentina)

  • Are they rules or are they recommendations?


Considerations vii

Considerations VII

  • Identifying the decision maker

  • The ‘huddle’ experience

  • Yes meaning no: importance of face

  • The grilling of negotiations

  • Importance of guinxi (wasta, blat)

  • Generational differences

  • Changing the rules


Considerations viii

Considerations VIII

  • Directness and importance of time

  • Focus on profitability and targets

  • Obsession with customer service

  • Inward-looking attitudes

  • Importance of first impressions

  • Emphasis on quick responses

  • Innovation and dynamism valued

  • Entrepreneurial spirit & patriotism


Summary tips 1

Summary Tips 1

  • Avoid putting nationalities in one basket

  • Be yourself (avoiding the negative aspects!)

  • Distinguish between national, corporate & personal culture

  • Allow time for relationship building

  • Develop local representation

  • Budget for multiple visits


Summary tips 2

Summary Tips 2

  • Go prepared

  • Learn some basics of the language

  • Check with other contacts for their experience

  • Use international English and avoid idioms / acronyms etc

  • Allow time for extended meetings


Getting support

Getting Support

  • Attend culture workshops where these exist

  • Keep in contact with your local International Trade Advisor

  • Use the UKTI culture microsite www.rln-east.com/resources

  • Download the UKTI East ‘field culture reports’


7th meeting november 3rd 2011 novotel ipswich the importance of understanding the culture and language issues of your target export markets

International Business Culture

An Introduction

Ipswich, Nov 2011


7th meeting november 3rd 2011 novotel ipswich the importance of understanding the culture and language issues of your target export markets

Business Culture in India

– The myths and the reality

Ipswich, Nov 2011

Kevin McCole, Chief Operating Officer, UK India Business Council


7th meeting november 3rd 2011 novotel ipswich the importance of understanding the culture and language issues of your target export markets

3rd November 2011

  • Next SITG meeting 23rd February 2012

    • Sponsorship opportunities available

  • Lowestoft & Waveney Chamber of Commerce and Suffolk Chamber of Commerce Business Awards 2011

    • International Trade Award category

    • www.waveneychamber.co.uk & click on Awards 2011


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