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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

  • David Owen, RLN East

  • Kevin McCole, UK India Business Council


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


International Business Culture

An Introduction

Ipswich, Nov 2011


Levels of Culture

  • Level 1: The General Business Environment

  • Level 2: General Styles of Doing Business

  • Level 3: Sector Business Culture


Levels of Culture

  • Level 4: Corporate Business Culture

  • Level 5: Business Etiquette

  • Level 6: Individual Culture


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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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

  • 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’


International Business Culture

An Introduction

Ipswich, Nov 2011


Business Culture in India

– The myths and the reality

Ipswich, Nov 2011

Kevin McCole, Chief Operating Officer, UK India Business Council


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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