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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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Presentation Transcript
slide1
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
slide2
3rd November 2011

Agenda

5pm – 5:25pm Networking

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

Novotel – Mr SerhanIlker

Competition announcement

5:30 – 5:45pm International Business Culture - David Owen.

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

6:00 – 6:05pm Conclusion – Jim Fanshawe

6:05 – 7:00pm Buffet & Networking

slide3
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’
slide19
International Business Culture

An Introduction

Ipswich, Nov 2011

slide20
Business Culture in India

– The myths and the reality

Ipswich, Nov 2011

Kevin McCole, Chief Operating Officer, UK India Business Council

slide21
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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