1、Low context culture,Americans are task centered and thus the primary purpose of communication is to exchange information, facts, and opinions. In the US, conflict is dealt with directly and openly, and for this reason, Americans will not hesitate to say “no” or criticize others in public. However, i
2、t is important to remember that in a business context it bears no relation to personal feelings and should not be taken as such.,USA,Egalitarianism,Americans believe in having equal rights, equal social obligations, and equal opportunities based on the concept of individual merit. Consequently, ther
3、e is a general lack of deference in the US to people of greater wealth, age, higher social status or authority. This is evident in the way in which titles are seldom used in business environments and how Americans call each other by their first names almost immediately.,Working practices in the Unit
4、ed States,In the US, punctuality is an essential part of business etiquette and as such, scheduled appointments or meetings must be attended on time. Americans perceive lateness as a sign of disrespect. Deadlines are strictly adhered to in American business culture. Americans place great emphasis on
5、 getting the best results in the quickest time. Generally speaking, in the United States the working week consists of Monday to Friday, 9-5pm. However, due to the strong American work ethic the majority of Americans work long hours and overtime is common practice. It is also customary to take as few
6、 as ten days holiday per year.,Structure and hierarchy in American companies.,In a country famous for its individualism and diversity, the organization and structure of companies within the US may differ according to the industry, region or company history. However, you will generally find that offi
7、ce hierarchy within an American company is extremely important. Therefore, it is advised to learn the rank and titles of all members of the organization. Negotiations and final decisions in the US are frequently made by one person who has chief authority. Team negotiations are rarely carried out in
8、American companies.,Working relationships in the US,Personal competence, professionalism, and accountability for individual performance are highly valued in American business culture. Developing personal relationships are not as significant in US business culture as they are in some Asian countries.
9、 In the United States, the overall goal of business is to secure the best deal, therefore forming company relationships are of greater value. It is common for Americans to make clear distinctions between work colleagues and friends in their social life. In the US, meetings tend to be rather formal a
10、nd little time is spent on cultivating social relationships.,US Business Etiquette (Dos and Donts),DO address your American business colleagues with a title, such as “Dr”, “Ms”, “Mr”, or “Mrs”, and their last name when meeting someone for the first time. You may find that, your American counterparts
11、 will insist on using first names almost immediately; this is not a sign of familiarity but simply reflects the casual business style of Americans and their emphasis on equality. DO say “please” and “thank you” to everyone for even the smallest kindness. Politeness is highly valued in the United Sta
12、tes and Americans will expect you to be as polite as they are. DO be prepared to partake in preliminary small talk with your American counterparts at the beginning of a business meeting. This will often include topics such as sport or the weather and is seen as a way to lessen apprehension and creat
13、e a comfortable environment before entering into business affairs. DONT make any other form of physical contact such as hugging when greeting your American counterpart for the first time. Americans respect their privacy and personal space. DONT be offended or surprised if your American colleagues ca
14、nnot accept a gift. Gift giving is often discouraged or limited by many US companies and therefore most employees are unable to accept them.,Key Concepts and Values -Collectivism,Russias severe climatic conditions have also meant that cooperation and collaboration, rather than competition, have been
15、 vital for survival. This sense of togetherness is one of the traits that distinguish Russians from many Westerners.,Russian,Key Concepts and Values -Egalitarianism,An important concept related to the village milieu is egalitarianism, the social philosophy that supports the removal of inequity and p
16、romotes an equal distribution of benefits. In Russian business terms, this equates to important strategies of equality, reciprocity and mutual advantage. Russians are very status conscious and believe in co-equals. A “deal“ is often thought of from the perspective of equally shared benefit.,Key Conc
17、epts and Values -Dusha,The famous and enigmatic Russian dusha or soul remains central to everyday Russian behaviour and as a result when building successful business relationships with Russians you will find that mutual liking and emotion will from a strong basis.,Working practices in Russia,The Rus
18、sians attitude to time means that a few minutes delay on their part is of little importance. However, they will expect you to be punctual. Faxes and emails are the best way to communicate in Russia, as the post can often be unreliable. It is customary before making a trip to Russia to inform the pro
19、spective company of your intended business proposals and objectives. Paperwork and putting pen to paper is an essential part of all working practices in Russia. In general, they have little faith in unsigned documents.,Structure and hierarchy in Russian companies,The hierarchical structure in Russia
20、n business practices means that the decision makers higher up have authority over their subordinates. However, the nature of the collective good often encourages a flexible and democratic work ethos. Showing respect for seniority and recognizing the hierarchical structure is vital for establishing a
21、nd maintaining strong business relationships.,Working relationships in Russia,Personal and informal contact is a central part in doing business in Russia. Physical contact during business meetings, for example a simple hand on the arm or even embracing is a positive sign. There is no word for privac
22、y in Russia; therefore the notion of social space is much closer in Russia. In situations of conflict try to avoid taking an official stance and remember that Russians are people orientated and will respond to a more personal approach.,Business practices in Russia,Business cards are essential. If po
23、ssible, ensure that one side is printed in Russian and one side in English. Presentations should be straightforward and comprehensible. Although many principal concerns are discussed in an informal environment final negotiations will be conducted in the office. Generally, when beginning a meeting, t
24、he head of the organization will open the discussion and introductions should then be made in order of importance.,Russian Business Etiquette (Dos and Donts),DO shake hands firmly when greeting and leaving your Russian partners and make direct eye contact. DO partake in small talk, which normally in
25、volves talk of family and personal matters, before dealing with business. DO take a gift that symbolizes the stature of your company and the importance of the impending business deal, preferably an item characteristic of your local area or one that displays the company logo. DONT be afraid to show s
26、ome emotion, the Russians wont! DONT as the Russian proverb states hurry to reply, but hurry to listen. DONT praise or reward anyone in public as it may be viewed with suspicion or cause envy and jealousy. Remember the collective rules over the individual.,Mexican,Communication style (High Context)c
27、ommunication tends to be indirect and subtle, and presented in diplomatic and non-confrontational way.Meaning is conveyed through nonverbal forms of communication or by less explicit verbal messages.often disguise “no” in responses such as “maybe” or “well see” with the aim of maintaining harmony an
28、d avoiding disappointing or offending the receiver.it is vital to take this indirect approach with your Mexican counterparts as it will help to strengthen your business relationships.,FamilyAs a collectivist culture, the family unit is a dominating factor of daily life and the close ties between ext
29、ended families and communities can have a major influence on individual behaviour.Family-owned or controlled businesses are not uncommon and you will often find relatives working for the same company.Nepotism is a frequent occurrence in Mexican business culture and establishing trustworthy contacts
30、will be crucial for your success.,Structure and hierarchy in Mexican companiesHierarchy and social status are particularly significant in Mexican culture.Final decisions are generally made by a central authority figure.However, general consensus is taken into account and subordinates are encouraged
31、to openly express their point of view.,TimeTime is considered to be flexible, relaxed and circular, and is therefore unlimited.“maana: “morning” or “tomorrow” (literal meaning), also a way of saying “later”Therefore, expect things to be done some time in the near future, without great urgency or spe
32、cific dateline in mind.Business meetings will run at a slower pace and your associates may take longer to reach a decision.Punctuality and time keeping are less closely observed; therefore, avoid planning a tight daily schedule.,Working practices in MexicoIt is important to schedule business appoint
33、ments in advance and confirm them once you have arrived in Mexico.Business lunches are a favourable method of conducting business in Mexico, emphasising the more social aspect of Mexican business culture, and often go on for several hours.Breakfast meetings are also popular for getting to know your
34、business associates, and to establish a more personal relationship.In most Mexican cities, working hours are generally 9.00 a.m. to 5.00 p.m., but may extend until 7.00 p.m. from Monday to Friday.Business is rarely conducted at the weekend, which is normally reserved for family.,Working relationship
35、s in Mexico Cultivating close personal relationships and building trust are considered vital components for a successful working environment.Respect is a key component and is reflected in the extensive use of professional titles and the formal “you” (usted).Mexicans place great emphasis on showing r
36、espect to others, especially to elder and more senior members of the group.,Business practices in Mexico Formal approach to business relationships: address your Mexican business partner with the appropriate title; first names are generally only used with family and close friends,The most appropriate
37、 form of greeting is a warm and firm handshake.When a more personal relationship has developed, it is not uncommon for business associates to kiss on the cheek or use a friendly embrace.The use of personal introductions through a mutual friend or an appropriate professional is crucial for establishi
38、ng trust and ensuring your future business success in Mexico.,Mexican Business Etiquette (Dos and Donts) DO translate all your marketing literature and any other documents for your business dealings into Spanish. Failure to do so may jeopardize your business potential. DO expect your Mexican busines
39、s counterparts to converse at a much closer physical distance than you may be used to. A Mexicans sense of personal space is much smaller and physical contact is not frowned upon.DO take your time during business dealings with your Mexican colleagues and avoid pressing for final decisions, remember
40、that time in Mexico does not always equal money, as in some western countries.DONT make direct and frequent eye contact when in conversation with you Mexican business associates. Mexicans tend not to make direct eye contact as a sign of respect.DONT be overly aggressive while negotiating business de
41、als, as it is considered rude.DONT offer gifts of extremely high value. Gift giving is not a requirement of Mexican business etiquette, but a small gift will be gratefully accepted and appreciated.,Face A vital element of Malaysian culture, as with most Asian cultures, is the concept of face. In Mal
42、aysian society to “lose face”, that is to lose control of ones emotions or to show embarrassment in public, is perceived as a negative display of behaviour. Malaysians will use a number of methods in order to “save face”. Laughter, for instance, is often used to mask ones true feelings and can revea
43、l numerous emotions including nervousness, shyness or disapproval. Saving face is particularly crucial in business contexts as causing your Malaysian counterpart to lose face may influence the outcome of your future business dealings.,Malaysian culture Key concepts and values,High context culture In
44、 high context cultures such as Malaysia meaning is often more explicit and less direct than in many Western cultures. This means that words are less important andgreater attention must be given to additional forms of communication such as voice tone, body language, eye-contact and facial expressions
45、. In Malaysia, because business is personal and based on trust, developing relationships rather than exchanging facts and information is the main objective of communication. This also relates to the Malay cultural values of courtesy, tolerance, harmony and face. Direct answers, particularly negative
46、 ones, are avoided in order to prevent disagreement and preserve harmony; two very important aspects of Malaysian culture.,Fatalism Malaysian culture is centred on the diverse religious values of Hinduism, Buddhism, and Islam and as such relies heavily on the concept of fatalism. Fatalism is the bel
47、ief that success, failures, opportunities and misfortunes result from fate or the will of God. In a business context, when formulating ideas and making decisions Malays, who are predominantly Muslim, will tend not to rely on empirical evidence or hard facts, but prefer to be guided by subjective fee
48、lings combined with the Islamic faith. Your Chinese and Indian colleagues will also take a similar approach since feelings and emotions play a significant part in their business culture. Consequently, negotiations may take longer than expected and your Malaysian counterparts will view decision makin
49、g in a more personal light., Working practices in MalaysiaWhen scheduling business meetings in Malaysia one must take into consideration the importance of prayer times in this predominantly Muslim country. Fridays are a particularly religious day of the week and if possible meetings should not be sc
50、heduled for this time.Attitude to punctuality varies according to which nationality you are doing business with. The Chinese for example expect punctuality, whereas both ethnic Malays and Indian business people have a more relaxed attitude towards time. As a general rule, you will be expected to be
51、punctual; therefore it is advised to arrive to business appointments on time.If your business in Malaysia requires interaction with Malaysian government officials, ensure that all communication takes place in the language of Bahasa Malaysia. The majority of transactions and correspondence with Malaysian companies however, will generally be conducted in English.,
