International Business Presentation

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When conducting international business, it is
important to build bridges.
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• To describe the forms of nonverbal communication
• To discuss how culture affects nonverbal
  communication

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• To identify methods for overcoming communication
  problems and developing effective messages

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Understanding the role of nonverbal communication
contributes to building strong relationships.
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nonverbalcommunication
sending messages without the use of words
an item given to convey good will
gift
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an item or money offered to entice the receiver
to do something illegal
bribe
a person who relocates in a foreign country to
live and/or conduct business
expatriate
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the process of understanding, adapting to, and
operating in a foreign culture
acculturation
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Forms of Nonverbal Communication

• Nonverbal communication can focus on facial
  expressions, gestures, and posture.

nonverbal communication sending messages without
the use of words
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Forms of Nonverbal Communication
Signals that Send Nonverbal Messages
Culturalfactors
Methods of communication
Specific business activities
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Cultural Factors and Nonverbal Communication
Nonverbal Cultural Factors
Numbers
Colors
Emblems
Smells
Personal appearanceand dress
Foods
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Numbers

• In the American culture, the number 13 is
  unlucky.
• In Asia the number 11 is considered unlucky.

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Emblems

• Wearing a cross as a piece of jewelry does not
  evoke much of a reaction in the United States,
  but it might cause resentment in a country such
  as Saudi Arabia.

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Personal Appearance and Dress

• There are different customs regarding shaving
  around the world.
• The Jewish and Israeli tradition requires that a
  man must cover his head.
• In the United States, men often remove their hats
  while eating dinner.

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Colors

• In China and Taiwan, the color red indicates
  celebration.
• In Italy the color purple indicates penance.
• The color white can symbolize death in some
  cultures.

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Smells

• A heavy dose of cologne might bother people in
  some cultures.

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Foods

• Be aware of vegetarian cultures and those that
  prohibit specific foods or ingredients.
• Know when you are being honored or flattered when
  served a delicacy.

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Nonverbal Methods of Communication
Time
EyeContact
Silence
Nonverbal Communication Methods
BodyContact
Space
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Time

• Views on time affect punctuality, or habits of
  being on time associated with good or bad
  manners.
• Dining and resting take place on different
  schedules in other parts of the world.

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Silence

• In Taiwan it is rude to sit quietly and not
  maintain an active conversation.
• In some countries silence may indicate respect
  and attention.

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Personal Space

• In the United States, people tend to stand far
  apart when they speak.
• In Middle Eastern countries, standing far away
  indicates distrust.

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Body and Eye Contact

• In many Arab countries, holding hands is
  commonplace.
• In the United States, failure to make eye contact
  may be considered rude or evasive.
• In many Asian countries, looking away while you
  speak is a sign of respect.

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Body and Eye Contact
Relate What distance is too close for you when
speaking to a new acquaintance?
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Business Behaviors in Other Countries

• Building long-term business relationships
  requires knowing about behavior related to

• Major holidays
• Giving and receiving gifts
• Business visits and entertainment

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Major Holidays

• All international business dealings are affected
  by the holidays in other countries.
• Holidays may involve more than just taking a day
  off from school or from work.

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Major Holidays
Religious Holidays Secular Holidays
Fasting is important in many religions. Most nations have a national holiday similar to Independence Day.
Many Catholics do not eat meat on Fridays during the season of Lent. Some countries celebrate their history or culture.
Muslims fast during the entire month of Ramadan.
Some holidays require either giving or eating food.
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Giving and Receiving Gifts

• Common and acceptable gifts include
• Flowers
• Pens
• Books
• Chocolates

• Avoid giving flowers that are white or yellow. In
  many countries, those colors are associated with
  death.
• In Germany red roses are associated with a
  romantic attachment.
• Liquor is offensive to people in Islamic
  countries.

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Giving and Receiving Gifts

• In Japan and Asia, good manners dictate bringing
  a gift when meeting a business partner.
• Do not unwrap the gift in front of the gift giver.

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Giving and Receiving Gifts

• There is a big difference between a gift and a
  bribe.

gift an item given to convey good will
bribe an item or money offered to entice the
receiver to do something illegal
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Giving and Receiving Gifts

• The careful study of appropriate business
  behaviors is a major part of preparing to live in
  another country as an expatriate.

expatriate a person who relocates in a foreign
country to live and/or conduct business
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Giving and Receiving Gifts

• Preparing to relocate to another country requires
  the process of acculturation.

acculturation the process of understanding,
adapting to, and operating in a foreign country
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Business Behavior and Communication

• Doing business internationally also requires
  understanding two aspects that relate to
  nonverbal communication

1. Major business protocols and the proper steps for
   receiving business visitors
2. Business entertainment customs in various parts
   of the world

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Business Protocol
Typical Aspects of Business Protocol Typical Aspects of Business Protocol
Greetings and introductions Acceptable and proper gestures
Use of names and titles Gift giving
Business card etiquette Conducting business meetings
Manners Table manners
Type of dress Visiting the home of a business associate
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Business Protocol

• Before a meeting, learn about the businessperson
  and his or her culture.
• Know the proper greetings.
• Know the proper forms of address.
• Use appropriate gestures.

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Conducting a Meeting

1. Set an appointment.
2. Arrive at the appropriate time.
3. Arrange the office and materials.
4. Make introductions.
5. Present gifts.
6. Greet your business associate.

1. Speak formally or informally.
2. Make eye contact or not.
3. Signal that you have reached or not reached an
   agreement.
4. Close the meeting and say good-bye.

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Business Entertainment

• Business entertainment should be carefully
  planned.
• The organizer should create a budget and set a
  time for the event.
• Account for differences in arrival times,
  depending on the culture involved.

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Location Selection

• Arrange transportation for your guests.
• Arrange for an appropriate reception of your
  guests.
• Select menu and beverage items carefully.

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Varieties of Business Entertainment

• As a visitor, you may find yourself sitting on
  the floor rather that in a chair at a table.
• It may be necessary for you to arrive with a
  gift and to know how to receive a gift gracefully.

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Successful Communication
Tips for Successful Communication
Act appropriately in business meetings.
Understand the culture of the region you are
visiting.
Understand that nonverbal communication involves
sending messages without words through time,
silence, personal space, and body and eye contact.
Follow proper business protocols.
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3.2

1. What are the cultural factors that affect
   nonverbal communication?

numbers, emblems, personal appearance and dress,
colors, smells, and foods
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3.2

1. What are the basic differences in nonverbal
   methods of communication across cultures?

There are differences in terms of time, silence,
personal space, and body and eye contact.
Differences also are found in major holidays,
giving and receiving gifts, and business meetings
and entertainment.
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3.2

1. How can an expatriate manager adapt to the
   business behaviors needed to succeed in an
   international relationship?

The expatriate manager should learn and
understand mayor business protocols and the
proper steps for receiving visitors as well as
business entertainment customs in other cultures.
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