Exercise 5. Translate the words and make a few sentences with them.

However, moreover, in general, necessarily, perfectly, in doubt, often, also, casually, quite, with ease, at least, furthermore, relatively, consequently, traditionally

UNIT 7. BUSINESS CULTURE

Travelling to all corners of the world gets easier and easier. We live in a global village, but how well do we know and understand each other? Here is a simple test.

Imagine you have arranged a meeting at four o'clock. What time should you expect your foreign business colleagues to arrive?

If they're German, they'll be bang on time. If they're American, they'll probably be 15 minutes early. If they're British, they'll be 15 minutes late, and you should allow up to an hour for the Italians.

When the European Community began to increase in size, several guidebooks appeared giving advice on international etiquette. At first many people thought this was a joke, especially the British, who seemed to assume that the widespread understanding of their language meant a corresponding understanding of English customs. Very soon they had to change their ideas, as they realized that they had a lot to learn about how to behave with their foreign business friends.

For example:

The British are happy to have a business lunch and discuss business matters with a drink during the meal; the Japanese prefer not to work while eating. Lunch is a time to relax and get to know one another, and they rarely drink at lunchtime.

The Germans like to talk business before dinner; the French like to eat first and talk afterwards. They have to be well fed and watered before they discuss
anything.

Taking off your jacket and rolling up your sleeves is a sign of getting down to work in Britain and Holland, but in Germany people regard it as
taking it easy.

American executives sometimes signal their feelings of ease and importance in their offices by putting their feet on the desk whilst on the telephone. In Japan, people would be shocked. Showing the soles of your feet is the height of bad manners. It is a social insult only exceeded by blowing your nose in public.

The Japanese have perhaps the strictest rules of social and business behaviour. Seniority is very important, and a younger man should never be sent to complete a business deal with an older Japanese man. The Japanese business card almost needs a rulebook of its own. You must exchange business cards immediately on meeting because it is essential to establish everyone's status and position. When it is handed to a person in a superior position, it must be given and received with both hands, and you must take time to read it carefully, and not just put it in your pocket! Also the bow is a very important part of greeting someone. You should not expect the Japanese to shake hands. Bowing the head is a mark of respect and the first bow of the day should be lower than when you meet thereafter.

What you should know before negotiating:

· During presentations, and especially during negotiations, it is essential that one maintain a quiet, low-key, and polite manner at all times.

· The highest-ranking individual may appear to be the most quiet of everyone present.

· For a persuasive presentation, you must describe how your product can enhance the prosperity and reputation of the Japanese side. Making these claims effectively requires a thorough knowledge of Japanese economy, business, and product lines.

· It is also a good strategy to emphasize the size and wealth of your company. If your organization is an older, venerable institution, this fact should be frequently mentioned, too.

· Periods of silence lasting between 10-15 seconds during meetings and conversations are considered useful rather than uncomfortable.

· Never single out a Japanese colleague, even for praise or encouragement; the group identity always prevails.

· Don't feel discouraged if you're not receiving compliments on your work. Again, it is the group that receives accolades, not the individual.

· Generally, the Japanese prefer oral agreements to written ones, and should not be pressured into signing documents.

· Contracts can be renegotiated; in Japanese business protocol, they are not final agreements.

· An invitation to lunch or dinner is important in Japan. Businesspeople are not likely to accept invitations from people they do not trust.

The Americans sometimes find it difficult to accept the more formal Japanese manners. They prefer to be casual and more informal, as illustrated by the universal 'Have a nice day!' American waiters have a one-word imperative 'Enjoy!'

The British, of course, are cool and reserved. The great topic of conversation between strangers in Britain is the weather— unemotional and impersonal.

In America, the main topic between strangers is the search to find a geographical link. 'Oh, really? You live in Ohio? I had an uncle who once worked there.'

'When in Rome, do as the Romans do.' Here are some final tips for travelers:

· In France you shouldn't sit down in a cafe until you've shaken hands with everyone you know.

· In Afghanistan you should spend at least five minutes saying hello.

· In Pakistan you mustn't wink. It is offensive.

· In the Middle East you must never use the left hand for greeting, eating, drinking, or smoking. Also you should take care not to admire anything in your hosts' home. They will feel that they have to give it to you.

· In Thailand you should clasp your hands together and lower your head and your eyes when you greet someone.

· In Belgium gifts will be opened in front of the giver and you should do the same if you are the recipient.

· In Israel refrain from bringing up the subject of family during business meetings.

EXERCISES

Exercise 1. Write down all the nationalities mentioned in the UNIT. Write down one thing about each nationality that you can remember.

Exercise 2. Answer the following questions.

1. Which nationalities are the most and least punctual?

2. Why did the British think that everyone understood their customs?

3. Which nationalities do not like to eat and do business at the same time?

4. 'They (the French) have to be well fed and watered.' What or who do you normally have to feed and water?

5. Imagine you are at a party in (a) England (b) America. How could you begin a conversation with a stranger?

6. What nationality has perhaps the strictest rules of social and business behaviour? Why do you think so?

7. Why is it not a good idea to ...

... say that you absolutely love your Egyptian friend's vase.

…say 'Hi! See you later!' when you're introduced to someone in Afghanistan …discuss your personal problems during business meetings with your an Israeli.

Exercise 3. Say whether these sentences are true or false and explain why.

1. The British wouldn’t like to have a business lunch and discuss business matters during the meal.

2. The Germans like to talk business while eating.

3. The French like to eat first and talk afterwards.

4. If you take off your jacket in Britain that means that you want to relax.

5. Blowing your nose in public is a social insult in Japan.

6. In America you must receive your partner’s business card with both hands with a bow.

7. Bowing the head is a mark of respect in Australia.

8. The highest-ranking Japanese will be the most emotional one during the negotiations.

9. During negotiations with Japanese try to avoid periods of silence lasting more then 5 seconds – they are considered insulting.

10. The Japanese prefer written agreements to oral ones.

11. In Japanese business protocol contracts can not be renegotiated.

12. An invitation to lunch or dinner is not possible in Japan.

13. In Pakistan you mustn't smiling is offensive.

Exercise 4. A friend of yours is going to work in Japan. Give some advice about how he/she should and shouldn't behave.

Exercise 5. Discussion

1. Do you agree with the saying 'When in Rome, do as the Romans do'? Do you have a similar saying in your language?

2. What are the 'rules' about greeting people in your country? When do you shake hands? When do you kiss? What about when you say goodbye?

3. Think of one or two examples of bad manners in your country. For example, in Britain it is considered impolite to ask people how much they earn.

4. What advice would you give somebody coming to live and work in your country?

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