Culture Shock?
First impressions count. Here's how to get the most out of that initial business meeting.
It's your first big trip abroad to meet potential partners
in Indonesia. After settling in, they throw a dinner party in your
honor. At one point during the festivities, they offer you the
gratuitous fish eye (for your consumption, of course). Now, be
honest: Did their gift catch you off guard?
It shouldn't have, especially since this scenario
is harmonious with Indonesian culture. And as any entrepreneur
who's conducted overseas meetings can tell you, the only way to
prevail in the initial face-to-face meetings with potential
partners is to acquire--and demonstrate--a thorough understanding
of their culture. If you do your homework, chances are you can
minimize the surprises and maximize the results.
Why are initial meetings so critical? "Because so many
cultures are relationship-oriented rather than task-oriented,"
explains Julia A. Sloan, founder of conflict mediation and
intercultural training firm Sloan International in New York City.
"And when you're going into a relationship-oriented
culture, people simply can't hear what you have to share with
them in terms of business until they get to know you as a
person."
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That's advice Steve Snyder followed when he took his firm
international. The founder of 21st Century Laboratories Inc. in
Tempe, Arizona, was the recipient of the honorary fish eye
mentioned above. But his numerous in-person meetings have certainly
paid off: Today he exports vitamin supplements to more than 40
countries worldwide.
"It's not difficult," says Snyder of meeting
preparation. "It's just being aware of the surroundings
you're in and not being ignorant."
That means realizing ahead of time that in Asia, your business
dealings will not lead to a concrete resolution right away. You
also need to know how to present your business card appropriately
and to bring a gift to your host when it's expected. It means
understanding why it's important to tone down the American
traits that can interfere with progress in international meetings,
such as aggressiveness, impatience and frequently interrupting to
get your point across.
Says Sloan, "A lot of times I find that problems come from
the assumption that the American way of doing business is a
universal notion, when in fact, it's not."
For more on taking your business international, see
"Going The Distance".
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