Clearing Customs
Herne Consultants Ltd

In the UK, businesspeople network for their own ends. In China, the networking equivalent is, guanxi, which literally means "relations", and focuses more on helping others within the business network. Directors should therefore be aware of what they have to offer in terms of their expertise, brand, or business potential and use this to strengthen network relationships.

Be aware of the significance that the Chinese attach to certain numbers. Whether you are setting a date for a contract signing, or allocating a product model number, try to avoid the number four – in Chinese, the word for four sounds like the word for death and is very unlucky, while the number five is seen as negative. The number eight, on the other hand, means fortune, and is therefore considered a lucky number.

Doing business in India also requires careful attention to the cultural mores. During negotiations, a strong sense of trust must be established between the two parties before any business deals can take place. If disagreements arise, they tend not to be expressed in a direct manner, with the word “no” almost completely avoided, and replaced by more subtle indirect communication.

In the Czech Republic crucial business decisions are often made outside the business environment, so try to accept any informal invitations that are offered. Don’t be offended if your business hosts ask about your personal income – this is regarded as perfectly acceptable in the Czech Republic.

Flattery could get you nowhere. Don’t go overboard in dishing out compliments to prospective business partners in Poland, who may interpret it as insincerity – the kiss of death for prospective business dealings. But you should maintain direct eye contact during conversation, as this helps to foster that crucial sense of trust.

This article first appeared in the May 2006 edition of  IOD News, as part of an article called "taming the tigers" written by Alison Coleman.

As a further introduction to these issues you may well wish to read a lighthearted view of cultural differences, or learn how to protect yourself against Culture Shock,
followed by attending one of our cross-cultural Seminars!

Email us for further information, or fill out our enquiry form.

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©2006 Herne Consultants - published on our website on 19^th May 2006