Understand Cultural Differences before Dealing with Foreign Markets * Incedo Group

Understand Cultural Differences before Dealing with Foreign Markets

Gone are the days where the most powerful and most influential corporations reside in the first world countries like US and UK. Businesses are booming in emerging markets such as China, India, Russia and Brazil. These countries are now prime hunting grounds for great talent, as well as strategic locations for companies looking to enter the local market. Unfortunately, not every CEO or marketing representative knows how these countries do business. This leads to a great need to improve the business communication skills of corporations in the US who are branching out in these nations.

As you can guess, these countries are nothing like the US. They have different expectations, holidays, mannerisms, business practices, and beliefs. Certain behaviors that may be acceptable in the US may be considered as rude or inappropriate in foreign soil. In the same way, certain behavior in these countries may be considered offensive or odd by a US citizen. Still, as the saying goes, “when in Rome, do what the Romans do.”

Dealing with each culture may require you to have different strategies in your business approach. It may be harder or easier to do things when in foreign soil, but for things go smoothly, it is important you become aware of the nuances you might have to deal with.

To close a business deal, or even to get the chance to talk to the right people, one must develop business communication skills that will win the hearts of these foreign nations.

China

For Chinese executives, formality and politeness are probably the most important business communication skills. But that doesn’t mean that a simple presentation and dinner can land you a deal. They prefer getting to know who they’re doing business with, so you may find that it would be near impossible to get a contract in China unless you thoroughly befriend and build a relationship with them first. You may really have to woo corporations in China to be able to do business.

India

India is a very diverse democracy. The variances in their religions and dialects reflect a large variance in business communication skills that need to be developed before you can master doing business with them. Generally, it is important to portray a conservative attitude and watch out for actions that are culturally disliked. You also have to be patient, as time seems to flow differently there and businesses usually deal at a leisurely pace. You shouldn’t rush these people into agreeing to a formal meeting or proposal.

Russia

Russia tends to be very strict with their policies. They are not very trusting, and they hate it when they feel that your attention wavers. It is important that you maintain eye contact, and make sure you keep calm and listen. Russians can get very emotional even in the business world, which is normal for them. They can be very unpredictable, and will often look into every possibility before closing a deal. They pretty much treat every transaction like a chess game.

Brazil

If there is one way to describe business in Brazil, it would be ‘close family ties’. Your business communication skills will be put to the test, as Brazilian business executives rely heavily on family and close network ties with other people. Offend one, and you offend the whole rest of them.

If you want to expand your business, your first task then is to adapt the different business communication skills observed by people in those countries. Don’t worry about your presentation or product yet, worry first about how they’re going to perceive you because this will largely determine your success in closing a deal.