PECULIARITIES OF DOING BUSINESS IN DIFFERENT COUNTRIES

China
The Chinese conduct negotiations, quite clearly delineating the individual stages: the initial clarification
of positions, their discussion and the final stage of negotiations. The negotiations themselves can drag on for
several weeks, or even months. This is because the Chinese will never make a decision without a thorough
study of all aspects. At the initial stage, the Chinese try to determine the status of each of the participants in the
negotiations, their psychological characteristics and preferences. At the first stage of negotiations, the Chinese
mostly study their partners, without revealing their cards and avoiding a clear definition of prices and terms of
joint business.
Only after they determine the status of each participant in the negotiations and their attitude to the
Chinese side, the second stage begins – discussion of positions and negotiation of conditions. At the same time,
the Chinese side seeks to form the so - called "spirit of friendship" - that is, good personal relations with
business partners.
Chinese companies usually have well-trained commercial specialists. In addition, they often refer to
previously concluded lucrative contracts, trying to put additional psychological pressure on partners. The
Chinese side usually makes concessions at the end of negotiations, after evaluating the capabilities of the
opposite side. Since this may happen at a time when the Russian side has already decided to wind down the
negotiations, they may be resumed several times.
Japan
The business ethics of Japanese businessmen differ significantly from the rules and norms of the
Western business world. The Japanese national character is characterized by hard work, adherence to
traditions, discipline and sense of duty, politeness and self-control. Getting to know a representative of a
Japanese business begins with the obligatory exchange of business cards. Handshake is not accepted in Japan.
In addition, the inhabitants of this country avoid a close, direct look. Instead of a handshake, bows are used –
their number reflects the degree of respect. During the negotiations and business meetings, you need to be
punctual, and if you can't arrive on time, try to warn the Japanese side about it. Giving gifts is common, but
you should pay special attention to how you present your gift. Never hand out a gift that isn't wrapped.
Germany
The Germans are distinguished by hard work, diligence, punctuality, thrift, rationality, organization,
pedantry, skepticism, seriousness, prudence, and a desire for order. If you want to earn the respect of your
German colleagues, try to emulate them in these qualities. When entering business meetings, allow the oldest
person to enter the room first. During a business meeting, the Germans discreetly shake hands and exchange
business cards. During this, do not leave your hand in your pocket – the German will think that you do not
respect him. The Germans are very organized, in business they like to discuss all issues consistently, clearly
working out every moment. During the conclusion of any transactions, the Germans strictly adhere to the
fulfillment of all obligations and require the same from others.
United States of America
Americans are an enterprising and hardworking people. American businessmen are always focused
primarily on results, are very attentive to any details, and always try to minimize all possible risks and costs.
Americans are very punctual, so if you decide to do business with them, it is better not to be late for a meeting.
The Americans ' style of communication during negotiations is extremely professional, but nevertheless they
often show aggressiveness and rudeness. Another of the distinctive features of business Americans is
straightforwardness and pragmatism, in business they immediately get to the point, do not tolerate formalities.
France
French businessmen managed to collect everything in one bottle at once: they are gallant, courteous,
calculating, resourceful, and arrogant. Dealing with them is not easy. They also have a very negative perception
of errors in the language, so if you do not speak excellent French, you will have to find a first-class translator.
The French like to discuss business over a meal. A business lunch can take an hour or two, and dinner-and the
whole evening. Punctuality is not typical for the French, so it is normal for them to be 15-20 minutes late.
French handshakes are very diverse – they can be polite, casual, cold, hot, etc.
Great Britain
The English do not tolerate tricks and guile, they are used to playing in the open and by the rules. The
English are friendly and courteous, and during negotiations you will never hear harsh criticism or categorical
assessments. In most cases, they use such phrases: "Perhaps", "I think", etc. English businessmen will never go
around the law themselves, and will not allow their partners to do so. If you want to win over an Englishman,
then ask about his hobby. As for handshakes, in the UK it is accepted only at the first meeting, after it is quite
possible to do with an oral greeting. Brits like to have personal space, so don't stand too close.
Muslim country
These countries have their own principles and customs, sometimes not clear to representatives of other
countries. Five times a day, Muslims postpone any of their activities in order to perform namaz - prayer.
During the conversation, the Arabs always stand at a close distance from each other, so do not move back, they
will perceive this as disrespect. Shortly before the negotiations, food is served in Arab countries, if you refuse,
this will also be regarded as a bad attitude towards them. Arabs like to work out the details of the subject of
discussion before starting negotiations directly.
India
While you can show up to meetings on time, don't be surprised if Indian business partners are late. Like
in Japan, the word "no" can be considered rude in India. Try to use words and phrases like "we will see" or
"possibly" instead of "no." If your business partner offers you a meal, never say "thank you" at the end of it, as
this is considered a form of payment on your part and therefore insulting. Avoid eating beef at business
meetings, as cows are considered sacred in India. Both Hindi and English are the official languages of India.
Italy
Punctuality is not a priority for Italians. Be patient and prepared for some delay when you start working
with a new Italian partner. Do not take a small delay as a sign of disrespect. When a deadline must be firmly
met, make it very clear to your Italian partner.
In Italian business culture, giving gifts is not particularly common. Only after you've established a
trusting, familiar relationship with someone may you give a small and not obviously expensive gift as a sign of
friendship.
Italy is a major center of European fashion. Even casual clothes are smart and chic. Formal attire is
generally expected for business meetings. For the most part, men wear dark colors. Women tend to wear
elegant and modest pantsuits or skirt suits, accessorized with simple jewelry and makeup.
Brazil
Business meetings often last longer than planned, but do not leave before the meeting has officially
ended. Leaving early is considered rude. In Brazil, physical contact during conversation is natural and
highlights the trust between business partners. Unlike in India, you should avoid eating with your hands in
Brazil. Even if you're eating a sandwich, you'll want to use a napkin or utensil. Portuguese is the official
language of Brazil, but some Brazilians also speak Spanish. Some parts of the country also speak German.
Russia
Foreigners are advised to establish personal contacts with partners for negotiations in Russia, they are
more important than legal, formal and technical aspects. Russian partners pay great attention to the image of
the representative, his appearance. Russians sometimes come to meetings in advance and are considered
punctual. Sometimes a businessman does not trust at the beginning of a relationship and is arrogant, but if you
are respectful, then after a while the relationship will improve. In Russia, one should not make empty promises
to a partner and follow formal requirements.
Australia
In dealing with business partners, both over-activity and pedantry should be avoided. Australians prefer
to deal with calm and unhurried partners. You will be shown interest if, before starting a business conversation,
you tell about how you prefer to relax at home. Australians are passionate about sports, so get ready to keep up
the conversation about horse racing, surfing, football. In Australia, business people do not attach much
importance to clothing.
Spain
Business negotiations traditionally begin with a discussion of the weather, sports, local attractions. The
Spaniards are notable for their verbosity, and business negotiations with them are not very dynamic. They
prefer that negotiations be conducted between persons of approximately equal status in the business world or in
society. During the conversation, the Spaniards prefer to be at a close distance from the interlocutor.