CULTURAL

KNOW-HOW

1
Idioms

Study the following sentences and match each underlined idiom to its correct definition below.

1. At the end of the meal, we decided to go Dutch.D

2. If you want to win the argument, you should stick to your guns. E
3. Thank you for all your help. I hope someday we can return the compliment. B
4. The politician managed to save face by escaping blame for the mistake. G
5. Everyone at the party was wearing special costumes, and we had to follow suit. C
6. During the negotiation, they decided to give ground in order to reach an agreement.A
7. We were wined and dined all over the city.H
8. I was trying to be polite, but he got the wrong idea.F

a. change your position in order to make it easier to reach an agreement

b. do something for someone because they have done something for you
c. do what other people are doing
d. each person pays their own expenses
e. keep your position even if people try to criticize you
f. misunderstood
g. protect your reputation
h. taken out for expensive meals
2 Cultural etiquette

Decide whether the statements are true or false and then check your answers by reading the article.

1. In Singapore, the word ‘no’ is considered impolite. YES

2. In Greece, you should nod your head upwards to say ‘yes’. NO
3. In Italy, it is a bad idea to turn up late for a meeting. NO
4. In the Netherlands, it is a bad idea to turn up late for a meeting. YES
5. In Japan, the business card is very important and should be treated with respect. YES
6. In Russia, you should not argue during business deals. NO
7. In Turkey, you should not insist on sharing the restaurant bill with your host. YES
8. In Mexico, you should be careful about proposing dinner arrangements with your client. NO YES

.
 Cultural know-how
Learning about a country’s culture can help you secure good working relations on your travels.

1. Do you arrive 10 minutes early for an important business

5. Hindle has also experienced the ceremony of exchanging
meeting in Rio or 10 minutes late in Amsterdam? In
business cards in Japan. "The business card is seen as
Moscow, is it a good idea to give ground at an early
representing the individual, so the whole affair has to be
stage of the negotiations? And in Istanbul, should you
treated with respect. You must accept your client’s card
offer to go Dutch with the host on the restaurant bill?
with both hands, perhaps admiring it, and then place it
2. Mastering the local etiquette can be more valuable than carefully in your cardholder."
learning the language, because so much of the world 6. The social side of Japanese commerce can also unnerve
does business in English. Or a form of English. "Beware the western visitor, who might have to go to a karaoke
that an English word or phrase doesn’t always mean the bar and sing. "Many Japanese businessmen like to
same thing abroad," warns Michael Bennett, who sells conclude business by performing their favorite song in a
security systems in South East Asia. "In Japan and karaoke bar," says management trainer Nicole Wehden.
Singapore, people feel that ‘no’ is an impolite word, and "You’re expected to follow suit."
will sometimes say ‘yes’ to avoid causing offense. What
7. In Russia, the ritual of the business meeting is more
they really mean is ‘I understand what you’re saying’,
theatrical skill. " I’ve seen temper tantrums, sudden
not ‘I agree’. I’m told that in Indonesia there are 12
walkouts, table-thumping, and so on, but it’s all part
words for ‘yes’ that mean precisely the opposite."
of the fun," says Michael Bennett. "And they admire you
3. Even the movement of your head can be open to more if you stick to your guns. Seeking a compromise
misinterpretation. Publisher Robin Touquet has had early is seen as a sign of weakness."
difficulties in Athens: "The Greeks traditionally use an
8. In almost every business community around the world,
upward nod of the head to say ‘no’, and a tilt of the head
the host pays for the meal. Malcolm Thorburn was
from side to side to mean ‘yes’. I was ready for that, but
wined and dined in Istanbul, and all went well until he
didn’t realize the younger generation have learned to do
insisted on paying his share: "It caused real
it our way. Confusion all around. If in doubt, keep still."
embarrassment, " he recalls. "In Turkey, the idea of
4. The issue of punctuality is almost as complicated. Oil sharing a bill is quite alien. The best policy is to thank
company executive Malcolm Thorburn deliberately turns your host and return the compliment at the first
up a few minutes late for meetings in Brazil "because opportunity."
Brazilians believe latecomers are more likely to be
9. Insurance underwriter Toni Morrison caused dinner-time
commercially successful than people who arrive early.
embarrassment in Mexico five years ago. "I was working
They’re impressed by people who are relaxed enough
late with a client, and midway through the evening I felt
not to worry about the clock. The Italians take a similar
so hungry I suggested we carry on working at a nearby
attitude. They believe that arriving late shows who is
restaurant. The client thought this was a sign I had a
the boss." However, don’t risk that in the Netherlands.
romantic interest in him. When I realized he’d got the
"The Dutch frown upon lateness," warns film finance
wrong idea I started to laugh, which made things even
agent James Hindle: "They believe that people who can’t
worse. The only way of getting out of it was to enable
use their time wisely cannot be trusted."
him to save face, so I accepted all the blame for the
misunderstanding."

Adapted from The Independent, June 18th, 2017

3
Find the words
Find a word or phrase in the article which means...

1. offending people (phrase, P2) causing offense

2. understood incorrectly (phrase, P3) misinterpretation
3. an upward or downward movement of the head (noun, P3)
4. do not move (phrase, P3) keep still
5. people who arrive late (noun, P4) latecomers
6. disapprove of (phrasal verb, P4
7. make someone feel nervous or uncomfortable (verb, P6) unnerve

8. sudden periods of uncontrolled childish anger (plural noun, P7) tantrums

What etiquette advice would you give to a foreign visitor seeking to do business
in your country?

Try to use some vocabulary from this lesson. Have you or a visitor ever had any
difficulties during a meeting or trip abroad?

How could you or your visitor have been better prepared?

Get to know the local social culture in advance