The success of modern international businesses relies upon ef fective strategies of globalization.  Globalization requires today’s businessmen and businesswomen to deal with, sell to, and/or buy from people and companies in other countries.  These people might speak different languages, have different cultural attitudes, and have different historical backgrounds.  One cannot expect to apply the same business methods and techniques to a foreign company that one would use with a local firm.  Multicultural awareness is a vital component of any global marketing plan.

This workshop  examined some of the cultural issues a businessperson might encounter in his or her dealings with foreign companies.  Some of the areas that were discussed included concepts of time, negotiating techniques, gestures, body language, and intercultural communications.   The following activity is an example of one that was used in the workshop.  I would like to acknowledge two of my colleagues from Slovakia, Zuzana Robinsova and  Lubina Rovanova, who first created this activity and which I have revised for my own purposes.

Work with a partner.  Read each of the following statements.  Decide if you agree/disagree/don’t know if this behavior is acceptable.

a) You never give tips in U.S. restaurants.
b) In Mexico, it is acceptable for people arrive 30 minutes late for dinner parties.
c) It doesn’t matter if somebody arrives late at a business meeting in Arabic countries.
d) It is considered to be very polite to open the door for your female colleague in the US/UK.
e) Japanese people usually stand close to each other when talking.
f) If your Spanish business partner suggests having a business lunch together, be ready to pay for your own meal.
g) If you want to say something but can’t express yourself in words, use body language; it’s always safe.
h) If somebody asks, “How are you?” he/she shows true interest in your situation and you should satisfy him/her with a detailed answer.
i) The phrase “excuse me” is very formal; you would practically never hear it in the US.
j) The title “Ms.” is an abbreviation for “Miss» only.
k) If an American businessperson suggests using his/her first name, it means he/she considers you a close friend.
l) If you invite your Arabic colleague for a meal, be sure to always invite his wife, too.
m) There is nothing wrong about asking somebody in the US/UK about his or her salary.
n) It is extremely important that you wear traditional native clothing when you are on a business trip in Egypt.
o) The greetings “Hello/Hi” are considered very informal and are used only with good friends.
p) It is considered impolite to shake hands with Asian female colleagues.
q) If someone compliments you on something, it is not appropriate to show that you are pleased.  You should say it’s not true or ignore it completely by pretending you haven’t heard it.
r) If a Thai businessperson begins laughing for no apparent reason in a meeting, change the subject; he/she is embarrassed.
s) You should always inquire about a Swedish colleague’s personal life before you begin a meeting.
t) In the US/UK, people arrive early for business meetings, exams, concerts, or interviews.
u) French managers should never socialize with their subordinates; they are authority figures and need to set themselves apart from other employees.
v) You should always accept gifts that are offered to you by a potential business partner.
w) You should always insist on getting agreements in writing after you have reached a satisfactory conclusion with a Japanese colleague.
x) Women are rarely chosen as business representatives for international transactions.
y) It is important to appoint the oldest member of your business team as the leader; age is respected around the world.
z) Deadlines are not important in South American cultures; they can always be changed.