HULT FTMBA 2011FOR EFFECTIVE BUSINESS COMMUNICATION

Copyright material of Hult FTMBA 2011 prepared by Hult Students

EGYPT1. Confirm appointments in advance2. Never come late but expect your host to be late3. Learn a few words of Egyptian Arabic4. Prepare to have a general chit-chat before the meeting starts 5. Dress formally if you want to make a good impression… but it is not only

about looking good6. Make eye contact - it is a sign of honesty and sincerity.7. Expect frequent walk-in interruptions.8. Do not try to bring the topic back to the original discussion until the new

person leaves9. Phone calls are not acceptable10. Keep a respectful, professional distance when dealing with Egyptian women11. Do not try to ask personal questions when dealing with Egyptian women 12. Eye contact is good when meeting with women avoid excess13. Egyptians are tough negotiators14. Do NOT use high-pressure tactics15. Business moves at a relaxed pace16. Egyptians do not like confrontation17. Egyptians avoid saying ´no´ (If they do not respond, it usually is a negative

sign)18. Egyptians are expressive and can get quite excited during negotiations. Do

not pick this up as aggression!19. Expect to be served even if you are not hungry20. Never leave your plate totally clean21. Dress formally for business dinner22. Let the host lead social activities

INDIADo: Be patient with negotiations, government, meetings, dinners, etc Be flexible with scheduling meetings and confirm again before meeting Be prompt for meetings but expect host to be late Wear dark, conservative suits/dresses Greet most senior individuals first by their title and exchange cards with

right hand upon meeting Shake hands with the same sex; If opposite sex, wait for the signal Use written contracts, not verbal Use eye contact as it is seen as confident

Avoid:• Becoming impatient and aggressive during interaction• Pointing fingers directly when speaking• Discussing sex or religion• Declining hospitality such as food or drink• Alcohol and certain foods based on religious diet restrictions• Pointing the soles of feet toward individuals

GENERAL DOS - KENYAFirm Handshake

First meeting in your office• Check legitimacy of your business

Analyze your verbal and non-verbal communication (body language, tone and words)

Good Negotiators – never settle for a price for the first time, continue to bargain till the end

Compared to the surrounding area, Kenyans are very competitive (aggressive) in business

Be ready for Nepotism (favoritism)

AND DONTSTalk politics – especially during first meeting and election time

Taking a stance in the first meeting – be more neutral

Criticism about the country’s lifestyle

Showing off as a foreigner

Asking which Kenyan root the individual stems from

Rushing personal and business relationships

MONGOLIA

• Religion- Buddhism Shamanism• Population- 2,777 200, Mongol (Mostly Khalkha)- 94.4 %Turk, Chinese and Russian -5.6%• Capitalist economic policy• Ulaanbaatar is a capital city• Men & Women should wear clothes that are subtle with neutral Colors

– Men: Conservative Suits, Shirts & Ties – Women: Casual Dress - avoid wearing high heels & short sleeved blouse as well as avoid

displaying too much skin as it is considered offensive• Inquire what language meetings are likely to be held and find an interpreter if none is

being offered by the company• Handshake is generally acceptable when greeting both men and women• Sir- Noyon, Madam- Hatagtai, How are you- Sain bainuu, Fine- Sain• Mongolians are punctual and Greet everyone in the room starting from the eldest to the

youngest – usually seated in clockwise direction• Use titles and surnames if known to you• Use both hands when accepting or handing out, gifts and business cards- Remember not

to write anything on the business cards• Exercise patience during the meetings as the Mongolians take their time and do not

mind to answer their mobile phone calls during the business meeting• It is deemed impolite not to accept anything offered, including tea, spirits, food etc• Head is considered sacred, so placing a hand next to someone’s head should be avoided

Do:

√ Be formal and dress smartly. √ Always find out which ethnic group your business counterpart belongs to. √ Schedule meetings well in advance and confirm that a day before√ Be punctual√ Inquire about people’s health and wellbeing is essential√ Be aware of fraud.

Don’t:

× Hold eye contact while talking to somebody for a long time× Confront your Nigerian co-workers in public when you have issue with

them.× Be irritated when someone is insisting on addressing with all their titles × Receive anything by left hand. It is impolite. × Be involved in a political discussion × Do large scale cash transactions× Give feedback to your superiors

SAUDI ARABIA DO be sensitive to the religious holidays and prayer times. DO avoid uncomfortable situations; Saudis wish to save Face. DO abide by local standards of modesty and dress appropriately;

Scarf and abaya is mandatory for women, and business suits for men.

DO be chivalrous with women; but maintain an appropriate physical distance.

Do keep your word; For Saudis, their word is bond over the written contract.

Do maintain strong eye contact, and engage in small talk; emphasis is placed on tone and physical cues.

DON’T ask about a man’s family with specific references. DON’T rush the business negotiations, nor expect punctuality. DON’T assume the most vocal speaker is the decisionmaker. DON’T criticize: Islam, Saudi Arabia culture, and Conservatism

principals. DON’T expect a woman under age 25 to obtain a visitors’ visa.

SOUTH AFRICADo’s: Set deadlines in advance Be punctual Maintain eye contact Dress formally/professionally Develop rapport by spending time getting to know people Have a joke or sports comment ready Do bring your host a small gift (ex. wine or flowers)Don’ts: Do not interrupt Do not expect others to always be punctual Do not point your index finger at someone Do not call a lady ‘miss’ Do not have periods of silence while doing business or giving a

presentation

SPAINSOCIAL Be entertaining and humorous during business meetings, but be modest when

describing your achievements and accomplishments Be particularly careful of dress code, be stylish yet conservative Spaniards live a laid back life style and like to enjoy good things in life, Smoking is

widely accepted and meals are often eaten later than usual. Dining is an important part of the social and business fabric and the Spanish are proud of their food and wine.

BUSINESS Hierarchy and rank are important Spaniards are concerned that they look good in the eyes of others. Know the importance of relationships, as most relationships tend to be for long

term Spaniards do not like to lose face, and will not express what they think, avoid

confrontation if at all possible and be adept at discerning body language Be patient about time, Spaniards are not very particular about punctuality Be patient in negotiations , interruptions are an indication that what you were

saying was of great interest

DOs•Show appreciation for hospitality & gifts

•Build rapport through personal questions

•Be patient and tolerant towards Syrian timing

•Respect seniority/or titles and show politeness

•Suggest and imply ideas or concerns when it comes to work

•Address “the father” when asking for decision

DON’Ts•Reject expressions of hospitality & gifts

•Conduct a tight meeting schedule

•Expect effective long term planning

•Expect “Junior” partner in foreign company to meet “Senior” Syrian partner•Be direct with your emotions •Show a public display of anger or unacceptance

SYRIA

Do’s: Be punctual Set deadlines Be organized Have detailed written contract Follow up and send thank you notes Be friendly and informal Address with Title Say Please & Thank you Make the other person comfortable Give tips to waiters Dress formally for the business meetings Maintain a distance of 2-3 feet, while

talking to someone (personal space) Maintain eye contact during conversation Fix appointments before meeting Speak up

Don’ts:• Do not interrupt• Do not spend time building relationships• Do not waste time; time is money• Do not take decision instead of the senior

executive• Do not remain silent• Do not expect all companies to be the same• No physical contact such as hugging, while

greeting someone for the first time• Do not be offended/surprised if your American

colleagues do not accept a gift• Do not beat around the bush• Do not miss the deadlines

USA