INDIA
ENTERTAINING
Invited to a colleague's abode in Mumbai? "Don't feel you must show up exactly on time," says Terri Morrison, president of Getting Through Customs, a Pennsylvania-based firm that trains executives in the ways of the global business world, and coauthor of Dun & Bradstreet's Guide to Doing Business Around the World. "Arriving 15 to 30 minutes late is not only recommended, it's expected." A box of chocolates or bottle of perfume will be appreciated, but it won't be opened in front of you, she adds. In India, "Gifts are always set aside until the giver leaves."
FOOD
Eating meat can be a bit of a hornet's nest in social settings. Hindus, who consider cows sacred animals, will generally not be happy when you eat beef at their table. Muslims could be offended if you order pork. So consider the veggie special -- and satisfy your inner carnivore later, on your own time.
NEGOTIATING
In India, the word "no" has harsh implications. Evasive answers are considered polite, says Morrison. "If you have to decline an invitation [or a deal], it's acceptable to give a vague, noncommittal answer such as 'I'll try' or 'We'll see' rather than 'No, I can't.'"
CANADA
NEGOTIATING
Card-carrying capitalists, take note: "Peace before profit" is Canada's business M.O., says Steve Prentice, president of Toronto consulting firm Bristall Morgan. Canadians are more community-minded than Americans, he says, a fact that goes back centuries. "While the U.S. was explored and settled by individuals seeking freedom, Canada was explored by trappers looking to supply government-run trading companies. Even the railroads were built by the government" -- meaning, in Canuck Country, 'by the people.' Close an eight-digit deal and your Canadian counterpart might not display overt euphoria, says Prentice. "We're generally more quiet and introspective than Americans," he claims. Careful now, buddy, or we'll be putting Celine Dion on the next Greyhound home to Quebec.
FOOD
One thing Canadians get excited about is donuts, Prentice notes with a laugh. Canadians consume three times more than Americans; there's a donut shop for every 9,700 people. Why not show up with some sprinkled specimens to signal the start of a sweet deal?
MEXICO
NEGOTIATING
From Mexico City to Monterrey, friendship and commerce go hand in hand. "Personal relationships are cultivated first, emphasizing trust and mutual compatibility," says Gloria Hutter, president of Gloria Hutter & Associates, an international protocol/etiquette consulting company in San Francisco.
Breakfast and lunch meetings are most popular here. Repast or not, remember the Altoids. In Mexico, conversations take place at a much closer distance than what may be considered comfortable in the United States. "Pulling away from your counterpart may be regarded as unfriendly," says Hutter, "or a Mexican may simply step forward and close up the distance again."
DRESS AND GREETING
Businessmen wear conservative suits, while women typically opt for a skirt and blouse. Male and female executives shake hands, with men typically waiting for women to initiate the grip. Titles such as doctor or professor are of utmost importance, and first names are used only by people on familiar terms.
INDONESIA
NEGOTIATING
Call it a hush to judgment. "In Indonesia, a pause following a presentation does not necessarily indicate acceptance or rejection," says Terri Morrison, coauthor of Doing Business Around the World. "Rather, it allows time for thought and can be meant as a sign of respect." If an Indonesian chuckles during a meeting, it may be no laughing matter. Such an outburst often indicates duress rather than delight. Or the guy just told himself a really good joke.
DRESS
While casual dress may be common among local executives, visitors should dress conservatively until certain what degree of formality is expected, advises Morrison. Businesswomen typically wear longsleeved blouses and skirts knee-length or longer in dark or muted colors; vivid hues are inappropriate.
GIFT GIVING
Gift giving is a traditional part of the culture here, but don't be offended if your generosity meets resistance. "Indonesians traditionally decline a gift three times to avoid appearing greedy," Morrison points out. Continue to insist, she says, and once they accept the gift, say you are pleased that they have done so.
AUSTRALIA
NEGOTIATING
Australia brims with enterprising executives who shoot from the hip. "Australians are warm, straightforward people who are generally put off by high-pressure sales pitches," says Dave Clarke Mora, world traveler and editor-in-chief of Profit magazine, published by software giant Oracle Corporation. That doesn't mean you have to be low-key. Speak your mind. "Australians respect people with opinions, even if they're different from their own," says Mora.
ENTERTAINING
When in a local pub, remember: Each person pays for a round of drinks. Missing your turn to "shout for a round" won't win you any friends. In Australia, your best bet is to be modest and relaxed, advises Mora. "Don't try too hard to impress."
ASIA
GREETING
A bow is the traditional greeting in Japan, and should be performed with eyes lowered and palms flat against the thighs. If someone bows to greet you, fold your body forward to the same level, advises Hutter, the etiquette expert: Depth indicates the status of your relationship.
NEGOTIATING
In South Korea, respect is the basis of successful business relations, Hutter says. "Executives should exhibit unusual patience and not force their position too quickly." Be punctual for meetings, she adds, even if your counterpart is sometimes late.
The Chinese are extremely status-conscious. "Have one person act as chief spokesperson, and introduce superiors in order of rank," Hutter advises. Bring lots of copies of your proposal. Above all, be realistic, she says. Exaggeration and hyperbole don't cut it. "Do not make promises you can't deliver."
MIDDLE EAST
DRESS
When that dark suit and tie has you sweating like George Will at a Woodstock reunion, use your head: Don't shed. Even in the hottest weather, conservative dress is a must, says etiquette guru Hutter. "No tight clothing for women, just modest suits and dresses and little jewelry or makeup," she says. "A scarf is good to have on hand."
NEGOTIATING
Though punctuality is not a priority for Middle Eastern businesspeople, visiting executives should always arrive at meetings on time. "Be prepared -- and be prepared to wait," advises Hutter. Have business cards printed in English on one side, the native language on the other. Offer the card with the non-English side up.
ENTERTAINING
Business dinners start late, and women are rarely invited, Hutter points out. "Take an interest in the food and culture, and try everything so as not to offend," she says. Finally, don't forget the basics: "Send a thank-you note immediately following your visit."
AFRICA
NEGOTIATING
Business prospects may be hotter than a sirocco, but in this tropical continent, keeping cool is the rule, says foreign-customs expert Gloria Hutter. "While negotiating in Africa, it's best not to show emotion." French-speaking executives fare particularly well in Senegal, which still retains strong, positive ties to the land of Brie. Unlike in Paris, however, the pace of business here is s-l-o-w.
DRESS & ENTERTAINING
From Egypt to Botswana, many executives wear Western-style business attire, usually of light cotton, says Hutter. Vibrantly hued costumes made of kente cloth are often reserved for special occasions, but you can expect to see them in business settings, too.
When dining at a business colleague's home in South Africa, you'll have to speak up if you want to eat. "It is considered impolite for the host to offer food first," says Hutter. "It is also improper for a guest to refuse food." Meals here often end on a familiar note, with American coffee and Earl Grey tea.
A picture book about your home state makes a nice gift, though African businesspeople are most impressed with punctuality, politeness, and impeccable dress.
SOUTH AMERICA
GREETING & NEGOTIATING
While a handshake is the traditional business greeting in Brazil, executives often embrace one another once a business partnership has been established, says Hutter. Don't be in a rush to reach a deal here, she adds. "It takes time to build relationships and begin the bargaining process."
In South America, expect a shortage of shut-eye: Business dinners seldom start before 9 p.m.
When doing business in Argentina, remember to keep the big picture in mind. "Maintain a long-term perspective to prevent unrealistic immediate expectations," says Hutter. Even if you're passionate about your product, steer clear of the hard sell. "When it comes to negotiating, a relaxed approach is best."
ENTERTAINING
Traveling to Chile? Brush up on mealtime protocol before breaking bread with the locals. "Chileans are very conscious of table manners," says Hutter. When dining with colleagues, keep your palms in plain view. "It's impolite to keep your hands under the table during meals."
EUROPE
GREETING
Better late than never is not an adage that applies in Germany, says Oracle's Mora. "Punctuality is highly prized by the Germans. Be on time for every appointment. Arriving even two or three minutes late can be insulting to a German executive."
NEGOTIATING
The French are known for their sense of decorum and reserve; when transacting business, it's best not to be too casual. "Negotiating here is an eye-contact sport," says Mora. "Don't be flustered if a businessman or woman regards you intensely." The British, by contrast, are less intense, less formal, and less demonstrative in meetings.
ENTERTAINING
In Italy, hospitality plays an important role in business life, and most often means dining out in a restaurant. Got jet lag? Get over it. "No matter how you feel, declining a dinner invitation is likely to offend," says Mora. Also, if you are invited to someone's home and decide to bring wine as a gift, don't be a cheapskate -- be sure it's a premium vintage. Many Italians are wine connoisseurs.
