Ethics Business Etiquette Lecture 9

Business etiquetteGreeting & Business cardsEtica traducatorului.Irina MarchitanLector superior, cat. Traducere, Interpretare si Lingvistica Aplicata

Etiquette defined

Rules of acceptable behavior:the rules and conventions governing correct or polite behavior in society in general or in a specific social or professional group or situation.

Greeting etiquette1. Stand up when you meet someone. This allows you to engage the person on an equal level- eye to eye. By remaining seated, you send a message that you don't think the other person is important enough to warrant the effort it takes to stand.

Greeting etiquette

2. Smile. Your facial expression says more than your words. Look as if you are pleased to meet the other person regardless of what is on your mind. Put a smile on your face for the person standing before you.

Greeting etiquette

3. Make eye contact. Looking at the people you meet says you are focused and interested in them. If you are staring off somewhere else, you may appear to be looking for someone more to your liking to come along.

Greeting etiquette4. Introduce yourself immediately. As soon as you approach people you don't know or are approached by them, say who you are. Don't stand around as if someone else is in charge of introductions.

Greeting etiquette5. Include a statement about who you are when necessary.

It is not always enough to say, "Hello, I'm Mary Jones." Give more information. "Hello, I'm Mary Jones. I work for ABC Corporation.

Greeting etiquette6. Offer a firm handshake. Extend your hand as you give your greeting. The person who puts a hand out first comes across as confident and at ease. Make sure that this physical part of your greeting is professional. Dont offer bone-crushing or weak handshakes.

Greeting etiquette7. Learn how to make smooth introductions. In business you always introduce less important people to more important people. Be sure to add something about each person so they will know why they are being introduced and will have some information with which to start a conversation.

Greeting etiquette8. Know who the more important person is. The client or the business prospect is more important than your boss.

9. Pay attention to names when you meet people. It is all too common to be thinking about what you are going to say next and not focus on the other person.

Greeting etiquette10. Use first names of people whom you have just met only after they give you permission. Not everyone wants to be addressed informally on the initial encounter.

Video: Making introductions

Business cards etiquetteThe business card is an internationally recognized method of offering a fellow businessperson your contact details. So if you travel overseas on business a lot, you should take a good supply of cards with you.

Business cards etiquetteIf you are travelling to a country where main language is not English, you should also have one side of the card translated into the language of the country youre visiting.Always present your business card with the foreign version side up, not the English side.

Business cards etiquetteIn many countries its considered disrespectful if you immediately put the card you are offered straight into your pocket. You should study it for several seconds and comment on it or clarify any information on it before putting it away.

Business cards etiquette

Business card is usually offered at the beginning or the end of a meeting.

Business cards etiquetteExamples of what you should and shouldnt do.

Middle EastAlways present your card with your right hand, never your left.

Business cards etiquetteChina

Have one side of your business card translated into appropriate Chinese dialect, i.e. Cantonese or Mandarin using simplified Chinese characters that are printed in gold ink since gold is an auspicious colour.

Business cards etiquetteChinaYour business card should include your title.

If your company is the oldest or largest in your country, that fact should be highlighted on your card.

Business cards etiquetteChinaHold the card in both hands when offering it. Never write on someone's card unless so directed.

Business cards etiquetteJapanBusiness cards are exchanged with great ceremony.

Invest in quality cards.

Always keep your business cards in good condition.

Treat the business card you receive as you would the person.

Business cards etiquetteJapanMake sure your business card includes your title.

The Japanese place emphasis on status and hierarchy.

Business cards are always received with two hands but can be given with only one.

Business cards etiquette

During a meeting, place the business cards on the table in front of you in the order people are seated.

When the meeting is over, put the business cards in a business card case or a portfolio.

Business cards etiquetteIndiaIf you have a university degree or any honour, put it on your business card.

Business in India places a great emphasis on academic achievement so in addition to your name and job title, state university qualifications you have.

Business cards etiquetteIndia

Always use the right hand to give and receive business cards.

Business cards need not be translated into Hindi as English is widely spoken within the business community.

Business cards etiquetteFrance Business cards are exchanged after the initial introductions without formal ritual. Have the other side of your business card translated into French.

Although not a business necessity, it demonstrates an attention to detail that will be appreciated.

Business cards etiquetteFrance Include any advanced academic degrees on your business card.

French business cards are often a bit larger than in many other countries.

Video: business cards

Case study

Case studyWhere is this French businessman? Does he look relaxed? What do you think he is feeling?

Have you ever arrived in a country without any knowledge of the language or without knowing anyone?

Case studyIf you wanted to do business with a certain company in another country how would you want to be introduced?

Look at the list below and decide what is a good idea (G) and what is a bad (B) idea.

Case study1. Write a letter introducing yourself to an appropriate person in the company.

2. Call and introduce yourself to an appropriate person in the company.

3. Make an appointment to introduce yourself to an appropriate person in the company.

Case study4. Ask an influential person to introduce you to someone in the company.

5. Contact the chamber of commerce, consulate, or other official agency and ask for an introduction.

TelecommunicationsColombian Cultural InformationIn Colombia, the phone is not used as much as it is in information centered cultures like the United States. Important business is taken care of in person or on paper. A phone call is an inappropriate way to introduce oneself or sell something.

TelecommunicationsU.S. Cultural InformationIn the United States phone communication is very common and accepted.

Business meetings are frequently conducted on phones.

Sometimes people work together for months or even years before ever meeting.

IntroductionsColombia One can introduce oneself or go through an agency in Colombia, but the most effective way to be introduced is through a common friend or contact.

It is very important to be well connected to decision makers.

IntroductionsUSAIn the United States one can use social connections to get introduced, but a social introduction is not as effective as it is in other countries. Doing a special favor for a friend is not a respected business practice. Introductions through trade associations are a fairly common practice. For salespeople it is even more common to directly introduce oneself without the help of a third party.

Representation Colombia The character of the person who represents a business is more important than the character of the business he represents. This means that in the initial contact the most commonly asked question is: "Can I do business with this person?", not "Can we do business with this company?

Representation Colombia Business relationships operate on a personal level and last a longer time than in the United States.

RepresentationUSA

The character of a company is more important than the character of the person representing the company in the United States.

The question one asks in the first contact is, "Can we do business with this company?

RepresentationUSA Businesspeople change jobs frequently.

These frequent changes encourage U.S. business relationships to focus more on the companies than on the individuals representing the companies.

Personal ConnectionsColombia In Colombia, the better connected a person is to important decision makers, the more attractive he or she is as a business partner.

The more associations a person has, the more power that person has.

Personal ConnectionsUSA Succeeding without the help of special personal connections shows independence and an ability to work hard.

These qualities are highly respected.

Personal ConnectionsUSA Working on your own does not hurt your reputation.

As a matter of fact, the more powerful a person is, the more isolated the person can become.

Time Colombia Because personal relationships are important in business in Colombia, one expects to spend some time in the beginning to get to know each other. Trust and loyalty are the foundation of a good business relationship. They don't develop in a day.

Time Colombia In the first contact, time is spent getting to know each other. A dinner talking about general interests, not about business, is a common way to begin a business relationship. The relationship may develop with small favors, frequent visits, and time.

TimeUSA"Time is money" is a common saying in the United States.

In making initial contacts, very little time is spent on building social relationships.

Conversation is quickly focused on business.

TimeUSAIf there are any dinners or social events they are mainly used to discuss business, not other interests.

The home office usually pressures the salesman to get the account as quickly as possible.

Case studyGETTING CONNECTED IN COLOMBIA

A bank in Bogota, Colombia decided to improve its computer communications system.

The top sales manager of a young but successful communications company in the United States wanted to get the Colombian account.

Case studyGETTING CONNECTED IN COLOMBIA

The sales manager, Peter Knolls, was a young man with an excellent background in computers and U.S. sales. He had been one of the original partners in this small communications company.

Case studyFrom his office in Chicago, he started to look for the right person to contact. He called several people in the Colombian bank but wasn't able to get a hold of the person in charge of the account. He decided to call the Colombian Association of Banks.

Case studyThe association coordinates bank business and encourages foreign investment. It also acts as a third party to introduce foreign contacts. An agent of the association named Roberto Coronas was the key contact of the Columbian bank for the account.

Case studyThe agent then suggested they all meet together in Colombia. Knolls, wanting to be certain that a trip to Colombia would be worthwhile, asked the agent for Coronas's phone number and called him immediately.

Case studyHe introduced himself to Coronas and began to explain how his company could develop the best computer system for the bank.

Coronas suggested they meet each other in person to talk further.

Case studyBefore leaving for Colombia, Knolls sent a brief letter to Coronas describing his company and its interest in doing business with the bank.

He also sent his company's credentials.

Case studyThese included a profile of his company with all the necessary financial information from the past two years and some references from satisfied clients.

This information would show what a good reputation the business enjoyed in the United States.

Case studyKnolls went with the agent to meet Coronas in person.

After a brief introduction, Coronas suggested that the two men have dinner together that evening.

Case study

At the dinner the sales manager was ready to talk about business, but Coronas wanted to talk about general topics, such as business friends and Colombia's literary and cultural history instead.

Case studyKnolls said his interest was in business, not in the arts.

The young man explained how he had independently developed a successful communications business without any special help or connections.

Case study

He did not make a good impression on Coronas.

At the end of the evening, Coronas said they should stay in touch, but he never contacted Knolls again.

Identify Mr. Knolls mistakes