Intercultural manners Mia De Dooy Marketing Manager Antwerp World Diamond Centre 13-02-2007.

Intercultural manners

Intercultural manners

Mia De Dooy

Marketing Manager

Antwerp World Diamond Centre

13-02-2007

Antwerp, capital of diamonds

Mia De Dooy

AWDC

13-02-2007

• HRD established in 1973 to coordinate Antwerp diamond activities

• Services: Diamond Certificates, Diamond Grading Courses, Research, Public Relations

• January 2007: Foundation AWDC - HRD Antwerp NV (commercial unit)

Marketing• Conferences

• Trade fairs

• Exhibitions

Diamond Office Corporate Affairs• spokesmanship

International

Affairs

Antwerp Diamond Pavilions

Mia De Dooy

AWDC

13-02-2007

• What?– Group of Antwerp diamond companies (10 – 65)

at major trade shows worldwide

• Where– Vicenza - Italy (2x)– Hong Kong (3x)– Shenzen & Shangai - China (2x)– Dubaï (1x)– Mumbaï – India (1x)– Las Vegas - USA (1x)– Bangkok (1x)

Case studyDiamond Business Etiquette in

Hong Kong – Peoples Republic of China

– Introduction by intermediary– Approach: provide information– Host organisation– Foreign organisations: coordinate agendas– Delegations: definite structures

Mia De Dooy

AWDC

13-02-2007

Getting in Touch

Meeting & Greeting people

– Names are very important !– Namecards – Most gracious form of adress: use function

only– Airport meetings are very official– Telephone appointments: give enough info

Mia De Dooy

AWDC

13-02-2007

Basic cultural differences

– Group membership > individuality– Consensus is important– Danwei (work unit)– Confucian system of ethics en morals– Mianzi-Face is virtually important– Guauxi = Connections (networking)– Try not to put a Chinese in the position of

being unable to return a favor– Chinese: socialised from birth to keep

feelings from showing on their facesMia De Dooy

AWDC

13-02-2007

Points of etiquette (1/3)

– Manners are matter of form, rather than substance

– Maintaining surface harmony– Intermediaries carry unpleasant news– Inner outside circle

• Little philantropy• Little respect for public property

– Class distinctions are common– Other conception of social distance– Traditional: never demonstrative in public

Mia De Dooy

AWDC

13-02-2007

Points of etiquette (2/3)

– Common habits (no offence meant)• Belching• Spitting• Smoking cigarettes• Staring at foreigners

– Foreigners can offend Chinese with• Touching opposite sex / advanced age / higher

rank• Slinking in one’s chair• Pointing with something else than one’s hand• Obscene gestures

» (come here with finger)» Shrugging shoulders (I don’t know)Mia De Dooy

AWDC

13-02-2007

Points of etiquette (3/3)

– Silence is ok– Methods of saying no

• Something is inconvenient• Under consideration• Being discussed• No answer

– Chinese may tell a lie to spare a guest loss of face

Mia De Dooy

AWDC

13-02-2007

The business meeting

– Provide much info on background– Chinese prefer meetings in Conference rooms– Punctuality. Hosts arrive before guests– Foreign delegation leaders enter room first– Beginning: break ice– No solo meetings with delegations, not

everyone is introduced– Structured dialogues between principals– Always offer a way out (preserve face)– Use good interpreter– Have report made by a secretary

Mia De Dooy

AWDC

13-02-2007

Eating & drinking

– Chinese: extremely hospitable– If invited to Chinese home: meal is included– Eat a lot, and leave something on your plate– Host will continue serving– Don’t drink hard liquor alone– Order several small meals and eat together– Use the right chopsticks– Wash fingers and cutlery in bowl of hot tea

Mia De Dooy

AWDC

13-02-2007

Giving gifts– Gifts: sign of gratitude– Visiting groups are expected to give presents– Tipping is not the custom– Way to reward is giving small gift– Useful gifts are acceptable– Do NOT

• give cut flowers, clocks, green hats• Wrap presents in white (use bright red)• Give presents with one hand• Expect presents tot be opened in public

Mia De Dooy

AWDC

13-02-2007

Intercultural manners Thank You

Mia De Dooy

Marketing Manager

Antwerp World Diamond Centre

13-02-2007