basic-guide-to-exporting_Latest_eg_main_086196

Obtaining Assistance from U.S. Embassies and ConsulatesAs you plan your trip, you can discuss your needs and the services available atparticular embassies with the staff of your local U.S. Commercial Service office. Youmay also find it useful to read the appropriate Country Commercial Guide providedby the Department of Commerce.Commercial and economic officers in U.S. embassies and consulates abroad assist U.S.exporters by providing in-depth briefings and arranging introductions to appropriatecompanies, individuals, or foreign government officials. Your local U.S. CommercialService office can help you access these services, or you can contact embassy andconsulate personnel directly; a description of your company and the extent of yourinternational experience will be helpful to in-country U.S. officials. Arrangementsshould be made as far ahead as possible. Addresses of U.S. embassies and consulatesthroughout the world are available at state.gov.Considering Cultural FactorsBusinesspeople who hope to profit from their travel should learn about the history,culture, and customs of the countries they wish to visit. Flexibility and culturaladaptation should be the guidingprinciples for traveling abroad on business.Business manners and methods, religiouscustoms, dietary practices, humor, andacceptable dress vary from country tocountry. You can prepare for your overseasvisits by reading travel guides, which arelocated in the travel sections of mostlibraries and bookstores.Understanding local culture can bethe difference between making andlosing a sale. And, who knows—youmay end up loving the local food,movies, and sports teams!Some of the cultural differences U.S. companies most often face involve businessstyles, attitudes toward business relationships and punctuality, negotiating styles,gift-giving customs, greetings, significance of gestures, meanings of colors andnumbers, and conventions regarding the use of titles.The cultural anthropology literature has given us many insights into how othercountries do business and how to avoid cultural blunders. To Thais, for example,being touched on the head is extremely offensive. Useful to know? Maybe. But it’shard to imagine in the United States or anywhere else businesspeople meetingfor the first time or even after several times and engaging in head touching or hairmessing. So by all means read the literature and talk with people who know theculture. But don’t be intimidated and don’t be reluctant to meet people. And do keepthese general rules in mind.Both understanding and heeding cultural differences are critical to success ininternational business. Lack of familiarity with the business practices, social customs,and etiquette of a country can weaken your company’s position in the market,186U.S. Commercial Service • A Basic Guide to Exporting