basic-guide-to-exporting_Latest_eg_main_086196

Gift giving is an important part of doing business in Japan, where gifts are usually exchanged atthe first meeting. In sharp contrast, gifts are rarely exchanged in Germany and are usually notappropriate. Gift giving is not customary in Belgium or the United Kingdom either, although inboth countries it’s suitable to bring flowers when you are invited to someone’s home.Customs concerning the exchange of business cards also vary.Although this point may seem of minor importance, card giving isa key part of business protocol. In Japan, for example, the Westernpractice of accepting a business card and pocketing it immediately isconsidered rude. The proper approach is to carefully look at the cardafter accepting it, observe the title and organization, acknowledgewith a nod that the information has been digested, and perhapsmake a relevant comment or ask a polite question.Attention to detail can go along way in making you standout among the competition.Negotiating is a complex process even between parties from the same nation. It is even morecomplicated in international transactions because of the potential for misunderstandings thatstem from cultural differences. It is essential to understand the importance of rank in the othercountry and to know who the decision makers are. It is important to be familiar with the businessstyle of the foreign company, to understand the nature of agreements there, and to know thesignificance of gestures and negotiating etiquette.Through research or training, you can acquire a working knowledge of the business culture,management attitudes, business methods, and consumer habits before you travel abroad.That knowledge is very likely to have a positive effect on your overseas travel. Your local U.S.Commercial Service office can provide what you need to make a strong first impression.Chapter 16: Business Travel Abroad189