Published February 2001

Research country’s customs before traveling abroad

Q. I recently have been assigned to a new international division in our company for business development. Although I won’t be required to live overseas, I will be traveling extensively throughout Asia and Europe, calling on business executives as potential partners in our expansion. Many of these contacts will be social. Can you provide some basic guidelines of the dos and don’ts in various cultures?

A. Once you know which nationalities you will be dealing with, begin researching appropriate etiquette issues at the library, bookstores or on Web sites. Despite the breadth of information, these sources never cover everything, and polite inquiries when overseas will help fill in the blanks.

I also have had the pleasure of discussing these issues with two of Puget Sound’s foremost international business etiquette consultants, Doris Brashear of Northwest Protocol Consultants and Randi Fredig, Seattle-based public speaker and corporate trainer.

Here is a summary of some of their insightful guidance:

In Asia, for instance, a sure-fire way to jeopardize a deal is to push for a quick close after presenting your proposal. Asians, and the Chinese and Japanese in particular, like to move strategically and at a slower, more thoughtful pace. Pushing them to sign an order might jeopardize it.

What common American action can “turn off” the Japanese? In meetings, you should resist crossing your legs; if you allow the bottom of your shoes or feet to show, the Japanese may be offended.

Be wary of gift-giving wherever you travel. Presenting gifts without a firm knowledge of a country’s customs and mores is fraught with peril. In Japan, for instance, gift-giving becomes a separate and almost solemn event within the structure of the business meeting. If you plan to give a gift in Japan, inform the would-be recipient well in advance so that the gift-giving can be scheduled and the recipient has time to arrange a gift for you. Also, after exchanging gifts in Japan, it is customary not to open them until after departing. A formal thank-you note expressing your appreciation is expected.

What gifts should be avoided? Potted plants are not an appropriate gift in Asia. A plant symbolizes that your relationship is restricted or bound up in a negative way. In addition, red- and white-colored flowers have a negative connotation in many countries and should be avoided. In Japan, make sure your gift was not made in that country or in any way associated with the “bad luck” numbers of four and nine.

Another faux pas in Japan is immediately pocketing or otherwise removing a business card offered to you. The Japanese take great pride in their business cards, and they expect one that’s proffered to be read and commented on prior to it being placed in a pocket or purse.

Eric Zoeckler operates a marketing communications firm, The Scribe, and writes "Taming the Workplace," which appears Mondays in The Herald. Contact him at 206-284-9566 or by e-mail at mrscribe@aol.com.

Back to the top/February 2001 Main Menu