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| Cross-Cultural
Relationships
By Harriet Murray
July 6, 2003 |
Recently I was privileged to attend
a section of the course taught for certification to
become a Certified International Property Specialist.
One of the important lesson plans examines the differences
that affect business relationships.
If you are selling or buying real
estate in a foreign country, it is important to understand
the cultural differences that may influence your business
relationships.
 Language,
religion, and social structure contribute to the context
of a business relationship, which includes the work
of buying or selling a property. The values, customs
and attitudes of another culture are not necessarily
the same as your own. They may differ significantly
in the level of formality, public manners, and conversational
rules, work ethic, attitudes toward foreigners, gender
roles, dress, level of individualism versus group conformity,
loyalty, power, business protocols, level of directness,
methods of conflict resolution and decision-making,
pace, entertainments and gift -giving, eating behaviors,
days of religious observance. That's a lot to think
about!
For many cultures, the history of
a country and its people is extremely important and
very much influences everyday life. Political, social
and religious beliefs can create predispositions for
the way in which a certain culture interacts with other
nations and/or people. In Brazil, for example, it is
wise to avoid discussing politics relating to Argentina,
Brazil's traditional rival.
Keep in mind that the way, in which
people make decisions, place their trust in others,
disclose information, or even make eye contact, is often
deeply rooted in cultural mores.
Stereotypes are attitudes toward
groups of individuals that can prevent people from treating
those individuals objectively. Such opinions can make
it harder to find an understanding of each other.
Prejudices invoke sharp emotional
responses. For example, prejudice exists when someone
dislikes another because of a difference in religious
background. Prejudice may also be the situation when
marketing efforts are focused on a favored group, such
as "rich Americans."
In America, people say" "Sticks
and stones may break my bones, but words will never
harm me." Arabs say: "A sharp tongue cuts
deeper than the sword." Thus these cultures look
differently at the importance of compliments, insults,
or indifference.
A tip: Cultivate a positive regard
for another cultures; sincere good can cause mistakes
to be overlooked. Accept what you can't understand.
The countries that make up North
America are Canada, the USA, and Mexico. The differences
noted here are generalizations.
In Canada and The United States,
business practices can be influenced by Judeo-Christian
traditions, legal traditions of common law, a belief
in using the law to resolve conflict, mobile social
stratas that are more influenced by material status
or family than by set roles, individual or family priority
over other group interests, linear concept of time,
a logic based on reason rather than situational dictates,
a tendency toward openness to foreigners, great ethnic
diversity.
A cultural sketch of Canada:
English and French are the official
languages, and French is predominant in Quebec. Canadians
are generally analytical and favor the objective over
the subjective. There is a strong sense of ethnocentrism
within each province, particularly in Quebec, where
citizens are considered French Canadians. Emphasis is
placed on ability. Individual recognition is highly
valued. Emotion is not shown in public.
Business practices most often
used:
A firm handshake, with eye contact,
and a friendly manner is customary. First names are
used when the other party suggests that you may do so,
otherwise, stick with titles and the surname to show
respect. Do not be overbearing. Allow the Canadian citizen
to be the first to bring up business if you are in a
social setting. Business gifts or dinner or entertainment
are usually exchanged at the close of business.
Mexico
Mexico can be described along with
their Latin American counterparts. Spanish or Portuguese
is part of their heritage. In addition to Mexico, the
countries most likely to play a role in international
real estate are: Brazil, Argentina, Venezuela, Panama,
Columbia, Chile, Costa Rica, Educator and Bolivia.
Some of the cultural influences that
affect how business practices are done include: Judeo-Christian
traditions, legal traditions of civil law, minimal respect
for the law and a slow judicial activity, fixed social
stratas and limited upward mobility; non-linear notions
of time, logic based on emotions and situational dictates
rather than on reason, strong loyalties to the family.
A cultural sketch of Mexico:
There exists a strong allegiance
to the Catholic Church. An individual is responsible
for his/her own decisions, but the good of the family/group
is most important. Subjective feelings are often used
as the basis for truth. Women are well respected. Age
and rank are held in high esteem. People are informal
and open in sharing feelings.
When conducting business, be
aware:
Shake hands upon greeting and departing.
Do not refer to the United States as "America."
Mexico is also the "United States of Mexico"
and in North America. Be aware that questions are typically
answered with the intention to please, even when the
information is known to be incomplete or the requested
action impossible. People are more important than schedules;
meetings can be interrupted by personal visits. Short-term
profits are commonly preferred over long-term results.
This article is based upon legal
opinions, current practices and my personal experiences
in the Puerto Vallarta-Bahia de Banderas area. I recommend
that each potential buyer or seller conduct his own
due diligence and review.
Sources for this article are from
the course manual of "Essentials for International
Real Estate," National Association of Realtors
HARRIET MURRAY
Harriet
Murray, Broker
For additional information on properties for sale or
lease within the bay, please call or e-mail me at: harriet@casasandvillas.com
Thanks and until next week.
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