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If we understand some business customs of our neighbors, it is easier to accomplish an objective between parties.
CANADA In Canada, punctuality is considered important. As a foreigner, you will be expected to be prompt, even if your Canadian counterpart is not.
Remember that people in many countries write the day first, then the month, then the year. This is usually the case in Canada.
Mornings tend to be preferred for appointments and business hours are generally 9am-5pm, Monday through Friday. Shop hours are generally 10am-6pm, Monday through Saturday, but many shops are open to 9pm. Sunday shopping was prohibited under The Lord's Day Act, but some provinces have changed the law, allowing local municipalities to decide if they want Sunday shopping.
In negotiating, styles tend to be very similar to those in the United States, although the pace may be slightly slower. Canadians associate the United States with self-promotion and "hype." Never inflate a product's benefits; it could generate claims of illegal promotion. When dealing with French Canadians, it is important to have all material written in French, as well as English.
In Quebec, there are very stringent French-language requirements for commercial endeavors. French is the legal language in which to conduct business, and signs must be posted in French.
In general, the manners of English-speaking Canadians are similar to those of English-speaking U.S. citizens. Canadian business people expect a firm handshake, direct eye contact, and an open, friendly manner. Despite these similarities, English-speaking Canadians are closer to the reserved traditions of the British than U.S. citizens. It is important not to come off as an overbearing boor from the United States.
While many Canadians quickly address others by their first names, it is safest to wait for your Canadian counterpart to suggest it.
One "un-American" habit that the Canadians have inherited from the British is a disdain for new clothing. Old clothes that are neat, clean, and "broken in" are respected among business people; new, trendy clothes may not be.
Acknowledge Canadians' desire for a "Canadian identity." French Canadians may stand closer while talking, use more expansive gestures, and are more likely to touch during a conversation.
Canada is multi ethnic nation-British, French, Inuit, Indian, German, and so forth---and the etiquette of business people may reflect their ethnic background. For example, many wealthy Hong Kong Chinese have acquired Canadian citizenship; their habits may be very different from those of other Canadians.
Business meals are popular in Canadian, and the use of a breakfast meeting is becoming popular. Most entertaining is done in public restaurants. Traditionally dinners were considered social occasions and if business was discussed, it was at the end of the meal. While this may be changing, it is safest to allow your Canadian counterpart to bring up business first.
MEXICO In Mexico, punctuality, although admired, is not strictly adhered to in daily life. Punctuality is expected from foreigners and in business circles, but bring some work in case the person you are meeting is late.
Punctuality is not expected for parties, dinner invitations, and other social events. Be at least 30 minutes late when invited to a party in a home. In Mexico City, be a least one hour late.
Make your appointments as far in advance as possible, and then reconfirm a week before. Meetings may take place at breakfast, lunch or dinner. Let your counterpart select which time. Business hours are 9am - 6pm, with lunch between 1pm - 3pm, Monday through Friday.
In negotiating, the business atmosphere is friendly, gracious, and easy-going. The pace will be slower than that of the United States or Europe. Decisions are made at top levels, with consultation at lower levels. This may take time. Be calm and patient with delays and build them into your time expectations.
Personal friendships are vital to business in Mexico. Mexicans are looking for long-term relationships based on mutual trust and reliability, or personalismo. It is important to spend time building these relationships, since your friendship will mean more to your contacts than the name of your company. Plan to make repeated visits and maintain contact. Be warm and personal; yet retain your dignity, courtesy, and diplomacy. If your new contact initially seems vague, suspicious and indirect, overcome this with trust and good will.
Mexicans highly value the individual dignity of a personal, regardless of social standing or material wealth. Therefore, do not pull rank, publicly criticize anyone or do anything that will embarrass anyone.
Mexicans avoid saying "no." "Maybe" or "We will" may actually mean "no." Do the same yourself. Get all agreements in writing in writing since "Yes" may have been said in politeness and the agreement later reversed.
If there is a disagreement, do not over compromise, since this would show weakness.
The best times for business meetings are breakfast or lunch, the main meal of the day. If you are invited to a home, do not expect to discuss business. Dinner is eaten at 8:30-9:30pm. Arrive about 30 minutes late.
It is customary for one person to pay the check of a group meal. This is often the oldest person in the group. It is good manners to haggle over paying the bill. Reciprocate by inviting the person out for another meal, insisting ahead of time that this will be your treat.
In greetings, men will shake hands and will often pat each other on the right forearm or shoulder instead of shaking hands. Be prepared for a hug on the second or third meeting. At a party, give a slight bow to everyone as you enter the room. It is customary to greet and shake hands with each individual. You are also expected to shake hands with each person when you leave.
Mexicans have two surnames, one from their father, which is listed first, followed by one from their mothers. Only the father's 's surname is commonly used when addressing someone. When a woman marries, she usually adds her husband's surname and goes by that surname, with "de" in front of the husbands surname as in Maria Sanchez de Martinez.
Conversations take place at a much closer physical distance than what may be considered comfortable in the United States . Pulling away from your counterpart may be considered as unfriendly-or a Mexican may simply step forward and close the distance up again.
Men should avoid putting their hands in their pockets. Hands on you're hips indicate that you are making a challenge.
When indicating height, use the index finger. Only using the whole hand shows the height of an animal.
In a store, pay for purchases by placing the money in the cashier's hand, rather than on the counter.
When giving gifts, silver is not the best choice because of the association with tourist trinkets. When giving flowers, be aware that folklore maintains that yellow represents death, red flowers cast spells, and white flowers lift spells.
UNITED STATES OF AMERICA In the United States, punctuality is highly emphasized. If you are going to be late, call and let your contact know. You should be prompt to a dinner invitation. If you are invited to a cocktail party, you can be a few minutes late; you do not need to call if you are up to half an hour late.
In the United States the month is written first, then the day and then the year. This is very different from many Europeans and South Americans who write the day first, before the month.
Prior appointments are necessary and the workweek is 8:30-9AM-5-6PM, Monday through Friday, and many people work overtime.
Many convenience stores that stock quick purchase items such as milk, snacks, gasoline, are open twenty-four hours.
Business is done at lightning speed in comparison to many cultures. U.S. sales people may bring final contracts to their first meeting with prospective clients. In large firms, contracts can often be approved by one middle manager in one meeting.
While knowing the right people and having many contacts in business is valuable, it is not seen as being as important for a salesperson as a good history of sales. Sales staffs are evaluated and compensated on their "track records" rather than the potential or exploiting of their contacts.
The normal focus in negotiations is the "bottom line" of financial issues, new technology, and short-term rewards. US executives begin talking about business after a brief exchange of small talk wherever they are meeting: home, office or a restaurant.
Whether a colleague is a man or a woman should be ignored except when it comes to personal questions. A woman should not be asked if she is married, although she may mention it.
The United States is the most litigious society in the world, and there are lawyers who specialize in every industry and segment of society.
The standard start to a conversation is "What do you do" meaning what kind of work do you do and for whom?" This question is not considered rude or boring.
Very often, conversation starters are begun by giving a compliment to a person you wish to meet.
Until you know a person well, do not discuss religion, money, politics, race, family planning, or sex discrimination. Topics that can be discussed are a person's job, travel foods and dieting, exercise, sports, music, movies, and books.
Before smoking, ask if anyone minds or wait to see if others smoke. Smoking is increasingly prohibited in public places, airplanes, office buildings, and sports stadiums. Large restaurants my have a designatged section for smoking.
Most business people have business cards, but they are not exchanged unless you want to contact the person later. Your card will not be refused, but you may not be given on in exchange. Don't be offended by this. The business card will probably be put into a wallet or purse and is not meant to show disrespect.
Business meetings are usually held over lunch from 12 - 2pm. Lunch is light as work continues afterwards, although alcoholic drinks may be ordered. Dinner, not lunch, is the main meal and starts between 5:30 - 8pm. Business breakfasts are common, and can start as early as 7am. Many business meetings on the weekends may be enjoyed at "brunch" which is a combination of lunch and breakfast beginning between 11am - 2pm.
If you are invited out socially, and your host does not offer to pay, you should be prepared to pay for your own meal. If you invite a U.S. counterpart out socially, you must make it clear whether you wish to pay. If you are invited out for business, your host will usually pay.
Before going to visit a friend, you must call ahead.
If you are offered food or drink, you are not obligated to accept. Also, your host will probably not urge you to eat, so help yourself whenever you want. Many foods are eaten with the hands and it is not considered rude to eat while walking; many people also eat in their cars while driving.
In greeting, the standard is a smile, often accompanied by a nod, wave or verbal greeting. In business situations, a handshake is used, which is very firm. Weak handshakes are taken as a sign of weakness. Men usually wait for women to offer their hand before shaking. The greeting "how are you?" is not an inquiry about your health. The best response is short and something such as "Fine, thank you."
The order of most names is first name, middle, and last. To show respect, use a title such as Dr., Ms. Mrs., etc, with the last name.
Direct eye contact shows that you are sincere, although it should not be too intense. Some minorities look away to show respect.
Taking someone out for a meal or other entertainment is a common gift.
This material is taken from "Kiss, Bow or Shake Hands," written by Morrison, Conaway Borden.
Harriet
Cochran Murray
For
additional information on
properties, for sale or lease
within the bay please visit Harriet
Murray website, call
or e-mail me at: harriet@casasandvillas.com
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