International business offers many opportunities, but presents challenges. Different cultural practices can influence negotiations. Those who understand the rules strengthen relationships and avoid misunderstandings.
Japan: politeness and rituals as cornerstones
Japanese business negotiations begin with rituals that build respect and trust. A deep bow in greeting is just as important as the exchange of business cards (“Meishi”). These cards should be handed over with both hands and looked at carefully before being placed in an elegant case, a sign of appreciation. Building trust takes time in Japan. Decisions are often made in a collaborative process in which everyone involved is involved. According to Business Insider, Japanese partners find hasty decisions disrespectful. Anyone who shows patience and respects cultural subtleties will be rewarded in the long term.
USA: Direct communication and goal orientation
Efficiency and clarity are the pillars of American negotiations. After a short small talk, things quickly get down to business. American business people value measurable results and quick decisions. According to Onpulson, precise presentation is considered the key to success. In contrast to Asian cultures, personal relationships are less important and the situation is more important. American partners value direct communication and clear statements. On the other hand, anyone who appears too dissolute or indecisive could be perceived as unprofessional.
Russia: Trust through personal relationships
In Russia, business success is based on stable, personal relationships. Business negotiations are often deepened over dinner together, because trust is built in informal moments. Patience and authenticity are required, as an overly forced approach can cause skepticism. According to intercultural business etiquette, it is important to get involved on this social level before concrete negotiations begin. Once trust is built, decisions can be made more quickly. Nevertheless, thorough preparation for the negotiation is essential, as Russians like to rely on detailed facts.
China: Networks and harmony at the center
In China, personal networks (“Guanxi”) play a central role. Business relationships are built and maintained over years. According to Onpulson, harmony is the top priority – direct confrontations are avoided. This can make decision-making processes more lengthy as each side tries to maintain balance. Business cards are presented similarly to Japan and are an essential part of etiquette. Non-verbal communication, such as body language and facial expressions, is very important in China. It’s worth understanding these subtle signs to gain trust and respect.
Editorial team finanzen.net