Thinking about building relationships, rather than just managing transactions, is essential for successfully navigating global business today. While it's often tempting to think you can fly into another market, get the deal done and the contract signed and fly home, this is contrary to the way business is conducted in many parts of the world. For example, as one Texas-based CEO shared with me recently when talking about his business dealings in Myanmar: "You will likely need to invest in relationships over a period of several years before expecting anything to be signed, sealed or delivered."
So, what are the basics you need to help build trust, inspire respect and create long-lasting business relationships with your trade partners around the world? These 7 tips will set you on the right path:
- Speak Their Language: Research the official language of the country and do not assume it is English. Although businesspeople may speak English, it is best to hire your own interpreter so that you communicate your message clearly and understand side conversations. Translate your business card into the local language, a detail appreciated by locals.
At the very least, remember that without a firm foundation of respect and trust, business transactions are like houses built on sand. While in the West we tend to think of relationships as transactional, in the sense that you nurture them only after a deal has been struck, the opposite is true in many parts of the world. Be relationship-focused before, during and after your interactions overseas.
Sharon Schweitzer, JD is an intercultural and international etiquette expert to Global 2000 and Fortune 50 companies. As founder of Protocol & Etiquette Worldwide, her work and travels have taken her to over 60 countries on seven continents. She has over 20 years' experience providing consulting and training to more than 100,000 attorneys and corporate executives in law firms and global corporations. Sharon's early years as an employment attorney involved cultural dynamics between employees and management. She has delivered presentations and workshops for Charles University, Prague; The Ohio State University; and The University of Texas at Austin. Sharon speaks French and some Czech. She is a popular radio and TV guest as well as a sought-after conference speaker, columnist and blogger. Connect with her at www.austinprotocol.com