Cultural-Business Protocols

Around The World (2019)

The Essential Guide for International

Business Professionals

Written By:
Amelia .T. Salmon
 A
Research Project
On

“CULTURAL-BUSINESS PROTOCOLS AROUND THE WORLD (2019)

THE ESSENTIAL GUIDE FOR INTERNATIONAL BUSINESS
PROFFESIONALS”

SUBMITTED TO SOUTHEAST COLLEGE IN PARTIAL FULFILLMENT OF THE

REQUIREMENT FOR THE AWARD OF THE
CERTIFICATE
IN
FRONT OFFICE AGENT

Submitted By:

AMELIA TONI-ANN SALMON

Under the guidance of Instructor Mr. E. Pryce

DEPARTMENT OF BUSINESS, EDUCATION AND COMPUTER,

SOUTHEAST COLLEGE

DATE OF SUBMISSION: October 22, 2019

 Table of Contents
Acknowledgement ……………………………………………………………………………....1

Introduction …………………………………………………………………………………….2-3

Business Protocols ……………………………………………………………………………...4

Australia ……………………………………………………………………………………….5-8

Russia ......................................................................................................................................... 9-12

South Korea …………………………………………………………………………………………………………………………………13-16

Brazil …………………………………………………………………………………………………………………………………………….17-20

China …………………………………………………………………………………………21-24

United States ………………………………………………………………………………....25-29

Conclusion …………………………………………………………………………………......30

Bibliography …………………………………………………………………………………...31
 ACKNOWLEDGEMENT

This research would not have been possible without the essential and gracious support of the
following persons who have helped me in conducting this research paper.
Firstly, with God all things are possible, and without him this research would not have been
completed. It is my proud privilege to also release the feelings of my gratitude to thank the
persons who helped me directly and indirectly to conduct this research project.
I express many thanks to Instructor E. Pryce for giving me this opportunity to conduct this
research.
Secondly, I would like to express thanks to the Principal Mrs. Julian Wright and all faculties
members of Southeast College for their co-operation and coordination.
I am extremely thankful to my cousin Osnique Tyrell for her kind guidance, encouragement and
who have directed me to resources, information and materials used to complete this research.
I sincerely would like to thank my friend Renaire Dudney who have more or less contributed to
the preparation of this research paper.
The study has indeed helped me to gain more knowledgeable avenues related to this topic and I
am certain it will help me in my future endeavors.

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 INTRODUCTION

Traveling to any of these countries to do business soon? If so, then this research paper is
exactly what you need to help guide you with your business travel. No matter where you go in the
world or what you’re doing, there is always a “unique” way to do business, but there could also be
a slight variations of customs and traditions that you have to respect. However, majority of these
expectations will be common. For example, smiling is a universally recognized signal of an
amiable person. On the other hand, frowning and being rude while interacting is considered
impolite and that is why becoming knowledgeable in every country’s “silent language” of etiquette
is therefore essential for developing good business relationships internationally. Cultural-
Business Protocols Around The World (2019): The Essential Guide for International
Professionals will give you a synopsis of business protocols that are practice among these
countries including: Australia, Russia, South Korea, Brazil, China and United States.

Consequently, conducting business effectively across cultures requires mastering the

ability to communicate with people from cultures other than your own. With the continuing trend
towards globalization, every member of an organization must obtain some knowledge of cross
cultural competence. Whether you are traveling to other countries to meet with clients, vendors,
or people in your own organization or arranging meetings for others at home or abroad, our
effectiveness on our many faceted roles as business people will automatically depend on the
willingness and ability to learn about business practices, norms and expectations in other places.

Eventually, in every business environment it is very important than ever to understand the
business culture of your target markets. This research paper will practically guide you to
understand, anticipate and respond to unexpected behavior while doing business in other countries
internationally. It is always said that the “First impression usually Last” and as such one should
also practice proper business protocols in order to win business opportunities. Bear in mind that
respectful and culturally appropriate behavior is important when doing business overseas. What
may be consider customary in one country may be rude in another. Therefore, this is why this
research was conducted to save you the energy, time and to put your best foot forward when
conducting business overseas.

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 Each section will address the most appurtenant points of protocols that are important for
becoming familiar with the national praxis. It is aimed at demonstrating how to prepare you for
doing business abroad, so that you can represent your company, your country and yourself in the
best way possible. The research will guide current and future students, business professionals, and
anyone who generally wants to be globally educated on these powerhouses.

In addition, business protocols can encompass many different facets, and as such the scope
of my research will outline: What is define as Cultural-Business Protocols? The Importance of
Business Protocols in businesses and the major contributing factors of business protocols amongst
other countries which includes: Meetings, Greetings and Introduction, Business Dress Code
(attire), Negotiations, Business Entertaining and Dining, Gift Giving, Conversations and Hours of
Business. All countries were analyzed in a bid to see the comparison with each individual country.

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 WHAT IS CULTURAL-BUSINESS PROTOCOL?

According to Secretariat of National Aboriginal and Islander Child Care, and I quote
“Cultural Protocols as the name suggest is refer to the customs, lore and codes of behavior of a
particular cultural group and a way of conducting business. It defines the procedures used to
guide the observance of traditional knowledge and practices. It exist standards of behavior used
by people to show respect to another” end of quote. “Business protocol” is define as a general
term that place emphasis on several aspects of a business, which includes everything from
behavior and dress to task execution. It is a set of guidelines that are use to practice the rules and
behaviors that are considered acceptable in social and professional relationships.

THE IMPORTANCE OF BUSINESS PROTOCOLS IN BUSINESSES

Have you lost a business deal, because you lack knowledge of proper business etiquette?
Then hear is why you should start practicing proper business etiquette. Business protocols are
vital in businesses, because it helps in the formation of relationships with a country and its
partners. Each country communicate differently and as such doing business with people from
different background requires an understanding of their perspective, values or methods in
expressing themselves.

It is essential because it provides personal security, knowing how to behave appropriately

in a given situation makes you more comfortable. Business protocols promote business growth as
well, helps present a uniform, professional face to the public, to partners and to donors enhances
impression and prevent misunderstanding. A lack of business etiquette will limit your potential,
harm your personal brand, and jeopardise relationships that are fundamental to business success.
So it is important to practice proper business etiquette because it will definitely help you in the
near future.

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 AUSTRALIA

Meetings:

Australia is known for its dynamic business community and despite the country’s
reputation for being laid back, there are some rules of engagement. In Australia punctuality is
highly regarded and appointments are necessary, preferably they should be made one month in
advance. Always arrive on time for an appointment, and handle correspondence as promptly as
possible. Meetings are usually easy to schedule with anyone, at all business levels. If you are
making a presentation, avoid hype, making exaggerated claims, and whistles. The best place for
business meeting in Australia, all depends on the type of meeting, for more important meetings,
the office or the boardroom is the best place for a less formal meeting the local coffee shop
works great. Always get to the point, although small talks is part of the relationship building
process. One important tip to keep in mind while conducting business with Australians is that
words are taken at face value. For that reason, be very direct, accurate and to the point and say
what you have to say and expect your words to be taken literally.

Greetings and Introduction:

So I am certain that in your life you have actually watched one television program or
documentary with Australian natives and one of the best introduction by far is their signature
phrase “Gday Mate” by now everyone should be familiar with this phrase. Regardless of how
well people know each other, this is common casual greeting especially between individuals who
have already established a rapport. Australians are not very formal so greetings are casual and
relaxed. Aussies prefer to use titles such as Mr., Mrs., and Ms. when first introduced, but usually
move to first name basis quickly. You would still want to use first names until invited to do so. A
firm handshake with eye contact for male and female business persons is the acceptable business
greeting, also shake hands with everyone before leaving the meeting, and make sure business
women offer their hands first. The exchange of business cards is not an essential step, but it is
best to bring a sufficient supply, offer your card to everyone present. You may not always get one
in return. When presenting your card, smile and keep eye contact, then take a few moments to

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look at the card you received. You can use business cards when being introduced to business
associates.

Business Dress Code (Attire):

In corporate Australia, standard business dress code is still very much the norm. Dark
suits and ties are standard attire for management level businessmen, with women wearing
business suits with either skirts or trousers. Depending on the weather and also the circumstances
of the business you may also see men in short-sleeved shirts with shorts a tie and a knee- high
socks. Avoid excessive jewelry and accessories which may be viewed as too flashy and therefore
unprofessional.

Negotiations:

In Australia, negotiating often means engaging in a friendly debate aimed at reaching a

mutually agreeable solution. Buyer and seller in a business deal are equal partners who both own
the responsibility to reach agreement. They may focus equally on near-term and long-term
benefits. The primary negotiation style is cooperative and people may be open to compromising
if viewed helpful in order to move the negotiation forward. Business protocols should be
presented with acceptable terms.

For Australians, bargaining is not customary. They will often negotiate major issues
without over emphasis on details. However, contract are generally detailed and firm. In
Australia, negotiations should not be overly extended but kept to a reasonable amount of time as
Australians do not like to negotiate for very lengthy periods of time and so negotiations are
usually done quickly. Any attempts at manipulation would be poorly regarded and could cause a
breakdown in negotiations. Decision making in Australia tends to be concentrated at the top
rank of a company, sometimes the need to get approval from those higher positions cause delays.

Business Entertaining and Dining:

Always arrive on time or a few minutes early for a dinner. Australians follow continental-style
dining etiquette (fork held in the left hand; knife in the right). In Australia there is no great

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tradition for business entertaining and it certainly shouldn’t be viewed as the quick way to
cement relationships with a new client or contact. In fact you are more likely to be asked out for
lunch or dinner once a firm relationship has been established, in this way the meal can in no way
be seen to have influenced a business decision. Keep your hands above the table and elbows off
the table. Never say you are “stuffed” after a meal, this means you are pregnant. Business is
often conducted over drinks buy only when it is your turn, as it is considered rude to buy out of
order.

Do not mention your business dealings until your Australian counterparts initiate that part
of the conversation. Never propose entertainment events over the weekend period, Australians
like to keep their weekends free. While business dinners are common, there may be little or no
discussion of actual business aspects. Australians often prefer to keep business and pleasure
separate. Social events do not require strict punctuality. While it is best to arrive at dinners close
to the agreed time, being late to a party by 15 minutes is acceptable.

Gift Giving:

Although gift giving is not as common in Australia as it is in other countries, it is

appropriate to go with something in hand if you are invited to the home of an Aussie. When
invited to an Australian home, bring a small gift (flowers, chocolates, or books about your home
country or region) for your hosts. Australia produces excellent wine, so taking wine would be
like taking sand to the desert. The most important rule to remember when exchanging gifts with
Australians is that your thoughtfulness matters more than the cost of the gift.

Conversations:

In Australia, there are very few Australians who ever lack for something to say. In fact
most people who meet them describes Aussies as a very friendly and articulate group. Australians
love a good debate and are quick-witted conversationalists. Religion and politics are great subjects
for discussions, never boast about yourself or your company’s accomplishments. They prefer to
see achievement in action and make their own decisions, about your worth rather than have you
tell them how great you are.

7
Hours of Business:

Australia hours of business is work week from Monday to Friday 9:00am to 5:00pm and Saturday
9:00am to 12:00pm

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 RUSSIA

Meetings:

The first meeting usually serves the purpose of establishing credibility and determining if
a relationship is worth forging. Meeting especially the first ones are likely to have a formal
atmosphere and follow a very strict procedure. Russian professionals may ask to sign off on a
“protokol” at the end of the meeting, which is similar to minutes. Scheduling an appointment can
be difficult and lengthy process, and so every effort should therefore be made to keep them once
they have been scheduled. When introducing an offer, it is important to provide a long and
detailed presentation that refers to precedent cases on the subject. As Russians are generally less
flexible and adaptable, new ideas should be introduced gently and directions as personal
recommendations rather than official requirements. These ideas may also cause discomfort and
put Russian professionals in an awkward position, as they cannot commit before they have
sought approval from higher up. On the other hand, flexibility and willingness to compromise
can be seen as a sign of weakness. Despite their willingness to engage in business, Russians may
also walk away from the deal and cancel meetings at last minute to test the flexibility of their
foreign counterparts, it is important to talk to Russian counterparts as equals and not to come
across as condescending.

Russians are usually quite status-conscious, it is recommended to ensure your team

matches the Russian team in terms of number and rank. Russians tend to display emotions in
meetings and negotiations may include heightened tempers. Some Russian professionals may
even storm out of the meeting room; therefore, it is important to hold your ground. Interruptions
during meetings are common as participants follow different discussions. It is recommended to
maintain direct eye contact while speaking and not to show the soles of your shoes as this is
considered rude. Before a meeting you should re-confirm by phone, both with the person and
with his or her secretary. Russians prefer direct contact to emails or letters – the postal service is
famously unreliable, so make sure you speak in person. Russians do not generally adhere to
formal agendas, as the most senior person will dictate the topics and length of discussions.
Russians are traditionally very punctual, especially when meeting foreigners. This is beginning

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to change, especially among senior directors in new businesses who like to demonstrate their
power by keeping visitors waiting. For a meeting of equals expect punctuality: meetings will
start on time but will continue until all points are covered.

Greetings and Introduction:

When meeting someone in Russia Handshakes are on the firm side and it is important to
maintain direct eye contact while shaking hands. A slight nod of acknowledgment may also
suffice. Business cards are exchanged after the initial introductions without formal ritual, ensure
you have one side of your business card translated into Russian using Cyrillic text including
advanced university degrees on your business card. Hand your business card so the Russian side
is readable to the recipient. If someone does not have a business card, note their pertinent
information.

Business Dress Code (Attire):

In Russia business attire is formal and conservative. Men should wear business suits with
white shirt and tie while women should wear subdued coloured business suits with skirts that
cover the knees, shoes should be highly polished. Business casual or an informal attire are not
considered appropriate. During the winter season it is important to dress very warmly and to
bring a pair of boots that will not skid easily.

Negotiations:

Meetings and negotiations are slow, Russians do not like being rushed. It is a good idea
to include technical experts on your negotiating team. Hierarchy is very important to Russians.
They respect age, rank and position and the most senior person reaches decisions. Russian
executives prefer to meet with people of similar rank and position. Russians see negotiations as
win-lose, they do not believe in win-win scenarios. Have written materials available in both
English and Russian. Russians view compromise as a weakness and they will continue
negotiating until you offer concessions. Russians may lose their temper, walk out of the meeting,
or threaten to terminate the relationship in an attempt to persuade you to change your position.

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 Russians often use time as a tactic, especially if they know that you have a deadline. Be
cautious about letting your business colleagues know that you are under time pressure or they
will delay even more. Nothing is final until the contract is signed, even then, Russians will
modify a contract to suit their purposes. Do not use high-pressure sales tactics as they will work
against you. If negotiations come to a deadlock, Russians usually prefer to patiently wait it out
unless the other side is especially firm in their position. This is a tactic to push foreign
counterparts to grant more concessions out of impatience.

Business Entertaining and Dining:

Russians enjoy conducting business informally over lunch or dinner. An invitation to a

Russian home is a great honor. Entertaining in the home is usually done in the kitchen. At home
Russians are very sharing and caring set of people, they enjoy making their guests feel welcome,
and it is not unusual to have family and friends drop by unannounced. When going to a Russian
home to have dinner it is customary to bring dinner. Russian women are not allowed to make
toasts but foreign women may do so. All entertaining is done sitting down over a hearty meal.

Gift Giving:

Exchanging gifts during an initial meeting is common in Russia. Small gifts with your
company logo or representative of your country are appropriate for the first meeting. If invited to
a Russian home, it is always a good idea to bring gifts, ideally flowers, sweets or liquor. Gifts
especially pins representing a foreign country or city, are greatly appreciated by a Russian, hard
to get items and electronics are also popular gifts and are not considered bribes.

Conversations:

In Russia family and children are great topics to discuss. Based on my observation
Russians may bring up politics at a social gathering where this subject would be inappropriate in
other cultures. While Russians are likely to criticize specific politicians or corruption in their
country, they may get defensive if an outsider does the same. In short, it may be best to steer
clear of politics unless you are close to and comfortable with your Russian counterpart.

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 Another conversation to avoid while in Russia is money, talking about it is somewhat
awkward in Russia, there are situations where Russians are more candid about this subject than
their “Western” counterparts. For example, while asking a person what they make directly is
considered rude people will often ask their friends about third parties’ income. For example, a
parent may ask their child what the child’s friend makes. It is also common for people to know
exactly how much their spouse makes each month and where that money is going.

Hours of Business:

In Russia business are generally open from 9:00am to 5:00pm Monday to Friday.

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 SOUTH KOREA

Meetings:

Meetings should be scheduled well in advanced with a detailed list of objectives and
participants’ names send ahead of time. It is part of South Korean meeting ritual to begin by
offering guests beverages. Accept a drink when it’s offered to you, even if you choose to sip
rather than drink. In order for Koreans to feel comfortable, with those they are meeting, they tend
to ask personal questions before starting the meeting. When meeting with Koreans there should
be a group spokesman who represents the idea of the group as a whole, rather than having
several different ideas being expressed by individual people.

South Koreans value punctuality a lot, so always make sure you are on time for any
business meetings, if you are running late, whatever the reason, call ahead to let the other party
know. However, it should be pointed out that while even if you are on time, your Korean
counterpart may not, because of their tight schedule or pressing on-going duties. Meetings in
South Korea are generally held between 10:00AM and 12:00PM or between 2:00PM and
4:00PM. If you or one of your colleagues end up being late, don’t interrupt the meeting by trying
to greet everyone. You (or your colleague) are already late, you should try to be inconspicuous in
your situation.

Greetings and Introduction:

How Koreans greet you depends on your age and social status, relative to the greeter.
Don’t wave your hand when you have just met someone in a business environment. These days
it’s more common in Korea to shake hands when you meet someone for the first time. However,
that hasn’t entirely taken the place of bowing, which might still take place before or during the
handshake. Legs together, hands straight down on the sides. Don’t let your hands hang and don’t
keep eye contact when greeting someone. Wait to be introduced by a third party in a social
gathering. Don’t pat or touch someone on the shoulder if it’s the first time you have met them
(especially if they’re older than you); it will be perceived as rude. Don’t bow in silence, if you
initiated the bow, say hello or nice to meet you, don’t bow too fast nor too slow, try to find an

13
appropriate speed. Don’t be over enthusiastic when giving a handshake, don’t squeeze too hard
nor shake for too long. International business people don’t need to get hung up on when and how
to bow, South Koreans don’t expect foreigners to bow, however, they will appreciate it as a
demonstration of knowledge and respect for their culture. Do provide a business card with both
hands, and with the face up so it’s easier to read. Make sure your business card has your full
name and your title and position is clear. Do not simply drop the card into a pocket; instead take
a few seconds to review names and titles. If you are sitting down, place it on the table in front of
you for the duration of the meeting.

Whether you were introduced by a third party or you had a self-introductory meeting with
your Korean business partner prospect, it’s important for you to pay attention at his or her job
title and his or her family name. Calling someone by his or her first name is considered rude in
South Korea, so you should call them by their last name and their job title. If there is no title just
stick with Mr., Ms., Mrs. Plus his or her Last name. However, you shouldn’t call someone with
high rank in this manner.

Business Dress Code (attire):

Business attire is conservative, with an emphasis on conformity rather than individual

expression. Men should wear dark-coloured business suits with ties and white shirts and fine
fabrics. Jewelry for men should be kept to a minimum for e.g. a watch and a wedding ring would
be fine. Women should also dress conservatively and in subdued colours.

Negotiations:

English is widely spoken in Korean business circles, and most correspondence is in

English. Important negotiations is advisable to make a male interpreter represent. Koreans will
deliberate for a relatively longtime before making a decision. Protracted deliberations may also
be a way to break down resistance from negotiating partners. Be patient, diplomatic and do not
boast about your company while negotiating with Koreans. Respecting their idea of harmony and
helping to preserve it will help solidify the deal.

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Business Entertainment and Dining:

A great deal of relationship building takes place in bars and restaurants. Always accept
dinner invitations as this is the Korean’s opportunity to assess your trustworthiness and whether
they wish to conduct business with you. Dinner is the largest meal of the day and normally
occurs between 7pm and 9pm. While it is common in other countries to extend dinner invitations
to spouses, this is not the case in Korea; business entertaining tends to be reserved for the people
directly involved. It is customary for the host to order the food, which all arrives at the same
time. Do not leave chopsticks sticking into the rice bowl, place them by the side of your plate,
and use only the right hand when passing food around the table. Loud talking and laughter are
permissible during business entertaining, after dinner there may be singing and laughter. Also
during dinner a small communal cup may be passed around, one should drink from the cup and
pass it along. The host is expected to pay for the meal; nevertheless, a good-natured argument
over who will pay is to be expected. It is also polite for the foreigner to offer a reciprocal dinner
invitation.

Some other aspects of dinner etiquette to note:

 Koreans generally prefer to concentrate on their food while eating, and to talk after the
meal is finished over coffee or tea.
 Unless your hosts raises it first, avoid discussing business during a meal.
 Ensure you don’t serve yourself or eat before the host initiates it.
 Always put food taken from a serving dish onto your plate or bowl before eating it.
 Although chopsticks are the most predominantly used utensils (as well as spoons for
soups and noodles), you may ask for forks or knives when dining in larger cities
 Never pick up any food with your fingers. Fruit is eaten in slices with forks.

Gift giving

In Korea, the importance of a relationship can be expressed through gift giving which is
always welcomed. Note though, it is inconsiderate to give someone an expensive gift if you
know that they cannot afford to reciprocate accordingly. Gifts should always be wrapped nicely

15
in red or yellow paper, as these are royal colours. Alternatively, you can use colours that
represent happiness: yellow or pink. Never sign a card in red ink or use green, white or black
wrapping paper. If you’re invited to a Korean’s home then you should take gifts such as fruit,
good quality chocolates or flowers and present the gift with two hands. Gifts are not opened
when received and will be done so later. Ensure that whatever, you do your gift was made in
your own country rather than other country. Another great idea of a gift is an item with your
organization logo, something that is commemorative of your city.

Building relationships/Conversations:

Building relationships is an essential part of doing business in Korea. Relationships are

developed through informal social gatherings and generally involve a considerable amount of
eating and drinking. Such gatherings also present the opportunity for both sides to discuss
business in more relaxed and friendly surroundings, including over dinner. To show them that
you are interested in a long-term relationship, don’t be afraid to bond through personal
conversations and building rapport. However, remember not to get too personal with them. Be
friendly but be professional. Topics that are appropriate to discuss in South Korea include the
country’s economic success, sports, international accomplishments, kites, personal hobbies and
family, and of course there are some topics that are never good for discussion like: Korean
politics/local politics, The Korean War, Socialism, Communism and Personal family matters

Hours of Business:

Businesses are generally open from 8:30am to 7:00pm six days a week, Banks and
governments offices closes earlier. The average work week is 50 hours.

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 BRAZIL

Meetings:

If you need to schedule a business meeting with someone in Brazil, then it's proper to
schedule it at least two to three weeks in advance for your colleagues to be prepared. Also, be
sure to let whomever you are meeting with know when you have arrived in Brazil, and confirm
the time of the meeting. Before meeting up for a business dinner or a general business meeting, it
is highly recommended to learn some Portuguese phrases. Even if you cannot communicate in
this language properly, your effort will be highly appreciated. When visiting a Brazilian business
office, expect to be offered a small cup of coffee, called “cafezinho”. It is drunk black with sugar
or sweeter. It is polite to accept even if you do not drink the entire cupful.

You may also be offered tea, soft drinks, freshly squeezes juices or bottled water.
Presenting a gift such as liquor to your Brazilian business contact is an excellent way of
beginning a meeting. Do not schedule appointments in one day, as Brazilians do not keep strict
schedules. The demands of the relationship and the business at hand may cause the meeting to
continue longer than expected. In Brazil, a business meeting may be a little different from what
you're used to in other countries. When the meeting begins, it's likely that the conversation won't
immediately jump into business matters. Instead, it will revolve around casual conversations or
personal matters, don't expect any deals to be made at the first meeting, as Brazilians are a
hierarchal people. The top executives are in charge of making decisions and not necessarily the
person you are meeting with.

Business meetings in Brazil are held in more casual settings, such as a cafe or restaurant,
usually in the late morning or early afternoon over coffee or lunch. It's not uncommon for there
to be some breaks for more coffee throughout the duration of the meeting. While it's important to
be on time for a meeting in Brazil, it's likely that the meeting may start later than scheduled or
run on longer than initially intended. Don't show any impatience or frustration or at any other
aspects of the meeting. In addition, people may interrupt you during the meeting to express their
ideas, but this is a compliment; it means the other person is showing interest in what's going on.

17
Greetings and Introduction:

Brazilians often kiss others on the cheek when greeting each other, but that's generally
reserved for social meet-ups, not business engagements. However, if there is a woman involved
in the business meeting, then it's more common to kiss on both cheeks. If just men are involved,
then handshakes are the go-to. Depending on how many times you've met with the other person,
you can also expect hugs and back slaps. When visiting and office or business establishment,
shake hands with everyone present. Brazilian informality allows you to choose whether to call
colleagues by their first names or surnames, but only after you have gotten to know them.
Business cards are necessity in Brazil, since surnames are extremely varied and often difficult to
pronounce. Always offer a business card when first meeting it should be printed in both English
and Portuguese.

Business and Dress Code (attire):

What you wear to a business meeting in Brazil is almost as important as how you conduct
yourself during the meeting. That's because Brazilians pay attention to fashion and expect others
to dress appropriately for the occasion as well. Men should wear dark coloured business suits.
Light colours are acceptable for summer (note that summer months in Brazil are from December
to February). Three-piece suits usually carry an executive connotation whereas two-piece suits
refer to office workers. It is very important for women to dress conservatively, in a suit or an
elegant, feminine dress for instance. Opt for very natural makeup and make sure to have well-
manicured nails as this is an important detail.

Negotiations:

When beginning a business conversation, it is customary to discuss first the weather,

local sights or other light conversational topics for 15 to 30mins, do not touch on personal topics
such as questions about age or salary, but you may ask if your host as any children, as Brazilians
are very proud of their children. Expect to keep constant eye contact during a conversation. Be
prepare to make several trips to Brazil when negotiating business deals. They prefer to negotiate
with people they are familiar with. When confronted with a new negotiating team, they will

18
endeavor to establish interpersonal relations before proceeding with negotiations. During the
negotiation process, both formal and informal approaches are common. Compatibility of
negotiating styles and mutual trust are of primary importance. Negotiations often include

competition between members of your counterparts’ team. Brazilians negotiate with people not
with companies, therefore, building a positive relationship (via small talk) is necessary while
discussing business matters. Negotiations are known to occur over meals, often lunch.

Business Entertaining and Dining:

Business entertaining usually occurs at high-quality restaurants which are only

moderately expensive. If you are invited to private home it is customary that you send your
hostess flowers the following day. Do not send purple flowers as they are associated with death.
It is customary for the guest to sit at the head of the table. Brazilians eat continental style,
holding the knife in the right and the fork in the left hand. They wipe their mouth each time
before drinking. Never use your bare hands to pick up food use a napkin. Both hands should
always be above the table, never rest your elbows on the table. Always place your utensils
horizontally across your plate to indicate that you are finished eating.

Gift Giving:

Giving a gift is not necessary during a first meeting in Brazil. Instead, offer to buy lunch
or dinner and use this opportunity to learn more about the recipient's tastes. This way, when the
appropriate time comes to present a gift, you'll be able to make more of an informed choice. A
relaxed social situation is the best time to present a gift. Do not give anything that is obviously
expensive. Your generosity will only cause embarrassment or be misinterpreted as a bribe.

Appreciated Gifts in Brazil

Small electronic items are often appreciated, good choices include scientific calculators,
electronic address books and day-timers, pocket CD players, and pocket radios. Tapes and CDs
of popular U.S. entertainers make prized gifts, inexpensive cameras and name-brand pens can
also be good choices.

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Gifts to Avoid

Avoid giving items in black or purple, since these are the colors of mourning. Moreover,
handkerchiefs are also associated with funerals. Gifts of knives, scissors, or letter openers are
interpreted as the severing of a close bond. Avoid practical gifts, since they may be perceived as
too personal. For example, do not give items such as wallets, key chains, ties, sunglasses,
jewelry, and perfume.

Conversations:

It is customary that when you meet someone for the first time, it is polite to say “muito
prazer” (“my pleasure”). Expressions such as “como vai” and “tudo bem” are common forms
of saying “hello” once you know someone and can show you are making an effort to know them.
In Brazil, constant interruption whilst someone is talking is often considered acceptable. When
doing business in Brazil the fondest conversations to have is about soccer, dancing or music,
your home country, economic and of course Brazil. Essentially you can talk about nearly any
topic, but just try to avoid theme topics like government corruption,, poverty, religion
deforestation, and Argentina (this is consider has a rival) Also, it is not common to ask personal
questions, such as age, salary, marital or job status . Take in to consideration that Brazilians are
the only one who is allowed to criticize their nation, but nobody else is.

Hours of Business:

The business hours in Brazil are Mon through Friday from 9:00am to 5:00pm. Office
closes from 12:00pm to 2:00pm for lunch. Government offices open from 9:00am to 4:30pm,
Mondays to Fridays.

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 CHINA

Meetings:

Doing business in China, appointments are necessary and punctuality is important. When
entering a business meeting as a group, the highest ranked member should lead the group.
Conventionally, the senior members of the Chinese and foreign teams head the discussion. It is
not usually expected for junior members of your group to interrupt the meeting. The Chinese
often prefer frequent and lengthy meetings to build trust before signing contracts. When it comes
down to it, most business in China isn't even done in the boardroom, if the meeting occurs in a
room with chairs placed around the perimeter, the place of honor is to the host’s right on a sofa
or in chair that are opposite the room’s doors. If the meeting is held around a large conference
table, then the guest of honor is seated directly opposite the host. Other high-ranking guests sit in
the same general area while the remainder of the guests can choose their seats from among the
remaining chairs. In some instances, all of the Chinese delegation may opt to sit on one side of a
large rectangular conference table and foreigners on the other. This is especially true for formal
meetings. At those meetings, principal delegates are seated at the table near the center, with
lower ranking attendees placed at either end of the table.

When setting up a Chinese business meeting, it is important to send as much information

as possible to your Chinese counterparts in advance. This includes details about the topics to be
discussed and background information on your company. Sharing this information ensures that
the people you want to meet will actually attend the meeting. However, preparing in advance
will not get you confirmation of the actual meeting’s day and time. It is not uncommon to wait
anxiously until the last minute for confirmation. Chinese businessmen often prefer waiting until a
few days before or even the day of the meeting to confirm the time and place.

Greetings and Introduction:

In China’s larger cities such as Beijing and Shanghai and in business situations, the
customary greeting is a handshake. You should wait for your counterpart to extend his or her
hand first, since not everyone uses this greeting. The hand shake is usually light, but may last

21
several seconds. Throughout the rest of China the most common greeting is the nod or slight
bow. If you bow never do so with a hand or hands in your pocket. Business cards in Chinese and
English are essential, present your card with both hands after the handshake then receive your
counter-parts card and take a moment to examine the card and what it says, even if it is printed in
Chinese language.

The family names always comes first, so for e.g. the name Chen Wu, Chen is the family
name and Wu is the given name. Therefore, he should be addresses as Mr. Chen. Only family
members or close friends use first names. The Chinese often will not look you straight into the
eye when greeting you. They then to lower their eyes slightly as a sign of respect. Looking
directly into a Chinese persons eyes may make them uncomfortable and make you seem rude.

Business Dress Code (Attire):

A formal dress for men is a suit and tie. Pants suits are appropriate for business women,
since Chinese women often wear pants. Dress styles are changing rapidly in China. You should
dress fashionably but be conservative in all your accessories. Do not wear very short skirts or
low necklines. For business meetings or dining out women should wear a suit or a dress and a
little makeup as possible, jewelry should be modest and excellent quality.

Negotiations:

For the Chinese economic value is vital in their negotiations. Negotiations are usually
selected on the basis of political understanding and Confucian virtues. The Chinese prefer to deal
with groups rather than an individual negotiator, in this case ensure you have technically
competent engineers and other experts on your team. Chinese negotiators prefer to host
negotiations in order to help secure a favorable outcome for their group. Be patient and persistent
because several trips to China will probably be necessary before you reach a business agreement,
so keep your return plans flexible. Speak often of trust and cooperation between you and your
counterparts, focus on long-term benefits. Beware of the Chinese tactic of “shaming” whereby
your counter parts might suggest that you have broken the bond of friendship if you do not agree
to the final contract proposals they have made. Chinese business people will usually not come

22
out directly and say “No” to a proposal. They will find indirect ways to indicate a negative
response. The hierarchy within a Chinese organization is complicated and so it is often difficult
to identify who makes the decision, thus treat everybody with equal respect and be prepared to
present your material to may different people at varying levels of authority.

Business Entertaining and Dining:

Dining and entertaining is very much important in China, because it establish business
relationships. However, entertaining is more common as a lunch or dinner activity rather than
breakfast. When visiting China to do business ensure you keep a track of all favors done for you,
small gifts received. You will be expected to reciprocate in the future. As a foreign business
person you will be treated to an evening banquet. You should reciprocate the invitation as soon
as possible, preferably on the same trip. Business is generally not discussed during meals,
although indirect references to business are common practice. Seating arrangements are
important, whether for business meetings or for dinner.

The principal guest sits next to the host when dining. Refusing food may be considered
rude. If you don’t want to eat a particular item, just move it to the side of your dish. Eating rice
in China is very frequent and so the customary way to do such is to bring the bowl of rice to your
mouth, and shovel the rice into your mouth with your chopsticks. Do not stick your chopsticks
upright in your rice, when finished eating placing your chopsticks parallel across your plate.
Never start eating before others especially the elders and seniors as rank is very important in
Chinese culture. Don’t finish all your food, otherwise the Chinese people at the table will think
you are still hungry and that they didn’t feed you well enough. Slurping soup and belching are
considered good manners during meals. These noises are expressions of how much you are
enjoying the food.

Gift Giving:

It is highly unnecessary to present gifts during your first meetings, but it is a good idea to
go prepared with items that are representative of your city or country, such as good quality pens
or a paper weight with your organization logo on it. When you present a gift to your Chinese

23
client, recognize that it may be refused the first few times out of politeness, however when you
receive a gift, just as when you receive a business card accept it with two hands. Don’t open the
gift immediately unless the person who gives it to you requests that you open it right away. It is
customary not to give gifts such as clocks, watches, green hats or chrysanthemum (mum) as
gifts. Gifts should not be too expensive, and if your business counterparts are government
officials, make sure you don’t give them a reason to mistake your kindness as bribery.

Conversations:

Small talks is considered to be important prior to a start of a meeting, therefore it is

helpful to know topics that are considered appropriate. Climate, travel, scenery and food are all
popular safe topics to use while having a conversation with a Chinese. Talking about your
positive impressions of China in such aspects are always welcomed. But there are also some
topics that are not suitable for discussions such as politics, especially those related to Taiwan,
Tibet and human rights. It’s polite and wise to keep basic respect.

Hours of Business:

China’s hours of business and government offices are open from 8:00am to 5:00pm. The
stores are open from 9:00am to 7:00pm, but remain open longer in Shanghai. Everything closes
from noon until 2:00pm

24
 UNITED STATES

Meetings:

In the United States, you are to ensure that you make firm appointments as far in advance
as possible. These appointments may be made by mail, telephone, or in person with stating the
purpose of your visit. Time is consider valuable commodity in the United States. Although it is
acceptable to arrive a few minutes late for a meeting if a delay cannot be avoided. Americans
expect that people will arrive for appointments on time and that all items on the agenda will be
covered according to the schedule that has been set. Business meetings usually begin with a
formal agenda, outlining the tasks to be accomplished. If you have arranged the meetings make
sure to bring copes of a detailed agenda for all who are present, including topics to be discussed,
names of the discussants and objectives of the meeting.

Meetings are generally only interrupted if some emergency has arisen. The Americans
prefer to begin discussion of business matters almost immediately. This is known as “getting
down to business”. Do not be surprised by the degree of informality at a business meeting, joking
and friendly banter are intended to create a relaxed and friendly atmosphere. Men may loosen
their ties and take off their jackets. Ideas and opinions are expressed openly and directly.
Disagreements are common and are openly, sometimes loudly, aired, even when they are with
the top discussion maker.

During presentations, it is advised to use statistics, evidence and hard data to back up
your claims. It is essential to be direct, clear, transparent and open about all matters. Do not be
overwhelmed if your American partners impose harsh negotiation terms in order to obtain
greater negotiation margins. A United States business firm may look into the credentials and
experience of their foreign business counterpart as well as the firm they represent. This should
not be taken as a personal offense but as a routine matter of United States procedure. Meetings
are generally informal and relaxed in manner, but serious in content.

25
Greetings and Introduction:

It is helpful to have a contact person at the firm with which you wish to do business. If
you do not, however, it is acceptable to call the company and inquire after a contact. Greetings in
the United States are brief and involve a minimum of physical contact. A firm but quick
handshake accompanied by a smile and direct eye contact is typical both as greeting and as
farewell among men and women. In social situations, women may shake hands less than men. In
business situations, however a woman will almost offer her hand and it is considered rude not to
accept. The standard greeting in the United States is simple “Hello” or “Hi” followed by a
question like “How are you”. The expected response is “Fine, Thank You”. When meeting
someone for the first time Americans will often say “Pleased to meet you”. Using a title (Mr.,
Mrs., Dr.) followed by your last name shows respect. However, once acquainted Americans will
be quick to address each other by their first names even when talking with top executives. This
informality is intended as a sign of friendliness and equality. Business cards are frequent in the
United States and are usually printed in English, but do not expect that business cards will be
automatically exchanged upon meetings. Most American business people carry business cards
but usually only exchange them if there will be a need to get in touch later on. It is nevertheless a
good idea for the visitor to present his or her business card early on. If there is no one to
introduce you at a meeting it is acceptable for you to introduce yourself.

NB: There is no specific protocol for the exchange of business cards. It can be done
either during introductions, at the beginning of the meeting or when leaving. Most business
people now show their position and details in the signature of their email messages template, so
business cards tend to be less and less needed, also another medium of communication is
increasingly used: “LinkedIn”. It is replacing business cards as the go-to way to meet contacts
and pass on details.

Business Dress Code (Attire):

In the United States, appropriate dress usually depends on region, industry, position,
company culture, client facing vs. back-office and so on. Senior managers and clients facing
workers tend to dress formally at all times (e.g. banking, consulting, sales, lawyers, etc.). In

26
general Information Technology companies do not impose a formal dress code. The best
approach is to be conservative until you have had a chance to observe what others wear in an
office. You can always get more casual after you get a sense of how people dress. You cannot
lose, however, if you begin with a very professional attire and manner. For men socks should
match your suit. No leg should show between pants hem and shoe, remove your hat when
indoors. For women do not overdress for daytime or wear flashy or noisy jewelry. American
women do not wear a lot of makeup to the office. Low-cut blouses, short skirts and tight clothing
are not appropriate office attire.

Negotiations:

Negotiations in the United States are conducted in a relatively confrontational and

competitive manner. The desire to win a good deal is very strong motivating factor, overriding
concerns for appearing to be pacify and accommodating. Americans take a “hard sell” approach
to doing business and may therefore come across as aggressive and tough salesmen. They are
quite direct in conveying how they feel about a particular proposal. A “No” means a no and a
“Yes” means a yes. When making negotiations in the United States eye contact is very
important, failure to make eye contact may be interpreted as a sign of boredom, disinterest, and
lack of confidence or even dishonesty. Americans prefer win-win situations best in which both
sided feel that they have gained something from the deal.

Comprising is therefore the key to negotiate deals in the United States and negotiating is
approached as a series of bargaining. It is assumed that proposals presented will be negotiated on
and not simply accepted as is. Thus it is best not to present your final offer in your first proposal.
Due to the incredibly fast pace of economic life in the United States, American firms look for
profitably above all in a business deal. This is known as “looking at the bottom line” In some
instances the pressure to achieve financial gain quickly will lead to an emphasis on short term
results. Negotiations may seem rushed to you. Remember that "time is money" to Americans
and that they may not think that building a relationship with potential business partners is
necessary.

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Business Entertaining and Dining:

As with business meetings, punctuality is expected for social engagements especially if a

meal is being served. Americans frequently use mealtimes for business purposes. Business
discussions will often take place during lunch or dinner. Business lunches which are the most
common form of business entertainment usually takes place from 12:30 to 2:00pm. Business
luncheon meetings and dinners in restaurant generally require a suit. Social occasions in the
United States take several forms. You may be invited to a home for a formal dinner, an outdoor
barbeque or just few refreshments. Americans generally eat with the fork in the right hand, when
the knife is not being used for cutting or spreading it is laid on the plate or the table. If the knife
is being used the fork is switched to the left hand. Napkins are usually placed on the lap and the
left hand often rests in the lap as well. It is considered rude to rest one’s elbows on the table.
Table manners are informal and speeches do not usually occur at the table.

Gift Giving:

Because of anti-bribery policies, it is advised not to offer gifts to your U.S. partners. Cash
gifts are clearly inappropriate and, in some United State companies, it is stated in the contracts or
in the internal policies that employees should not be offered any form of gifts. Even paying for
your U.S. counterpart’s lunch could be considered inappropriate. However, Americans do not
have as many customs and taboos concerning gifts as many other cultures have. Gifts from your
country will always be appreciated. Good choices are local and regional arts and crafts, books,
candies, specialty foods and wine or spirits (if you are certain that the recipient drinks). If you
are invited to someone's home for dinner or a party, bring flowers, a potted plant, a fruit basket,
candy, wine, a book or a small household gift. Most government employees are not allowed to
accept gifts. Do not be offended if someone cannot accept a gift.

Conversations:

Americans are much more open in conversation about private affairs than many European
cultures and the converse of this is that Americans will often, quite naively, ask very personal

28
questions at an early stage in a relationship which may be perceived by some people as intrusive.
A visitor might also relate a brief perhaps humorous personal experience about his or her travels.

Hours of Business:

United States hours of business are usually from 9:00am to 5:000pm, Mondays to Fridays
with half an hour to an hour lunch. In large cities, like Manhattan people are frequently in their
offices by 8am or even earlier and in industrial towns especially in the North, the work day may
last from 7:00am to 3:00pm. Bank hours are from 9:00am to 3:00pm. Mondays to Fridays, stores
are generally open from 9:00am-10am until 5:00pm- 6pm Mondays to Fridays, even though
many stores are open later several days during the week and stay open for part of the weekend as
well.

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 CONCLUSION

The importance of Business Protocols is important in every aspect of society and as such
everyone should try and practice it, because it helps people in general and business professionals
in guiding them to cultural, travel and information resource needs in the international arena
specifically in negotiations, conversations, greetings and introduction, meetings and
understanding what individual countries’ needs are as far as business culture. The beauty of
culture and its influence on business practices is that these practices have and will continue to
change however, there will always remain some trace of tradition and value placed upon unique
and different practices. A key to being successful in business internationally is to understand the
role of culture in international business.

Therefore, whatever sector you are operating in, business protocols will have a direct
impact on your profitability. Improving your level of knowledge of the international cultural
difference in business can aid in building international competencies as well as enabling you to
gain a competitive advantage. It is evident that among the countries that were being discussed
most greet each other with a firm handshake, while some may just nod, another factual
information is that in China you are not allowed to discuss business at any meal, while
transversely in the United States it is acceptable to do so at any meal, there may be conversations
that are allowed in some countries, while in another country it is unacceptable. Once again what
might be customary in another country might be rude in another, so always take that into
consideration. Business Protocol is an increasily important dimension in interactions between a
country and another country in an economy that is characterized by constant movement of people
across nations.

Finally, in conclusion, Business protocols is a necessity and without the knowledge of

proper business protocols then your business will hang on a tiny string, gripping for dare life.
Ironically, it is a major importance, because it will definitely help your business in being
successful in the near future.

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 BIBLIOGRAPHY

This research paper would not have been possible without the following resources which was
collected via; the internet, and also my local library.

Bone, Robert W. Maverick Guide to Australia. Pelican Publishing

Company, 1996.

Business Meeting Protocol and Etiquette in Russia

July 13, 2014:
https://businessculture.org/blog/2014/07/13/business-meeting-etiquette-in-russia

Commisceo Global Consulting Ltd. Australia - Language, Culture, Customs and Etiquette.
www.commisceo-global.com. 1 Jan. 2019 https://commisceo-global.com/resources/country-
guides/australia-guide

Definition of Business Protocol | Bizfluent

https://bizfluent.com/facts-6947845-definition-business-protocol.html

Kenna, Peggy and Lucy, Sondra. Business China Passport Books,

NTC Publishing, 1994.

Okoro, Ephraim. "Cross-Cultural Etiquette and Communication in Global Business: Toward a

Strategic Framework for Managing Corporate Expansion.

Seligmann, Scott D. "Chinese Business Etiquette: A Guide to Protocol, Manners, and Culture in
the People's Republic of China." New York: Warner Business Books, 1999.

South Korean Business Etiquette, Culture, and Practices

August 24, 2019:
https://www.90daykorean.com/korean-business-etiquette

12 Tips for Chinese Business Etiquette and Culture

Last updated: February 23, 2019:
https://www.digmandarin.com/chinese-business-culture-etiquette.html

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