4. Business etiquette

Business cards. Bring plenty of business cards; quite a few Germans may wish to exchange them with you. If your company has been around for many years, the date of its founding should be on your business card. If you have a large number of employees, that number should be included too. Since education is highly respected in Germany, consider including any title above the bachelor's level on your card. Rather than presenting your business card to your potential German business partner, attach it to the material in your presentation folder.

Business entertaining. Germans have a much more rigid definition of friendship than exists, for example, in Britain. In Germany a friend is a close friend for life, and the relationship with a foreigner will be initiated from the German side.

Breakfast meetings are still somewhat uncommon in Germany. However, business lunches are customary. At lunch, be aware that business may be discussed before a meal, but never during the meal itself. If you are invited out to a luncheon, you may offer to pay, but expect your host to decline your offer. Insist on paying only when you have made the invitation.

Evening business dinners take place from 7pm. They're usually formal affairs, so wear a lounge suit or a jacket and tie; a trouser suit is appropriate for women. Titles may be used (Herr Professor, Frau Doktor), and there might be a formal seating plan. The host will propose any toasts, and you can then reciprocate: do not touch glasses until the first toast has been raised.

When eating, always use utensils; very few items are eaten with the hands. Place your utensils vertically side by side on the plate when you are finished eating. If you smoke, always offer your cigarettes to everyone else before lighting up. Of course, ascertain if smoking is banned at your location. It is considered impolite to put your hands in your pockets. Gum chewing in public is also considered rude. Germans may not use a smile as a nonverbal cue that they are pleased about something.

Extended, direct eye contact is expected when conversing. Failure to meet a German's gaze will give the impression that you are untrustworthy.

5. Protocol

Greetings. In business situations, most Germans shake hands at both the beginning and the end of a meeting. The German handshake may be accompanied by a nod of the head. Although this gesture is subtle, it is important. Germans keep a slightly larger personal space around them than do most British or North Americans. Stand about six inches beyond handshaking distance. It is common for a third party to introduce two people who do not yet know one another. The avoidance of public spectacle is reflected in the way Germans will get quite close to each other before offering a greeting.

Titles and forms of address. The order of names in Germany is the same as in most of Europe: the first name followed by the surname. Traditionally, only family members and close friends addressed each other by their first names. When speaking to persons who do not have professional titles, use “Mr.,” “Mrs.,” or “Miss,” plus the surname. In Germany, these titles are Mr. = Herr; Mrs. (or Ms.) = Frau; Miss = Fraulein. Fraulein is now used only for young women (under age eighteen). Any businesswoman you meet should be addressed as “Frau,” plus her surname, whether or not she is married.

It is very important to use professional titles. Attorneys, engineers, pastors, and other professionals will expect you to address them as “Herr” or “Frau” plus their title. This goes for anyone with a Ph.D. as well (e.g., Herr (or Frau) Doctor/Professor). However, make sure you know the correct professional title.

Gestures. To get someone's attention, raise your hand, palm facing out, with only the index finger extended. Do not wave or beckon. When sitting, cross one knee over the other, rather than resting your ankle over one knee. Do not prop your feet on anything other than a footstool. ‘Okay’ sign is an obscene gesture.

Gifts. German businessmen do not give or expect to receive expensive gifts. A gift should be of good quality but not of excessive cost. Gifts that are small in size are preferred. German civil servants are prohibited from accepting any form of gift whatsoever. Appropriate gifts include good-quality pens, reasonably priced electronics (MPS players loaded with music that your associate will like, etc.), or imported liquor. Gifts from your home region or country are good choices, such as an illustrated book of your home city. The only article of clothing considered an appropriate gift is a scarf. Other clothing, perfume, and soap are considered too personal. An invitation to dinner at a German home is considered an honor, and you should send a bouquet of flowers ahead of time for your host. The bouquet should not be ostentatiously large and should have an uneven number of flowers (but not thirteen). Business gifts are usually given at Christmastime, although many German companies restrict themselves to sending Christmas cards or a calendar. Avoid giving: lilies and chrysanthemums (associated with funerals), and intimate gifts such as perfume or jewellery; be careful about wine - many Germans have good cellars.

Dress. Business dress in Germany is very conservative. Virtually all businessmen wear dark suits, sedate ties, and white shirts. However, blue blazers and gray flannel pants are also considered formal. Khaki suits are not acceptable! Women dress equally conservatively, in dark suits, pantsuits, and blouses of a neutral color. Follow the lead of your German colleague with regard to removing your jacket or tie in hot weather. Do not be surprised if he or she remains fully dressed in sweltering heat. Business wear is also appropriate for most formal social events: parties, dinners, and the theater.

Five Ways to Succeed	Five Ways to Fail
Demonstrate efficiency and punctuality	Be disorganized and ignore due process
Be straightforward and direct	Promise and fail to deliver
Do what you say you will do	Do things without consultation
Find out the rules and follow them	Go over the heads of line managers or reports
Respect the management hierarchy	Be over-familiar with colleagues

LECTURE 5

CULTURAL TRADITIONS AND BUSINESS COMMUNICATION STYLE

OF CHINA

Plan of the lecture:

1. Country background.

2. Values and attitudes characteristic of the Chinese.

3. Business practice in China.

4. Chinese business etiquette.

5. Protocol.

l. COUNTRY BACKGROUND

China has 1.3 billion inhabitants, making it the most populous country in the world. One quarter of the earth’s population lives there. China has implemented a rigorous birth control program that limits couples to only one child. The People's Republic of China is well on its way to becoming the superpower of the twenty-first century. Now it is a global economic power as well.

The Chinese boast the world's oldest continuous civilization, with more than 4,000 years of recorded history. Beijing (old Peking) has been the capital of China for over 800 years and is the country's political, economic, and cultural hub. China was ruled by strong dynasties for thousands of years. The first recorded dynasty, the Hsia, existed around 2200 B.C., and the last dynasty, the Ch'ing, ended in 1911. Some of the most important cultural achievements in history were produced during this time, such as papermaking, the compass, gunpowder, and movable-type printing.

After the fall of the last dynasty, Sun Yat-sen founded the Republic of China and was succeeded by Chiang Kai-shek in 1927. Mao Tse-tung's Communist forces took control in 1949 and established the Communist government that still exists, although events— from the massacre in Tiananmen Square in June of 1989 on—have shown an increasingly popular demand for democratic reform. China has been divided into twenty-two provinces, five autonomous regions, and three municipalities.

Type of government. The People's Republic of China has a Communist government. There is a single legislative house, the National People's Congress; all members belong to the Communist Party. The National People's Congress elects the Standing Committee, which holds executive power and is made up of the premier and leading ministers. The premier is the head of the government; the president is the chief of state. The position of secretary general of the Central Committee of the Chinese Communist Party is also an office of great power; it is often held by the current president.

The Communist regime is highly centralized and authoritarian, and controls many aspects of life in China. Current government data can be found at http://english.gov.cn/.

Language and education. The official national language is standard Chinese, based on the Mandarin dialect. It is spoken by more than 70 percent of the popu­lation. Each minority speaks its own dialect or language. English is spoken by many businesspeople. The revolutionary government of the People's Republic of China made changes to the Chinese language. Many complex symbols in written Chinese were simplified. And the direction of written Chinese was changed: instead of being written in vertical columns, it is now primarily written like most Western tongues, from left to right in horizontal rows.

Education in the People's Republic of China is a state-run system of public education run by the Ministry of Education. All citizens must attend school for at least nine years. In 1985, the government abolished tax-funded higher education, requiring university applicants to compete for scholarships based on academic ability.

Religion. Despite the fact that the government encourages atheism, the Chinese Constitution guarantees religious freedom (within certain constraints). Buddhism, Islam, and Christianity are the three major formal religions practiced in China. However, even larger numbers of Chinese believe in traditional Chinese philosophies, notably Confucianism and Taoism. Confucianism, although not a religion with a divine deity, has great influence on Chinese society.