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Culture is a definition highly misunderstood and misused, thus the need for an explanation:

文化是一个被高度误解和误用，因而需要解释的定义：

Culture refers to the following ways of life, including but not limited to:

文化是指生活中包括但不限于以下方式：

—Language:the oldest human institution and the most sophisticated medium of expression.

语言：人类最古老的制度和最先进的表达媒介。

—Arts & Sciences:the most advanced and refined forms of human expression.

艺术与科学：人类最先进，最精致的表达形式。

—Thought:the ways in which people perceive, interpret, and understand the world around them.

思想：使人们感知，解释和理解他们周围的世界。

—Spirituality:the value system transmitted through generations for the inner well-being of human beings, expressed through language and actions.

灵性：通过几代人，通过语言和动作表达人类内心的福祉传播的价值体系。

—Social Activity:the shared pursuits within a cultural community, demonstrated in a variety of festivities and life-celebrating events.

社会活动：文化社会的共同追求展现在各种节日和生命的庆祝活动。

—Interaction:the social aspects of human contact, including the give-and-take of socialization, negotiation, protocol, and conventions.

互动：人类在社会上各方面的接触，包括社交的给予和接受、谈判、协议和公约。

All of the above collectively define the meaning of Culture.

所有上述共同制定文化的涵义

Source:Roshan Cultural Heritage Foundation, Honolulu, Hawaii, United States.

Language, Culture, Customs and Etiquette

The Chinese Language

Chinese is a family of closely-related but mutually unintelligible languages. These languages are known variously as f¨¡ngy¨¢n (regional languages), dialects of Chinese or varieties of Chinese.In all over 1.3 billion people speak one or more varieties of Chinese.

All varieties of Chinese belong to the Sino-Tibetan family of languages and each one has his own dialects and sub-dialects, which are more or less mutually intelligible.

Why not learn some useful Manadarin or Cantonese phrases before your visit?

Chinese Society & Culture

The Importance of “Face”

The concept of “face” roughly translates as “honour”, “good reputation” or“respect”.

There are 4 types of“face”:

1.Diu-mian-zi: this is when one’s actions or deeds have been exposed to people.

2.Gei-mian-zi: involves the giving of face to others through showing respect.

3.Liu-mian-zi: this is developed by avoiding mistakes and showing wisdom in action.

4.Jiang-mian-zi: this is when face is increased through others, i.e. someone complementing you to an associate.

It is critical for you to avoid losing face or causing the loss of face at all times.

Confucianism is a system of behaviours and ethics that stress the obligations of people towards one another based upon their relationship. The basic tenets are based upon five different relationships:

1. Ruler and Subject

3. Parents and Children

4. Brothers and Sisters

5. Friend and Friend

Confucianism stresses on duty, sincerity, loyalty, honour, filial piety, respect for age and seniority. Through maintaining harmonious relations among　individuals, society itself becomes stable.

Collectivism vs. Individualism

In general, the Chinese are a collective society with a need for group affiliation, whether to their family, school, work group, or country.

In order to maintain a sense of harmony, they will act with decorum at all times and will not do anything to cause someone else public embarrassment.

They are willing to subjugate their own feelings for the good of the group.

This is often observed by the use of silence in very structured meetings. If someone disagrees with what another person says, rather than disagree publicly, the person will remain quiet. This gives face to the other person, while speaking up would make both parties lose face.

Non-Verbal Communication

The Chinese’s Non-verbal communication speaks volumes.

Since the Chinese strive for harmony and are group dependent, they rely on facial expression, tone of voice and posture to tell them what someone feels.

Frowning while someone is speaking is interpreted as a sign of disagreement. Therefore, most Chinese maintain an impassive expression when speaking.

It is considered disrespectful to stare into another person’s eyes. In crowded situations the Chinese avoid eye contact to give themselves privacy.

Chinese Etiquette and Customs

Greetings are formal and the oldest person is always greeted first.

Handshakes are the most common form of greeting with foreigners.

Many Chinese will look towards the ground when greeting someone.

Address the person by an honorific title and their surname. If they want to move to a first-name basis, they will advise you which name to use.

The Chinese have a terrific sense of humour. They can laugh at themselves most readily if they have a comfortable relationship with the other person. Be ready to laugh at yourself given the proper circumstances.

Gift Giving Etiquette

In general, gifts are given at Chinese New Year, weddings, births and more recently (because of marketing), birthdays.

The Chinese like food and a nice food basket will make a great gift.

Do not give scissors, knives or other cutting utensils as they indicate the severing of the relationship.

Do not give clocks, handkerchiefs or straw sandals as they are associated with funerals and death.

Do not give flowers, as many Chinese associate these with funerals.

Do not wrap gifts in white, blue or black paper.

Four is an unlucky number so do not give four of anything. Eight is the luckiest number, so giving eight of something brings luck to the recipient.

Always present gifts with two hands.

Gifts are not opened when received.

Gifts may be refused three times before they are accepted.

The Chinese prefer to entertain in public places rather than in their homes, especially when entertaining foreigners.

If you are invited to their house, consider it a great honour. If you must turn down such an honour, it is considered polite to explain the conflict in your schedule so that your actions are not taken as a slight.

Remove your shoes before entering the house.

Bring a small gift to the hostess.

Eat well to demonstrate that you are enjoying the food!

Learn to use chopsticks.

Wait to be told where to sit. The guest of honour will be given a seat facing the door.

The host begins eating first.

You should try everything that is offered to you.

Never eat the last piece from the serving tray.

Be observant to other peoples’ needs.

Chopsticks should be returned to the chopstick rest after every few bites and when you drink or stop to speak.

The host offers the first toast.

Do not put bones in your bowl. Place them on the table or in a special bowl for that purpose.

Hold the rice bowl close to your mouth while eating.

Do not be offended if a Chinese person makes slurping or belching sounds; it merely indicates that they are enjoying their food.

There are no strict rules about finishing all the food in your bowl.

Tipping is becoming more commonplace, especially with younger workers although older workers still consider it an insult. Leaving a few coins is usually sufficient.

Business Etiquette and Protocol in China

Relationships & Communication

The Chinese don’t like doing business with companies they don’t know, so working through an intermediary is crucial. This could be an individual or an organization who can make a formal introduction and vouch for the reliability of your company.

Before arriving in China send materials (written in Chinese) that describe your company, its history, and literature about your products and services. The Chinese often use intermediaries to ask questions that they would prefer not to make directly.

Business relationships are built formally after the Chinese get to know you.

Be very patient. It takes a considerable amount of time and is bound up with enormous bureaucracy.

The Chinese see foreigners as representatives of their company rather than as individuals.

Rank is extremely important in business relationships and you must keep rank differences in mind when communicating.

Gender bias is nonexistent in business.

Never lose sight of the fact that communication is official, especially in dealing with someone of higher rank. Treating them too informally, especially in front of their peers, may well ruin a potential deal.

The Chinese prefer face-to-face meetings rather than written or telephonic communication.

Meals and social events are not the place for business discussions. There is a demarcation between business and socializing in China, so try to be careful not to intertwine the two.

Business Meeting Etiquette

Appointments are necessary and, if possible, should be made between one-to-two months in advance, preferably in writing.

If you do not have a contact within the company, use an intermediary to arrange a formal introduction. Once the introduction has been made, you should provide the company with information about your company and what you want to accomplish at the meeting.

You should arrive at meetings on time or slightly early. The Chinese view punctuality as a virtue. Arriving late is an insult and could negatively affect your relationship.

Pay great attention to the agenda as each Chinese participant has his or her own agenda that they will attempt to introduce.

Send an agenda before the meeting so your Chinese colleagues have the chance to meet with any technical experts prior to the meeting. Discuss the agenda with your translator/intermediary prior to submission.

Each participant will take an opportunity to dominate the floor for lengthy periods without appearing to say very much of anything that actually contributes to the meeting. Be patient and listen. There could be subtle messages being transmitted that would assist you in allaying fears of on-going association.

Meetings require patience. Mobile phones ring frequently and conversations tend to be boisterous. Never ask the Chinese to turn off their mobile phones as this causes you both to lose face.

Guests are generally escorted to their seats, which are in descending order of rank. Senior people generally sit opposite senior people from the other side.

It is imperative that you bring your own interpreter, especially if you plan to discuss legal or extremely technical concepts as you can brief the interpreter prior to the meeting.

Written material should be available in both English and Chinese, using simplified characters. Be very careful about what is written. Make absolutely certain that written translations are accurate and cannot be misinterpreted.

Visual aids are useful in large meetings and should only be done with black type on white background. Colours have special meanings and if you are not careful, your colour choice could work against you.

Presentations should be detailed and factual and focus on long-term benefits. Be prepared for the presentation to be a challenge.

Business Negotiation

Only senior members of the negotiating team will speak. Designate the most senior person in your group as your spokesman for the introductory functions.

Business negotiations occur at a slow pace.

Be prepared for the agenda to become a jumping off point for other discussions.

Chinese are non-confrontational. They will not overtly say “no”, they will say “they will think about it” or “they will see”.

Chinese negotiations are process oriented. They want to determine if relationships can develop to a stage where both parties are comfortable doing business with the other.

Decisions may take a long time, as they require careful review and consideration.

Under no circumstances should you lose your temper or you will lose face and irrevocably damage your relationship.

Do not use high-pressure tactics. You might find yourself outmaneuvred.

Business is hierarchical. Decisions are unlikely to be made during the meetings you attend.

The Chinese are shrewd negotiators.

Your starting price should leave room for negotiation.

Business attire is conservative and unpretentious.

Men should wear dark coloured, conservative business suits.

Women should wear conservative business suits or dresses with a high neckline.

Women should wear flat shoes or shoes with very low heels.

Bright colours should be avoided.

Business cards are exchanged after the initial introduction.

Have one side of your business card translated into Chinese using simplified Chinese characters that are printed in gold ink since gold is an auspicious colour.

Your business card should include your title. If your company is the oldest or largest in your country, that fact should be on your card as well.

Hold the card in both hands when offering it, Chinese side facing the recipient.

Examine a business card before putting it on the table next to you or in a business card case.

Never write on someone’s card unless so directed.

Language, Culture, Customs and Etiquette

The Russian Language

Of Russia’s estimated 150m population, it is thought that over 81% speak the official language of Russian as their first and only language. Most speakers of a minority language are also bilingual speakers of Russian. There are over 100 minority languages spoken in Russia today, the most popular of which is Tartar, spoken by more than 3% of the country’s population. Other minority languages include Ukrainian, Chuvash, Bashir, Mordvin and Chechen. Although few of these populations make up even 1% of the Russian population, these languages are prominent in key regional areas.

Why not learn some useful Russian phrases?

Russian Society & Culture

The Russian family is dependent upon all its members.

Most families live in small apartments, often with 2 or 3 generations sharing little space.

Most families are small, often with only one child because most women must also work outside of the house in addition to bearing sole responsibility for household and childrearing chores.

Russians are proud of their country.

Patriotic songs and poems extol the virtues of their homeland.

They accept that their lives are difficult and pride themselves on being able to flourish in conditions that others could not.

They take great pride in their cultural heritage and expect the rest of the world to admire it.

For generations until the 1930’s, Russian life centred on the agricultural village commune, where the land was held in common and decisionmaking was the province of an assembly of the heads of households.

This affinity for the group and the collective spirit remains today. It is seen in everyday life, for example most Russians will join a table of strangers rather than eat alone in a restaurant.

Everybody’s business is also everyone else’s, so strangers will stop and tell someone that they are breaking the rules.

Etiquette and Customs in Russia

The typical greeting is a firm, almost bone-crushing handshake while maintaining direct eye contact and giving the appropriate greeting for the time of day.

When men shake hands with women, the handshake is less firm.

When female friends meet, they kiss on the cheek three times, starting with the left and then alternating.

When close male friends meet, they may pat each other on the back and hug.

Russian names are comprised of:

First name, which is the person’s given name.

Middle name, which is a patronymic or a version of the father’s first name formed by adding“-vich”or“-ovich” for a male and “-avna”or“-ovna”for a female. The son of Ivan would have a patronymic of Ivanovich while the daughter’s patronymic would be Ivanovna.

Last name which is the family or surname.

In formal situations, people use all three names. Friends and close acquaintances may refer to each other by their first name and patronymic. Close friends and family members call each other by their first name only.

Gift Giving Etiquette

Gift giving using takes place between family and close friends on birthdays, New Year, and Orthodox Christmas.

If you are invited to a Russian home for a meal, bring a small gift.

Male guests are expected to bring flowers.

Do not give yellow flowers.

Do not give a baby gift until after the baby is born. It is bad luck to do so sooner.

Russians often protest when they are offered a gift. Reply that it is a little something and offer the gift again and it will generally be accepted.

If you are invited to a Russian’s house:

Arrive on time or no more than 15 minutes later than invited.

Remove your outdoor shoes. You may be given slippers to wear.

Dress in clothes you might wear to the office. Dressing well shows respect for your hosts.

Expect to be treated with honour and respect.

Offer to help the hostess with the preparation or clearing up after a meal is served. This may be turned down out of politeness. Asking “are you sure?” allows the hostess to accept your offer.

Table manners are generally casual.

Table manners are Continental—the fork is held in the left hand and the knife in the right while eating.

The oldest or most honoured guest is served first.

Do not begin eating until the host invites you to start.

Do not rest your elbows on the table, although your hands should be visible at all times.

You will often be urged to take second helpings.

It is polite to use bread to soak up gravy or sauce.

Men pour drinks for women seated next to them.

Leaving a small amount of food on your plate indicates that your hosts have provided ample hospitality.

Do not get up until you are invited to leave the table. At formal dinners, the guest of honor is the first to get up from the table.

Russian Business Etiquette and Protocol

Relationships & Communication

Russians are transactional and do not need to establish long-standing personal relationships before they do business with people.

It is still a good idea to develop a network of people who you know and trust. The Russian word “svyasi” means connections and refers to having friends in high places, which is often required to cut through red tape.

Patience is essential.

It is best to err on the side of formality when you first make contact.

Sincerity is crucial as it is required to build trust, and trust is needed to build a relationship.

Most Russians do not trust people who are “all business”.

An indication that you have successfully developed a personal relationship is being asked for a favour by that person.

Business Meeting Etiquette

Appointments are necessary and should be made as far in advance as possible.

It often takes roughly 6 weeks to arrange a meeting with a government official.

Confirm the meeting when you arrive in the country and again a day or two in advance.

The first week of May has several public holidays so it is best avoided.

You should arrive punctually for meetings.

Typical Russian schedules are constantly changing and everything takes longer than expected, so be prepared to be kept waiting.

Meetings can be cancelled on short notice.

The first meeting is often a vehicle to determine if you and the company you represent are credible and worthy of consideration for future business dealings.

Use the time effectively to demonstrate what differentiates your company from the competition.

Expect a long period of socializing and getting-to-know-you conversation before business is discussed.

Have all printed material available in both English and Russian.

Russians expect long and detailed presentations that include a history of the subject and a review of existing precedents.

Meetings are frequently interrupted. It is common for several side conversations that have nothing to do with the topic of the meeting to be carried on during the meeting.

At the end of the meeting, expect to sign a“protokol”, which is a summary of what was discussed.

Business Negotiating

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 important to Russians. They respect age, rank and position. 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 weakness. 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 coerce you to change your position.

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.

Business dress is formal and conservative.

Men should wear business suits.

Women should wear subdued coloured business suits with skirts that cover the knees.

Shoes should be highly polished.

Business cards are exchanged after the initial introductions without formal ritual.

Have one side of your business card translated into Russian using Cyrillic text.

Include 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.

Language, Culture, Customs and Etiquette

Languages in Australia

English is the primary language used in Australia. Yet their colourful vocabulary, accent, phonetics system and slang (“Strine”) can take a lot of getting used to. In 1788, there were about 250 separate aboriginal languages spoken in Australia, plus dialects. Today, only two thirds of these languages survive and only 20 of them (eight percent of the original 250) are still strong enough to have chance of surviving well into the next century. In addition to these there are also the languages of immigrants from Europe, the Middle East and Asia.

Australian Society & Culture

Australians are very down to earth and always mindful of not giving the impression that they think they are better than anyone else.

They value authenticity, sincerity, and loathe pretentiousness.

Australians prefer people who are modest, humble, self-deprecating and with a sense of humour.

They do not draw attention to their academic or other achievements and tend to distrust people who do.

They often downplay their own success, which may make them appear not to be achievement-oriented.

Australians place a high value on relationships.

With a relatively small population, it is important to get along with everyone, since you never know when your paths may cross again.

This leads to a win-win negotiating style, since having everyone come away with positive feelings helps facilitate future business dealings.

A Multi-Cultural Society

The initial population of Australia was made up of Aborigines and people of British and Irish descent.

After World War II there was heavy migration from Europe, especially from Greece, Italy, Germany, the Netherlands, Yugoslavia, Lebanon, and Turkey.

This was in response to the Australian policy of proactively trying to attract immigrants to boost the population and work force.

In the last thirty years, Australia has liberalised its immigration policy and opened its borders to South East Asia.

This has caused a real shift in self-perception as Aussies begin to redefine themselves as a multi-cultural and multi-faith society rather than the old homogenous, white, Anglo-Saxon, Protestant nation.

Australian Etiquette & Customs

Australians are not very formal so greetings are casual and relaxed.

A handshake and smile suffices.

While an Australian may say, “G’day” or“G’day, mate”, this may sound patronizing from a foreigner. Visitors should simply say, “Hello” or“Hello, how are you?”

Aussies prefer to use first names, even at the initial meeting.

Gift Giving Etiquette

Small gifts are commonly exchanged with family members, close friends, and neighbours on birthdays and Christmas.

Trades people such as sanitation workers may be given a small amount of cash, or more likely, a bottle of wine or a six-pack of beer!

If invited to someone’s home for dinner,it is polite to bring a box of chocolates or flowers to the hostess. A good quality bottle of wine is always appreciated.

Gifts are opened when received.

Many invitations to an Aussies home will be for a “barbie” (BBQ).

Guests to a barbeque typically bring wine or beer for their personal consumption. In some cases, very informal barbeques may suggest that you bring your own meat!

Arrive on time if invited to dinner; no more than 15 minutes late if invited to a barbeque or a large party.

Contact the hostess ahead of time to see if she would like you to bring a dish.

Offer to help the hostess with the preparation or clearing up after a meal is served.

Watch your table manners!

Table manners are Continental｜hold the fork in the left hand and the knife in the right while eating.

Indicate you have finished eating by laying your knife and fork parallel on your plate with the handles facing to the right.

Keep your elbows off the table and your hands above the table when eating.

Business Etiquette and Customs in Australia

Relationships & Communication

Australians are very　matter of fact when it comes to business so do not need long-standing personal relationships before they do business with people.

Australians are very direct in the way they communicate.

There is often an element of humour, often self-deprecating, in their speech.

Aussies often use colourful language that would be unthinkable in other countries.

Business Meeting Etiquette

Appointments are necessary and relatively easy to schedule.

They should be made with as much lead time as possible.

Punctuality is important in business situations. It is better to arrive a few minutes early than to keep someone waiting.

Meetings are generally relaxed; however, they are serious events.

If an Australian takes exception to something that you say, they will tell you so.

If you make a presentation, avoid hype, making exaggerated claims, or bells and whistles.

Present your business case with facts and figures. Emotions and feelings are not important in the Australian business climate.

Negotiating and Decision Making

Australians get down to business quickly with a minimum amount of small talk.

They are quite direct and expect the same in return. They appreciate brevity and are not impressed by too much detail.

Negotiations proceed quickly. Bargaining is not customary. They will expect your initial proposal to have only a small margin for negotiation.

They do not like high-pressure techniques.

Decision-making is concentrated at the top of the company, although decisions are made after consultation with subordinates, which can make decision making slow and protracted.

Business dress is conservative in Melbourne and Sydney.

Men should wear a dark coloured, conservative business suit.

Women should wear a smart dress or a business suit.

In Brisbane or other tropical areas, depending on the job function and company culture, men may wear shirts, ties and Bermuda shorts.

Business cards are exchanged at the initial introduction without formal ritual.

If you are not given a business card, it is not an insult; the person simply may not have one.

Language, Culture, Customs and Business Etiquette

The Japanese Language

Japanese is the sixth most spoken language in the world, with over 99% percent of the country’s population using it.　Amazingly, the language is spoken in scarcely any region outside Japan.

The origin of the Japanese language has many theories in reference to it, some believe it is similar to the Altaic languages, namely Turkish or Mongolian. It is recognized and acknowledged to be close in syntax to the Korean language.

Dialects are used in areas, particularly in Kyoto and Osaka, but standard Japanese, based on the speech of Tokyo, has become more popular through the use of television, radio and movies.

Japanese Society & Culture

The Japanese and “Face”

Saving face is crucial in Japanese society.

The Japanese believe that turning down someone’s request causes embarrassment and loss of face to the other person.

If the request cannot be agreed to, they will say, “it’s inconvenient” or“it’s under consideration”.

Face is a mark of personal dignity and means having high status with one’s peers.

The Japanese will try never to do anything to cause loss of face.

Therefore, they do not openly criticize, insult, or put anyone on-thespot.

Face can be lost, taken away, or earned through praise and thanks.

Harmony in Japanese Society

Harmony is the key value in Japanese society.

Harmony is the guiding philosophy for the Japanese in family and business settings and in society as a whole.

Japanese children are taught to act harmoniously and cooperatively with others from the time they go to pre-school.

The Japanese educational system emphasizes the interdependence of all people, and Japanese children are not raised to be independent but rather to work together.

This need for harmonious relationships between people is reflected in much Japanese behaviour.

They place great emphasis on politeness, personal responsibility and working together for the universal, rather than the individual, good.

They present facts that might be disagreeable in a gentle and indirect fashion.

They see working in harmony as the crucial ingredient for working productively.

Japanese Non-Verbal Communication

Since the Japanese strive for harmony and are group dependent, they rely on facial expression, tone of voice and posture to tell them what someone feels.

They often trust non-verbal messages more than the spoken word as words can have several meanings.

The context in which something is said affects the meaning of the words. Therefore, it is imperative to understand the situation to fully appreciate the response.

Frowning while someone is speaking is interpreted as a sign of disagreement.

Most Japanese maintain an impassive expression when speaking.

Expressions to watch out for include inhaling through clenched teeth, tilting the head, scratching the back of the head, and scratching the eyebrow.

Non-verbal communication is so vital that there is a book for“gaijins”(foreigners) on how to interpret the signs!

It is considered disrespectful to stare into another person’s eyes, particularly those of a person who is senior to you because of age or status.

In crowded situations the Japanese avoid eye contact to give themselves privacy.

The Japanese are very conscious of age and status.

Everyone has a distinct place in the hierarchy, be it the family unit, the extended family, a social or a business situation.

At school children learn to address other students as senior to them(“senpai”) or junior to them (“kohai”).

The oldest person in a group is always revered and honoured. In a social situation, they will be served first and their drinks will be poured for them.

Etiquette & Customs in Japan

Greetings in Japan are very formal and ritualized.

It is important to show the correct amount of respect and deference to someone based upon their status relative to your own.

If at all possible, wait to be introduced.

It can be seen as impolite to introduce yourself, even in a large gathering.

While foreigners are expected to shake hands, the traditional form of greeting is the bow. How far you bow depends upon your relationship to the other person as well as the situation. The deeper you bow, the more respect you show.

A foreign visitor (“gaijin”) may bow the head slightly, since no one expects foreigners to generally understand the subtle nuances of bowing.

Gift Giving Etiquette

Gift-giving is highly ritualistic and meaningful.

The ceremony of presenting the gift and the way it is wrapped is as important sometimes more important than the gift itself.

Gifts are given for many occasions.

The gift need not be expensive, but take great care to ask someone who understands the culture to help you decide what type of gift to give.

Good quality chocolates or small cakes are good ideas.

Do not give lilies, camellias or lotus blossoms as they are associated with funerals.

Do not give white flowers of any kind as they are associated with funerals.

Do not give potted plants as they encourage sickness, although a bonsai tree is always acceptable.

Give items in odd numbers, but not 9.

If you buy the gift in Japan, have it wrapped.

Pastel colours are the best choices for wrapping paper.

Gifts are not opened when received.

On the rare occasion you are invited to a Japanese house:

Remove your shoes before entering and put on the slippers left at the doorway.

Leave your shoes pointing away from the doorway you are about to walk through.

Arrive on time or no more than 5 minutes late if invited for dinner.

If invited to a large social gathering, arriving a little bit later than the invitation is acceptable, although punctuality is always appreciated.

Unless you have been told the event is casual, dress as if you were going into the office.

If you must go to the toilet, put on the toilet slippers and remove them when you are finished.

Watch your Table Manners!

Wait to be told where to sit. There is a protocol to be followed.

The honoured guest or the eldest person will be seated in the centre of the table the furthest from the door.

The honoured guest or the eldest is the first person to begin eating.

Never point your chopsticks.

It will yield tremendous dividends if you learn to use chopsticks.

Do not pierce your food with chopsticks.

Chopsticks should be returned to the chopstick rest after every few bites and when you drink or stop to speak.

Do not cross your chopsticks when putting them on the chopstick rest.

Place bones on the side of your plate.

Try a little bit of everything. It is acceptable to ask what something is and even to make a face if you do not like the taste.

Don’t be surprised if your Japanese colleagues slurp their noodles and soup.

Mixing other food with rice is usually not done. You eat a bit of one and then a bit of the other, but they should never be mixed together as you do in many Western countries.

If you do not want anything more to drink, do not finish what is in your glass. An empty glass is an invitation for someone to serve you more.

When you have finished eating, place your chopsticks on the chopstick rest or on the table. Do not place your chopsticks across the top of your bowl.

If you leave a small amount of rice in your bowl, you will be given more. To signify that you do not want more rice, finish every grain in your bowl.

It is acceptable to leave a small amount of food on your plate when you have finished eating.

Conversation at the table is generally subdued. The Japanese like to savour their food.

Business Etiquette and Protocol in Japan

Understanding of Foreign Ways

Japanese understand that it is very difficult for foreigners to work in Japan.

They will not expect you to speak or read Japanese, or be conversant with their strict cultural nuances and protocol.

Mistakes are allowed as long as genuine respect is shown at all times.

They will usually try to help you but often feel embarrassment at their own lack of understanding or English language ability.

Relationships & Communication

The Japanese prefer to do business on the basis of personal relationships.

In general, being introduced or recommended by someone who already has a good relationship with the company is extremely helpful as it allows the Japanese to know how to place you in a hierarchy relative to themselves.

One way to build and maintain relationships is with greetings / seasonal cards.

It is important to be a good correspondent as the Japanese hold this in high esteem.

Business Meeting Etiquette

Appointments are required and, whenever possible, should be made several weeks in advance.

It is best to telephone for an appointment rather than send a letter, fax or email.

Punctuality is important. Arrive on time for meetings and expect your Japanese colleagues will do the same.

Since this is a group society, even if you think you will be meeting one person, be prepared for a group meeting.

The most senior Japanese person will be seated furthest from the door, with the rest of the people in descending rank until the most junior person is seated closest to the door.

It may take several meetings for your Japanese counterparts to become comfortable with you and be able to conduct business with you.

This initial getting to know you time is crucial to laying the foundation for a successful relationship.

You may be awarded a small amount of business as a trial to see if you meet your commitments.

If you respond quickly and with excellent service, you prove your ability and trustworthiness.

Never refuse a request, no matter how difficult or non-profitable it may appear. The Japanese are looking for a long-term relationship.

Always provide a package of literature about your company including articles and client testimonials.

Always give a small gift, as a token of your esteem, and present it to the most senior person at the end of the meeting. Your Japanese contact can advise you on where to find something appropriate.

Business Negotiation

The Japanese are non-confrontational.

They have a difficult time saying “no”, so you must be vigilant at observing their non-verbal communication.

It is best to phrase questions so that they can answer “yes”. For example, do you disagree with this? Group decision-making and consensus are important.

Written contracts are required.

The Japanese often remain silent for long periods of time. Be patient and try to work out if your Japanese colleagues have understood what were　said.

Japanese prefer broad agreements and mutual understanding so that when problems arise they can be handled flexibly.

Using a Japanese lawyer is seen as a gesture of goodwill. Note that Japanese lawyers are quite different from Western lawyers as they are much more functionary.

Never lose your temper or raise your voice during negotiations.

Some Japanese close their eyes when they want to listen intently.

The Japanese seldom grant concession. They expect both parties to come to the table with their best offer.

The Japanese do not see contracts as final agreements so they can be renegotiated.

Business attire is conservative. Men should wear dark-coloured, conservative business suits. Women should dress conservatively.

Business cards are exchanged constantly and with great ceremony.

Invest in quality cards.

Always keep your business cards in pristine condition.

Treat the business card you receive as you would the person.

You may be given a business card that is only in Japanese.

It is wise to have one side of your business card translated into Japanese.

Give your business card with the Japanese side facing the recipient.

Make sure your business card includes your title, so your Japanese colleagues know your status within your organization.

Business cards are given and received with two hands and a slight bow. Examine any business card you receive very carefully.

During a meeting, place the business cards on the table in front of you in the order people are seated.

When the meeting is over, put the business cards in a business card case or a portfolio.

United States of America

Language, Culture, Customs and Business Etiquette

The United States does not have an official language, but English is spoken by about 82% of the population as a native language. The variety of English spoken in the United States is known as American English; together with Canadian English it makes up the group of dialects known as North American English. Spanish is the second most common language in the country, spoken by almost 30 million people(or 12% of the population).

American Society and Culture

America is ultimately a nation of immigrants and as a result is a cultural mish-mash in every sense of the word. Not only is the country populated by people from foreign countries but all Americans in one way or another trace their ancestry back to another culture, whether Irish, German, Italian or Scottish. Looking around any major city one will notice the “melting-pot” that it is.

Informal and Friendly

Most people who come to the United States may already know a few things about the people through TV. Although this is of course a skewed reality some of the stereotypes are true, especially American friendliness and informality. People tend to not wait to be introduced, will begin to speak with strangers as they stand in a queue, sit next to each other at an event, etc. Visitors can often be surprised when people are so informal to the point of being very direct or even rude.

The country that coined the phrase obviously lives the phrase. In America, time is a very important commodity. People “save” time and “spend”time as if it were money in the bank. Americans ascribe personality characteristics and values based on how people use time. For example, people who are on time are considered to be good people, reliable people who others can count on.

The family unit is generally considered the nuclear family, and is typically small (with exceptions among certain ethnic groups). Extended family relatives live in their own homes, often at great distances from their children.

Individualism is prized, and this is reflected in the family unit. People are proud of their individual accomplishments, initiative and success, and may, or may not, share those sources of pride with their elders.

Customs and Etiquette in the U.S.A

Meeting and Greeting

Greetings are casual.

A handshake, a smile, and a “hello” are all that is needed.

Use first names, and be sure to introduce everyone to each other.

Gift Giving Etiquette

In general, Americans give gifts for birthdays, anniversaries and major holidays, such as Christmas.

A gift can be as simple as a card and personal note to something more elaborate for a person with whom you are close.

Gift giving is not an elaborate event, except at Christmas.

When invited to someone’s home for dinner, it is polite to bring a small box of good chocolates, a bottle of wine, a potted plant or flowers for the hostess.

Gifts are normally opened when received.

Americans socialise in their homes and“backyards”, in restaurants and in other public places.

It’s not at all unusual for social events to be as casual as a backyard barbecue or a picnic in the park.

Arrive on time if invited for dinner; no more than 10 minutes later than invited to a small gathering. If it is a large party, it is acceptable to arrive up to 30 minutes later than invited.

Table manners are more relaxed in the U.S.A than in many other countries.

The fork is held in the right hand and is used for eating. The fork is held tines down. The knife is used to cut or spread something. To use the knife, the fork is switched to the left hand. To continue eating, the fork is switched back to the right hand.

If you have not finished eating, cross your knife and fork on your plate with the fork over the knife. Indicate you have finished eating by laying your knife and fork parallel across the right side of your plate.

If you are more comfortable eating in the continental manner, go ahead. It will not offend anyone.

Feel free to refuse specific foods or drinks without offering an explanation.

Many foods are eaten by hand.

Food is often served family-style, which means that it is in large serving dishes and passed around the table for everyone to serve themselves.

Do not begin eating until the hostess starts or says to begin.

Remain standing until invited to sit down.

Do not rest your elbows on the table.

Put your napkin in your lap as soon as you sit down.

Leave a small amount of food on your plate when you have finished eating.

Business Etiquette and Protocol

What is considered appropriate business attire varies by geographic region, day of the week and industry.

In general, people in the East dress more formally, while people in the West are known for being a bit more casual.

Executives usually dress formally regardless of which part of the country they are in.

Casual Friday is common in many companies. High technology companies often wear casual clothes every day.

For an initial meeting, dressing conservatively is always in good taste. Women can wear business suits, dresses or pantsuits. Men should wear a business suit unless you know the firm to be quite casual.

The hand shake is the common greeting.

Handshakes are firm, brief and confident.

Maintain eye contact during the greeting.

In most situations, you can begin calling people by their first names.

Most people will insist that you call them by their nickname, if they have one.

In formal circumstances, you may want to use titles and surnames as a courtesy until you are invited to move to a first name basis, which will happen quickly.

Business cards are exchanged without formal ritual.

It is quite common for the recipient to put your card in their wallet, which may then go in the back pocket of their trousers. This is not an insult.

Communication Styles

Americans are direct. They value logic and linear thinking and expect people to speak clearly and in a straightforward manner. To them if you don’t “tell it how it is” you simply waste time, and time is money. If you are from a culture that is more subtle in communication style, try not to be insulted by the directness. Try to get to your point more quickly and don’t be afraid to be more direct and honest than you are used to. Americans will use the telephone to conduct business that would require a face-to-face meeting in most other countries. They do not insist upon seeing or getting to know the people with whom they do business.

Arrive on time for meetings since time and punctuality are so important to Americans. In the Northeast and Midwest, people are extremely punctual and view it as a sign of disrespect for someone to be late for a meeting or appointment. In the Southern and Western states, people may be a little more relaxed, but to be safe, always arrive on time, although you may have to wait a little before your meeting begins.

Meetings may appear relaxed, but they are taken quite seriously. If there is an agenda, it will be followed. At the conclusion of the meeting, there will be a summary of what was decided, a list of who will implement which facets and a list of the next steps to be taken and by whom. If you make a presentation, it should be direct and to the point. Visual aids should further enhance your case. Use statistics to back up your claims, since Americans are impressed by hard data and evidence.

With the emphasis on controlling time, business is conducted rapidly. Expect very little small talk before getting down to business. It is common to attempt to reach an oral agreement at the first meeting. The emphasis is on getting a contract signed rather than building a relationship. The relationship may develop once the first contract has been signed.

Language, Culture, Customs and Business Etiquette

French, the official language, is the first language of 88% of the population. Most of those who speak minority languages also speak French, as the minority languages are given no legal recognition. 3% of the population speak German dialects, predominantly in the eastern provinces of Alsace-Lorraine and Moselle. Flemish is spoken by around 90,000 people in the northeast, which is 0.2% of the French population. Around 1m people near the Italian border, roughly 1.7% of the population, speaks Italian. Basque is spoken by 0.1% and mainly along the French-Spanish border.

Catalan dialects are spoken in the French Pyrenees by around 260,000 people or 0.4% of the French population. The Celtic language, Breton, is spoken by 1.2% and mainly in the north west of France. These three languages have no official status within France.

In the South of France, over 7m speak Occitan dialects, representing 12% of the population of France, but these dialects have no official status. Nor too does Corsu, the dialect of the island of Corsica that is closely related to Tuscan and is spoken by 0.3%. Arabic, the third largest minority language, is spoken by around 1.7% of the population throughout the country. Other immigrant languages from the former French colonies include Kabyle and Antillean Creole. Why not learn some useful French phrases?

French Society & Culture

Food is one of the great passions of the French people.

French cooking is highly refined and involves careful preparation, attention to detail, and the use of fresh ingredients.

It varies by region and is heavily influenced by what is grown locally.

French Family Values

The family is the social adhesive of the country and each member has certain duties and responsibilities.

The extended family provides both emotional and financial support.

Despite their reputation as romantics, the French have a practical approach towards marriage.

Families have few children, but parents take their role as guardians and providers very seriously.

Relationships-Public VS. Private

The French are private people and have different rules of behaviour for people within their social circle and those who are not.

Although the French are generally polite in all dealings, it is only with their close friends and family that they are free to be themselves.

Friendship brings with it a set of roles and responsibilities, including being available should you be needed. Friendship involves frequent, if not daily, contact.

Etiquette & Customs in France

The handshake is a common form of greeting.

Friends may greet each other by lightly kissing on the cheeks, once on the left cheek and once on the right cheek.

First names are reserved for family and close friends. Wait until invited before using someone’s first name.

You are expected to say “bonjour” or“bonsoir”(good morning and good evening) with the honorific title Monsieur or Madame when entering a shop and “au revoir”(good-bye) when leaving.

If you live in an apartment building, it is polite to greet your neighbours with the same appellation.

Gift Giving Etiquette

Flowers should be given in odd numbers but not 13, which is considered unlucky.

Some older French retain old-style prohibitions against receiving certain flowers: White lilies or chrysanthemums as they are used at funerals; red carnations as they symbolize bad will; any white flowers as they are used at weddings.

Prohibitions about flowers are not generally followed by the young. When in doubt, it is always best to err on the side of conservatism.

If you give wine, make sure it is of the highest quality you can afford. The French appreciate their wines.

Gifts are usually opened when received.

If you are invited to a French house for dinner:

Arrive on time. Under no circumstances should you arrive more than 10 minutes later than invited without telephoning to explain you have been detained.

The further south you go in the country, the more flexible time is.

If invited to a large dinner party, especially in Paris,send flowers the morning of the occasion so that they may be displayed that evening.

Dress well. The French are fashion conscious and their version of casual is not as relaxed as in many western countries.

Table manners are Continental｜the fork is held in the left hand and the knife in the right while eating.

If there is a seating plan, you may be directed to a particular seat.

Do not begin eating until the hostess says “bon appetite”.

If you have not finished eating, cross your knife and fork on your plate with the fork over the knife.

Do not rest your elbows on the table, although your hands should be visible and not in your lap.

Finish everything on your plate.

Do not cut salad with a knife and fork. Fold the lettuce on to your fork.

Peel and slice fruit before eating it.

Leave your wineglass nearly full if you do not want more.

Business Etiquette and Protocol in France

Relationships & Communication

French business behaviour emphasizes courtesy and a degree of formality.

Mutual trust and respect is required to get things done.

Trust is earned through proper behaviour.

Creating a wide network of close personal business alliances is very important.

If you do not speak French, an apology for not knowing their language may aid in developing a relationship.

It is always a good idea to learn a few key phrases, since it demonstrates an interest in a long-term relationship.

The way a French person communicates is often predicated by their social status, education level, and which part of the country they were raised.

In business, the French often appear extremely direct because they are not afraid of asking probing questions.

Written communication is formal. Secretaries often schedule meetings and may be used to relay information from your French business colleagues.

Business Meetings Etiquette

Appointments are necessary and should be made at least 2 weeks in advance.

Appointments may be made in writing or by telephone and, depending upon the level of the person you are meeting, are often handled by the secretary.

Do not try to schedule meetings during July or August, as this is a common vacation period.

If you expect to be delayed, telephone immediately and offer an explanation.

Meetings are to discuss issues, not to make decisions.

Avoid exaggerated claims, as the French do not appreciate hyperbole.

Business Negotiation

French business emphasizes courtesy and a fair degree of formality.

Wait to be told where to sit.

Maintain direct eye contact while speaking.

Business is conducted slowly. You will have to be patient and not appear ruffled by the strict adherence to protocol.

Avoid confrontational behaviour or high-pressure tactics. It can be counterproductive.

The French will carefully analyze every detail of a proposal, regardless of how minute.

Business is hierarchical. Decisions are generally made at the top of the company.

The French are often impressed with good debating skills that demonstrate an intellectual grasp of the situation and all the ramifications.

Never attempt to be overly friendly. The French generally compartmentalize their business and personal lives.

Discussions may be heated and intense.

High-pressure sales tactics should be avoided. The French are more receptive to a low-key, logical presentation that explains the advantages of a proposal in full.

When an agreement is reached, the French may insist it be formalized in an extremely comprehensive, precisely worded contract.

Business dress is understated and stylish.

Men should wear dark-coloured, conservative business suits for the initial meeting. How you dress later is largely dependent upon the personality of the company with which you are conducting business.

Women should wear either business suits or elegant dresses in soft colours.

The French like the finer things in life, so wear good quality accessories.

Business cards are exchanged after the initial introductions without formal ritual.

Have the other side of your business card translated into French. Although not a business necessity, it demonstrates an attention to detail that will be appreciated.

Include any advanced academic degrees on your business card.

French business cards are often a bit larger than in many other countries.

Language, Culture, Customs and Business Etiquette

Languages in Germany

The official language of Germany is German, with over 95% of the population speaking German as their first language. Minority languages include Sorbian, spoken by 0.09% in the east of Germany; North and West Frisian, spoken around the Rhine estuary by around 10,000 people, or 0.01%, who also speak German.

Danish is spoken by 0.06%, mainly in the area along the Danish border. Romani, an indigenous language is spoken by around 0.08%. Immigrant languages include Turkish, which is spoken by around 1.8%, and Kurdish, by 0.3%.

Why not learn some useful German phrases?

German Society & Culture

In many respects, Germans can be considered the masters of planning.

This is a culture that prizes forward thinking and knowing what they will be doing at a specific time on a specific day.

Careful planning, in one’s business and personal life, provides a sense of security.

Rules and regulations allow people to know what is expected and plan their life accordingly.

Once the proper way to perform a task is discovered, there is no need to think of doing it any other way.

Germans believe that maintaining clear lines of demarcation between people, places, and things is the surest way to lead a structured and ordered life.

Work and personal lives are rigidly divided.

There is a proper time for every activity. When the business day ends, you are expected to leave the office. If you must remain after normal closing, it indicates that you did not plan your day properly.

Germans take great pride in their homes.

They are kept neat and tidy at all times, with everything in its appointed place.

In a culture where most communication is rather formal, the home is the place where one can relax and allow your individualism to shine.

Only close friends and relatives are invited into the sanctity of the house, so it is the one place where more informal communication may occur.

There are many unwritten rules surrounding the outward maintenance of one’s home.

It is imperative that common areas such as sidewalks, pavements, corridors (in apartments), and steps be kept clean at all times.

German Etiquette & Customs

Greetings are formal.

A quick, firm handshake is the traditional greeting.

Titles are very important and denote respect. Use a person’s title and their surname until invited to use their first name. You should say Herr or Frau and the person’s title and their surname.

In general, wait for your host or hostess to introduce you to a group.

When entering a room, shake hands with everyone individually, including children.

Gift Giving Etiquette

If you are invited to a German’s house, bring a gift such as chocolates or flowers.

Yellow roses or tea roses are always well received.

Do not give red roses as they symbolize romantic intentions.

Do not give carnations as they symbolize mourning.

Do not give lilies or chrysanthemums as they are used at funerals.

If you bring wine, it should be imported, French or Italian. Giving German wines is viewed as meaning you do not think the host will serve a good quality wine.

Gifts are usually opened when received.

If you are invited to a German’s house:

Arrive on time as punctuality indicates proper planning. Never arrive early.

Never arrive more than 15 minutes later than invited without telephoning to explain you have been detained.

Send a handwritten thank you note the following day to thank your hostess for her hospitality.

Remain standing until invited to sit down. You may be shown to a particular seat.

Table manners are Continental｜the fork is held in the left hand and the knife in the right while eating.

Do not begin eating until the hostess starts or someone says“guten appetite”(good appetite).

At a large dinner party, wait for the hostess to place her napkin in her lap before doing so yourself.

Do not rest your elbows on the table.

Do not cut lettuce in a salad. Fold it using your knife and fork.

Cut as much of your food with your fork as possible, since this compliments the cook by indicating the food is tender.

Finish everything on your plate.

Rolls should be broken apart by hand.

Indicate you have finished eating by laying your knife and fork parallel across the right side of your plate, with the fork over the knife.

The host gives the first toast.

An honoured guest should return the toast later in the meal.

The most common toast with wine is “Zum Wohl” (“good health”).

The most common toast with beer is “Prost” (“good health”).

Business Etiquette and Protocol in Germany

Relationships & Communications

Germans do not need a personal relationship in order to do business.

They will be interested in your academic credentials and the amount of time your company has been in business.

Germans display great deference to people in authority, so it is imperative that they understand your level relative to their own.

Germans do not have an open-door policy. People often work with their office door closed. Knock and wait to be invited in before entering.

German communication is formal.

Following the established protocol is critical to building and maintaining business relationships.

As a group, Germans are suspicious of hyperbole, promises that sound too good to be true, or displays of emotion.

Germans will be direct to the point of bluntness.

Expect a great deal of written communication, both to back up decisions and to maintain a record of decisions and discussions.

Business Meeting Etiquette

Appointments are mandatory and should be made 1-2 weeks in advance.

Letters should be addressed to the top person in the functional area, including the person’s name as well as their proper business title.

If you write to schedule an appointment, the letter should be written in German.

Punctuality is taken extremely seriously. If you expect to be delayed, telephone immediately and offer an explanation. It is extremely rude to cancel a meeting at the last minute and it could jeopardize your business relationship.

Meetings are generally formal.

Initial meetings are used to get to know each other. They allow your German colleagues to determine if you are trustworthy.

Meetings adhere to strict agendas, including starting and ending times.

Maintain direct eye contact while speaking.

Although English may be spoken, it is a good idea to hire an interpreter so as to avoid any misunderstandings.

At the end of a meeting, some Germans signal their approval by rapping their knuckles on the tabletop.

There is a strict protocol to follow when entering a room:

The eldest or highest ranking person enters the room first.

Men enter before women, if their age and status are roughly equivalent.

Business Negotiation

Do not sit until invited and told where to sit. There is a rigid protocol to be followed.

Meetings adhere to strict agendas, including starting and ending times.

Treat the process with the formality that it deserves.

Germany is heavily regulated and extremely bureaucratic.

Germans prefer to get down to business and only engage in the briefest of small talk. They will be interested in your credentials.

Make sure your printed material is available in both English and German.

Contracts are strictly followed.

You must be patient and not appear ruffled by the strict adherence to protocol. Germans are detail-oriented and want to understand every innuendo before coming to an agreement.

Business is hierarchical. Decision-making is held at the top of the company.

Final decisions are translated into rigorous, comprehensive action steps that you can expect will be carried out to the letter.

Avoid confrontational behaviour or high-pressure tactics. It can be counterproductive.

Once a decision is made, it will not be changed.

Business dress is understated, formal and conservative.

Men should wear dark -coloured, conservative business suits.

Women should wear either business suits or conservative dresses.

Do not wear ostentatious jewellery or accessories.

Language, Culture, Customs and Business Etiquette

The United Kingdom does not have a constitutionally defined official language. English is the main language (being spoken monolingually by more than 70% of the UK population) and is thus the de facto official language.

Other native languages to the Isles include Welsh, Irish, Ulster Scots, Cornish, Gaelic and British Sign Language.

Immigrants have naturally brought many foreign languages from across the globe.

British Society, People and Culture

The United Kingdom is comprised of 4 countries: England, Scotland, Wales and Northern Ireland. It is important not only to be aware of these geographical distinctions, but also the strong sense of identity and nationalism felt by the populations of these 4 nations.

The terms“English” and “British”do not mean the same thing. “British”denotes someone who is from England, Scotland, Wales or Northern Ireland. “English”refers to people from England. People from Scotland are“Scots”, from Wales “Welsh” and from Northern Ireland“Irish”. Be sure not to call someone Welsh, Scots, or Northern Irish“English”.

Although in the past few decades, people from varied backgrounds have had greater access to higher education, wealth distribution is changing and more upward/downward mobility is occurring, the British class system is still very much intact although in a more subconscious way. The playing field is leveling but the British still seem to pigeonhole people according to class.

Class is no longer simply about wealth or where one lives; the British are able to suss out someone’s class through a number of complex variables including demeanour, accent, manners and comportment.

A Multicultural Society

Formerly a very homogenous society, since World War II, Britain has become increasingly diverse as it has accommodated large immigrant populations, particularly from its former colonies such as India, Pakistan and the West Indies. The mixture of ethnic groups and cultures make it difficult to define “Britishness” nowadays and a debate rages within the nation as to what now really constitutes being a Briton.

The British have been historically known for their stiff upper lip and “blitz spirit” as demonstrated during the German bombings of World War II. This“grin and bear”attitude in the face of adversity or embarrassment lives on today.

As a nation, the Brits tend not to use superlatives and may not appear terribly animated when they speak. This does not mean that they do not have strong emotions; merely that they do not choose to put them on public display. T　　 hey are generally not very openly demonstrative, and, unless you know someone well, may not appreciate it if you put your arm around their shoulder. Kissing is most often reserved for family members in the privacy of home, rather than in public. You’ll see that the British prefer to maintain a few feet of distance between themselves and the person to whom they are speaking. If you have insulted someone, their facial expression may not change.

The British are very reserved and private people. Privacy is extremely important. The British will not necessarily give you a tour of their home and,in fact, may keep most doors closed. They expect others to respect their privacy. This extends to not asking personal questions.

The question, “Where are you from?” may be viewed as an attempt to“place” the person on the social or class scale. Even close friends do not ask pointedly personal questions, particularly pertaining to one’s financial situation or relationships.

There is a proper way to act in most situations and the British are sticklers for adherence to protocol. The British are a bit more contained in their body language and hand gestures while speaking. They are generally more distant and reserved than North and South Americans and Southern Europeans, and may not initially appear to be as open or friendly. Friendships take longer to build; however, once established they tend to be deep and may last over time and distance.

British Etiquette and Customs

Meeting and Greeting

The handshake is the common form of greeting.

The British might seem a little stiff and formal at first.

Avoid prolonged eye contact as it makes people feel uncomfortable.

There is still some protocol to follow when introducing people in a business or more formal social situation. This is often a class distinction, with the“upper class” holding on to the long-standing traditions:

Introduce a younger person to an older person.

Introduce a person of lower status to a person of higher status.

When two people are of similar age and rank, introduce the one you know better to the other person.

Gift Giving Etiquette

The British exchange gifts between family members and close friends for birthdays and Christmas.

The gift need not be expensive, but it should usually demonstrate an attempt to find something that related to the recipient’s interests.

If invited to someone’s home, it is normal to take along a box of good chocolates, a good bottle of wine or flowers.

Gifts are opened when received.

Unlike many European cultures, the British enjoy entertaining in people their homes.

Although the British value punctuality, you may arrive 10-15 minutes later than invited to dinner. However, if going to a restaurant be on time.

Table manners are Continental, i.e. the fork is held in the left hand and the knife in the right while eating.

The fork is held tines down so food is scooped on to the back of the fork. This is a skill that takes time to master.

Remain standing until invited to sit down. You may be shown to a particular seat.

Do not rest your elbows on the table.

If you have not finished eating, cross your knife and fork on your plate with the fork over the knife.

Indicate you have finished eating by laying your knife and fork parallel across the right side of your plate.

Toasts are given at formal meals.

When in a pub, it is common practice to pay for a round of drinks for everyone in your group.

If invited to a meal at a restaurant, the person extending the invitation usually pays. Do not argue about the check; simply reciprocate at a later time.

Business Etiquette and Protocol

A firm handshake is the norm; there are no issues over gender in the UK.

People shake upon meeting and leaving.

Maintain eye contact during the greeting but avoid anything prolonged.

Most people use the courtesy titles or Mr, Mrs or Miss and their surname.

Wait until invited before moving to a first-name basis. People under the age of 35 may make this move more rapidly than older British.

Business cards are exchanged at the initial introduction without formal ritual.

The business card may be put away with only a cursory glance so don’t be offended if not much attention is paid to it.

The British Communication Style

The British have an interesting mix of communication styles encompassing both understatement and direct communication. Many older businesspeople or those from the“upper class” rely heavily upon formal use of established protocol. Most British are masters of understatement and do not use effusive language. If anything, they have a marked tendency to use“qualifiers”such as“perhaps”, “possibly”or“it could be”.

When communicating with people they see as equal to themselves in rank or class, the British are direct, but modest. If communicating with someone they know well, their style may be more informal, although they will still be reserved.

Written communication follows strict rules of protocol. How a letter is closed varies depending upon how well the writer knows the recipient. Written communication is always addressed using the person’s title and their surname. First names are not generally used in written communication, unless you know the person well.

E-mail is now much more widespread, however the communication style remains more formal, at least initially, than in many other countries. Most British will not use slang or abbreviations and will think negatively if your communication appears overly familiar.

Building Relationships

The British can be quite formal and sometimes prefer to work with people and companies they know or who are known to their associates. The younger generation however is very different; they do not need long-standing personal relationships before they do business with people and do not require an intermediary to make business introductions. Nonetheless, networking and relationship building are often key to long-term business success.

Most British look for long-term relationships with people they do business with and will be cautious if you appear to be going after a quick deal.

If you plan to use an agenda, be sure to forward it to your British colleagues in sufficient time for them to review it and recommend any changes.

Punctuality is important in business situations. In most cases, the people you are meeting will be on time. Scots are extremely punctual. Call if you will be even 5 minutes later than agreed. Having said that, punctuality is often a matter of personal style and emergencies do arise. If you are kept waiting a few minutes, do not make an issue of it. Likewise, if you know that you will be late it is a good idea to telephone and offer your apologies.

How meetings are conducted is often determined by the composition of people attending:

If everyone is at the same level, there is generally a free flow of ideas and opinions.

If there is a senior ranking person in the room, that person will do most of the speaking.

许勤华博士，中国人民大学国际关系学院副教授，俄罗斯东欧中亚研究所副所长，中国人民大学国际能源战略研究中心执行主任，国际政治经济、世界经济、国际政治和国际关系专业硕士研究生导师。研究领域主要为国际能源战略、中国能源政策。从事国际问题研究二十一年，在捷克、美国、日本、新加坡、英国有访学及工作经历。曾为亚太经济合作组织之亚太能源研究中心高级研究员，现为国家发展与改革委员会能源研究所客座教授、中国国际问题基金会研究员、英国国际战略研究所会员。主要著述有《新地缘政治：中亚能源与中国》(2007)、《能源外交概论》(2012)、《中国能源国际合作年度报告》(2009\2010\2011\2012)等，发表国际会议论文十多篇，并在国内外期刊及报刊发表几十篇中英文论文及评论，主持过多个国内外能源项目。迄今为止，许博士已踏足全球约30个国家和地区，有丰富的国际合作和文化差异经历。

Dr. XU Qinhua is an Associate Professor of School of International Studies (SIS), Renmin University of China (RUC) and she also serves as the Executive Director of the Center for International Energy Strategy Studies of RUC. She is specialized in International Political Economy with research focus on Energy Politics. She has over 20 years’ experience in various teaching and research positions in a number of prestigious institutions in China and overseas countries including Czech, the US， and Japan. She was a senior researcher in Asia-Pacific Energy Research Centre which is a specialized energy research institution under APEC and she was the technology leader of the project “Energy Intensity Model Construction” for the Government, Hong Kong Special Administrative Region. She is now a guest professor of ERI, NDRC, and a working member for the “Study on Development of Energy Security Index and Assessment of Energy Security for East Asia Countries” of ERIA. Dr Xu has published a series of her research findings in various aspects covering international relations. She is now focusing her research on energy policy in China and how China cooperates with overseas countries in international arena to enhance world energy security. The report “Understanding Energy in China: Geographies of Energy Efficiency”, for which Dr. XU worked as a study leader, won a prize of IEEJ in 2009. She is the editor of an annual report on “China International Energy Cooperation” which has been published in Chinese since 2010; the author of monographs “New Geopolitics: Central Asia and China” (2007) and “Energy Diplomacy” (2012). She is now working on another annual report in English about energy development in China. Through extensive travelling, Dr.Xu has lots of experience in cultural differences.