Europeans have mannerisms similar to Americans, but the differences should be heeded, especially in business. Here are 10 tips to ensure your business transactions with Europeans will be well-received.
1) Have a firm handshake: the first impression of a handshake leaves an indelible impression in the eyes of a client. Make sure you have a good grip, and respond to the pressure of the other person’s handshake.
2) Do not make small talk: many European businesspeople do not care about the well-being of your niece, nor do they want to know about your spouse’s favorite American TV show. Unlike in Asia, Europeans (especially in Scandinavia and Germany) do not want to know anything other than the logistics of the business deal at hand.
3) Speak directly: when asked a question, do not try to skirt the issue. In pure down-to-business fashion, Europeans want to know the logistics of the business deal, often pertaining to the bottom line. While other companies in Asia or South America might prefer indirect answers (in fact, in Arab culture it was insulting to ask for timelines when God could intervene at any moment), Europeans want concise answers.
4) Show knowledge of the country: if any small-talk opportunities arise, compliment the country for its beauty or show some knowledge of the culture. Even if your tiny bed in London cost 2 times as much as a large suite in the US, complaining about anything in the city is off-limits. Being a gracious visitor shows the potential client that you are a gracious businessperson who respects the culture.
5) Show some knowledge of the language: because so many Europeans are fluent in English, you’re lucky that the whole interaction will likely be in English. As such, try to show courtesy by saying simple phrases in the introduction period like, “how are you?” “hello” and other words. You will be perceived not as the “ugly” American, but inquisitive and thoughtful.
6) Dress to impress: Americans are becoming increasingly lax in their dress code. France and Italy regard couture as a sign of wealth and status: two things you want to exude during all interactions. In other countries like Norway, Finland, and Germany, business is a strict, formal affair with one’s outfit reflecting this. Keep the attire simple, but if ever there was a time to justify the purchase of an expensive suit, a business trip to Europe is one such time. Women should dress conservatively: while women are far more prominent as executives in Europe in comparison to Asia or South America, American women can push the envelope with proper attire. All skirts should be knee-length, light on the jewelry, and no cleavage. Keep business coats on at all times, including in restaurants (unless the host indicates otherwise).
7) Do not hard-sell or use pressure tactics: Europeans find this type of business tactic extremely off-putting. While it may seem natural to say to a business partner back home, “great, we’ll expect a decision on Wednesday,” this is not appropriate for business transactions in Europe. If you are pushing for a business negotiation, be patient. Leave the meeting on a positive note, and follow up in a few days with a sunny disposition.
8) Carry business cards: exchanging business cards is a common formality in Europe. Ensure that your business cards have no dents, stains, and are in great condition. Carry a back-up business card holder just in case.
9) Watch any slang or unique American phrases: so many Americanisms simply do not travel well overseas. While “dude” and “y’all” are obvious targets, the same is true for other phrases like, “the cat’s out of the bag.”
10) Be punctual. Such advice might seem like common sense, but other countries (especially Latin American countries) are perfectly fine with keeping their guests waiting for half an hour while tending to other matters. The concept of time is much more fluid in these countries. In Europe, however, on-time means 5 minutes late. As such, for all European business meetings, show up early. This might require extra planning, but be it setting an extra alarm or calling the concierge to ensure a cab is waiting in the morning, being on time is essential for all European business negotiations.
For further reading and additional tips on how to conduct business in Western Europe, check out these websites.
+http://www.kutenk.com/2009/07/15/business-etiquette-for-international-travellers-cultural-sensitivity-and-awareness-tips-for-business-travellers-build-trust-and-relationship-for-your-business/
+http://www.ateaseinc.com/books/book.tmpl?cart=8648790&SKU;=4&searchTitle;=International%20Business%20Etiquette%20-%20Europe%20
http://www.amazon.com/gp/search?index=books&linkCode;=qs&keywords;=0595323316
+http://www.amazon.com/Multicultural-Manners-Essential-Etiquette-Century/dp/0471684287/ref=cm_lmf_tit_3_rsrssi0
