Negotiations with foreign partners

In business circles today, the ability to communicate is valued much higher than knowledge of the specialty. Having managed to win over a person with personal contact, you can achieve much more than during a remote contact via the Internet. It should be borne in mind that when you achieve a personal meeting, you will need knowledge of the intricacies and nuances of business etiquette. The topic of our today's article is negotiations with foreign partners, especially meetings and etiquette.

Meeting of foreign partners

When business partners arrive at the airport, not a secretary should go there, but an employee of the appropriate rank, who should not forget that he introduces himself to the guests first. After that, he seats the head of the delegation in the car next to him. The car door is usually opened by the security guard of arriving guests. If it is not there, it is better to do it to the greeter. The delegation was escorted to the hotel, in the lobby of which a protocol visit was agreed.

Meeting foreign business partners at the airport

Protocol and content of the meeting

Since negotiations consist of two main parts – a business protocol and a substantive one – it is necessary to divide these parts when preparing negotiations, for example, into the following points:

1. The place of the meeting, the composition of the participants, and the greeting are important for working out the protocol.
2. For the successful implementation of the content – a range of issues, goals and objectives of the meeting, seating places for the participants.

A protocol visit lasts no more than half an hour, the main guest is seated on the right hand of the host, and they discuss a range of issues for the future substantive part of the meeting.

Negotiations are being conducted according to the meeting minutes

It is very important to promptly abandon existing stereotypes about representatives of a particular nationality and to study in advance the peculiarities of their reception.

Let's start with those with whom you should be most discreet and careful.

Negotiations with the British

What to consider when holding a meeting with the British:

1. The meeting is negotiated in advance, time transfers are unacceptable.
2. Eliminate privacy concerns from the conversation. Better to discuss the weather or sporting events.
3. Better to use terms like Britain, Great Britain, British.
4. You will be allowed to fully express yourself, and if you do not agree with you, then they will reasonably justify this after all your speech. Never interrupt your opponents. It is better that you are prepared in advance for a tough position on their part.
5. Respect for the letter of the law must be absolute and complete.
6. Maintain a distance (in the truest sense of the word), breaking it can create personal discomfort. For the British, this distance is not less than a meter.
7. Verbosity, excessive gesticulation are unacceptable.
8. Love for handshakes should be tempered, this is welcomed only at the first meeting.
9. If you are having a business lunch with the British, you should not discuss topics such as religion, finances, or the life of the royal family.
10. No need to toast and clink glasses.
11. Do not allow any familiarity.
12. If you don't understand English humor, you will be biased. But it is better not to count on the fact that the British will understand the Russian anecdote.

Negotiations with partners from England should be conducted as formally as possible

Negotiations with Americans

It is also worth preparing for a meeting with the Americans in advance. If the negotiations will take place in your office, put a couple of family photos somewhere. But this does not allow talking about the personal. To the question 'How are you?' give a short, unambiguous answer. Americans value a handshake. Learn the rules of the handshake that we discussed in detail earlier. The leader gives his hand first. Do not forget to add the words 'miss', 'mrs', 'mister' to the appeals, call by name – only if you are asked to do so. A two-hour meeting will most likely not be needed, it will take half an hour to negotiate. The Americans make decisions quickly, but they can quickly replay everything if something does not suit them during negotiations.

Prepare negotiations with Americans in advance and learn to shake hands correctly

Negotiations with the Germans

Pedantic Germans agree on everything through a secretary. The question 'How are you?' not a formality for them. A military theme is best avoided. Be careful when drawing up joint documents, think over each clause of the future agreement, if something does not coincide, penalties will not be long in coming. Carelessness in dress or negotiation, and too harsh perfume can upset negotiations. How to choose the right perfume, read our previous publications.

Do not try to be late for a meeting with pedantic German partners

When meeting and saying goodbye to your German partner, be sure to exchange handshakes. Keep in mind that even when you achieve a relationship of trust, you should not rush to switch to 'you'. Germans prefer this style of communication only with their closest friends. During the conversation, try to express your thought as succinctly as possible, and if the conversation is serious and long, it will not be superfluous to draw up a conversation plan.

Be sure to back up any of your promises with a guarantee. It is worth emphasizing that if the transaction is canceled through your fault, you will be ready to pay a fine. The German partners will like such a statement and they will have more confidence in you.

It is also necessary to remember that it is not customary for the Germans to present gifts at an important meeting – the maximum that can be presented from your side is a souvenir with the symbols of your company.

Meeting with French partners

The French may be late for a meeting, but they treat the documents to be signed with meticulousness. No 'additional' interpretations are allowed! When referring to members of the delegation, add the words 'monsieur' and 'madam'. Between longtime acquaintances, light hugs and kisses on the cheek are permissible. The best time for negotiations is from eleven o'clock. All conversations will have to be done in French.

Meeting with French partners is held in French

Meeting with Italian partners

Make your greeting for Italians cheerful and friendly. They are temperamental and very polite people. Ask about the well-being of the children, and then – the interlocutor. But don't ask about the family. It is also better not to touch on politics. Be very restrained when talking about football. If you are invited to a restaurant, be sure to accept the offer and calmly react to the fact that your decisions may be sharply commented on. Italians believe that criticism in this unofficial situation should not be offended. You should not treat women the way we do. Do not let Italians go ahead and do not touch them in any way.

Meeting with Italian partners can be held in a restaurant or cafe

Meeting with Chinese partners

The rules on behavior with the fairer sex also apply to residents of China. The most valuable qualities for this people are patience, caution, perseverance. If these properties are not noticed by you, negotiations may end as soon as they have begun. If in all previous cases gifts to partners were not welcomed, then China is a deviation from this rule. The only thing that cannot be given is a watch – a symbol of death. It is very important to be careful about your business card when it is handed to you. Place it in front of you, but never in a business card holder.

Be persistent and persistent in meeting with Chinese partners

Negotiations with partners from Arab countries

When describing business etiquette with Arabs, I want to use the checklist again. The rules will be as follows:

1. In Arab countries, it is customary to use a handshake as a greeting and ask questions about health, as well as about business.
2. Gift exchange is welcome. Give the gift with your right hand.
3. The right side rule also applies to movement. For example, when entering the door, the first person who is standing to the right of everyone starts to move.
4. Among the forbidden topics for conversation: religion and women, even wives.
5. Keep in mind that Friday is a day off, just like Ramadan is a holiday, you do not need to plan negotiations for this time.
6. In conversations, try to avoid reporting illnesses, troubles, and the like.
7. Since eye contact is very important, you should not start a conversation while wearing sunglasses.
8. In no case should you sit with your legs crossed, showing the soles of your shoes is a terrible sin, as well as shaking hands with your left hand.
9. Arabs value humor and developed speech.

In business negotiations with Arabs, let's admit humor and conversations about the health of our own and those of loved ones

Finally

By remembering these rules, you can avoid unpleasant situations. And remember that those who are going to meet with you, as well as you are preparing for this!

I wish you good negotiations with foreign partners!