Business Etiquette

Read this text and choose one of these titles for it.

A) When in Rome… D) Problems That Business People Face

B) Travelling Abroad E) Good Manners, Good Business

C) Doing Business in Europe F) I Didn’t Mean to Be Rude!

Nobody actually wants to cause offence but, as business becomes ever more international it is increasingly easy to get it wrong. There may be a single European market but it does not mean that they behave the same in Greece as they do in Denmark.

In many European countries handshaking is an automatic gesture. In France good manners require that on arriving at a business meeting a manager shakes hands with everyone present. But Northern Europeans, such as the British and Scandinavians, are not quite so fond of physical demonstration.

In France it is not good manners to raise tricky questions of business over the main course.

Business has its place: after the cheese course. Unless you are prepared to eat in silence, you have to talk about something - something, that is, other than the business deal which you are continually chewing over in your head.

In Germany, as you walk sadly back to your hotel room, you may wonder why your apparently friendly hosts have not invited you out for the evening. Don't worry, it is probably nothing personal. Germans do not entertain business people with quite the same enthusiasm as some of their European counterparts.

The Germans are also notable for the amount of formality they bring to business. As an outsider, it is often difficult to know whether colleagues have been working together for 30 years or have just met in the lift. If you are used to calling people by their first names, this can be a little strange. To the Germans titles are important. Forgetting that someone should be called Herr Doktor or Frau Direktorin might cause serious offence. It's equally offensive to call them by a title they do not possess.

In Italy the question of a title is further confused by the fact that everyone with a university degree can be called Dottore – and engineers, lawyers and architects may also expect to be called by their professional titles.

Italians give similar importance to the whole process of business entertaining. In fact, in Italy the biggest fear, as course after course appears, is that you entirely forget you are there on business. If you have the energy, you can always do the polite thing when the meal finally ends and offer to pay. Then after a lively discussion you must remember the next polite things to do – let your host pick up the bill.

These cultural challenges exist side by side with the problems of doing business in a foreign language. Language, of course, is full of difficulties – disaster may be only a syllable away. But the more you know of the culture of the country you are dealing with, the less likely you are to get into difficulties. It is worth the effort. It might be rather hard to explain that the reason you lost the contract was not the product of the price, but the fact that you offended your hosts in a light- hearted comment over on aperitif. Good manners are admired: they can also make or break the deal.

Decide if these statement are true « - » or false « + », according to the writer:

1. In France you are expected to shake hands with everyone you meet.

2. People in Britain shake hands just as much as people in Germany.

3. In France people prefer talking about business during meals.

4. It is not polite to insist on paying for a meal if you are in Italy.

5. Visitors to Germany never get taken out for meals.

6. German business people don't like to be called by their surnames.

7. Make sure you know what the titles of the German people you meet are.

8. Italian professionals are usually addressed by their titles.

9. A humorous remark always goes down well all over the world.

10. Good manners can make the deal.