Business Meetings and Negotiations

Question 1

Every country has a meeting culture that is based on the following factors:

Answer 1

1. Time perception
2. Spatial perception - individual comfort levels with personal space and physical contact
3. Non-verbal communication - eye contact and body language
4. Business etiquette - appropriate topics of conversation, whether or not you should present a gift, etc.

Question 2

TIME PERCEPTION

Answer 2

Members of different cultures perceive time in one of two ways:
MONOCHRONIC
POLYCHRONIC

Question 3

MONOCHRONIC

Answer 3

• Time is seen as linear and sequential.
• Focus is placed on one thing at a time in a logical progression.
• Most common in cultures with European influences.

Question 4

POLYCHRONIC

Answer 4

• Time is seen as involving many things happening simultaneously with the participation of many people.
• Time is flexible and results more important than schedules.
• More common in Mediterranean and Latin cultures as well as some Eastern and African cultures.

Question 5

SPATIAL PERCEPTION

Answer 5

Refers to individual comfort levels with personal space and physical contact.
PERSONAL SPACE
May feel that these business associates may stand too close and invade your personal space when speaking one-on-one.
Opposite
Maintain at least half a metre between speakers.

Question 6

SPATIAL PERCEPTION

Answer 6

PHYSICAL CONTACT
- Common in the Mediterranean and Latin America.
- Canada, America, British and Asian cultures it is seen as intimate.
- Business situations only a handshake or pat on the back is acceptable.
- In some cultures touching is unnecessary and even offensive especially if it is cross-gender.

Question 7

BUSINESS ETIQUETTE

Answer 7

• Appropriate topics of conversation
• Whether or not you should present a gift
• Should you present a business card? - If so, how and when?
• What should you wear?
• What if you are late?
• How should you greet your hosts?
• What topics should you avoid?