week three - culture and business in europe Flashcards
1
Q
how do the British make contacts
A
being introduced by third parties can be option, however should not be boasted about
2
Q
how do the British negotiate
A
- they tend to be cold, distant and professional
- avoid excessive gestures
- meetings start with small talk
- they dislike aggressive tactics such as criticising competitors
- they adopt a problem solving approach
- not influenced by emotion
- they rarely make a decision at the first meeting
- honest, reasonable, caring and considerate
3
Q
what is the bargaining range in Britain
A
- experienced in doing business abroad
- they may insert a safety margin but they don’t like haggling
4
Q
what is time in british culture like
A
- they are interested in long term relationships
- punctuality is respected but arriving a bit late is understood
5
Q
what are the social norms in Britian
A
- wuite hierarchal but teamwork is important
- not a gift-giving culture
- business lunches may take part in pubs or restaurants
6
Q
what are the irritators in Britain
A
- queues are important
- loud conversations in public should be avoided
- Royal family
7
Q
what doe it mean by France has a ‘regulated’ economy in Europe
A
- the state has an important role in the economy
- it is one of the most centralised economies in Europe
8
Q
difficulties of doing business in France
A
- business is highly concentrated
- market is highly competitive
- business structures are hierarchal
- one of the highest productivity rates
9
Q
business culture in france
A
- they are proud of their language
- they have an air of superiority
- professional relationships prevail over personal relationships
- level of education is important
- highly critical
- negotiation environment is formal and reserved
- arguments tend to be analytical and logical
- not gift-giving culture
10
Q
negotiating in france
A
- point by point: they are precise
- price is final in negotiations
- they avoid saying no even if they don’t agree
- treatment is formal
- eye contact is frequent and intense
11
Q
economic outlook in germany
A
- larget European market
- strong purchasing power
- market is saturated
- entry strategies must be planned well
- unemployment is lower than other European countries
- strong exporting industries
12
Q
business culture in germany
A
- ordnung (order), rules, codes and regulations
- quality of products and services
- using local commercial agents is recommended
- appointments must be requested
- monochronic culture: tardines signal unreliability
- small talk first
- language is clear and direct
13
Q
negotiating culture in germany
A
- presentations are not interrupted
- detailed contracts (signal end of negotiations)
- little physical contact besides a handshake
- praise can be embarrassing
14
Q
business in italy
A
- highly regionalised area: adapt to each area
- industry is concentrated in the north (leading to inequalities in the north and south)
- personal relationships are critical, doing business with people they trust
- punctuality is expected in the north, more relaxed in the south
15
Q
negotiating culture in italy
A
- conducted in familiar environments
- very expressive
- presentation must be aesthetically immaculate
- they value their product so it I better to show how yours could complement theirs rather than competing
- they may make unexpected requests in order to confuse you
- they take a long time
- decisions are based on past experiences
- decisions may require a consensus
16
Q
economic outlook in russia
A
- crises and imbalance since the fall of the communist regime in 1991
- strong dependence on export of energy and raw materials
- corruption is widespread
- protection of intellectual property is weak
- educational systems have high standards for maths and science
- many joint ventures have failed due to over-regulation or corruption
17
Q
business cultures in russia
A
- appointments are often cancelled
- first meeting is usually cold
- important to highlight the benefits of cooperating
- better to make a good impression: presentation should be simple and clear
- materials should be presented in russian
- meetings are often interrupted
- homosexuality can affect business
18
Q
negotiating culture in russia
A
- harsh and aggressive
- they negotiate as if playing chess (highlighting the weaknesses)
- decision making is low (requiring several visits)
- hierarchal meaning seniors have the final say
- legal framework is not well developed
19
Q
what is the ‘BLAT’ business culture in Russia
A
- BLAT is a system of interpersonal relationships that operates in Russia
- origins back to the Imperial era
- it is the use of personal networks to access scarce resources in exchange of gifts
- individuals are calculating
- blatmeisters (the key people)
20
Q
the do’s and dont’s of russian business
A
- never shake hands or kiss someone on the threshold of a door
- it is unlucky to return home to retrieve something you forgot
- always bring a gift for someone hosting
- don’t give an even number of flowers, they are for funerals
- offer to take your shoes off when entering a russian home
- take a headscarf when visiting a russian orthodox church, and dress conservatively
- be prepared to give a toast at dinners or presentations, it is very rude to refuse
- always carry your ID to show the police
21
Q
what is the language and alphabet or russia
A
- Russian
- Cyrillic alphabet
- 33 letters, some are latin
22
Q
what is the religion of russia
A
- russian orthodox church is the traditional Christian community
- other Christian communities exist
some jewish communities - resurgence of roman catholism and Protestantism
23
Q
business culture in portugal
A
- influence of family is significant
- appointments should be established in advance and in writing
- punctuality in area like Lisbon is essential
- the Portuguese are most and reserved meaning they have a tendency to mistrust, you should use gestures sparingly
- professional status I important
- strong nationalist feeling especially against spain
24
Q
negotiating culture in portugal
A
- presentations should highlight benefits for the company
- efforts to speak in portugeuse would be appreciated although not necessary
- pace is slow
- decisions are made slowly
- price is a key argument in negotiations
- risk of default is high (Italy and Portugal have the highest rate of returns and payments)
