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Having grown up on different continents, I learned from an early age the importance of being mindful of cultural nuances and the always important aspect of assimilation. In the business world, this has never been more serious.
A few years ago, I was working in China and a US-based client was looking to partner with a Chinese company in Shanghai. One of my conditions as his agent was that he follow the steps I laid out for him. Most importantly, in the first meeting with a potential partner, avoid talking about business unless the other person does so first. Chinese people feel that before engaging in business, they must first build a sense of connection, respect, and understanding.
He decided to ignore my advice and instead dived into business details within minutes of sitting down with Chinese executives. That wasn't very good because it was the beginning of the end for him and this particular client.
Related: Become a better leader with 5 cultural awareness tips
understand the nuances
Whether you work in a small office in Omaha, a headquarters in New York, or a high-rise building in Singapore, today's technology industry is global. In other words, cultural knowledge, understanding, and adaptation can help ensure broader success. If you haven't already, sooner or later you and your business will face significant cultural differences. When that time comes, you need to be ready.
Over the years, I've developed some reliable techniques for navigating cultural nuances to make deals, build partnerships, and foster better collaboration. I'm always happy to share them and facilitate broader business understanding.
Workshops and diversification
One of the most widely known and frequently criticized tactics is cultural sensitivity training. Yes, in some cases, especially in a corporate environment, sensitivity training can be boring, soulless, and of little use. But when thoroughly researched and delivered with a human touch, it can be compelling and highly effective.
For example, young founders of Austin-based startups looking to expand globally could learn a lot from a workshop on Indian business and etiquette. These lessons could prove invaluable in closing deals that significantly expand a tech company's operations and prospects.
Who can lead these workshops? If the startup follows my next recommendation and embraces diversity in its hiring, it already has staff from India who can take the lead. maybe. Hiring diversity in terms of gender, background, ethnicity and ability is not only ethically correct, but also good for morale and business understanding.
My next tactic is to take this a step further and introduce similar inclusivity in team building and leadership. Diversifying every team is nearly impossible due to limited internal talent. But whenever possible, every team should embrace diversity, and at the same time, executives and boards should be open to a wide range of candidates as well. The result is a broader range of ideas and a greater chance of connection and understanding with other teams and external businesses.
Related: Diversity matters: Defining (and developing) your cultural quotient
Communication is not just words
One often overlooked area of cultural differences is communication. It's no secret that people from different countries tend to use different languages. However, many businesspeople believe that if they have a reliable interpreter and know what the other person is saying, they can gain a firm footing.
This is not always the case due to differences in communication, manners, and sensitivities. For example, a German executive might respond gratefully to direct but fair criticism of his company's proposal, whereas a Japanese CEO might walk away offended by the same remark. Knowing how people tend to communicate and what they want to avoid can make or break your success.
Don't forget the low-hanging fruit of culture
Holidays and cultural traditions may easily emerge from cultural differences, but they are still forgotten. For example, it's never a good idea to propose a negotiating call on the day your potential partner commemorates the country's independence. And did you know that in some countries he celebrates Christmas on January 7th?
With just one minute of research, you can ensure that your business vision is consistent with important dates and traditions. This also applies within the company. Business leaders must respect the cultural differences of their staff. This could mean special consideration for Muslim employees who wish to take time off on Hindu holidays or fast during Ramadan, for example. Not only does this boost employee morale, but it also helps foster a work environment where everyone feels heard and understood, which tends to increase loyalty and reduce turnover. .
In recent weeks, Silicon Valley companies have acquired two Israeli cybersecurity companies worth hundreds of millions of dollars. Israel's IT sector is vibrant and rapidly growing, but these big deals require some degree of cultural understanding, whether related to the ongoing conflict, Judaism, or other concerns. There is no doubt that it includes adaptations.
Related: Basics of business etiquette around the world (infographic)
Of course, the benefits for these American companies go beyond the products they currently control and the potential for increased profits. It's also about planting a flag in a new country, gaining experience in a new region, and deepening a company's understanding of global cultural nuances, all of which can lead to long-term success. is high. I think this is best summed up by something that was said to me when I was in China once. “You Americans measure success from one quarter to the next. In China, you measure the same success from dynasty to dynasty.”
As my friend learned in Shanghai, Americans are never going to remake the world in their image, no matter how much we want to overestimate our influence. There is no substitute for learning, understanding, and adapting to vast social and cultural differences. The fact is, the more informed and respected a negotiation is, the more likely it is to succeed.