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                                        BUSINESS BEHAVIOUR

It is very important to respect traditions and mentality of foreign partners during business meetings. The paradigms of business com­munication have significantly changed in the development of civiliza­tion. The importance of habits and mentality, which were inherited by people of different nations through generations and nowadays influ­ence personal behavior greatly, shouldn't be underestimated. When both partners come to the agreement in result of successful coopera­tion, their cultural differences may not harm business. However, if a conflict appears, it can ruin the relationships between partners. The negotiation style of business people from different countries varies, as well as their mutual understanding. The governmental and official circles should strictly observe the rules of international business com­munication.

The American entrepreneurs have exerted influence upon all the as­pects of business negotiations. They highly appreciate such personal qualities as honesty, frankness but they don't spend much time on exchanging civilities, and get down to business straight away. That makes business communication more pragmatic and democratic. The Americans rely only on themselves, because they are very independent and self-sufficient. American people compete with each other everywhere — at home, at work, in sports, on vacations. The entrepreneurs from that coun­try don't like keeping silence during the conversation and often ask a lot of questions, most of which are of personal nature.

The Americans prepare for negotiations very carefully, analyzing all the details of the upcoming conversation. That is their typical strategy and it often provides benefit. The Americans are very punctual and sched­ule every day, so they are never late for the meeting. The negotiation time is strictly limited and they try to direct the partner's attention on the prob­lem and its solution. The Americans call each other by name, regardless of the age and status, emphasizing by such behavior a friendly character of the discussion.

The style of the American business communication is professional­ism and competence. They drive hard bargains and exaggerate the sig­nificance of their firm, but are eager to know whom they are really work­ing with.

The French usually start their negotiations at 11 a.m. A traditional business meeting starts after a cup of coffee: until that moment they pre­fer to talk about art and culture. French entrepreneurs proceed with nego­tiations after a long conversation on neutral subjects. They aren't very punctual because they follow the rule — the most important person comes to the appointment the last. It should be considered as a great honor to be invited to dinner by your business partner. You should be 15 minutes late for the appointment and bring with you flowers, a box of candies or a bottle of champagne as a gift. French businessmen are very eloquent, so they don't like taciturn people. The conversation between those people is free and easy, because the elocution velocity of French is one of the most fluent in the world.

Acquaintances and connections play a great role in the business life of France. The entrepreneurs usually try to find new business partners with the help of intermediaries. They always analyze the subject of nego­tiations thoroughly. During the business meeting they prefer to speak French.

English entrepreneurs arc famous for their restraint, scrupulousness, spirit of enterprise and efficiency. During the negotiations, they don't tolerate monkey business or insidiousness’. Englishmen never speak about their private life, because they consider it to be a bad behavior. You needn't be afraid of keeping silence at the business meeting with the English; on the contrary if you speak too much they won't appreciate you highly. The negotiations usually begin with a small talk about sports, weather, etc. The English make decisions much slower than the French, but you can always rely on their words.

If you want to establish business relations with a German firm, first of all you should send them a letter of introduction with the offer of co­operation. On receiving their answer you can organize a meeting through the intermediary. The appointment time is strictly limited and all the ele­ments of the upcoming conversation should be worked out in detail. The meeting starts from the first topic of discussion and usually goes on in the consecutive order. German businessmen address each other by surname and avoid any conversations about politics.

Italian businessmen are very expansive and impetuous, passionate and eloquent. The representatives of Italian firms behave very energeti­cally and actively from the very beginning of a business meeting. They prefer to negotiate with people of equal social status and positions. Their negotiations often tend to be a sort of informal communication, as the Italians believe that such a manner of communication helps eliminate possible upcoming conflicting views.

Spanish entrepreneurs are very courteous and humane with a good sense of hum our. They start business meetings with a small talk about sports, the sights of their native city, etc. The Spanish aren't very punc­tual, so they do not follow the schedule of the meeting.

Swedish businessmen are punctual, accurate, serious and reliable in the relationships with partners. They always start business meetings on time, and plan all their actions beforehand. The Swedish are very re­strained and they won't act emotionally. It is very important to be in close relationship with your Swedish partner.

Unlike European and American business people, Japanese entrepre­neurs don't pay much attention at phone calls or letters with the offer of collaboration. They prefer personal meetings to all listed above. The highly appreciate diligence, discipline and carefulness of their partners. If you have an appointment with a Japanese partner, under no circum­stances come late. They would consider that as a deep disrespect towards them. Your reputation would be ruined. The Japanese seldom change their attitude towards negotiation tactics and often keep silence during conversation. Don't try to speak during this period of time — your Japa­nese partner may take you for a rude person. Listening to you the Japa­nese nod their heads which doesn't mean their consent but only their understanding. Nodding their heads the Japanese show you that they fol­low everything said by you.

The knowledge of business behavior in different countries helps us avoid giving a wrong interpretation of some situations and reaching mu­tual agreement in the shortest possible time.

Vocabulary Notes

to get down to business – заниматься бизнесом

a bargain –сделка

monkey business – бесполезная работа

eloquent - красноречивый

to exaggerate - преувеличивать

cultural differences – культурные различия

taciturn - замкнутый

diligence - усердие

to emphasize - подчеркивать

passionate- страстный

 acquaintance - знакомство

frankness - откровенность

to nod one's head- кивать головой