Country Meeting Negotiations Relevant values Presentations
UK begin and end with small target driven short reasonable and Love jokes and
talk term righteous style humour, have multiple
forms
structured NDA’s are common I
first names fast
can take calls join late or flat hierarchy don’t make a
walk out scene
negotiators
no open verbal conflict empowered to sense of fair play
but discussion and make a decision
debating (polite) class system is
coded speech still evident
(polite)
Italy initial meetings Takes a lot of time difficult to say NO SME’s ¾ family run
68% of total
often unstructured Who do you know Invest in manufacturing
meetings with a lot of socialising
interruptions (phones) take rejections love jokes
personal La bella figura
following agenda will (more than simply vatican is very
interfere with the quality smaller companies elegance) influential
of discussion more hierarchical
contracts with unification, self
time is person/event like to explore labyrinthe reflection is important
related and stretchable background instead (complicated
of just facts terminology) pasta with meat is
complex language shows embarrassing
education, body a lot of touching the rules don’t
language is also apply to me
important la familia, life
insurance and bank make a good
you can disagree impression
relationship culture,
all or nothing corruption
mentality
experiments
earlier than others
Russia care less for punctuality negotiate to win national pride no jokes (harms image
(start late = run late) (think several
moves ahead) work and private
interruprions are frequent life mixed
toasting vodka
well educated. like loss of face
metaphors and story contract is less personal networks
telling binding use no and
criticism carefully
discuss and understand
the problem power is
, centralised and
end with a signed often concentrated
protocol (status)
solely business
focussed is ess
trustful
China preliminary meetings They think about -confucian values biometrics
the consequences -guanxi (who you
use longer periods of a deal has for their know working visa changes
silence relationship - everything
networks behaveharmoniou
different words for people sly china is looking for
with status (good need consensus -impolite to say no emerging markets
interpreters) (only do so in Only linkkedIn works,
Government private) the rest is blocked
feel less ruled by their approval influences -do not display
agenda planning negative emotions WeChat for everything
understand when to talk are long and don’t china is cheap
and when to shut your easily stop
mouth connections go through
contracts aren’t generations (giving
binding, and taking)
clarifications
meetings guanxi is a system of
power trade and
Look for networking
weaknesses in the
other party status is important
fear of the number 4,
use lucky numbers
Czech prefer to plan meetings in task-oriented not a -avoid conflict and stable environment for
advance. lot of small talk confrontation foreign trade 70%
-high corruption export
Agenda points need to don’t really say no and hierarchy
be followed and no but are direct - separate
interruptions business and
step by step social circles
methodical decision consensus don’t
making don’t display like to argue
emotions
France prove points by logical persistent, no -40% of higher no jokes (harms image)
argumentation compromising functions women
direct NO is using beautiful
meetings are to avoided language is a goal
announce what has been etiquette
decided negotiations need knowledge is
to be approved by important
discuss business when the PDG -being refined or
UK begin and end with small target driven short reasonable and Love jokes and
talk term righteous style humour, have multiple
forms
structured NDA’s are common I
first names fast
can take calls join late or flat hierarchy don’t make a
walk out scene
negotiators
no open verbal conflict empowered to sense of fair play
but discussion and make a decision
debating (polite) class system is
coded speech still evident
(polite)
Italy initial meetings Takes a lot of time difficult to say NO SME’s ¾ family run
68% of total
often unstructured Who do you know Invest in manufacturing
meetings with a lot of socialising
interruptions (phones) take rejections love jokes
personal La bella figura
following agenda will (more than simply vatican is very
interfere with the quality smaller companies elegance) influential
of discussion more hierarchical
contracts with unification, self
time is person/event like to explore labyrinthe reflection is important
related and stretchable background instead (complicated
of just facts terminology) pasta with meat is
complex language shows embarrassing
education, body a lot of touching the rules don’t
language is also apply to me
important la familia, life
insurance and bank make a good
you can disagree impression
relationship culture,
all or nothing corruption
mentality
experiments
earlier than others
Russia care less for punctuality negotiate to win national pride no jokes (harms image
(start late = run late) (think several
moves ahead) work and private
interruprions are frequent life mixed
toasting vodka
well educated. like loss of face
metaphors and story contract is less personal networks
telling binding use no and
criticism carefully
discuss and understand
the problem power is
, centralised and
end with a signed often concentrated
protocol (status)
solely business
focussed is ess
trustful
China preliminary meetings They think about -confucian values biometrics
the consequences -guanxi (who you
use longer periods of a deal has for their know working visa changes
silence relationship - everything
networks behaveharmoniou
different words for people sly china is looking for
with status (good need consensus -impolite to say no emerging markets
interpreters) (only do so in Only linkkedIn works,
Government private) the rest is blocked
feel less ruled by their approval influences -do not display
agenda planning negative emotions WeChat for everything
understand when to talk are long and don’t china is cheap
and when to shut your easily stop
mouth connections go through
contracts aren’t generations (giving
binding, and taking)
clarifications
meetings guanxi is a system of
power trade and
Look for networking
weaknesses in the
other party status is important
fear of the number 4,
use lucky numbers
Czech prefer to plan meetings in task-oriented not a -avoid conflict and stable environment for
advance. lot of small talk confrontation foreign trade 70%
-high corruption export
Agenda points need to don’t really say no and hierarchy
be followed and no but are direct - separate
interruptions business and
step by step social circles
methodical decision consensus don’t
making don’t display like to argue
emotions
France prove points by logical persistent, no -40% of higher no jokes (harms image)
argumentation compromising functions women
direct NO is using beautiful
meetings are to avoided language is a goal
announce what has been etiquette
decided negotiations need knowledge is
to be approved by important
discuss business when the PDG -being refined or
