Brazil Top Tips on Brazil Business Culture

Tip 1 Brazil offers a wealth of opportunities to prospective investors but is also a country beset with bureaucratic and cultural difficulties - it is imperative to do your homework in advance. Tip 2 Due to the various cultural and administrative complexities of the country, local advice and expertise is imperative in the early stages of business development. Tip 3 Companies tend to be organised along strictly hierarchical lines (although this may vary if dealing with the subsidiary of a multi-national). Tip 4 If possible, make sure you are dealing with the decision-maker rather than an influencer of the decision-maker. Tip 5 Managers are expected to manage - don't be afraid to give clear, precise instructions. Tip 6 Organisational hierarchy can be complicated by an intricate web of political alliances and relationships. Who is the real decision maker? Tip 7 Relationships come first, second and third in Brazil. Time spent working on the development of long-term friendly relations is never a waste of resource. Tip 8 It is always a good idea to stress long-term commitment to Brazil and your Brazilian contacts. Try to keep in touch between contracts or projects. Your relationship with your Brazilian counterparts is not purely transactional. It is personal as well. Tip 9 Although first meetings can be more formal. They are generally quite informal and relaxed. Tip 10 Punctuality is a variable commodity in Brazil. Meetings often start and finish late. It can be difficult to schedule more than one or two meetings per day. Tip 11 Meetings usually start and finish with quite a lot of small talk - this is an important section of the meeting and should not be rushed. Tip 12 Agendas are not always used and if present may be ignored by everybody except you. Tip 13 Effort needs to be put into the process of melding a team together. Provide time space and opportunity for the allimportant relationship-building process. Tip 14 Although many Brazilians speak very good English, it is not universally spoken. When dealing with people outside the major cities, you may need to check if translation to Brazilian Portuguese is necessary. Tip 15 Great emphasis is placed on the value of verbal communication. The things that people say are often given greater weight than anything in a written format. Tip 16 Don't simply rely on emails to give information. Follow things up with a phone call or a meeting to discuss the matter. Tip 17 The use of emotion in communication should be seen as a sign of enthusiasm and emphasis rather than as anger or loss of control. Tip 18 Brazilians use a great deal of body language, stand at relatively close proximity and have strong levels of eye contact. Try to become comfortable with these - don't act in a reserved fashion. Tip 19 Although it is important to give the impression of being an easy-going lover of life, humour is best avoided in serious situations. Tip 20 Appearance is very important for both men and women. Your appearance should reflect your level of importance.

South Africa Top Tips on South African Business Culture

Tip 1 South Africa presents the visitor with a world of contradictory impressions and emotions. It is both industrialised and agrarian; affluent and impoverished - all within a few miles of each other. Tip 2 South Africa is by far the wealthiest country in Africa with an average per capita income of less than $2500 - rich by African terms but poor when compared with regional superpowers on other continents. Tip 3 Trying to describe South Africa is a daunting task as it has many varying constituent parts, all of which are undergoing periods of rapid change and development. What is true today will probably not be true tomorrow. Tip 4 The country's current relatively peaceful internal political situation is viewed by many observers as, at best, fragile. The transition from an apartheid system to a more representative democracy is a slow transformation. Do not arrive in South Africa expecting that this process is complete and well established. Tip 5 There are many cultures within South Africa with ethnic tensions existing both within the black community and the white community. Exactly who are you dealing with? Do extensive homework before embarking on any project. Tip 6 The corporate structure, management style, levels of sophistication etc. found within a contact organisation will vary enormously depending upon the type of company you are dealing with. Is your contact company a well established organisation or a more recently established outfit? Tip 7 If you are dealing with a recently privatised company expect high levels of bureaucracy and a slow rate of progress. Tip 8 Management power has traditionally been held in the hands of a few (usually white) senior managers. Decisions tend to be made at the top. Tip 9 Although a great deal of pressure is being put on managers to be more consultative and delegate authority, it has been noted that a great deal of resistance to such change has been felt in many organisations. Tip 10 The best advice for any manager is to strive to be authoritative but not overly authoritarian. Be in charge of the facts and speak with conviction. Tip 11 South Africans expect you to have a good knowledge of the situation on the ground in the country at the time you arrive. They are not there to give you a history lesson or explain the intricacies of the system. If you want to do business in the country, the onus is on you to do the research. Tip 12 'Affirmative action' policies which promote the development of black talent are in force throughout South African industry. You need to be knowledgeable about this issue and have policies in place to deal with the issue. Tip 13 One commonality amongst the myriad sections of the South African business community is that they all prize the importance of good, long term relationships. Stress your commitment to a long term involvement in the country. Do not risk being seen as 'fair weather' friends. Tip 14 Teams can be difficult to build across ethnic divides. This is not only an issue between black and white co-workers but also between, for example, Zulu and Xhosa. Tip 15 Although a host of different languages and dialects are spoken in South Africa, the common business language is English which is generally spoken to a high standard. Tip 16 Humour is used by most elements of society as a tension release mechanism and can be used in the most serious of situations to diffuse anxiety. Tip 17 Punctuality varies across the cultures but can be very elastic. Tip 18 Women have tended to play a minimal role in business life and although there are signs that progress is being made in this area, it is still unusual to find women in senior management positions. Tip 19 Dress code still tends towards the formal and it is best to wear conservative, business-formal attire - this applies to both men and women. Tip 20 Most business entertaining will be done at local restaurants. It is unusual to be invited to the home of a business colleague for a meal.

Germany Top Tips on German Business Culture

Tip 1 Germans are uneasy with uncertainty and ambiguity. They like to analyse problems in great depth before reaching a conclusion and are uncomfortable with 'feelings' or 'hunches' in the business setting. Tip 2 In-depth, long-term planning is both expected and respected. Such planning helps, in large measure, to shape the future. Tip 3 The greatest amount of respect is due to the person with the greatest depth of technical merit. Therefore, education is highly prized. Tip 4 Once decisions have been made, everybody is expected to carry them out without question, regardless of their agreement or disagreement with the original decision. Tip 5 The boss is expected to know his/her subject and give clear leadership. As there is a strong respect for authority, subordinates will rarely contradict the boss in public. Tip 6 Outbursts of emotion in the workplace (anger, frustration etc.) are seen as signs of weakness and lack of professionalism. Tip 7 Employees expect to be given precise, detailed instructions regarding specific tasks, but then expect to be left to carry them out without undue interference or supervision. Tip 8 Relationships between bosses and subordinates tend to appear somewhat formal. Tip 9 Appraisal systems are difficult to implement. Germans are expected to perform their tasks professionally and correctly. Why should positive feedback be necessary? Tip 10 German companies tend to be hierarchical and departmentalised. Each department seems to guard its power base and information is expected to flow through proper channels. Tip 11 Teams built across hierarchical lines tend to be difficult to arrange and manage as they interfere with the normal structures and rules. Tip 12 Meetings tend to be formal, unless on a one-to-one basis. If you want to find out opinions, possible trends of thinking etc., it is often more successfully done in an informal one-to-one meeting. Tip 13 Germans usually arrive extremely well prepared-for meetings with all the facts and figures at their disposal. The idea of attending an important meeting with no firm opinion would be quite unusual. Tip 14 The truth does not lie in a compromise or middle ground between two conflicting ideas. Compromising can be seen as weakness, diffidence or uncertainty. Tip 15 It is better to say nothing than to comment on topics about which you have no particular knowledge or expertise. Tip 16 Internal information flow is top-down on a need-to-know basis. It is expected that superiors are better informed than others are. Tip 17 More reliance is placed on the printed than the spoken word and it is always important, therefore, to put information, decisions etc. in writing. Tip 18 Humour is generally out of place in the work place. You should certainly avoid humour in all difficult or important business situations. However, when socialising with Germans you will find that they are as keen to enjoy themselves as you are. Tip 19 Punctuality is important - do not be guilty of stealing time. Tip 20 Germans may seem extremely formal - even amongst themselves. This over-formality is a sign of respect as is using the formal Sie and Herr or Frau with people they may have known for many years.

The USA Top Tips on usa Business Culture

Tip 1 Americans value straight talking and 'getting to the point'. Tip 2 Respect is earned through conspicuous achievement rather than through age or background. Tip 3 Self-deprecation is often misunderstood by Americans as a sign of weakness. Sell your plus points. Tip 4 Humour is frequently used in business situations but is unlikely to be appreciated when matters become very tense. Tip 5 Remember that time is money in the States - wasting people's time through vagueness is lack of a sense of purpose which will not produce good results. Tip 6 Compromise is often sought - at the brink. This can often equate to the end of a quarter or financial year. Tip 7 Do not be offended by seemingly overly personal questions. Tip 8 Dress code in the States is very variable - check on the appropriate mode before departure. Tip 9 Short-termism is endemic. Structure proposals to emphasise quick wins rather than long-term objectives (although these should also be included.) Tip 10 You may encounter an 'American is best' view to doing things - be prepared to counter this with quantitative and qualitative counter- arguments. Tip 11 Many Americans never leave the States. Be prepared for a parochially American view of the world. Tip 12 Enthusiasm is endemic in business. Join in. Do not exhibit a jaundiced, 'old world' approach as this will be interpreted as defeatist. Tip 13 New is good. Change is ever present in American corporate life and therefore so is the easy acceptance of new ideas, new models etc. Tip 14 Gift giving is unusual in the States and many companies have policies to restrict or forbid the acceptance of presents. Tip 15 Americans tend to work longer hours and take fewer days of vacation than their European counterparts. Tip 16 Try to be punctual for meetings - if you are late apologise. Tip 17 Despite the seeming lack of hierarchy within an American organisation, the boss is the boss and is expected to make decisions and is held accountable for those decisions. Tip 18 Americans often socialise with work colleagues outside the office - and this often includes the family. Tip 19 Titles are an unreliable guide to relative importance within an organisation due to their proliferation. Tip 20 Business is a serious thing in the States and it is important that you are seen to be serious in your intent and commitment.

Britain Top Tips On Britain Business Culture

Tip 1 British companies tend to develop managers to be 'generalists' rather than 'specialists' and managers are expected to be interested in, and take a view on, a wide number of topic areas. Tip 2 Recent years have seen a change in working patterns with many people moving job and employer on a reasonably frequent basis. Tip 3 British organisations have moved away from the traditional hierarchical models of the past towards a much flatter system. In the process, many layers of management have been removed. Tip 4 Job descriptions in the UK are often very unclear and imprecise leaving a potential vacuum in ownership of task and decision. Tip 5 Managers try to develop a close, friendly relationship with staff and like to be seen as part of the team rather than removed from the team. Tip 6 The value of pure academic education is viewed with some suspicion. Respect is earned through experience rather than qualification. It is rare to see a professor or doctor on the senior management committee of a large UK company. Tip 7 Managers find it difficult to articulate direct instructions and will often couch instructions in very diplomatic language. Tip 8 There are a lot of meetings in the UK and they often fail to produce the desired decision. Tip 9 The British do less empirical preparation for meetings than other nationalities - seeing the meeting as a forum for debating potential solutions. Tip 10 Meetings are reasonably formally structured, roughly following a predetermined agenda and keeping more or less to time. Tip 11 The British like to be part of a team and like the team to have a companionable atmosphere. Tip 12 Members of a team are expected to take an holistic interest in the project, rather than confining themselves to their allocated role only. Tip 13 The British place diplomacy firmly before directness and will try to avoid engendering negative emotions in meeting situations etc. Tip 14 The British can misinterpret direct speech as rudeness, aggression and arrogance. Tip 15 Humour is acceptable and expected in virtually all business situations. Humour is not seen as unprofessional, even when used in tense and difficult meetings. Tip 16 Self-promotion is not appreciated in the UK. It is far better to self-deprecate. It is, of course, acceptable to be positive about your company and products. Tip 17 Meetings will often begin with a good amount of seemingly meaningless small talk. This is seen as a good way to start the meeting in a harmonious manner. Tip 18 Women play an increasingly prominent role in business life - especially in service industries. Tip 19 Formal dress codes of dark blue and grey suits are still predominant although changes are starting to occur in this area. Tip 20 Colleagues will virtually always use first names amongst themselves. It is considered very formal and distancing to use surnames.

Philippines Top Tips on Filipino Business Culture

Tip 1 The Philippines is the result a unique cultural mix of Asian and Western influences and presents the overseas business visitor with a host of seemingly conflicting characteristics. Tip 2 Asian concepts such as the importance of the preservation of face coexist with such Latin characteristics as male machismo and the need to seek revenge for any perceived personal slights. Tip 3 Most Filipino companies are hierarchically structured and local employees would look to a strong hierarchy as the sign of a well-run organisation. Flatter, matrix-oriented structures championing such concepts as delegation may be viewed with suspicion. Tip 4 As companies tend to be hierarchical and family-run, decision making tends to be located with a few senior managers. All decisions will emanate from the top and be filtered down to middle management for implementation. Tip 5 Expect a good level of education and professional competence from the local managerial cadre working at the middle levels of Filipino companies. Tip 6 Develop contacts at all levels of an organisation - at the top for decision making purposes, and lower down for when projects begin. Tip 7 Managers are expected to manage and make decisions. These decisions will then be communicated to subordinates who are expected to comply with requests. Tip 8 Instructions should be given clearly and in detail. People will do what is asked of them but may be unwilling to secondguess the unspoken requests of a superior. Do not expect too much individual initiative. Tip 9 Meetings can seem quite relaxed with time keeping being less rigidly adhered to than in many other cultures. Meetings can start up to one hour late. Tip 10 Relationship building is very important in the Philippines and all meetings will start with the obligatory small talk to reestablish contact. Do not try to rush this part of the meeting. This section sets the tone of what follows. Tip 11 It is important that cordial relations are maintained at all times - even when things start to get difficult. Do not become emotional or angry as this will reflect badly on your character and could result in you losing face in Filipino eyes. Tip 12 As Filipinos do not wish to appear confrontational, you may interpret their politeness as agreement. Do not assume that 'yes' means 'yes' or that a happy, smiling face signifies progress. Tip 13 English language levels are very high in the Philippines and, therefore, communication flows very easily at a superficial level. It is dangerous, however, to take everything you hear at face value. Look for the coded messages behind the words that are spoken. Tip 14 Bureaucracy is all-pervasive and slow. It may be necessary for 'gifts' to be given to government officials in order to speed up proceedings. This process is best left to a local representative who understands the system. Tip 15 Take a supply of small gifts with you to the Philippines to help oil the progress of the relationship-building process. Remember that gifts should always be wrapped. Tip 16 Women should encounter few difficulties when working in the Philippines, so long as they maintain a professional and reserved manner. Overly assertive women could alienate male colleagues. Tip 17 Dress code tends to be reasonably formal. Remember to pack lightweight clothing and an umbrella can also be useful. Tip 18 About 5% of the population are Muslim (mainly from the Southern parts of the country). When travelling in these areas be aware of local Islamic taboos relating to dress, diet and alcohol. (Women should dress very modestly.) Tip 19 Do not make jokes about the Philippines, religious issues or at the expense of any individual. Tip 20 Entertaining is an important business tool and many Filipino contacts will expect the business process to include a good deal of 'after hours' work. When entertaining, do it well and if inviting guests, ensure that you pay the bill.