Global Business Markets and Negotiations China, Hong Kong, South Korea, India

Market Penetration 4 Market penetration can be based on the turning point of successful communication of company name’s and slogans 4 Knowledge of language translations are critical to avoiding embarrassing business blunders 4 Cultural dialects within languages along with slang terms are important distinctions when determining proper translations 4 Examples of business blunders –Pepsi's "Come Alive With the Pepsi Generation" translated into "Pepsi Brings Your Ancestors Back From the Grave" in Chinese. –The Coca-Cola name in China was first read as "Kekoukela", meaning "Bite the wax tadpole" or "female horse stuffed with wax", depending on the dialect. Coke then researched 40,000 characters to find a phonetic equivalent "kokou kole", translating into "happiness in the mouth."

China 4 Board Room –Hand shaking is an acceptable greeting, though nodding or bowing slightly will suffice –Sucking air in through lips or teeth a sign of dismay or surprise –Avoid forcing your host to say “no” this is seen as embarrassing –Silence is respected, used for contemplation, but do not interrupt a conversation –Seating in the negotiation has guest at head of table facing the door, host at the other end with back to the door 4 Social Practices –Keep emotions to themselves, may not smile also avoid prolonged body contact –Seating arrangements for dinner the guest is commonly seated to the left of the host –Applauding is very popular in China as a form of greeting, be respectful and return the applause –It is customary to refuse gifts, until insistence on givers part

Hong Kong 4 Board Room –Customs vary from that of China, having their roots in the British influence. –Handshakes are the custom for greetings –During talks, avoid blinking conspicuously, this is a sign of boredom or disrespect –Tea is very important to a negotiation, the host should always drink first, untouched tea could signal that the meeting is over 4 Social Practices –Beckoning to someone, extend arm fully with palm down and make a scratching motion with all fingers –Never use palm up with index finger wagging, this is a sign for animals –Wave your arm in the air in a writing motion when wishing to signal for a check to a waiter

South Korea 4 Board Room –During introductions most senior offers to shake hands first, most junior bows first –Men take priority to women, allow males to pass through doors before women, walk ahead and a woman may be expected to help a man put on his coat –Entering the board room wait to be shown to your seat, guests of honor should give some protest before moving to their seat, as a sign of humility 4 Social Practices –If visiting private homes remove your shoes before entering, sign of respect –If receiving a gift, never open before the host, wait instead till in private to open gifts

India 4 Board Room –Western women should not initiate handshakes, foreign men should not expect to shake hands with an Indian woman –A proper greeting is to fold hands, palms flat together with fingers pointing straight up while simultaneously using the Indian greeting “Namaste” –Avoid expressions of anger, worst way to achieve anything in India –To express honesty or remorse while speaking, gently tug your earlobe –Use the right hand when giving or offering to someone 4 Social Practices –When traversing the streets avoid staring at the impoverished, to stare is humiliating them –Remove footwear before entering any religious building, also avoid shaking hands of merchants near these buildings as they will attempt to place bracelets on your wrist and demand donations –Avoid pointing with index finger, this is done only to inferiors, use the whole hand or chin to point –Apologize for any contact of your lower extremity with theirs, sorry will suffice, however if done to you expect apology to come as fingertips on the shoulder and then fingertips on their forehead

Final Words of Advise 4 Each country has a personal space, such a space is hard to measure as it may vary from person to person, it is advisable to follow your hosts lead. 4 Slang can be detrimental not only to slogans but also business talks, negotiators should gather research on what slang is common prior to their meeting 4 Knowing these pitfalls can give an advantage to creating a successful negotiation with a mutually acceptable agreement by reading customary body language. 4 Be natural in personality and actions, these specific customs and styles will most likely not offend but demonstrate the level of respect as a guest one has for their host