1. Culture PROtocols

2. CULTURE DRAMA

3. Body Language

4. Gestures Proximity Facial expressions Emotional animation Degree of formality Posture

7. Keep your hands still in public Emotional control Neutral-to-pleasant facial expression Dress conservatively, esp. women Voice volume control

8. CULTURE DRAMA

9. Greeting etiquette

10. Eagles with eagles; sparrows with sparrows? Women included? Ok for them to proact? 100% choreographed? Photo opt? Translators?

11. Greet entire entourage? Who are the “seeing- eye” dogs? For show or for real? Who’s the power behind the power? Talk any business?

12. Months of “getting to know you” background info & “champion” meetings before the first formal meeting Let French execs take the initiative in initiating the greeting. Asian business card exchange ritual

13. CULTURE DRAMA

14. BUSINESS GIFT-GIVING ETIQUETTE

16. ETIQUETTE ISSUES Professional vs. personal gift? Status-appropriate Public or private opening? Open gifts in front of giver?

17. For top eagle only or the company as a community? Invisible gift around others Culture-iconic? Honorary di splay location?

18. Japan’s standard

19. U.S.A. Gifts Etiquette Legal bribery (Foreign Corrupt Practices Act) PAC group campaign financing Stadium luxury box hosting & entertainment Gift value parameters Tax write-off legal loopholes

20. CULTURE DRAMA

21. Cross-cultural meetings

22. Participants? Punctuality? Seating arrangement? Agenda? Speaking order?

23. Language? Communication style? Conflict Compromise Small talk Closure

24. CULTURE DRAMA

25. CROSS-CULTURE PRESENTATION ETIQUETTE

26. Non-literal translation Body language Use of humor Sales pitches Monolog or dialog? Eagle to eagle No surprises

27. CULTURE DRAMA

28. International Negotiating

29. Japanese

32. Latin America

33. Personalizing a professional relationship Non-legal approach Flexible, evolving implementation (“flex friendship”)

34. Don’t push for compromise Long meals Flexible, evolving implementation Simpatico

35. Russians

36. Out sitting & out- drinking you— endurance marathon

37. Chinese

38. Last minute sandbagging Attacking informal inconsistencies Invisible benchmarking you

39. Middle East

40. Exaggerated rhetoric & buddy-buddy Gifts & sucking up Putting you on the spot one-on-one in awkward situations Conservative entertaining

41. Germans

42. Technicians first Direct, exact, serious Be/do what you say Accuracy > feelings Privacy of people & corporate info

43. Asians

44. Face matters dealt with behind the scenes Aggressive, forthright Koreans No public negativity or doubt Status groupings No social embarrassment

45. U.S. Americans

46. Humor & informality Hyped salesmanship Delegation disunity Legalistic Impersonal Short-term

47. CULTURE DRAMA

48. BRIBING ETIQUETTE Bribery or facilitating business? Institutionalized (legal) bribery)

49. It’s mostly legal; use “consultants” when it’s not. Sometimes in the job description Govts do most of it. Natural part of paternalistic culs Corps are the goose that lays the golden egg in DCs.

50. Bribery to facilitate business activities vs. to buy influence Do it with respect in non- institutional culs. Don’t imply anything illegal; phrase it for what it is: pay for a service rendered. If you can’t take the heat, stay home.

51. “I know how expensive it is to process our papers.” $$$ taped to the bottom of your driver’s license “Mr. Wang is my good friend!” “I’m from the Garza family.”