1. Intercultural manners Mia De Dooy Marketing Manager Antwerp World Diamond Centre 13-02-2007

2. Antwerp, capital of diamonds Mia De Dooy AWDC 13-02-2007 HRD established in 1973 to coordinate Antwerp diamond activities Services: Diamond Certificates, Diamond Grading Courses, Research, Public Relations January 2007: Foundation AWDC - HRD Antwerp NV (commercial unit)

3. Marketing Conferences Trade fairs Exhibitions Diamond OfficeCorporate Affairs spokesmanship International Affairs

4. Antwerp Diamond Pavilions Mia De Dooy AWDC 13-02-2007 What? –Group of Antwerp diamond companies (10 – 65) at major trade shows worldwide Where –Vicenza - Italy (2x) –Hong Kong (3x) –Shenzen & Shangai - China (2x) –Dubaï (1x) –Mumbaï – India (1x) –Las Vegas - USA (1x) –Bangkok (1x)

5. Case study Diamond Business Etiquette in Hong Kong – Peoples Republic of China

6. –Introduction by intermediary –Approach: provide information –Host organisation –Foreign organisations: coordinate agendas –Delegations: definite structures Mia De Dooy AWDC 13-02-2007 Getting in Touch

7. Meeting & Greeting people –Names are very important ! –Namecards –Most gracious form of adress: use function only –Airport meetings are very official –Telephone appointments: give enough info Mia De Dooy AWDC 13-02-2007

8. Basic cultural differences –Group membership > individuality –Consensus is important –Danwei (work unit) –Confucian system of ethics en morals –Mianzi-Face is virtually important –Guauxi = Connections (networking) –Try not to put a Chinese in the position of being unable to return a favor –Chinese: socialised from birth to keep feelings from showing on their faces Mia De Dooy AWDC 13-02-2007

9. Points of etiquette (1/3) –Manners are matter of form, rather than substance –Maintaining surface harmony –Intermediaries carry unpleasant news –Inner outside circle Little philantropy Little respect for public property –Class distinctions are common –Other conception of social distance –Traditional: never demonstrative in public Mia De Dooy AWDC 13-02-2007

10. Points of etiquette (2/3) –Common habits (no offence meant) Belching Spitting Smoking cigarettes Staring at foreigners –Foreigners can offend Chinese with Touching opposite sex / advanced age / higher rank Slinking in one’s chair Pointing with something else than one’s hand Obscene gestures »(come here with finger) »Shrugging shoulders (I don’t know) Mia De Dooy AWDC 13-02-2007

11. Points of etiquette (3/3) –Silence is ok –Methods of saying no Something is inconvenient Under consideration Being discussed No answer –Chinese may tell a lie to spare a guest loss of face Mia De Dooy AWDC 13-02-2007

12. The business meeting –Provide much info on background –Chinese prefer meetings in Conference rooms –Punctuality. Hosts arrive before guests –Foreign delegation leaders enter room first –Beginning: break ice –No solo meetings with delegations, not everyone is introduced –Structured dialogues between principals –Always offer a way out (preserve face) –Use good interpreter –Have report made by a secretary Mia De Dooy AWDC 13-02-2007

13. Eating & drinking –Chinese: extremely hospitable –If invited to Chinese home: meal is included –Eat a lot, and leave something on your plate –Host will continue serving –Don’t drink hard liquor alone –Order several small meals and eat together –Use the right chopsticks –Wash fingers and cutlery in bowl of hot tea Mia De Dooy AWDC 13-02-2007

14. Giving gifts –Gifts: sign of gratitude –Visiting groups are expected to give presents –Tipping is not the custom –Way to reward is giving small gift –Useful gifts are acceptable –Do NOT give cut flowers, clocks, green hats Wrap presents in white (use bright red) Give presents with one hand Expect presents tot be opened in public Mia De Dooy AWDC 13-02-2007

15. Intercultural manners Thank You Mia De Dooy Marketing Manager Antwerp World Diamond Centre 13-02-2007