Business Etiquette and Gift-Giving Customs

Beyond using normal good manners, which you probably already use in the course of business, it is important to project positive attitudes toward diversity, as well as adjust to the other person’s need for communication.

Following are some basics for multicultural business norms and etiquette:

• Learn at least a few phrases of the other’s language.
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• Show appreciation for the other’s customs, music, and art; do not criticize.
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• Be sensitive and non-judgmental on politics and religion; avoid discussing these if possible.
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• Show good intentions and consideration. Follow up on promises.
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• Acknowledge mistakes and apologize when appropriate.
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• Minimize talk about the United States.
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• Recognize that you need to be more formal and take more time in doing business than is your normal practice.
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• Be punctual, even if it is not customary for the person you are visiting. Many cultures regard lateness as a character flaw, and if they do not, they know that an American would be insulted if another American were late.
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• Do not tell or make jokes; they have a high probability of being misunderstood.
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• Show deference to the elderly; stand when they enter, wait for them to speak or extend their hands in greeting.
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• Treat members of the opposite sex with respect. Err on the side of formality.
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• Be patient and forgiving if a member of the opposite sex has trouble determining how to treat you. Remember that other cultures differ on the roles of men and women in business relationships and may have difficulty adjusting to expectations in the United States.
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• Respect the concept of “face.” Never do anything to embarrass another person, either in that person’s eyes, in the eyes of others, or in your own eyes. In the same way, do not sacrifice your own face in front of others.

Behaviors to Avoid

Just to be on the safe side, and until you learn more from your customer, avoid the following:

• Standing with hands in pockets
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• Using first names
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• Asking personal questions
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• Asking about family
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• Crossing legs
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• Showing the soles of your feet
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• Fleeing or invading the other’s personal space
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• Initiating any physical contact
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• Showing impatience
  

Tokens and Gifts

In many countries, it is customary to present a token or gift in conjunction with a meeting. Giving gifts varies widely from country to country. Be sure to research in advance whether giving gifts is appropriate. Pay particular attention to what kind of gifts will be appreciated.

Excerpted from “At Home With Diversity®” and the “International Real Estate for Local Markets” (formerly “Essentials of International Real Estate”) courses from the NATIONAL ASSOCIATION OF REALTORS®. "International Real Estate for Local Markets” is the first of six international courses developed by NAR’s international section and is required to earn the Certified International Property Specialist (CIPS) designation. “At Home with Diversity®” is a six-hour NAR certificate course that trains real estate professionals to incorporate cultural skills into their business to reach a growing, multicultural market. This entry-level program provides REALTORS® with continuing education credit and credit towards the Performance Management Network (PMN), Certified Residential Specialist (CRS®), and CIPS designations. To learn more about the “At Home With Diversity” course, click here. To learn more about the CIPS designation, click here.

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