Unit іі

Exercise 1 Read the text about The Centre for International Briefing, which runs training courses for business people travelling to other countries, and complete the paragraphs using the sentences below.

1. 'In a country like Japan, the notion of personal space which we value so much simply has no meaning,' he says.

2. In Asian cultures most of it takes place behind the scenes.

3. The difference between understanding a culture and ignoring its conventions can be the measure of success or failure abroad.

4. The Centre for International Briefing has spent 40 years preparing the wary traveller for such pitfalls.

5. John Doherty, International Marketing Director with the Irish Industrial

Development Authority, explains how you can easily talk yourself into trouble at a business meeting in Japan.

6. Greetings, gestures and terms of address are all potential hazards abroad.

Learning to cope with corporate culture clashes

1. The dos and don'ts of travelling abroad are a potential minefield for the unprepared traveler. If you spit in some countries, you could end up in prison. In others, spitting is a competitive sport.

2. The Centre for International Briefing has spent 40 years preparing the wary traveler for such pitfalls. Though it may sound like a covert operation for aspiring secret agents, what the Centre does is prepare travellers for encounters with new social and business customs worldwide. Over 50,000 people have passed through its headquarters at Farnham Castle in Surrey. 'There are two broad tracks to our training programme,’ explains Jeff Toms, Marketing Director. 'One covers business needs, the other social etiquette*. For example, business travellers need to know how decision-making works.'

3. In China, it may be necessary to have government involved in any decisions taken. And in India, people are sometimes late for a scheduled appointment.

4. While we are familiar with the short firm handshake in this part of the world, in the Middle East the hand is held in a loose grip for a longer time. In Islamic cultures, showing the soles of your feet is a sign of disrespect and crossing your legs is seen as offensive.

5. Jeff Toms tells the story of a British employee asked to post a letter by her Indonesian employer. 'She knew the letter was too late for the six o'clock post, so she decided to hold it until the eight o'clock one. Her boss saw the letter on her desk and sacked her for not posting it immediately. In Western cultures, we believe in empowering* people and rewarding them for using initiative, but other cultures operate on the basis of obeying direct orders.'

6. 'For them, the most senior person at the meeting will say very little, and the person doing most of the talking is not very important.' Doherty has spent 12 of his 16 years with the IDA working abroad in the USA, Germany, South-East Asia and Japan.

7. 'With a population of 125 million condensed into a narrow strip of land, private space for the Japanese is virtually non-existent. You can’t worry about your personal space in a packed train when people are standing on your feet.’

Tiptoeing through the minefield

Do

• Show an interest in, and at least an elementary knowledge of the country you are visiting;

• Learn a few words of the language - it will be seen as a compliment;

• Be sensitive to countries who have bigger and better-known neighbors, and try not to confuse Canadians with Americans, New Zealanders with Australians, Belgians with French,

• Familiarise yourself with the basics of business and social etiquette. As a starting point, learning how to greet people is very important.

Don't

• Assume you won't meet any communication problems because you speak English. You may think you are paying somebody a compliment by telling them their business is going a bomb*, Americans will infer you think it is failing.

• Appear too reserved. As Americans are generally more exuberant* than their European colleagues, they may equate reserve with lack of enthusiasm.

Exercise 2 Match the English words and word-combinations with their Ukrainian equivalents.

to run training courses/ program	непідготовлений/обережний, недовірливий мандрівник
the notion of personal space	причетний до
behind the scenes	основи бізнесу
conventions	міра успіху або невдачі
the measure of success or failure	робити комплімент
hazard	запланована зустріч
dos and don’ts	плутати
unprepared / wary traveller	робити висновок
end up in prison	ризик, небезпека
pitfall	Припускати
encounter	знайомий з – ознайомлюватися
social and business customs	прийняті правила
social etiquette	правила поведінки
decision making	міцне рукостискання
involved in	невдалий, провальний
a scheduled appointment	потай, приховано, за кулісами
familiar with – to familiarize oneself	вузька смуга землі
a firm handshake	бути успішним
a loose grip	опинитися у в’язниці
a sign of disrespect	людина вищої посади
offensive	прийняття рішення
to sack	слабкий потиск руки
to empower	пастка, помилка
to obey orders	вести підготовчі курси / програму
a senior person	підкорятися наказам
a narrow strip of land	стриманий
to confuse	зустріч, зіткнення
the basics of business	знак неповаги
to assume	уповноважувати
to pay smb a compliment	суспільні (соціальні) і ділові звичаї
to infer	поняття особистого простору
failing	відсутність ентузіазму
reserved	образливий
to go a bomb	життєрадісний, сповнений сил
exuberant	суспільний етикет
lack of enthusiasm	звільняти
condensed	культурні розбіжності
culture clashes	ущільнений

Exercise 3 A: Match the words from the text with their corresponding definitions.

aboard a minefield a pitfall a custom etiquette scheduled to be a sing of offensive a compliment sensitive

something done in a society because of tradition able to understand others` feelings in or to a foreign country something that express admiration to show or represent rude or insulting a situation with hidden dangers formal rules for polite behavior in society a likely problem arranged f or a certain time

 

B: Insert some words from part A into the following text.

Gift giving in the international business context

In Great Britain and the United States corporate gift giving is not a very popular 1) custom: people can spend their entire working lives without ever receiving a corporate gift. However, gift giving is sometimes an integral part of the negotiation process when doing business 2) _____. It is important to learn about the 3) _____ of gift giving before sending or taking a gift to an international client or business partner, or you may find that your gesture appears 4) _____. For example, in China a desk clock 5) _____ bad luck or death.

It is also interesting to note that the receiver never opens a gift in front of the giver as that would signify that the content was more important than the act of giving. Waiting for the person to open your gift would show that you were not 6) _____ to Chinese culture. In France, don't give something with your company logo, as they find items like this impersonal and in bad taste. Giving knives in Italy, Russia or Argentina could lead to problems in establishing a deal as this signifies cutting off the relationship!

Giving flowers is another possible 7) _____. In England, Australia and Canada, some people see white lilies as a symbol of death while in Germany, yellow and white chrysanthemums could be seen this way.

Exercise 4 The prefix gives the word the opposite meaning.