International Business – the mere mention of these words conjures up visions of far off lands with people of varied colors, traditions and lifestyles. Infact, a world totally different from the one that we are used to.
 
The revolution in the Information Technology & Communication sectors has brought about an enormous deluge of information across countries and continents. Globalisation has well and truly transformed this world into a global village.
 
The economic liberalisation and opening up of the Indian economy since the early '90's has fuelled trade across the seven seas. As India opened up to the world, Indian products and services too found lucrative markets overseas. With such a quantum jump in both exports and imports, International business has assumed a role far greater in importance than anyone could have imagined.
 
In such a scenario it becomes paramount for the students and practitioners of International Business to know and understand the myriad cultures and people that form part of this global village and with whom they have to cut  winning deals, all in the course of a normal business day.
 
United States / United Kingdom
 
A business suit with a tie is a must for a business meeting…unless it is at the golf course. Take an appointment and stick to the time schedule if you want to tie up business.

When offered food, refuse only if you really don't want it. Unlike India, your refusal will be taken on face value and you will not be asked again! Do not be too critical about the food, if you do not like something say that it has an interesting taste and that you would like to try it later.

If you are given a gift, accept it , unwrap it in front of the host or the person who has given the gift and  compliment his/her excellent choice.
 
Japan
 
Punctuality and dress code are extremely important while dealing with people from the 'land of the rising Sun'. While addressing the Japanese it is appropriate to bow a little.
On the negotiating table the Japanese tend to listen more than talk, so be brief and to the point as the Japanese prefer to make their point only after having heard you through. Like wise do not interrupt while they are making their presentation, you can speak your mind out after the presentation is completed.

If invited for a Japanese 'High Tea' do not miss the opportunity as the tea drinking ceremony is both a fine art and a ritual that forms an integral part of the Japanese way of  life. It is something not to be missed.

Also remember to take your shoes off before entering Japanese homes.

South Pacific

The island countries lay a great amount of stress on protocol. In Fiji for example it is customary to offer a bowl of “Yaqona” to the guest and refusal to drink it without good reason can sometimes be interpreted as an affront that can kill the potential deal. The use of the “Talking Chief” is very important when dealing with the High Chiefs or royalty in the islands.

South East Asia
 
In the  Islamic countries that form part of  South East Asia, like Malaysia, Brunei and Indonesia a "Good Morning" and a handshake is normal. While dealing with ladies wait for her to offer her hand, if she does then shake with a light grip and quickly let go. It is also customary to touch your right hand to your heart after shaking hands as this is a sign that you value his/her friendship/association with you.
 
While talking choose your words with care because words like "maybe" constitute an implied promise to do or not to do something. When any food stuff is offered and you do not want it then one must touch the plate while declining the offer.
 
In spite of being a tropical region a light business suit is an accepted attire for men. A shirt and tie without a coat will also suffice. Women may wear a business suit, trouser & top or a sarong with a top. Taking your spouse along for a business meeting is an accepted practice.
 
While dining with Chinese principals or clients at their residence, push the plate away from you and get up from the table once you have eaten. To continue sitting at the table signals that you have not had your fill and would like to have more.

Middle East 
 
This region comprises of Arab countries where religion pervades over everything else.
Local business men prefer to be greeted with a "Salam Alaikum" (which is their traditional form of greeting) than with a "Good Morning" or "Hi!" Or "Hello". When dealing with males a greeting followed by a handshake is acceptable. While dealing with females (in parts of the gulf) shaking hands is not appropriate. During the course of a business discussion it is also advisable to shift your gaze from the lady you are talking to, to her personal assistant/male companion so as not to appear to be staring at the lady. Women executives are encouraged to dress modestly and conservatively.
 
Business discussions are normally conducted in offices or in hotels, however if you are invited to a person's home, it signifies the host's trust in you. Offering the traditional drink "Kawa" (a thick arab tea without milk) also signifies that the host has taken you to be his equal and is willing to do business with you. Refusal to partake in the "Kawa" drink is taken as an affront, and the person will no longer be interested to do business with you.
 
Punctuality is not a very valuable trait and it would be safe to factor in half hour delays in appointments.

During the fasting month of "Ramzan" or "Ramadan" as it is called in the Middle East, all locals fast during the day and break their fast only in the evening. Eating, smoking and even chewing gum in public during these 30 days is prohibited. Business meetings during the day will be without normal courtesies of water, tea /coffee, soft drinks etc,. During this period it is also common to hold business meetings late in the evening after their fast is broken for the day.