Most Popular in:

Small Business

Email This Item! Print This Item!

Trade Routes: Courtesy is Not Obsolete

By: Michael Wynne
Posted: February 11, 2008, from the February 2008 issue of GCI Magazine.

page 4 of 5

6. Look directly at the other person when speaking through an interpreter.
This may seem awkward, but is vital to establishing trust. Do not place the interpreter in the middle.

7. Devote time at the beginning of every meeting to build rapport.
Your best opening remark could be a sincere compliment regarding the host’s country, company, facilities or business. Again, it’s about building relationships.

8. Address the senior person present when meeting with several people.
When responding to a question from others in the room, you should obviously look at them, but still shift your gaze to the senior person.

9. Be flexible with your departure date.
When negotiating and building relationships, do not establish your departure date as a deadline for concluding an agreement. You do not want time to interfere in this process, nor do you want time leveraged against you. It is also important that a departure date not be leveraged for more and better concessions from you. Allow yourself enough time to negotiate without undue pressure. That is a courtesy to yourself.

10. Follow-up as quickly as possible upon your return home.
Plan your follow-up before you start on your trip. Then follow up with letters, e-mails or phone calls thanking your hosts for their courtesies and reaffirming commitments.