FINANCIAL TIMES

World business newspaper.

From the Financial

DISCUSSION

1. What is culture? Choose the four factors below which you think are the most important in creating a culture.

Climate institutions ideas and beliefs cuisine

language arts religion geography

social customs and traditions historical events ceremonies and festivals

2. What do you miss most about your country or culture when you go abroad?

3. Why is cultural awareness important for buisiness people? Give examples.

4. Do you think cultures are becoming more alike? Is this a good or bad thing? For example, think about:

improved communications chip foreign travel

Global business Trading groups (EU, ASEAN, etc.)

5. How important are the following things when doing business in your country? Are they: a) important b) not important, or c) best avoided?

· exanging business cards · shaking hands · kissing · socializing with contacts · small talk before meetings · accepting interruption · using first names

· formality (how you dress, how you talk to colleagues, what names you use, etc.) · punctuality · humour · giving presents · being direct (saying exactly what you think)

VISITORS FROM CHINA

Background

Toyworld is a profitable toy retailer based in Seattle, US, with subsidiaries in over 30 countries. Toyworld buys its products from suppliers all over the world.

Mr Lee Chung, head of a toy manufacturing firm based in Guandong, China, is going to visit the Toyworld subsidiary in your country. He will be accompanied by his Export Manager, John Wong. The purpose of his visit! is to get to know Toyworld's management better and to learn more about the company. I He may set up a joint venture with Toyworld il he has confidence in them and considerl them to be a suitable partner. This is Mrj Chung and Mr Wong's first visit to youfl company, and to your country.

Task

You are members of the planning committee for Mr Chung's visit. Read the documents. Then, plan a draft programme in small groups. After that, compare your ideas with the rest of the class and produce the final programme.

1 Chinese relationships are built on personal trust and respect. Everything you do during the visit must show that you consider Mr. Chung and Mr. Wong to be important people.

2 Relationship building activities and a successful social programme will be more important than the business meeting.

3 Mr. Chung communicates fairly well in English, but has some problems understanding difficult expressions. Mr. Wong has a much higher level of English.

4 Both men are rather fussy about food. For example, Mr Chung was unhappy when he had to attend a wine and cheese party last year he hates cheese! They both enjoy high quality alcoholic drinks.

5 Your visitors will expect to have some basic information about Toyworld, and to be offered activities which give them a better understanding of the company.

6 Mr. Chung and Mr. Wong will be particularly interested in your warehousing facility and in your sales network.

7 Be careful about topics for discussion at social events. Do not embarrass your visitors by introducing 'difficult' topics.

8 They will be eager to learn about life in your country and about its culture.

9 Punctuality is very important to Mr. Chung. He gets angry if people arrive late for a meeting - he thinks it shows a lack of respect.

10. 'Sincerity' is a word which Mr. Chung and Mr. Wong use frequently. They value it a lot.

Good luck with the visit!

Best wishes,

Kenneth Eng

Key questions for the planning committee

2 Where will the visitors stay?

3 Who will meet them? What transport will be used?

4 What arrangements should be made for meals?

5 When will the business meeting take place?

6 What topics would be suitable for discussion at meals?

7 How will the visitors be entertained? Trips? Special events?

8 What gifts would be suitable? When and how should they be given?

9 Should there be local press and television coverage?

10 Is it necessary to provide an interpreter?

11 Any other arrangements to encourage 'relationship building'?

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