During his business travels, Sass Peress learned to always throw back his drink when a business associate in China said “gambai” — bottoms up. “It is seen as rude and an expression of insincerity” to pass up the shot of strong spirits, he says.
Peress, the chief executive officer of ICP Solar Technologies in Montreal, prepares for business trips that take him from Mexico to China to South Korea by reading up on the culture, traditions and business practices for each destination. “It endears you to your hosts when you have made the effort, even though you may not get it right or look the part,” he says. “The fact that you've made the effort will be appreciated.”
A little forethought and research can accelerate the relationship and save business travellers from an embarrassing faux pas. Peress advocates being a close observer and mimic of your host's actions, but it also helps to know ahead of time that you will be sharing drinking glasses in Seoul, or to prepare for a four-cheek kiss after you sign a big deal in Algiers.
Though the familiar U.S. remains our largest trading partner, these five countries are among the largest, fastest-growing places for Canadian trade. You could find yourself heading to one of them soon, so here's your guide for making a valuable first impression. China is Canada's second-largest trading partner. Companies such as Nortel have made significant entries into the market selling technology, driving total trade to more than $36.5-billion in 2005. As China moves to create additional free-trade zones, more Canadian companies from the traditional industries such as agriculture and forestry to aerospace, information technology, energy and other sectors will continue to move into this massive, rapidly expanding market.
How business is done: The Chinese take the long view on business, so patience is a virtue. “They look for a long-term relationship, and part of this is the slow process,” says Kimberly Roberts, a contributor to www.internationalbusinesscentre.org, a website that offers advice to international travellers. “You will have tea and discussions, and have tea again and again.”
Roberts recommends using the business-card translation and gift services offered at most hotels in order to make a good impression. Present your business card with both hands when meeting contacts, and avoid offering gifts such as scissors or knives; they symbolize the severing of a relationship. Also, age and status are very important in Chinese business. The eldest or wealthiest of your counterparts will require the most deference and ultimately makes the decision.
Conversation starter: Comments about China's remarkable economic growth are always welcome. Avoid delving into political topics, but expect questions about your age and salary. It's how your status is understood. Feel free to decline if you feel uncomfortable.
The nitty-gritty: Major airlines offer service to Chinese centres from Toronto and Vancouver. Set up your meetings and itinerary well in advance, and secure your own translator and driver if your contacts do not supply one. Peress recommends staying only in four-star hotels or above. If you've never been to Beijing before, the Forbidden City is a convenient must-see.
South Korea
Once a poor country ruled by a dictator, South Korea is now a prospering democracy and the most wired nation in the world. Trade with Canada now tops $8-billion, making the country our third-largest partner in the Pacific Rim. Negotiations for a free-trade agreement between Canada and South Korea are under way, boding well for future growth in Canadian export areas such as wood pulp, metals, fisheries and engineering services.
