"Comfort Zones"

Where we sit, or how close we stand to other people when we talk, can be very different from one culture to another, because people have different "comfort zones".

American business people usually like to sit across from each other. They also have a lot of eye contact when speaking. Many Japanese, on the other hand, prefer to sit next to each other, but with less eye contact than Americans.

Comfortable "talking space" for Latin Americans is about one and a half feet away from the other person. However, for many Northern Europeans, this is too close. They prefer about three feet between speakers.

If you stand too close or too far from someone, you might give the wrong idea. For example, some people might stand back to make more space. They are only moving into their comfort zone. But the other person might think this is unfriendly. What can you do? Watch how the other person moves. It probably won't be very long before you can get an idea about that person's comfort zone.

Business Cultures

In the United States, executives like to be direct in business dealings. The expressions "Time is money" and "Let's get to the point" are part of the business culture. So in the USA, managers like direct discussions, including open disagreement and quick decisions. Having detailed plans and good technical knowledge are also keys to successful business relationships.

In Latin American countries, good plans and technical knowledge are important too, but you should make strong social relationships first. Executives "do business with individuals, not companies". In other words, managers like to do business with people they know and like, so making non-business "small talk" during meetings and going to social events are important from Mexico to Argentina. The person who does the inviting should pay for the meat. If you think your clients will insist on paying, pay the bill in advance. Arrive earlier than your guests. Do not order anything while you are waiting for them, When the guests arrive, stand up and shake hands. If they are late, wait about 1 5 minutes before you telephone their office.

The three-hour power lunch has largely disappeared in North America. Nowadays, the appropriate length for the business lunch is about 1.5 hours: a shorter, more productive meeting that still leaves time for work afterwards.

Eye Contact

In many Western societies, including the United States, a person who does not maintain good eye contact regarded as being slightly suspicious, or a "shifty" character. Americans unconsciously associate people who avoid eye contact as unfriendly, insecure, untrustworthy, inattentive, and impersonal.

In the US, it is considered rude to stare – regardless of who is looking at whom.

In contrast, the polite Englishman is taught to pay strict attention to a speaker, to listen carefully, and to blink his eyes to let the speaker know he or she has been understood as well as heard. Americans signal interest and comprehension by bobbing their heads or grunting.

A widening of the eyes can also be interpreted differently, depend circumstances and culture. Take, for instance, the case of an American and a Chinese discussing the terms of a proposed contract. Regardless of the language in which the proposed contract is carried out, the US negotiator may interpret a Chinese person's widened eyes as an expression of astonishment instead of as a danger signal (its true meaning) of politely expressed anger.