Business Interactions

Typical business interactions are more effective (and more enjoyable!) if you consider some cultural differences such as titles and introductions, language differences, differences in organizational structure and philosophy, and issues of style in matters such as taking blame and giving credit, giving compliments, and resolving differences of opinion.

Titles and Introductions

In the U.S., if you work for the same company as someone else, you can pretty much take for granted that you’re on a first-name basis with them. Everyone from the CEO to the janitor is addressed by first name only, even if you’re barely acquainted with them. That often transcends companies, and anyone who calls you Mr. or Ms. is probably trying to sell you something.

The opposite is true in Europe. Calling someone by their first name (unless invited to do so) is considered presumptuous and too familiar for business interactions. Courtesy titles and last names are the norm.

Introductions are also very different. In the U.S., introductions are almost an afterthought- you get “introduced around” an office if you’re new to the company, and introductions in meetings are cursory if done at all.

In Europe, introductions are very important, and they follow the old rules of introducing the “less important” person to the more important one. If Mr. Smith is the owner of the company you work for, and Mr. Jones is your newly-hired colleague, an introduction would be as follows:

“Mr. Smith, I’d like to introduce you to Mr. Jones.”

If you are standing when an introduction is made, shake hands (firmly, please!) with the person you’re introduced to. If you are sitting, stand up, face the person, and shake hands. Always stand when making introductions yourself.

In meetings, formal introductions may be made before the meeting before the participants take their seats, or everyone may go around the table and introduce himself or herself,(while seated) but a meeting is never begun if there are any participants that have not formally met. Follow the lead of the meeting host, or if you are hosting a meeting, ensure that introductions take place before addressing any items of business.

Language

You may be told by a company that all business will be conducted in English, so there is no need to learn a second language. You will find, however, that there are differences in structure and usage between American English and “European business English.”

Language is more formal, and although there may be some slang (especially in new fields like computers) it’s best to avoid American slang and newer words.

The structure of sentences is a little different. The adjectives often come after the noun.

Take these differences in stride, and try to adapt your style of speaking and writing to the people you’re doing business with. It’s much more effective to communicate in he the way the majority of people are comfortable with than to try to change things to the style you may be more used to.

Organizational Structure and Philosophy

Companies in the U.S. have been tending in the last few years away from hierarchical systems and are more “flat” in style and structure. Senior managers might inhabit cubes the same as regular staffers, everyone is on a first-name basis, and everyone’s opinion carries equal weight if the idea has merit. In Europe, things are a bit more traditional and people are more deferential toward people who have “earned their stripes. ”It’s fine to put forth ideas if you’re not the “top dog, ”the only difference is in the style of communication. It’s much more effective to give suggestions than to pronounce opinions. (Note- although few would admit to it, this style often works better in the U.S., too!)

In the U.S., managers often listen to discussions of team members and say very little- allow the team members to come to a resolution themselves, and only facilitate discussion, resolve issues, or provide information as necessary. In Europe, managers are expected to be active participants, actively asking questions during the entire process. Otherwise they may appear to be uninterested or not knowledgeable.