Meeting People

When you meet someone for the first time & start a conversation, it’s important to find points of common interest so that the conversation can run smoothly. So before meeting business partners from other countries, find out about their country: the political situation, cultural differences, religion, transport & telecommunications, the economy, the main exports & imports, the market sector which interests you, food & drink. You might also like to find out about the weather, public holidays, leisure, tourism & language.

There are many useful rules of introduction to remember; men are introduced to women, young people to older ones, old friends to newcomers, young girls to married ones.

The introduction is something like: “Mrs. Smith, may I introduce Mr. Johnson?” It is also very good to add: “I am very glad to meet you, Mr. Johnson”.

Men may stand when introduced, ladies may remain seated. When businessmen meet in English-speaking countries, they usually shake hands on the first meeting. It is very common to present yourself in terms of your job as it identifies the person. You may ask: “What do you do (for a living)?” & get an answer “I work in the Sales Department.”

Eye contact is also very important. In many Western societies, including the US, a person who doesn’t maintain “good eye contact” is regarded as being slightly suspicious or a “shifty” character. Americans associate people who avoid eye contact as unfriendly, insecure, untrustworthy, and inattentive. However Japanese lower their eyes when speaking to a superior as a gesture of respect. Prolong eye contact is considered disrespectful from an individual of lower status in Latin America & Africa. As well as in the US it is thought rude to stare at people. In contrast the polite Englishman is taught to pay strict attention to a speaker, to listen carefully& to blink his eyes to let the speaker know he has been understood.

A widening of the eyes can also be interpreted differently, depending on cultures. The US negotiator may interpret a Chinese person’s widened eyes as an expression of astonishment instead of politely expressed anger.

Many negotiations collapse because people fail to connect and communicate. Communication requires listening and patience.These two essential elements of connecting and communicating are so basic and we often overlook them. Make sure the speaker knows you are paying attention. Making small gestures, such as nodding and maintaining eye contact are some ways to show others that you are interested in what they are saying. Connecting means you work to find common ground and have the same goal – to come to a mutually agreeable conclusion. Express your views plainly and clearly so that others may understand what you are trying to say.Be aware of what problem you are trying to solve. It is important to thoroughly understand all points being made. Be conscious of the fact that there are several ways to solve a situation, and that they all are suitable options. A brain-storming activity is a perfect way to get great ideas fast. If you find yourself in a situation where you do not understand another’s argument, do not be afraid to ask questions.Stay focused on the desired positive end & allow changes that need to happen during the process happen. Your objectives must help you rather than hinder