Articles
American Business Behavior Doesn’t Always Translate Overseas
Here are a few specific rules:
- GIFTS: Americans generally do not exchange gifts in a business context. If you are invited to someone’s home, it is appropriate to bring a small gift, such as flowers. Otherwise, business gifts may be given to commemorate closing of a transaction, but are otherwise not expected.
Client development tip: Gift giving is extremely important in other cultures. In Asia, for example, gift giving plays an important symbolic and ceremonial role—even in a business context. Do some country-specific research before meeting with non-American clients or colleagues to know whether to give—and how to accept properly—business gifts. Then, determine what gifts are most appropriate. For example, I recently helped an east coast law firm to devise gifts for prospective Chinese clients—gifts that incorporated the colors and numbers that Chinese consider auspicious.
- PUNCTUALITY: Americans tend to be rather punctual, arriving within fifteen minutes after (but not before) a meeting’s scheduled time. By the same token, they tend to be frustrated by counterparts who arrive extremely late.
Client development tip: Many cultures, including most Arab, African and Latin American cultures, treat time as more fluid than in American culture. Expect delays: do not get frustrated by them, take them personally, or assume that such tardiness is a sign of disrespect or lack of interest.
- DIRECT COMMUNICATION: Americans value “getting to the point.” They speak in direct, assertive language without many pleasantries. This can seem impolite and even confrontational to non-Americans.
Client development tip: Know what to expect and communicate accordingly. Feel free to communicate directly with other direct communicators, like the Germans and Dutch. However, soften your language when speaking to, for example, Indonesian clients or counsel. When dealing with professionals from “indirect” cultures, it is particularly critical to interpret the other side’s behavior. Try to read between the lines, and if necessary, ask for help—from a translator or bi-cultural colleague—understanding culture clues.
- FAST PACE: Americans usually like fast-paced negotiations and transactions. They want business wrapped up quickly so that they can tackle the next project. This haste strikes many non-Americans as needless and perhaps even absurd.
Client development tip: Help your American clients to understand that their preoccupation with “speed for speed’s sake” can actually hurt them at the negotiating table. Many other cultures negotiate at a more leisurely pace. According to one Chinese businessman, prolonging negotiations always won him additional concessions from his impatient American counterparts.
American lawyers are a unique breed: assertive, independent and forthright. However, many non-American clients, colleagues and co-counsel find it challenging to work with their American lawyers. To succeed at an international law practice, and to become your foreign clients’ favorite American lawyer, you may need to adapt your work habits, professional behavior and communication style to capture and keep more clients abroad. After all, it would be nice to become your foreign clients’ favorite American lawyer, wouldn’t it?
