The Business Culture in Brazil, Germany, Saudi Arabia
Read the text and answer the questions about the business culture in Brazil, Germany and Saudi Arabia.
Brazil - Business culture
Meetings
Appointments for events such as meetings are required. Whilst they can be scheduled on short notice, it is best to book two to three weeks in advance.
Arrive on time, but do not necessarily expect your Brazilian counterpart to be punctual. They generally take a more relaxed approach to timekeeping.
Business cards are typically exchanged during the beginning of the meeting when introductions are taking place.
Meetings may come across as erratic or unstructured. There may be constant interruption of the agenda as people offer ideas as they come to mind.
Employees may deeply want to please others and claim to have solutions to problems even if this is not the case. However, they will often hold back their opinions if they run counter to those of their superiors.
Brazilians tend to take their time in negotiating a deal. The decision-making process may be slow-paced as Brazilians feel the need to know whom they are doing business with before they can work together.
Enthusiasm for beginning new projects does not always follow through to a commitment in seeing the end results. Thus, it may be necessary to constantly track and monitor a project should you want to see the potential of objectives fulfilled.
Brazilians may gravitate towards easy, immediate solutions as there is generally less emphasis on long-term planning.
Decisions will most likely be made by higher/highest-ranking members of the company.
Considerations
Brazilians tend to pride themselves on dressing well. It is advisable for men to wear conservative, dark-coloured suits. A suit or dress that is elegant is advisable for women.
Titles are considerably important as it helps establish the followed hierarchy. Thus, there is an expectation that titles will be used, such as 'Professor' or 'Doctor'. In a business conversation, the general practice is to use the title, then the person’s first name rather than their surname (e.g. Ms Jill).
Do’s
Engage in discussions on topics such as soccer (football) and the natural landscapes of Brazil. These are welcome topics of conversation.
When talking to a Brazilian companion, inquire into the well-being of their family, spouse, children, etc. Family life is considerably important to Brazilians.
Do not’s
Avoid discussing or debating politics, poverty or religion. Whilst these topics are not taboo, not everyone is open to discussing them. Moreover, if it does come up as a topic of conversation, avoid expressing opinions in the form of a critique.
Avoid boasting about Argentina. As one of Brazil’s neighbouring countries, Argentina is thought to be a ‘rival’.
Try not to be bothered by the lack of concern for punctuality. Arriving 15-30 minutes after the designated time is not considered late in Brazil.
Germany - Business culture
Meetings
Germans take punctuality seriously. If you are running late, call in advance to let your German counterpart know.
People enter a meeting in order of importance, the highest ranking person arriving first and so on. The same goes for introductions.
If you are not hosting the meeting, wait to be directed where to sit.
A small amount of social conversation may begin the meeting, but expect a German to get down to business very quickly.
Initially, meetings will likely be formal with the primary purpose of determining familiarity and trustworthiness. They will be less concerned with getting to know you personally and more interested in your credentials, but formality tends to relax as negotiations progress.
Meetings have strict agendas, both in regard to time frame and the goal of the meeting.
All parties are expected to participate in discussion an equal amount.
Expect discussion to be well thought-out. Germans are unlikely to air ideas that are not fully formed and instead tend to speak their mind once they have already refined their opinion.
Much time is spent on a comprehensive explanation of all components of an agreement. This can seem fastidious, but this is to ensure thorough understanding on all ends.
Although Germans are good listeners, you may find that they are not easily persuaded.
Once final decisions are agreed upon, they are written into documents that explain each plan of action in detail.
Task Oriented Over Relationship Oriented
Business relationships are often kept formal as many Germans do not always feel the necessity to build personal relationships before doing business. They will be more interested in your experience, credentials and the longevity of your company. Depending on the industry, business is seen as strictly professional with no association to one’s personal life.
Considerations
Germans commonly see themselves as critical thinkers, constantly asking questions and seeking new perspectives to guide their decision-making. They can be flexible and will speak out to suggest a new idea if they believe there’s a better way.
Workplaces in Germany are hierarchical based on experience and position. Although they respect those in authority, they dislike control or leadership that is solely based on status as opposed to expertise.
Germans display a great amount of respect for those with education and experience, and will seek to know how your position relates to theirs.
Expect a German to closely adhere to any regulations or rules that relate to the task. They may be hesitant to do work with those who show a tendency to cut corners.
When negotiating, written communication is used to record discussions and uphold agreements.
Displays of passionate emotion, exaggerations or promises that sound too good to be true are likely to make Germans hesitant or suspicious of doing business with you.
Do’s
Try to get straight to the point at hand. Germans generally do not need much small talk to warm up the conversation. They often appreciate it when others are direct.
Provide sincere answers to serious questions, and avoid introducing humour to lighten a stern conversation.
When making plans with your German counterparts, make sure to give all relevant details to ensure clarity.
Expect a German to be open and honest when they disagree with you. They are generally courteous, but are unlikely to deliver their opinion in an indirect way through ambiguous hints and understatements.
Try not to take personal offence if a German informs you of a mistake you made. They would generally expect you to do the same for them in order to help each other improve and grow as an individual in all aspects of life.
Approach conversations about refugees and migrants in Germany, the World Wars and the Cold War sensitively.
Do not’s
Avoid shouting across rooms or drawing attention to yourself in public. Unruly behaviour may be viewed as a lack of self-control.
Do not press a German to revise their decision on a matter if they have already given you their response. For example, insisting that they do something after they have already politely declined can be seen as intrusive.
Avoid cancelling on a German at the last minute or being late. If you anticipate delays, give your German counterpart a fair warning of your tardiness.
Never compare a German to Hitler or the Nazis of World War II or express anti-Semitic sentiments (even jokingly). There is a strong policy against Nazi symbolism and hate speech.
Saudi Arabia - Business culture
Meetings
It is important to show up to appointments on time. People may even arrive early if they are trying to please the person that they are meeting. However, be aware that you may be kept waiting.
When first entering a room or greeting your Saudi counterparts for the first time, you should shake hands with everyone from right to left (unless they are of the opposite gender).
Professional titles such as ‘Doctor’ or ‘Ustadh’ (teacher) should be used, followed by the person’s first name.
Business cards may be exchanged, but are not essential. Receive and pass business cards with your right hand.
If the meeting is held at your Saudi counterpart’s office, you can expect to be treated very generously. Tea, coffee and sweets are usually served.
The proceedings of Saudi meetings are not very structured. There is rarely a formal agenda or designated chairperson. For example, your Saudi contact may return to a conversation they were having with someone else prior to your meeting, and expect you to wait in the room.
Meetings generally start with a considerable amount of small talk and can seem like a constant round of appointments where people are becoming acquainted.
Meetings are scheduled around daily prayers and will be paused if they interrupt prayer time. Therefore, it is usually best to make appointments in the morning before the midday prayer or after lunch.
There is generally a lack of urgency in business dealings. Decisions are made slowly and can also be overturned easily. Avoid showing frustration or impatience at the process.
Be aware that the person asking the most questions is not always the person with the most responsibility. Try to speak directly to the person with the most decision-making power to save time.
It is advisable to repeat your main points to show your conviction. However, avoid making exaggerated claims. Provide concrete evidence to claims and projections where possible. Saudis are more convinced by figures and calculations that can prove the value of a business venture.
Avoid using high-pressure tactics.
Do not openly correct someone or directly criticise someone’s proposal in front of others during a meeting. Take an indirect approach to all corrective remarks to avoid causing offence or embarrassment.
Relationship Oriented
Personal relationships play a large role in Saudi business culture. Saudis prefer to work with those they know. Face-to-face meetings are ideal. For them, trust is key to good business and so they will be seeking an honest commitment to the relationship from you.
Considerations
Be aware that the Saudi working week is from Sunday to Thursday, with the ‘weekend’ falling on Friday and Saturday instead of Saturday and Sunday.
Business is hierarchical based on age and position. Decisions are made by the highest-ranking person. Respect should be shown to the most senior person at all times.
Elders will always be shown heightened respect, even if they are in a lower position within the company.
It is not uncommon for key employees to be family members.
Consider that some Saudis may view things as being willed by God. This is reflected in the common saying “Inshallah” (If God wills it). Therefore, a deal’s success or failure is thought to be somewhat attributed to God’s plan.
People may agree on contracts and adhere to them on the basis of trust. Saudis generally keep word-of-mouth promises, so be sure you understand what they mean. However, it is still important to secure matters with written contracts.
Be prepared to compromise a little in the interest of building a long-term business relationship.
Avoid losing your temper. It will possibly make Saudis hesitant of doing business with you. Express any reluctance or disapproval calmly with tact, or in a one-on-one setting.
It is common for Saudi business people to invite their partner to meals in order to build a personal relationship. It is a gesture of good faith in the business relationship that you attend.
Be aware that it can be difficult for female representatives and delegates to achieve a great deal if the Saudi business they are dealing with does not have female employees. Women are rarely in positions of power in Saudi businesses.
In Saudi Arabia, the notion of ‘baksheesh’ traditionally translates to a “gift” or “gratuity”. However, in business relations, the practice of baksheesh has sometimes been corrupted into a practice of bribery. Therefore, refrain from giving gifts in the business context.
Do’s
Show a Saudi respect by following the correct etiquette, and remaining modest and polite.
Spend some time building a relationship and engaging in small talk before discussing a particular matter with your Saudi counterpart. Being too direct or task-oriented can come across as impolite or impersonal.
Show interest in the well-being of a Saudi’s family whenever you see them (e.g. “How are your children?”). However, it is best not to enquire about a man’s wife or personal matters unless they open up to you first.
Acknowledge Saudi Arabia’s modern advancements and achievements where appropriate.
Deliver criticism sensitively and indirectly. If you need to correct someone, take an indirect approach to the comment and include praise of any of their good points.
Respect people’s religious beliefs and make accommodations to allow people to observe religious rituals of prayer, fasting and dietary choices.
Try to be generous with your time and be open to performing favours. Saudis often go out of their way to help those that they have a good relationship with if it is within their means. To be ‘cheap’ or ‘stingy’ is considered a very poor quality.
Don’ts
Avoid pushing people to share their opinion on Saudi politics or the royal family’s leadership.
Do not criticise the Islamic religion or Saudi cultural practices.
Do not openly discuss anything of a sexual nature, especially around members of the opposite gender.
Do not presume that Saudis are ‘closed off’ to the West or lack international awareness.
Avoid mentioning issues relating to women’s rights, or drawing presumptions about a Saudi woman’s freedom or happiness on the basis of her hijab, abaya or niqab.
Adapted from:
https://culturalatlas.sbs.com.au/