| Non-Verbal Differences North American Women | | | | assimilated to simply saying hello. If you come |
| Need To Be Aware Of In European Negotiations | | | | across someone you would normally say hello to |
| International sales negotiations need to be | | | | in a country where cheek kisses are standard |
| prepared. Cross cultural communication is mined | | | | practice, it means no more than saying hello. But if |
| with potential blunders. And if you are a woman, | | | | you don't give yourself in to the practice some |
| you need to pay attention to other details as well. | | | | people can be offended that you did not say |
| Here are a few more tips specifically for North | | | | "hello". |
| American women in sales negotiations with | | | | Using Your Cultural Advantages |
| Europeans: | | | | There are advantages to being North American |
| Dress | | | | and traveling in Europe. You will probably be able |
| Industry environments can change dramatically | | | | to cultivate closer relationships than a native |
| from country to country. In one country navy | | | | business person. |
| suits for men will be the norm and with the same | | | | Nick Names & First Names |
| industry in another country the standards will be | | | | Americans can often get away with calling |
| more tolerant. If you are a woman, it is not | | | | Europeans by their first name. This is not always |
| always easy to find the right clothes to fit in. | | | | the local standard practice. |
| Women can often get out of the blue suit | | | | Americans have the habit of calling others nick |
| standard, sometimes this is even expected. | | | | names. This can work for you or against you. It |
| Shoes | | | | all depends on the situation. You will have to |
| North American business women have a different | | | | adapt. Women would probably find it easier to |
| dress code to wearing stockings. You will not find | | | | avoid using nick names or letting themselves be |
| many Europeans wearing stockings with skirts at | | | | addressed using a nick name. |
| all times of the year even during a heat wave. | | | | Different Business Drinking Practices |
| The offices are often air-conditioned so it is easy | | | | In Europe there are different practices with |
| to deal with a jacket, but stockings are an oddity. | | | | regards to drinking and business. In England for |
| Also, you might be interested to know: the first | | | | example you might feel obliged to go to the pub. |
| thing that gives you away as an American will be | | | | In France eating and drinking seem to be an |
| the tennis shoes you wear, if ever you wear any | | | | obligatory part of every negotiation. Having a |
| during the trip. | | | | glass of wine at lunch is the norm even if there is |
| Perfume | | | | a heavy workload scheduled that same afternoon. |
| In France, for example, women can wear more | | | | There are times when it is possible to avoid |
| perfume than in North America. Again in certain | | | | drinking. However there are also times when it is |
| industries perfume can even be the expected | | | | well advised to have that glass of wine or to go |
| standard. Smell just seems to be something | | | | to the pub, to fit in with the key players. |
| people notice in others they do not know well. | | | | Men & Women In Negotiations |
| Smiles | | | | Be aware that a male/female sales team works |
| North Americans tend to smile more than most | | | | differently in different cultures. Be sure to have a |
| Europeans. Smiling can be taken as being | | | | clear understanding of the role of each person in |
| threatening. And if you are a woman the simplest | | | | a negotiation process. Being professional at all |
| of smiles can be perceived as being | | | | times and remaining friendly on the right level can |
| over-provocative. Yes, even here in Europe. This | | | | take a bit of balancing in some circumstances. |
| can be an issue for some Europeans. The best | | | | Team Play |
| way to adapt is to make sure your words are | | | | If you are part of a multicultural business team |
| not ambiguous. | | | | you will have the opportunity of using and playing |
| And, to follow on from the tennis shoes: smiling | | | | on a very wide range of natural skills. This works |
| will probably be the second give-away that you | | | | extremely well for teams who work together. |
| are American. | | | | Avoiding Cultural Blunders |
| Cheek Kisses | | | | Cultural misunderstandings do happen. They are |
| Smiling leads into the habit of greeting everyone | | | | not only based on verbal blunders. |
| with kisses on the cheeks. There is more cheek | | | | If you are a North American woman coming to |
| kissing in Europe than in North America. Mainly in | | | | Europe for the first time on business, keep these |
| France and Italy. The number of kisses depends | | | | points in mind. Being aware of your differences |
| on the region you are in, the age of the people, | | | | also means that you will not react strongly to |
| and other factors the locals don't seem to agree | | | | seeing different customs and habits. |
| on anyways. | | | | Take note of these differences and then work on |
| But remember, cheek kissing is a practice that is | | | | developing good cross cultural communication. |