Golden Rules

[Savonarola]

Alstom has a training course in cultural differences.  The course provides a set of "Golden Rules" for doing business in each of the countries.  I've put together this list of the countries our posters are from or have worked in ; I'm curious if you'd agree with these :

Part I :

Austria:

1 Manage your time carefully.
2 Follow rules and procedures.
3 Get straight to the point.
4 Ensure that your explanations are clear and precise.
5 Provide tangible proof.
6 Never interrupt someone when they are speaking.
7 Always be calm and patient.
8 Seek a compromise wherever possible.
9 Never encroach on other people's private time.
10 Never compare the Austrians to the Germans.

Belgium:

1 Address everyone in their own language or in English.
2 Take care to distinguish between Walloons and Flemings and avoid making any negative comments.
3 Show a willingness to listen and respect for individuals.
4 Always seek a consensus and avoid adopting a conflictual attitude.
5 Be modest and discreet at all times.
6 Prepare meetings in advance and be on time.
7 Adopt a pragmatic, down-to-earth approach backed by factual reasoning.
8 Avoid dogmatism and make a point of being flexible.
9 Take the time to get to know your colleagues well.
10 Ensure that you are warm and open. A flair for humour and self-derision are added benefits.

Canada:

1 Be on time, or even early.
2 Go out of your way to be respectful, understanding and tolerant.
3 Be disciplined and professional when performing your tasks.
4 Adopt a calm, discreet and level headed attitude.
5 Be relaxed and approachable.
6 When explaining things, do so clearly and precisely.
7 Back up your claims and views with concrete proof.
8 Honour your commitments.
9 Encourage and reward initiative.
10 Show respect for cultural

China :

1 Always take careful account of the rank of the person you're dealing with.
2 Learn to decode the messages hidden behind the words.
3 Direct meetings should be preferred instead of telephoning or writing.
4 Make the most of the interpersonal relationships in your network (guanzi).
5 Always seek to "save face" (mianzi) and do not criticise anyone in public.
6 Be ready to make yourself available when an opportunity presents itself.
7 Demonstrate that you are at ease during negotiations and hide your emotions.
8 Opt for factual and detailed presentations but remain humble.
9 Have your documents translated into Chinese and bring along lots of copies.
10 Familiarise yourself with the use of chopsticks.

Denmark :

1 Treat your staff with respect.
2 Get right to the point, and keep small talk to a minimum.
3 Adopt an approach based on moderation and conformity.
4 Involve all interested parties in the decision-making process.
5 Strive to be punctual and disciplined in all circumstances.
6 Back up your arguments with concrete facts.
7 Honour your commitments.
8 Maintain the hygge, a convivial attitude, in all of your dealings with others.
9 Be open minded and do not interpret criticism as personal attacks.
10 Show respect for human rights and environmental issues.

Finland :

1 Respect each person's silence and space.
2 Always be on time.
3 Deal frankly and honestly with people.
4 Keep your word.
5 Be modest.
6 Don't waffle unnecessarily: the Finns appreciate conciseness.
7 Remain calm and reserved
8 Demonstrate perseverance.
9 Be pragmatic.
10 If you're invited to take a sauna, accept the invitation.

France :

1 Devote plenty of time to relationship building.
2 Show respect for hierarchy.
3 Take an interest in the French language and the country's cultural heritage.
4 Always look for the meaning behind the words.
5 Be prepared for major debates.
6 Fine tune your arguments.
7 Ensure a high degree of structure in your reports and presentations.
8 Always look your contact in the face.
9 Never get involved in the private lives of your staff, colleagues or contacts.
10 Confirm all agreements in writing.

[Savonarola]

Part II :

Germany :

1 Obey the rules at all times.
2 Be on time and ensure you meet your deadlines.
3 Always seek to be clear and explicit, and be prepared for the Germans to be direct in their dealings with you.
4 Remain factual and precise during speeches.
5 Don't waste time with small talk or niceties.
6 Be respectful to everyone you meet, regardless of their level in the hierarchy and respect their prerogatives.
7 You should preferably adopt a formal air, respecting interpersonal distance.
8 Avoid butting in.
9 Be patient when managing details.
10 Take care not to encroach on the private time of your German staff and contacts.

Hong Kong :

1 Find out if you're dealing with Chinese from Hong Kong or from the continent.
2 Always be on time and be patient.
3 Show respect for procedures, etiquette and the ceremonial aspects of presentations.
4 Never try to "short-circuit" the command chain.
5 Remain factual and down-to-earth in your presentations.
6 Learn to decipher messages.
7 Stay calm and polite at all times.
8 Never cause someone to lose face by challenging, provoking or criticising him.
9 Avoid open conflicts and irony.
10 Take account of superstitions concerning colours, numbers or dates.

Hungary :

1 Face-to-face meetings should be preferred and you should maintain contact on a regular basis.
2 Be on time, and apologise for any lateness or non-attendance.
3 Always look the person you're speaking to in the face.
4 Be explicit and get to the point.
5 Display sincerity.
6 Build up a climate of trust and confidence to create a business-friendly environment.
7 Devote sufficient time to each member of your team.
8 Express your opinion frankly to show your interest and your commitment.
9 Do not be surprised if people ask you personal questions.
10 Avoid coming across as excessively enthusiastic.

Italy :

1 Pay careful attention to developing personal relationships and extending your personal network of contacts.
2 Wherever possible, have yourself introduced to people by third parties.
3 Demonstrate flexibility and adaptability in all circumstances.
4 Your attitudes and your appearance should be synonymous with style and elegance.
5 Remember that appearances count when presenting and packaging products.
6 Show respect for rank in all companies with whom you are dealing.
7 Face-to-face contact and the telephone should be preferred instead of e-mails and letters.
8 Get used to the Italian pace of life.
9 Feel free to display humour.
10 Show genuine curiosity about local customs and be generous with your compliments about Italian culture.

Japan :

1 Show great respect for hierarchy, rules and protocol.
2 Never cause your contact to lose face and never criticise him in public.
3 Learn to decipher implicit messages.
4 Always address the group as a whole.
5 Be on time and even slightly early.
6 Faced with a conflict situation, adopt a conciliatory and accommodating style.
7 Adopt different behavioural codes in private and in public.
8 Ensure that you are always available outside working hours.
9 Display plenty of patience and composure.
10 Never interrupt a Japanese person as this is considered insulting.

Malta :

1 Spend time building up relationships based on trust and confidence.
2 Accept invitations to dine with contacts and extend invitations of your own.
3 Learn to decipher the underlying messages expressed by the Maltese.
4 Wait until you get to know them well before you start debating ideas with them.
5 Be ready to answer many questions.
6 Show respect for hierarchy and protocol
7 Be aware that decision-making processes move slowly here.
8 Be aware that relationships and personal circumstances often take precedence over punctuality.
9 Get personally involved.
10 Adapt to the circumstances.

The Netherlands :

1 Adopt a discreet attitude and do not flaunt your wealth or status.
2 Always be punctual.
3 Show a great deal of respect to everyone.
4 Be forthright and direct while avoiding risky subjects.
5 Be pragmatic and make sure your plans are realistic.
6 Make an effort to be result-focused.
7 Respect your employees' private time.
8 Ensure that your presentations are always carefully prepared and designed.
9 Ensure that you always remain cool, calm and collected, and do not get carried away with emotion.
10 Do not use the name "Holland" to refer to the Netherlands.

Portugal :

1 Be warm and sincere.
2 Show respect for hierarchy.
3 Do not compare the Portuguese to the Spanish.
4 Build up and maintain your network of contacts.
5 Clearly say what you want.
6 Show respect for formality.
7 Pay careful attention to your appearance.
8 Express empathy.
9 Do not apply pressure to get things moving more quickly.
10 Always be punctual even if the Portuguese are not always on time.

South Korea :

1 Pay careful attention to your appearance: the first meeting is very important.
2 Show respect for seniors, hierarchy and status. Always use titles.
3 Bear in mind that the boss is always right.
4 Keep to deadlines and honour your commitments.
5 Never give evasive answers. Always reply with a clear yes or no when someone asks you a question.
6 Be sincere and loyal, seeking to maintain harmonious relationships with everyone.
7 Be precise: put forward your arguments, add detail, demonstrate your point, give plenty of facts and figures and repeat.
8 Remember that the spoken word takes precedence over written documents while always making sure that you have a written trace of what was agreed.
9 Familiarise yourself with the concept of "face" (saving face, losing face, etc.).
10 Be helpful to others, and be ready to exploit any opportunities which may present themselves.

[Savonarola]

Part III :

Spain :

1 Pay particular attention to your appearance.
2 Take the time to forge links. Face-to-face meetings should be preferred instead of e-mails (and to a lesser degree the telephone).
3 Show respect for hierarchy and demonstrate that you are aware of it.
4 Always avoid causing the Spaniards to lose face.
5 Be flexible in all fields (time management, priorities, etc.).
6 Avoid conflicts: seek to conciliate or even reconcile.
7 Pay careful attention to the tone of voice and gestures. Read between the lines.
8 Avoid being too direct or brusque when communicating. Avoid saying "no" directly.
9 Make a point of being a "people person". Sharing, encouragement and above all thanking people are very important.
10 Take an interest in Spanish culture, Spain's history, its languages, its gastronomy, its geography and above all those of the region in which you find yourself.

Sweden :

1 Always be on time, whatever the circumstances.
2 Listen without interrupting the person who is speaking. If a silence sets in, don't be tempted to break it.
3 When talking, look the person you're speaking to directly in the eyes.
4 Give precise and detailed presentations.
5 Display modesty and remain moderate at all times.
6 Avoid becoming emotional or voicing outright disagreement.
7 Take account of your co-workers' suggestions.
8 Ensure that you do not encroach on the free time and private lives of your staff.
9 Never seek to impose your viewpoint in an authoritarian manner.
10 When picking up the telephone, state your first name, last name and possibly your job title or department.

Switzerland :

1 Be professional at all times and adopt a formal attitude.
2 Be disciplined and punctual.
3 Be down-to-earth and factual in your presentations.
4 Communicate in an explicit manner to avoid any misunderstandings.
5 Give precise instructions and clearly define each person's role.
6 Always abide by procedures.
7 Lead by example and place the emphasis on quality.
8 Never put the Swiss in a situation involving risks.
9 Carefully control your reactions and avoid generating conflicts.
10 Honour your commitments.

The United Kingdom :

1 Learn to decode their implicit communication style.
2 Learn to spot when your contacts are using irony.
3 Avoid thorny subjects and confrontation.
4 Show a willingness to listen and favour consultation wherever possible.
5 Avoid coming across as domineering and over confident and never use aggressive sales methods.
6 Keep your cool in all circumstances.
7 Avoid any form of favouritism.
8 Keep to allotted hours and never queue jump.
9 Learn to master the art of small talk to initiate conversation.
10 Avoid asking too many indiscreet or excessively personal questions.

The United States of America :

1 Direct contact is preferred.
2 Always be punctual and keep to deadlines.
3 Present your apologies and justify any lateness or failure to meet a deadline.
4 Be clear, forthright and spontaneous.
5 Do things quickly and do them well.
6 Get involved in company life.
7 Be dynamic and ambitious.
8 Stick scrupulously to the meeting agenda.
9 Be positive and constructive when voicing criticism.
10 Honour your written commitments.

I apologize if I left anyone off.

[Syt]

Never put the Swiss in a situation involving risks.

[Barrister]

Part II :

Germany :

1 Obey the rules at all times.

Okay now: someone's just making a joke here.

[Sheilbh]

On the Italian appearance points. I was listening to an Italian lawyer who was part of a government commission.

He said that the first thing they did was to identify what was their frames of reference: what were the questions they wanted to address. And then he explained that it was "because it's like when you choose the correct suit and tie to get dressed in the morning: you must get the first things right."

Which has been the best explanation I've ever had of why Italians (over a certain age) dress well and care.

Edit: Also I would endorse and agree with the UK ones

[Eddie Teach]

He who has the gold, makes the rules.

Do unto others before they do unto you.

It ain't gay if it's in a three-way.

[DGuller]

I apologize if I left anyone off.

Apology not accepted. 

[Iormlund]

Part III :

Spain :

1 Pay particular attention to your appearance.
2 Take the time to forge links. Face-to-face meetings should be preferred instead of e-mails (and to a lesser degree the telephone).
3 Show respect for hierarchy and demonstrate that you are aware of it.
4 Always avoid causing the Spaniards to lose face.
5 Be flexible in all fields (time management, priorities, etc.).
6 Avoid conflicts: seek to conciliate or even reconcile.
7 Pay careful attention to the tone of voice and gestures. Read between the lines.
8 Avoid being too direct or brusque when communicating. Avoid saying "no" directly.
9 Make a point of being a "people person". Sharing, encouragement and above all thanking people are very important.
10 Take an interest in Spanish culture, Spain's history, its languages, its gastronomy, its geography and above all those of the region in which you find yourself.

Some of those don't resonate at all. Appearance, respect for hierarchy, losing face. Maybe it's an old generation thing. Or perhaps in other sectors.

In my experience it is true that Germans get pissed off if you affect their personal time, while this is usually less of a problem in Spain. It is still something to avoid whenever possible. I'll have to stay at my post if you schedule stuff beyond working hours, but I'll be less than happy about it.

It is true that we are on average far more social than our counterparts to the north, though.

[Syt]

I apologize if I left anyone off.

Apology not accepted. 

Why would there be a special rules list for Nu Joisy?

[The Brain]

9 Never seek to impose your viewpoint in an authoritarian manner.

I struggle with this every day.

[Monoriu]

I agree with the Chinese ones.

[Eddie Teach]

I apologize if I left anyone off.

Apology not accepted. 

Why would there be a special rules list for Nu Joisy?

Must mean Russia.   

[Tonitrus]

Part II :

Germany :

1 Obey the rules at all times.
2 Be on time and ensure you meet your deadlines.
3 Always seek to be clear and explicit, and be prepared for the Germans to be direct in their dealings with you.
4 Remain factual and precise during speeches.
5 Don't waste time with small talk or niceties.
6 Be respectful to everyone you meet, regardless of their level in the hierarchy and respect their prerogatives.
7 You should preferably adopt a formal air, respecting interpersonal distance.
8 Avoid butting in.
9 Be patient when managing details.
10 Take care not to encroach on the private time of your German staff and contacts.

I guess "Don't mention the war." has slipped to number 11. 

[crazy canuck]

It's in the appendix for special rules for citizens of the UK dealing with the Germans.