Top tips for doing business in a foreign language
Our colleagues at the RLN West Midlands have compiled a list of top tips for doing business in a foreign language. So, if you are thinking of entering overseas markets or increasing your exports check out these useful snippets of advice, which might just help you to win that contract!
Top tips
1. Be open minded and prepare to be flexible.
2. Learn enough of the other language to be polite and demonstrate interest and commitment.
3. Review your key personnel's skills and train them in the other culture and language - for example train a telephonist to handle the basics of a phone call in the other language.
4. Communicate effectively and make a good initial impression by using the services of professional translators and interpreters, working into their native language.
5. Learn to make a product presentation in your selected language - there is no better way to get to know the relevant vocabulary and it makes a good impression with clients.
6. Smile and be aware of your body language. People who are working within an environment which is foreign to them often feel threatened and as a result they present a negative image.
7. Whatever country you are visiting, learn a few basic words in the local language - such as hello, goodbye, please and thank you and 'can I have a receipt please'. The locals will appreciate the fact that you are making an effort.
8. Start your conversation by saying "I am sorry that my (French, German, etc) is not so great but I will do my best." This removes a great deal of pressure from the situation and it encourages empathy.
9. Be aware not only of the actual language itself but also different gestures, body language used to accompany speech, different intonations and speeds of speech.
10. Use a 'top pocket crib card'. This is a card which can be slotted into your shirt pocket. On it you write your ten most used phrases, enabling you to pull it out and check, each time you want to speak with your contact. Once you reach the stage when you no longer need to pull out the card, renew it with your next ten phrases, and so on.
11. Avoid making assumptions! It is easy to interpret the way that people behave according to our own cultural viewpoint. For example do not assume that lack of eye contact implies a lack of respect or that a weak handshake has the same meaning as in our culture. There are very few areas of life which are not affected by culture so be prepared for different concepts of time and personal space and, most importantly, different priorities and values.
12. You can easily say you don't understand or ask for clarification and this will be accepted by the native speaker. This forces the native speaker into a position where s/he does most of the talking and it's a negotiating rule that the person who speaks the most gives the most concessions. In addition, you will gain more thinking time whilst your partner is clarifying.
13. Be very open to different and maybe unexpected ways of behaving in different cultures. Try not to expect certain behaviour or to be misled by generalisations or stereotypes about that culture. Remember there is always a huge diversity of sub-cultures within one country.
14. Allow plenty of time to establish a good long-term relationship when doing business abroad. In many parts of the world relationships are far more important than terms of contracts. Prepare to drink lots of tea!
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