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Manager's SHOPTALK How Well Do You Play The Culture Game? How good are you at understanding cross-cultural differ- ences in communication and etiquette? For fun, see how 5. While visiting a German client, you make a compli- many of the following questions you can answer correctly. ment about the client's beautiful pen set. What will The answers appear at the end. probably happen? a. The client will insist very strongly that you take 1. You want to do business with a Greek company, but It. the representative insists on examining every detail of b. The client will tell you where to buy such a pen your proposal for several hours. This time-consum- set at a good price. ing detail means that the Greek representative: c. The client will accept the compliment and get on a. Doesn't trust the accuracy of your proposal. with business. b. Is being polite, and really doesn't want to go d. The client will probably get upset that you aren't ahead with the deal. paying attention to the business at hand. c. Is signaling you to consider a more reasonable offer, e. The client will totally ignore the comment. but doesn't want to ask directly. 6. Managers from which country are least likely to toler- d. Is uncomfortable with detailed proposals and are someone being 5 minutes late for an appointment? would prefer a simple handshake. a. United States e. Is showing good manners and respect to you and b. Australia your proposal. c. Brazil 2. Male guests in many Latin American countries often d. Sweden give their visitors an abrazzo when greeting them. An e. Saudi Arabia abrazzo is: 7. In which of the following countries are office arrange- a. A light kiss on the nose ments not usually an indicator of the person's status? b. A special gift, usually wine or food a. United Kingdom c. Clapping hands in the air as the visitor b. Germany approaches c. Saudi Arabia d. A strong embrace, or kiss with hand on shoulder d. China e. A firm two-handed handshake, lasting almost e. United States one minute 8. In many Asian cultures, a direct order such as "Get 3. Japanese clients visit you at your office for a major meet- me the Amex report" is most likely to be given by: ing. Where should the top Japanese official be seated? a. Senior management to most subordinates a. Closest to the door b. A junior employee to a peer b. As close to the middle of the room as possible c. Senior management only to very junior c. Anywhere in the room; seating location isn't impor- employees cant to Japanese businesspeople d. Junior employees to outsiders d. Somewhere away from the door with a piece of e. None of the above artwork behind him or her 9. In the United States, scratching one's head usually e. Always beside rather than facing the host means that the person is confused or skeptical. In 4. One of the most universal gestures is: Russia, it means: a. A pat on the back (congratulations) a. "You're crazy!" b. A smile (happiness or politeness) b. "I am listening carefully." c. Scratching your chin (thinking) c. "I want to get to know you better." d. Closing your eyes (boredom) d. "I'm confused or skeptical." e. Arm up, shaking back and forth (waving) e. None of the above10. A polite way to give your business card to a Japanese businessperson is: a. Casually, after several hours of getting to know the person b. When first meeting, presenting your card with both hands c. At the very end of the first meeting d. Casually during the meeting, with the informa- tion down to show humility e. Never; it is considered rude in Japan to give busi- ness cards