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Go Global – Citizens of the World… Bridging The Cultural Divide

By Patricia Tan

I recently returned from marketing trips to the United Kingdom and China – two very different countries and cultures, I think you will agree. In the many hours of plane-sitting I endured, I had time to reflect upon the ways in which we work to bridge the divide that different cultures and languages often bring to us in international business situations.

“Two nations separated by a common language” is how George Bernard Shaw described the U.S.A. and U.K. It is easy to assume that, as we speak a common language, doing business in England should be the same as in America. Not so! In the world of real estate we tend to lapse into our own jargon very easily, and many of those words do not translate into English. Our problems with tainted dry wall for instance, might be referred to as “Chinese plaster board problems” in U.K. Until recently most Brits thought a short sale was one that closed (or “completed” in their jargon) in a very short time – the average time for a contract to close in England is 90 to 120 days, a lot longer than our usual 45 days for a transaction that does not involve a short sale. A foreclosed home in England would be deemed to be “repossessed” by the bank. Our survey that provides a nicely drawn picture of the land and buildings on it would only be half a U.K. survey – a survey there includes most of what we refer to as a home inspection. Nevertheless, an “almost” common language does give one a certain sense of security when working with British business associates or clients.

The same cannot be said when working in a country where English is not widely spoken. The feeling of alienation is heightened in a country where the home language uses a different alphabet or symbols. Most of us can guess at the meaning of some Spanish, French and even German words but this is much harder to do with Russian for instance, and even more so for those languages that are symbol based, such as Chinese and Japanese. Even appreciating Chinese in its spoken form can be a challenge, as there are so many different dialects and accents to deal with. Even if a conversation is held in Chinese, or with the help of interpreters, westerners need to appreciate key differences in how the different cultures express themselves. Chinese are typically less expressive of their emotions in public and in particular in a business setting. Their sentence structure may be short and to the point, minus many of the adverbs and other qualifying words we so regularly use in English. Written Chinese does not have tenses, so words will be used to explain the passage of time – tomorrow, next week, last month, etc. For those of us who speak Chinese, it may still be a challenge if it is not our first language. Each “word” can be spoken with four different tones, and mean four completely different things, so unless you are very confident in your language skills, as a foreigner, use of an interpreter may still be the best advice! Be aware that some jargon, slang and colloquialisms will simply not translate – whether into Chinese or many other languages. Examples I have encountered recently include “dumb waiter” (a server who cannot speak) and “butler’s pantry” (a food closet that belongs to a servant).

That being said, people are generally appreciative when you try to communicate with them in their own language and may forgive a transgression caused by mispronunciation. This may not be the case however, with cultural insensitivity. It is much easier to give offence through actions than words!

Take the simple act of making an introduction or greeting someone. While shaking hands is widely accepted in the west, the firm handshake preferred by most Americans may not be reciprocated in a positive manner by British business associates who prefer a lighter touch. Although many Chinese today will shake hands, their own custom is to nod or bow slightly. If you are to shake hands – allow your Chinese counterpart to extend their hand first.

What about giving and receiving business cards? Use of a business card when meeting with Brits is not considered essential by them. They will happily exchange cards and place your card in their pocket or casually place it on the table in front of them. Not so in China, where business cards are an essential component of a first meeting. Cards must be presented using both hands to hold the top of the card at the corners, so it can be easily read by the person you are presenting it to. The Chinese will accept the card using both hands, take a few moments to study it and then place it reverently in front of them so they can refer to it during the meeting. Having received a card from a Chinese associate, one should NEVER disregard it, place it in a pocket or folder, cover it on the table and most certainly not write notes on it!

Once a relationship has been established with a British person, and depending upon the circumstances, it may acceptable to greet them with a light kiss on both cheeks at future meetings. The Chinese, however, prefer not to be touched by people they do not know. A kiss or a hug would not be warmly received!

Gift giving in other countries can also present challenges. If you are invited to the home of a British person, it would be appropriate to take a gift of chocolates, liquor or flowers, but don’t take while lilies as these signify death and could bring an early end to any business discussions! The Chinese will refuse to accept your gift, but be persistent. They will take it only after you insist at least three times. At this point you should say you are pleased they have accepted your gift. They will not open the gift while you are present, to avoid any potential embarrassment. Care should be taken also not to indicate death by your gift – do not wrap it in white paper. Choose a happy or lucky color – red, pink or yellow.

How can you avoid making these and similar mistakes when you travel or meet natives of other countries here in U.S.A? Get educated! Do some research before you travel. The internet is a great tool for this. Find someone from that country who lives in the U.S. and can brief you on local customs and how they may differ from things we do here.
 
Technology and easy travel options are making the world smaller. When you are presented with an opportunity to get to know someone from another culture, I urge you to bridge the gap between your two cultures. Let us all take a lesson from Socrates who said “I am not an Athenian or a Greek, but a citizen of the world”.

Patricia Tan was born in England, and moved to Sarasota in 1997. Her career afforded her the opportunity to live and work in many countries around the world, including Australia, Hong Kong, Singapore, Malaysia, Indonesia, Germany, France, Belgium, Netherlands and the United Kingdom. She spent five years as a Director of an American real estate franchise in England in 1990s. Patricia has served as Chairperson of Sarasota Association of REALTORS®’ International Council, and serves on Florida Association of REALTORS®’ International Operations Committee. She currently works as International Sales Director for Prudential Palms Realty. Patricia may be reached at 941-487-5107 or patriciatan@prudentialpalmsrealty.com.

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