Introduction
Creating foreign business is an important step to expanding a company. Therefore, it is equally
important to have knowledge about the culture and country in which we want to expand our
business. Knowing about other cultures can be crucial to the interaction between businesses.
Without the knowledge on other cultures, mistakes could easily be made that could jeopardize
future business interactions. Relationships between businesses of different cultures survive
solely because each company is aware of and respect each other’s cultural practices. Through
hours of research using various websites, books, journals, and also conducting interviews, we
have compiled information that will be beneficial in preserving our company’s image with our
British, Chinese, and German counterparts. The main purpose of this culture report on England,
China, and Germany is to ensure that all colleagues within our business will have the knowledge
to interact with our foreign counterparts in appropriate ways. This report will cover vital
information regarding proper dining etiquette, business attire, body language, and social
customs. Obtaining knowledge of the British, Chinese, and German cultures will be a key factor
in our success to establish a working relationship with each country.
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Dining Etiquette
The first topic we will cover is dining etiquette, starting with information that is specific to
England.
Dining etiquette is a very important element that we need to become familiar with to ensure
we represent our business in the best way. Most business meetings and social events occur
where food is present so it is important to learn about some dining tips that will be able to help
us behave appropriately. In England, dining etiquette is very important. The Kwintessential
website found that the British tend to enjoy entertaining more in their own homes than in
restaurants. When arriving to someone’s house for dinner, it is common and almost expected
to arrive 10 to 15 minutes late. This is different than that of the United States because typically
Americans tend to arrive a few minutes early. However, when meeting someone at a
restaurant, it is important to be on time because the British culture is usually very punctual. In
England it is more common to meet within people’s homes. This may seem more comfortable
but it is important to remember that personal questions and prying into their personal lives is
not welcome.
During dinner, like the United States, elbows should not be on the table while eating. It is rude
and does not represent good table manners. Another etiquette tip that is different is leaving
some food on your plate, regardless of whether you are eating at someone’s home or at a
restaurant. Doing this signals that you have had enough to eat and that the food was good and
filling. According to the Global Business Etiquette: A Guide to International Communication and
Customs book, toasting is also common when finished with a meal, but it is important to
remember to avoid toasting someone who is older or holds a higher position than you do
(Chaney & Martin, 141).
When meeting at a pub with business partners, it is common to buy drinks for everyone within
the party. The Executive Travel website states that smoking is typically not permitted in pubs. If
smoking is permitted and you do smoke, make sure to offer everyone a smoke before you take
one out for yourself.
At a restaurant, usually the person who sets up the meeting will pay. Arguing about who will
pay for the check is seen to be rude, so allow them to pay for you but do not forget to thank
them. Another important point to remember is that bringing up work and business after hours
when at pubs or just socializing is frowned upon and you will be seen as a prude and a bore.
Now that we have gone over a few tips for dining in England, we will discuss Chinese dining
etiquette.
Chinese dining etiquette is a very important topic to discuss, seeing as when doing business
with the Chinese, you will probably be sharing a meal with your counterparts at one time or
another. Proper etiquette will be discussed next, in order to ensure we do not embarrass
ourselves or offend our hosts. When arriving at the location at which your meal will take place,
you want to make sure that you do not sit anywhere before being seated by someone.
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Hierarchy determines seating. Included in Appendix B is an image that illustrates how a seating
arrangement might look at a Chinese dinner table (Zinzius, 208).
It is customary for the member of the guest’s party of the highest importance to make toasts to
the hosts. When giving toasts, it is important to toast your counterparts in order of importance,
working your way from the highest official to the lowest (Shen).
Once the food has been brought to the table, you should wait to be offered the food before
taking any. This shows politeness towards your counterparts. When tea is served after the
presentation of food, this is a sign for guests to clean their hands; dip them in the tea, do not
drink it. Like that of England, when dining, you should sample all of the food that is offered,
while leaving a little food on the plate when you are finished. This is to show good manners and
that you are satisfied with the food that was served (Chaney & Martin, 122).
While dining, we should remember a few other dining tips. When using chopsticks, we need to
be aware not to put our chopsticks straight up in the rice bowls; they should lie next to the
bowl. Chopsticks that are placed straight up in the rice bowls signify that someone has died
(Shen). If you do not know how to use chopsticks, you should not be embarrassed in asking to
use a fork. Also, when fruit or hot towels are offered, this signals the end of the meal. Be sure
to compliment the host on the food as a respectful gesture. After finishing your meal, do not be
afraid to burp. Along with this, do not be afraid to make slurping sounds while eating. Although
this is viewed as being rude in the United States, these are actually seen as compliments to the
chef.
The last culture we will be covering for tips on dining etiquette is Germany.
A meeting with our German counterparts will likely include a meal. This will give them a chance
to get to know us on a personal level and hopefully continue our discussion on creating a
working relationship together. Germans are not very different from Americans when it comes
to dining etiquette. As long as we practice good table manners, we will not stand out from our
business counterparts while dining together (Graff and Schaupp). However, there are a few tips
that should be followed while dining with a group of businessmen or businesswomen from
Germany.
As mentioned earlier, Germans invite guests to have dinner with them so that they have the
opportunity to get to know them on a more personal level. Therefore, we do not suggest
bringing up business matters at the table unless our host brings it up first (eDiplomat). When
arriving at a host’s home, or at the restaurant where we will be having our meal, wait to sit
down until you have been shown where to sit or until you have been instructed to choose your
own seat. This is very similar to that of the Chinese culture. Germans normally eat using the
Continental style, which includes using the fork in your left hand and the knife in your right
hand (Frazee). Do not start to eat until everyone has their food. Once you hear the host udder
“Guten appétit”, which stands for good appetite, you will know that it is safe to take your first
bite. You may want to reply to the host by saying “Danke ebenfalls”, or as we know it, “Thank
You” (Kwintessential). Also, wait to take a drink until the host has taken theirs first and has
made a toast. As guests, we should toast by holding our glass at the stem. Remember to look
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the other guests at the table in the eyes when toasts are being given (eDiplomat). Usually
when you think of Germany, one of the first things that may come to mind is beer, but do not
expect to be drinking any during meals. Instead of beer, wine is typically served. According to
the book called Global Business Etiquette: A Guide to International Communication and
Customs, unlike in England and China, Germans do not normally leave leftover food on their
plates; only take what you know you can finish (Chaney &Martin, 123). We should refrain from
using knives to cut food during the meal unless it is impossible to cut with our forks; the cook
may get offended because they will think that the food is not tender enough (Kwintessential).
Rolls also should not be cut with a knife. Instead, rolls should be pulled apart with our hands.
Cutting lettuce leafs that appear to be “too large” may come off as rude. To surpass coming off
as offensive to the chef, it is better to fold the leaf in half using both your fork and your knife
(Kwintessential). As stated in England’s dining etiquette tips, our elbows should never be
placed on the table. Along with this, Germans consider it rude to even have your hands under
the table while you or anyone else is eating. Also, it is rude to bring your head over your food;
instead we should bring the food to our mouth (Graff and Schaupp). If something comes up and
a person needs to leave the table for a moment, but they plan on finishing their plate, it is
customary to make an “X” on the plate with the fork and knife, with the fork on top. This will
signal to the waiter or waitress that you are not done (eDiplomat).
Of course when we are finished with a meal we are not allowed to just get up and walk out.
Additional rules should be followed so that we do not come off as rude. To indicate to the
server that we are finished with our plates, the knife and fork should be left on our plates
diagonally at the 5:25 position (eDiplomat). If we think that the service was exceptional, it is
proper to give our server a tip. Otherwise, a tip of about 10 to 15 percent will automatically be
added to your bill (Chaney & Martin, 123). Germans are not known for hanging around after a
meal conversing; they would prefer to get going and move on with their lives. However, the
guest is responsible for indicating when they are ready to leave. If our meal has been at
someone’s home, it is considered rude to ask to see the rest of their house. However, it is a
good idea to leave when we feel that the meal is coming to a close. The next day following the
meal, it is proper to say thank you, either by sending a hand written letter or by calling your
host on the telephone (eDiplomat). Although most of these rules may seem to be common
sense, breaking just one of them could offend our counterparts which could lead to them not
wanting to form a partnership with our company.
Business Attire
Proper business attire is an important step in creating business with other companies. Dressing
inappropriately will reflect poorly on our company, in turn creating a poor first impression. In
this section, we will discuss the proper attire that should be worn when meeting with
representatives from other countries, starting with England.
Business attire is very similar to that of the United States; however, the British tend to dress
more conservatively. According to the book Global Business Etiquette: A Guide to International
Communication and Customs, men are expected to wear suits in dark colors, which include
gray, black, and navy blue (Martin & Chaney, 85). Men’s shirts are not to have pockets, which is
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something that we are not used to. Another issue is, striped ties are not to be worn. Shoes that
do not have laces, such as loafers, are seen as lazy so be sure to wear shoes with laces when
going to meetings. If we are going out with business partners to a restaurant, a concert, or a
show, suits are required for men. Women in England do usually not wear pantsuits; dresses and
skirted suits are more typical. Women’s suits and dresses should also be in dark colors like that
of men’s suits. When planning a business trip to England, do not pack a lot of casual clothes
because casual to the British still includes nice sweaters, khakis, and tweeds. Be sure to pack a
lot of dark colors and do not pack any stripes.
Furthermore, we will discuss acceptable business attire for conducting business in China.
Business attire in China can be very similar to that of the United States. Clothing styles in China
are changing and many men now wear Western-style suits and ties. When we are meeting with
people from China, men should wear dark suits, shirts, and ties. Like that of England, women
are expected to wear skirted suits or business dresses in neutral colors. Women should try to
avoid wearing blouses with low necklines and should wear shoes with low heels to avoid being
taller than the hosts (Martin & Chaney, 85). Two colors that should be avoided are red and
white. Red is a color reserved for brides, while white is for funerals (Li, 76). It is important to
dress formal for the first meetings to show you have respect (Shen). Avoiding business casual
attire for Chinese business meetings is an important tip to remember.
When it comes to attire for an informal setting, such as going out with our Chinese
counterparts for drinks or other activities, you should try to stay conservative. Jeans would be
acceptable; however, shorts are not, unless you are exercising.
In addition to British and Chinese attire, we will discuss proper business attire for travelling to
Germany.
For the most part, Germans dress similar to Americans. The only major difference is Germans
stress dressing more conservative. According to the book Global Business Etiquette: A Guide to
International Communication and Customs, men typically will wear dark suits with a white shirt
and a matching tie. Women will dress similarly with a dark suit and a white blouse underneath.
Women are also allowed to wear dresses but only if they are conservative enough. Women are
not advised to wear any large, obnoxious jewelry. When talking about business casual, German
and American business casual are typically the same (Martin & Chaney 86).
Body Language
Body language is an important part of negotiations. One wrong action and we could lose any
chance we have at creating a working relationship. In this section, we have provided
information and tips that will be useful for meeting with our foreign counterparts.
First, we will talk about proper body language in England.
The Culture and Communication Skills Consistency found that crossing one’s arms during a
business meeting is seen as a sign of boredom. Although eye contact is fairly important, staring
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at someone for a long amount of time is also seen as uncomfortable. Keeping good eye contact
for short amounts of time is more appropriate. In the Global Business Etiquette: A Guide to
International Communication and Customs book, hand gestures are to be kept to a minimum
(Martin & Chaney, 67). It is unlikely for British to be animated when talking or explaining a
concept so try to limit hand gestures while talking during a meeting. Do not be offended if the
person you are meeting with comes off as “stiff”. British do not like to show a lot of emotion in
public places, like Americans tend to do, so do not take it as if they are not enthusiastic or like
the information you are presenting. This is important to know because while you are in
England, it would not be seen as appropriate to use a lot of gestures to show emotions.
Like in the United States, personal space should be respected. Do not stand too close to
someone because it can make them uncomfortable and they will not want to be as open with
you. Personal space is something that needs to be kept in mind at all times. Getting too close
may come off as trying to be more intimate than what is actually intended. Unlike some
countries, kissing and touching should be kept to a minimum as well. Women can be kissed on
the cheek, but only by friends, NOT business partners.
Next, we discuss Chinese body language.
The first important tip to remember is to never point with your fingers. This could be
interpreted as hostility toward someone or something (Ostrowski & Penner, 140). If we want to
make a gesture at something, we should use our whole hand to do so. Another tip to remember
is not to touch or pat Chinese people. In China, body contact with strangers is seen as
inappropriate (Martin & Chaney, 67).
Another important tip is to pay attention to the Chinese when they are speaking, even if a
translator is present. This shows we have respect for them, which is very important in
strengthening the relationship between our business and theirs.
Eye contact is viewed differently between the Eastern and Western world. In the Western
world, eye contact is viewed as being faithful and earnest. In Asia, and China more importantly,
direct eye contact is seen as aggressive and rude. It is ok to briefly make eye contact with your
counterpart, but we should focus to the left or right of the person talking during the majority of
the conversation (Zinzius, 62).
Common gestures that are the similar within the United States and China are “thumbs up”, the
ok sign (forming a circle with you index finger and thumb), and shrugging of shoulders, which
indicates uncertainty. Other common gestures include nodding of the head, shaking of the
head, and also applauding (Li, 79).
Finally, we will provide information on body language pertaining to Germany.
While conversing with a German, leave some distance between the two of you. Similar to that
of England, Germans value their space and do not like when people invade their personal
space. Something that is considered disrespectful is to have your hands in your pockets while
carrying on a conversation or shaking hands with a German. Such as that in England, keep hand
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gestures to a minimum. Germans prefer to talk to someone who is calmer, compared to
someone who solely talks with their hands. According to Global Business Etiquette: A Guide to
International Communication and Customs, if you want to tell a German good luck, “squeeze
your thumb by folding the fingers around the thumb” (Martin & Chaney, 68). Do not get
discouraged if your German counterparts do not look happy or friendly while you are
conducting business with them. As discussed earlier, Germans do not like to combine business
with fun; therefore, you will rarely see them smile. Germans tend to solely smile when
conversing with a familiar friend (Martin & Chaney, 68). If we see a German give the “thumbs
up” sign, this could mean that they are appreciative of, or are agreeing, with the ideas being
presented. The “okay” gesture and placing your index finger to your head are both considered
insults in Germany (eDiplomat).
Social Customs
Each country we researched has social customs that are unique to that specific country or
similar to others. In this section, we discuss social customs, some being similar, of England,
China, and Germany.
We will first discuss important social customs in England.
A very common social custom in England is that of meeting for tea. Tea breaks happen
throughout the day and usually around mid-morning or in the afternoon. A lot of meetings may
start off with tea so be prepared to meet at any time during the day. Wearing proper attire is
still important although it may seem more casual. A reminder of proper business attire can be
found at the beginning of the report.
Another social custom is that of gift giving. When invited to someone’s house, it is common to
bring a gift. However, the gift usually consists of chocolate, wine, or flowers. In the Gift Giving
Etiquette section on the Kwintessential website, it states that gifts are typically opened right
when they are received and that the gift does not need to be expensive but should represent
an interest of the person you are visiting. Do research on the business partners who are inviting
you to their home to know which gift would be preferred. Along with gifts, it is important to
know that striped ties should neither be worn nor given as a present. In the book titled Global
Business Etiquette: A Guide to International Communication and Customs, a striped tie “may
represent a British regiment other than his own” which could actually be considered an insult
(Martin & Chaney, 46).
Next, we will provide information on social customs pertaining to China.
A very important custom in China is eating meals, especially lunch. Lunch is a special time
where business is not to be discussed. The only time it would be acceptable to discuss business
is if the topic is brought up by the company with which you are trying to do business. Meals are
a time for people to get to know one another. A custom that goes along with lunch is napping.
The Chinese generally take naps after lunch as a time to rest and prepare for the rest of the
day. When talking to Difei, a Chinese businesswoman, she explained that even in school, the
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Chinese would generally have time after lunch to take a nap before resuming classes in the
afternoon.
Business cards are very important to carry when traveling and doing business in China. Business
cards are used for introductions and greetings. When exchanging business cards, we want to
start by giving your card to the person with the highest social rank and then you can give your
card to people in decreasing rank. When giving a business card to someone, it is proper to hand
the card to them with two hands. Business cards should be written in black ink in both English
and Mandarin (Martin & Chaney, 32). Also, when performing greetings and introductions, it is
customary to greet the person of the most importance first. Often you will hear the surname
first, followed by the first name. Titles should also be used during greetings.
When conducting business in China it is customary to present a gift to the company in which
you wish to do business. Giving something that could last a long time and is specific to the area
we are from would be appropriate (Shen). When giving gifts, you want to present them in pairs;
this is because odd numbers are considered to be unlucky (MiddleKingdomLife). In some cases,
the cost of the gift can show a lot of respect. Common gifts to present are baskets of fruit,
cigarettes, and also bottles of decent wine or high grade Bai Jui, which is the national alcoholic
drink of China (MiddleKingdomLife). Gifts that we should stay away from include clocks, knives
or anything sharp, cut flowers, and also green hats. Clocks are associated with someone dying,
knives represent a desire to sever the relationship, cut flowers are associated with funerals, and
green hats can signify that your wife or girlfriend is unfaithful. Located in Appendix B is an
illustration giving a comprehensive list of gifts that are acceptable or not acceptable to give.
Official policy in China forbids gift giving, as it as seen as bribery. A law does distinguish that
gifts up to $180 are acceptable and higher amounts are seen as a bribe (Zinzius, 63).
Some other customs that you should be familiar with are removing shoes when entering a
Chinese household and never to write someone’s name in red. The color red is symbolic of
blood and is considered a bad omen (GoOverSeas).
Lastly, we will provide some brief information on gift giving in Germany.
The main social practice in Germany that our company needs to be aware of is gift giving. If our
company is invited to someone’s home, we must bring a small gift to our hostess; with the
common gift being flowers. According to Frazee, Germans like to receive an odd number of
flowers, excluding thirteen, and they prefer them to be unwrapped. Red roses are off limits
because they represent love; as well as Chrysanthemums and Calla Lilies because those are
normally used at funerals (eDiplomat).
Conclusion
The information provided within this report will ensure that our representatives do not offend
our counterparts or embarrass our company. Becoming familiar with the English, Chinese, and
German cultures is an important step to establishing a working relationship. In this report lies
valuable information regarding dining etiquette, proper business attire, proper body language,
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and social customs that will prepare us to represent our business with good intentions. This
information will only be helpful if we all take the initiative to thoroughly look over the report.
As long as we all take the time to read the report and follow the necessary precautions and tips,
we will be able to represent our company in the best ways possible with the hopes of creating
foreign business for many years to come.
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