Doing Business in Belarus

Belarus is a former Soviet Union republic which became an independent country in 1991. It is a landlocked country in Eastern Europe, bordering Russia, Ukraine, Poland, Lithuania, and Latvia. The population of Belarus is 10 million people, with 2 million living in the capital Minsk. In the past Belarus has experienced centuries of invasion and conquest. Between 1941 and 1944 the country was occupied by the Nazis, and it has lost 2.2 million people, including most of its large Jewish population. 

Nowadays, Belarus is an important transit route for Russian gas supplies to parts of Western Europe. Belarus is also a major exporter of machinery, chemical and petroleum products. Today Belarus is still largely unexploited by the world’s businessman, but its convenient geographical location between Europe and Russia and plenty of intellectual potential provide an excellent environment for successful business. In turbulent economic times, the Belarus economy has also been less affected than those which rely on global markets, and market analysts predict a robust growth for the economy of Belarus. Setting up and doing business in this country will be challenging, but do not be afraid of the hard work, as your efforts will pay off in the end. 

Language 

The Belarusian language (also known as White Russian) has been the official language since 1990, before which it was Russian. The majority of the population speaks both Russian and Belarusian, and in addition many people also speak Ukrainian and Polish. A number of businessmen are fluent in English, but because the legal system of the country is quite complicated, it is strongly recommended that a professional interpreter is employed when one is doing business in Belarus.

Meeting People

The Belarusians are often referred to as ‘the most patient Slavs’. Rather than getting involved in conflict, they would prefer to sort out any kind of problem through peaceful negotiation. In public, Belarussians are quite restrained. However, if you are greeted very enthusiastically and with a hug and/or a kiss, then you know that a good relationship has been established.

One of the typical weekend activities for Belarusians is working at their ‘dachas’ (country houses) growing fruit and vegetables. If you are travelling around by car, try to avoid driving on Friday nights especially during the summer, as roads are jammed with lots of people on their way to ‘dachas’ outside the cities. Belarusians are very proud of their plots of land, so do not be surprised by the excitement of a successful local businessman when showing you his tomato plants!

Belarusian Business

Business meetings in Belarus are quite formal. It is essential to make an appointment with your partner before your visit to Belarus. Avoid doing business in the first week of May as it has several public holidays. All foreigners staying in Belarus, whether on a short visit or on a work permit, are required to register with the local department of the Office of Visas and Registration (OVIR) within three days of arrival in Belarus. If you are staying in a hotel they will arrange this for you.

As bureaucracy is still very cumbersome in the country, to speed things up you can try to find a third party (preferably someone local with a good reputation and a good network of associates) who can act as your guarantor. As the level of taxation is quite high and legal regulations are quite complicated, it may also be worth looking into hiring a local lawyer or independent legal consultant.

Patience during business negotiations will always pay off. It is important to be open to concessions and be prepared to concede at least some minor things.

The Belarusian ruble (BR) is the only currency that can be used for any transactions that take place in Belarus. To account for potential currency fluctuations, business-to-business negotiations are often carried out in US dollars or euros, particularly if a foreign party is involved. But once agreed, payment is made in BR at the current exchange rate. Payments in other currencies are only permissible if made from outside Belarus.

This post has, hopefully, taught you something about the intricacies of Belarusian business culture. There is, however, a lot more to learn: a professional lifetime’s worth. At TJC Global, our interpreters are experts in Belarusian practice as much as they are experts in the language. To find out how our services can assist you on your next business trip to Belarus, visit TJC Oxford, or contact us.

Doing Business in France

General Etiquette

When meeting someone, the handshake is a generally acknowledged from of greeting, as well as kissing the person lightly on both cheeks. First names are used for family and close friends, so wait until you are invited before addressing a new acquaintance by their first name. ‘Madame’ is a basic term of courtesy for women, and ‘Monsieur’ for men. It is customary to greet shop assistants or waiters with ‘bonjour (/bonsoir) Madame/Monsieur’ (good morning/ good evening) when entering a shop or restaurant. A similar courtesy is expected when crossing neighbours in an apartment building or even in the street. If you are feeling especially friendly you can also wish acquaintances a nice day (‘bonne journée’) or evening (‘bonne soirée’). If giving a gift, be careful with your selection - flowers such as lilies and chrysanthemums are now associated with funerals, and when choosing wine, make sure you find a good quality (preferably French!) bottle. When you are the recipient of a bottle yourself, make sure it is properly appreciated and avoid being that British visitor who has one too many or who puts ice in his glass of hundred euro Burgundy Blanc.

A French dinner organised by a host will typically involve a pre-dinner ‘appératif’ of Pastis (a French anise-flavoured liqueur) or similar, with nibbles in the living room. The dinner itself normally comprises three courses, followed by cheese and coffee. During dinner, obey the continental table manners of holding the fork and knife in left and right hands respectively. It is polite not to start eating before the host or hostess has said 'bon appetit'.

Planning a Business Meeting in France

Appointments for business meetings are essential, and should be made well in advance, either by writing or telephone. Depending on the level of the person you are meeting, such appointments may often be arranged by a secretary. Attempts to schedule meetings during August will probably be futile, since this is a common vacation period for the French. The whole country tends to come to a standstill during this month, and the streets of Paris are more likely to be filled with tourists than native business workers. Also note that although the French working day is generally quite long (begin between 8.30 and 9 in the morning and ending around 6 or 7 in the evening), this almost always includes a long lunch break, sometimes of over two hours. 

Business Negotiation

 

French business emphasises courtesy and a fair degree of formality. Dress conservatively - men in dark suits, women in elegantly cut suits or a smart, formal dress. When you arrive at a meeting, wait to be told where to sit. Throughout the meeting, try to maintain direct eye contact while speaking. In your conversation, avoid exaggerated claims or behaviour that may seem overly friendly; the French do not appreciate hyperbole and often tend to compartmentalise their business and personal lives.

The French are often impressed with good debating skills that demonstrate an intellectual grasp of the situation and all the ramifications. High-pressure sales tactics should be avoided. The French are more receptive to a low-key, logical presentation that explains the advantages of a proposal in full.

Be aware that business is conducted slowly in France, and every detail of a proposal will be analysed, regardless of how minute it may be. Even when an agreement is reached, the French may insist it be formalized in an extremely comprehensive, precisely worded contract.  Remember to be patient and not to appear ruffled by the strict adherence to protocol. 

Business Language

If you do not speak French, it is polite to apologise for this, but also to try to learn a few key phrases in advance of your trip. Some useful business terms which may come up in business correspondence, or in the course of a meeting, are as follows:

•           Corporate name = Nom de société

•           The articles of association = L'acte d'association

•           The articles of partnership = Le contrat d'association

•           The by-laws = Les règlements intérieurs

•           Subsidiary = Filiale

•           Branch = Division

•           Limited liability CO = Société à responsabilité limitée (SARL)

•           Open end investment CO = Société d'investissement à capital variable (SICAV)

•           Close end investment CO = Société d'investissement à capital fixe (SICAF)

•           Manager, managing director, assistant manager, personnel manager, sales manager:

Cadre, directeur, sous-directeur, directeur du personnel, directeur des ventes.

•           Finance department,  legal department,  accounting department:

Département financier, département juridique, département comptable

It may be an idea to have one side of your business card translated into French. Although not a strict business necessity, it demonstrates an attention to detail that will be appreciated.

This post has, hopefully, taught you something about the intricacies of French business culture. There is, however, a lot more to learn: a professional lifetime’s worth. At TJC Global, our interpreters are experts in French practice as much as they are experts in the language. To find out how our services can assist you on your next business trip to France, visit TJC Oxford, or contact us.

Doing Business in Hungary

With a strong economy in luxury car production, renewable energy and IT industries, Hungary is a growing business centre. Couple that with its emergence as a fashionable destination for high end tourism - no doubt due to its lovely climate, natural beauty and hospitable people- and you can see why Hungary is attractive place to do business. Our guide, compiled by one of our expert Hungarian interpreters, can help you get the most out of any venture to this historic land.

The Hungarian Language

Originating in Asia, the Hungarian language belongs to the Finn-Ugric family of languages (which also spreads, in different forms, to Finland and Estonia). The morphemes of Hungarian are joined together, which results in one long passage of speech which is quite difficult to understand. Nevertheless, you might find some basic greetings useful in breaking the ice and in increasing your chances of holding a successful meeting. So do not forget to greet your Hungarian colleagues with:

Jó reggelt! [yo reget] “Good Morning!”
Jó napot! [yo nu pot] “Good day!”
Jó estét! [yo esh tate] “Good Evening!”
Viszontlátásra!  [vece ont latt ash ra] “Goodbye!”
Jó éjszakát! [yo ace a cat] “Good Night!”

And of course remember the three magic phrases:

Köszönöm [kus u nume] “Thank you”
Kérem [key rem] “Please”
Elnézést kérek [l neigh zesh t] “Excuse me”

If you really want to impress your business partners, you might want to quote one of the longest words in their language: Töredezettségmentesítõtleníttethetetlenségtelenítőtlenkedhetnétek – literally, “you [plural] could constantly mention the lack [of a thing] that makes it impossible to make someone make something defragmenter-free” - unlikely to be relevant, I know, but impressive nonetheless. 

Hungarian is very descriptive; expect your business partners to express themselves in a few, highly complex, sentences, though it might take a few introductory sentences to get to the point of the conversation. The wonderful rhythm of Hungarian means that speech begins expansively, before narrowing to the key point by the end- a rhythm you may have to use in your own speech.  

Business etiquette

Appearance

Hungarian dress generally avoids bright colours, and it's advisable not to wear red clothing during meetings or negations as it is traditionally seen as provocative. Suits, like almost everywhere else, are de rigueur for everyday business and this applies to both sexes. However, since the temperatures in summer are quite high, short sleeve shirts are often worn, though often covered by a blazer or jacket. 

For men there is one cardinal sin in the business attire: white socks! We do not advise you to wear them at any occasion, apart maybe from an invitation for a morning jog on Margit Island with your business partner.

Body Language

National body language is much the same as British; an aversion to the constant eye contact used by Europeans, but looking at other business partners whilst talking signifies your respect towards them. When listening to a presentation or a lecture try to keep eye-contact to show your interest. Making notes might not only be helpful but is also seen as a sign of interest and seriousness, even if you are not going to ask questions afterwards.

Although shaking hands is used in business life, in every-day life it is usually used only during the first introduction. Wearing a hat obligates you to take it off whenever you meet a new business partner, eat or sit at the table. Wearing gloves also obligates you to take them off every time you shake hands. In winter this obligation is lessened for women, but if you do remove your gloves shaking another's hand you show great respect and deserve a compliment for doing so.

Meeting Etiquette

A number of rules of business conduct are observed during all types of meetings.

Firstly, Hungarians are punctual businessmen; one is expected to arrive at a meeting on time, though this rule is not always followed by Hungarians themselves. Being late for meetings has become so common that even managers do not excuse themselves for lateness. Of course, being on time should be your paramount concern.

Secondly, once you arrive to the meeting you should not seat yourself. An appointed person or the manager would show you to your chair. The official distance between negotiating parties in Hungary is 1.50 meters. If offered a drink during the meeting, try to sample the local mineral water (it's superb quality) or if you are feeling more adventurous, try coffee. Drinking coffee is almost a national ritual; make sure to put sugar in your cup with the spoon provided and to stir the coffee in a slow and elegant way. You might have to ask for milk separately, since Hungarians usually take their coffee and tea black.

Thirdly, as elsewhere, using mobile phones during a meeting is considered extremely rude. In practice, however, it does happen very often. You might also notice the manager asking to turn the mobiles to “silent” mode, while forgetting to do the same himself and even answering his phone. 

Gifts

Business gifts are rare in Hungarian business life, although it is advisable to bring presents in your role as a guest. Items such as sweets and flowers are suitable for women, and bottles of good (Hungarian) wine are appropriate presents for men. Give your gifts at the end of the meeting.

Behaviour

Hungarians are largely open and proud of their culture. Feel free to ask about something you find strange or surprising – Hungarians will happily explain it with additional historical and social background. One tale often told explains why men enter restaurants before their female companions. It is not, as it might seem to those brought up on the 'Ladies first' tradition, chauvinistic. Instead it dates back to the Middle Ages, when eateries were less peaceful and cultural, men would enter first and check if the atmosphere is proper for their lady companion. A chivalric (tall?) tale, and one proudly told.

Eating Customs

One could write an entire book on Hungarian eating customs, and no doubt someone has, and it's easy to get lost amongst the cuisines, customs and streets of Hungary wondering what and where to eat. So... be brave! Rely on your Hungarian business partner, or even someone sitting at a nearby table, to be your culinary guide; they will be delighted to instruct you. 
You might expect to be invited by your Hungarian colleagues for a traditional Hungarian meal in a traditional Hungarian restaurant, so feel free to ask about the decoration, the music (quite often folk Gipsy music) and the dishes served. You can expect heavy, very filling food, so avoid eating too much before the meeting. Hungarian food is also full of onions, garlic and peppers. It might be spicy, so your Hungarian colleagues should ask you first if you like spicy food and advise you on ordering a suitable meal. Do not be surprised if you have to look for salads and fresh vegetables – green leaves and dressings are not the most favourite of dishes in Hungary. Desserts are a specialty; most of those served today in Budapest were once ordered from Hungary by the Austrian court, so you might expect an imperial treat!

What even the most uninitiated gourmand can quickly grasp, though, is the strong culture of drinking wine. Hungary is a wine country, so if invited for a dinner, try to taste some of their national specialties. It is a custom to discuss the type, origin and taste of the wine while tasting it- just try not to taste too much!

 This post has, hopefully, taught you something about the intricacies of Hungarian business culture. There is, however, a lot more to learn: a professional life time's worth. At TJC Global, our interpreters are experts in Hungarian practices as much as they are experts in the language. To find out how our services can assist you on your next business trip to Hungary, visit TJC Oxford or contact us.

Doing Business in Japan

Japan is often seen as a land of paradoxes; a place where ancient tradition meets ever evolving luminous gadgetry. Its economy is technologically advanced, futuristic to outsiders, and the Japanese people have seemingly innate talent for innovation. At the same time, Japanese society has veins of tradition running through it; a highly developed sense of formality and politeness shows itself in everyday ceremonies that leave many Westerners nervous at the thought of embarrassing themselves or their hosts. 

      These fears shouldn't put you off; Japan, and its industries, are vibrant, enchanting things. Simply, if you're going to do business there, you have to do it right. Our helpful guide, compiled by our Japanese expert interpreter, can assist you if you should decide to venture to that colourful island without an interpreter.

Japanese Business Etiquette

A Westerner venturing to Japan for the first time will recognise many of the country's business practices, as the Western influences of international trade pervade the workplace. However, there are a reassuring number of traditional Japanese practices still around to attract your cultural interest, though they are often misunderstood or mistaken by non-Japanese businessmen.

         Meishi (名刺 pronounced mei-she) are the Japanese equivalent of business cards. Usually exchanged after bowing, they have a special meaning; to receive a business card without due care and attention can be seen as a personal rudeness. The correct way to present meishi is to hold it at the top corners with the lettering facing the person receiving the card. The receiver should then take the card by both lower corners, read it carefully and place it somewhere safe. There is a procedure to this exchange; the individual with a lower position within their company should give their card first, before the senior member completes the exchange with their own meishi.

         Keigo (敬語 pronounced kay-go) is a polite style of Japanese used frequently in business when talking to superiors. Keigo, meaning literally “respectful speech”, is used to show respect or humility to people you are unfamiliar with. This polite style is unknown to many Japanese people until they enter a company, since it is often not taught in schools or at home, and it becomes part of the learning curve for a new employee.

         Uchi/soto means, roughly, Inner/Outer and refers to your relationship with a particular group. In Japan status is conferred not only vertically, i.e. superior and subordinate, but also horizontally, i.e. those with whom you are familiar and those with whom you are not. This group dynamic is very important, and when you first meet anyone you will take up the position of soto, or outsider. One can be soto simply from being in a different branch of the same company, and the foreign traveller should not see it as xenophobia. Instead, you should see the distance you are shown as a sign of respect.

In fact, the position of soto does have some advantages over that of insider, uchi; you are given more leeway in your behaviour and suggestions and are not expected to follow the same strict rules as someone who is uchi.

 

         In Japan, silence is golden, and Japanese culture makes a definite connection between silence and wisdom. The Japanese character for knowledge, 知, combines the characters for losing 失 and mouth 口, and highlights the fact that Japanese consider people wise who refrain from speaking. Westerners may consider this silence hostile or uncomfortable, indeed some less scrupulous Japanese business books advocate silence as an intimidation tool against Westerners. The vast majority of the time however silence is simply to allow thought; try to analyse what sort of a silence it is through body language or the all important context, and decide whether it is a respectful silence or an upset silence.  

         Gifts in Japan are given to show appreciation of a favour done for you or to establish a sound business or personal relationship. Gifts should be something from your country and of a reasonably high quality, preferably with a special significance to your company or local area and not made in Asia. Gifts should be wrapped in “business colours” like dark greens, greys, blues and browns, but avoid white as it symbolises death. As with meishi, gifts should be given and received with both hands. Remember that to your business partners the gift you give and the way that you give it reveal a lot about your character and your attitude towards business.

Hints and tips on visiting Japan

         When doing business in Japan, appearance is everything. Dress conservatively and avoid anything that might suggest a lack of seriousness or respect. Tattoos, because of their association with the yakuza, are frowned upon, and one should do your best to cover them up. Bring shoes which can be put on and removed very easily, as you will be required to do so in public homes and in many restaurants.

         Bowing is something that also has its own intricacies, and could fill several blog entries by itself. For now, know that the depth and length of the bow both show your attitude to the person you’re bowing to. Bowing is usually done in various standardised increments, depending on how you treat the person opposite. A good rule of thumb is to bow to the same degree as the person you’re meeting, with your eyes down and hands by your sides. If you are unsure of yourself, do not attempt it, as it may be embarrassing or, worse, be seen as mockery. Non-Japanese should feel free to just acknowledge a bow and hold out a hand to be shaken, rather than attempting to bow yourself.

The Japanese language

The Japanese language is very different to most European languages or even other Asian languages, and its nuances will take many years to fully master. In the first place, its sentences feature verb-final construction – the verb comes at the end of the sentence – unlike English, which is mostly verb-second.
        Furthermore, Japanese has no definite or indefinite articles such as the English “a”, “an” or “the”, nor does it have plural forms. Shiryou might mean 'document' or 'documents'. Also, the same word can have any number of meanings depending on the context it is used in. For example, hai, can mean “Yes”, “thank you”, “I understand”, “I agree” and many more, simply by the situation in which it is used. A lot of Japanese communication relies on context, which you (or your interpreter) must take into account to fully understand what is being said.

        The Japanese alphabet is made up of characters for syllables rather than letters for individual phonemes like English, and they have two alphabets. Each contain 46 characters, in addition to

around 8000 pictographs, or kanji, which have multiple pronunciations and often only subtle differences between them. Contrary to popular belief these kanji are not just stylised pictures of what they mean, but a complex system of radicals that must be mastered and learnt off by heart.

 This post has, hopefully, taught you much about the intricacies of Japanese business culture. There is, however, a lot more to learn, a professional life time's worth. At TJC Global, our interpreters are experts in Japanese practices as much as they are experts in the language. To find out how our services can assist you on your next business trip to Japan, visit TJC Oxford or contact us.