But what if you’re misinterpreting your business partner’s communication style? What if they’re not ‘wasting time’ or struggling to ‘get down to business?’ 

What if the problem is that they feel like you’re not listening? After all, you seem distracted. Your body language and facial expression even betray a little impatience and irritation.

Both of you end up with this inexplicable negative feeling about your conversation--and you can’t quite figure out why.

That’s no way to start a business conversation.  

Today you’ll learn to spot three cultural assumptions that make your conversations with international partners awkward. Avoid these pitfalls, and your business conversations will start on a much better note.

Assumption 1: There is only one business culture, and it applies everywhere.

People I work with in the automotive industries often tell they notice when business partners try to play tricks in negotiations by their tone of voice.  Many negotiators have tell-tale signs they refer to during communication, such as inconsistency, eye contact, body language, or tone of voice.

But is this assumption really applicable for every single culture in business?

What happens if you take this assumption into negotiations with Anglo-Americans? The fact is that people from Anglo-American cultures speak in a higher pitch of voice anyway. This is also true for men. 

So, before you act according to this assumption ask yourself: How do I know that this is “true” and applicable for every culture?

Assumption 2: unwritten rules are of no significance.

When you go for a business dinner with a client, would you say, ‘Enjoy your meal’ before you start eating?

It is a custom to say this sentence in Germany before you start eating your meal. But in the Anglo-American culture, the only person who would say this is the waitress or waiter. When 2 executives meet for a business lunch for example and the German executive says: ‘Enjoy your meal’; the other executive would understand it but it would create an awkward feeling. The German person might get the feeling that he is not building rapport and doesn’t know why. 

So, invest some time and research the unwritten rules of your potential business partner. And think about how you use them and what they mean for your behaviour. Find more tips and ideas on culture and language in my blog: '3 things you didn't know about intercultural competence.

Have you ever felt that the mood was slightly awkward in an international meeting? You could keep a reflective journal about these situations, ask a language partner or work with a coach.

Assumption 3: You speak formally in business everywhere.

I often notice that my clients speak and write in a very formal way in business. Especially when we practice the language for business situations, they speak rather formally. They translate from German into English and assume that the formal way we speak German in business is the same as in English. 

In fact, it isn’t widespread to speak very formal English in business. Especially when you have met the client a few times, and the two of you are on friendly terms.

When you want to create a relationship based on trust you should try and speak less formal English. You don’t need to be absolutely informal, but a good neutral way of speaking might do the trick.

You could watch the News on BBC or CNN, pick some sentences that seem very formal to you, and then think about alternatives for using them in business so that they sound less formal and more neutral. That way you will avert keeping your business partners at an uncomfortable distance.

Takeaway

 If you want to establish and maintain good business relationships with your clients, you need to consider three assumptions.

1. People from every culture behave differently. Be aware of little signs that you notice in a conversation. Watch out for subtle hints your conversation partner might drop.
2. Be familiar with some unwritten rules of different cultures. They show that you have really learned the ropes and are prepared to do business on eye level. This is a must in business communication.
3. Learn about the different levels of formality you might need to use when you speak English. It is not common everywhere to speak rather formal English.

When you improve your communication and business relationships it creates a new dynamic. You may suddenly discover...

• You have more business, 
• Your tasks or issues with the business partner might be resolved quicker, 
• you might learn new ways of dealing with things that you could implement in your daily business life, too.

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