Communication and negotiation styles differ from country to country and having an early understanding of your new work environment’s particular style goes a long way to your future success.
Accepting a job abroad takes no small amount of courage. There’s plenty for you to consider when faced with such a move, from the initial logistics of moving out of your home country or country of residence and the distance you might now have from loved ones to the very real cultural differences and language barriers you may begin to encounter daily. Those differences will permeate your life, from home to the office. And while you might have the luxury of time to find your way and establish a new normal in your personal life, at work you’ll be expected to hit the ground running. To do this effectively, it helps to do some research and know what to expect at the office.
What is the office culture like at your new company? What is the prevailing communication style? What is your expected role in negotiations? How do you best introduce yourself to your new colleagues? The communication and negotiation styles of your new office are likely going to be different than they were at the office in your home country, at least in part. There are also going to be differences in the ways in which people greet one another, chit chat throughout the day and interact outside of work. Here’s a glance at major areas of office protocol to consider when beginning a new job abroad and how some countries around the world handle these areas.
Communication Styles
When trying to understand the general communication style of a country, it’s important to consider body language, personal space, proper conduct, greeting, eye contact, suitable subjects for breaking the ice and topics that are taboo.
There are also going to be differences in the ways in which people greet one another, chit chat throughout the day and interact outside of work.
Austria
Austrians tend to be reserved and do not usually approach foreigners. In particular, the North American lively and outgoing style of communication may come across as insincere and superficial. They do not appreciate hand gestures or excessive talking. They avoid shoving their hands in their pockets during a conversation. Locals also favor direct eye contact and consider it a polite way of showing interest in what another person has to say.
Austrians typically greet each other with lots of handshaking, including with children. Close friends might kiss on the cheek when greeting; this is increasingly common even for close male friends. Austrians shake hands or kiss cheeks again when saying goodbye.
People speak at arm’s length. To come closer is considered impolite and an invasion of personal space. Third-party introductions are preferable, as self-introduction may be viewed as arrogant or unprofessional.
The United Arab Emirates (U.A.E.)
Don’t be distant or detached when interacting with Emiratis. Traditionally, body language and personal space are areas where boundaries are small. Arabs speak in closer proximity than you might be used to, depending on your origin, and physical contact (between males) is common. Emirati colleagues tend to sit close to each other in meetings and even hold hands while talking, although the legacy of COVID-19 has changed people’s behavior.
The customary greeting in the Arab world is As-salaam alaikum (“Peace be upon you”) and the reply is Wa alaikum as salam (“And upon you be peace”). When introduced to a group of people, greet the most senior person first.
In the Arab handshake, the hand is held firmly; it’s not the vigorous, strong handshake sometimes used in the West, but it is considered weak if the handshake is too limp. In fact, Arabs do not actually ‘shake’ a hand; they mostly clasp the hand and then release it. When shaking your host’s hand, which may last a while, withdraw your hand after the host withdraws theirs.
A traditional Arab greeting between men involves each grasping the other’s right hand, placing the left hand on the other’s right shoulder and the junior person kissing the older person’s nose or exchanging kisses on each cheek. Follow the host’s lead when greeting; they will signal the type of greeting they want to extend to guests.
In line with Muslim culture, don’t shake hands with a woman unless she first extends her hand. Allow the person of the opposite sex to initiate their greeting and follow suit. A simple nod of the head with the right hand on the heart will convey respect when greeting a person. This form of greeting also is popular among people from Pakistan and Afghanistan.
Arabs usually ask about one’s well-being and may ask a series of questions a non-Arab may consider personal in nature. These may relate to family, work or age. People look each other in the eye when talking; looking down or away or not looking the other person in the eye may be taken as a sign of dishonesty.
Avoid discussing politics, especially regarding Israel. Other topics to avoid are religion and money. Even if the viewpoint seems acceptable to a Western person, it is best not to be drawn into such discussions.
United States (U.S.)
American culture is considered to be a ‘low-context’ culture, meaning communication is direct, explicit and mostly verbalized. In the U.S., it is acceptable to deal with conflict openly and directly. Americans may criticize ideas, events and people in public or say “no” without hesitation, which may appear rude or embarrassing to members of other cultures. These candid comments are not intended to be personal attacks but are instead directed toward the topic under discussion and are meant to resolve uncertainties or problems. Despite this forthright style of interaction, the ability to tactfully and directly express opinions and perspectives is highly valued.
Personal relationships in the United States are somewhat informal. Individuals who are meeting outside a business environment will treat one another as relative equals in social rank and may form a friendship despite differences in age and professional achievement. If these people meet again while conducting business, they will interact according to the appropriate protocols of their field’s professional hierarchy, though they will remain friendly.
Behavior and etiquette in the United States can vary from one geographical region to another. For example, people in the Southeast have a reputation for being friendly and extending ‘Southern hospitality,’ while residents of the Northeast typically take a more conservative, formal approach to business and communication. New residents would be wise to ask a local person for advice about the appropriate etiquette in their region.
Greetings in the United States are brief and involve a minimum of physical contact. A firm but quick handshake, accompanied by a smile and direct eye contact, is typical both as a greeting and as a farewell. When meeting someone for the first time, Americans introduce themselves (or are introduced by a mutual acquaintance) and offer their names.
Americans expect and appreciate large amounts of personal space. What may be considered an overcrowded subway car in Washington, D.C., would be regarded as two-thirds full in Seoul. An arm’s length distance during conversation is typical, but the standard conversational distance is greater in the western part of the country. A Texan, for example, usually expects a greater amount of personal space than a New Yorker. Moving into someone’s expected personal space while conversing likely will cause the other party to back away and possibly feel uncomfortable.
Negotiation Styles
When trying to understand a country’s negotiation style, consider the importance of proposals, the participants and decision makers, speed of negotiations, attitude towards negotiation, risk-taking, respect for certain personality traits and what comes into play in making decisions (e.g., hard facts, emotional appeal and personal relationships).
It is important to know how to greet, interact and negotiate with your new colleagues in a way that is comfortable for them.
Austria
Although Austrians prefer a third-party introduction, it’s not necessary to have a personal relationship in order to do business. The negotiation table here is a serious, sincere place. Do not pepper conversation with humor or personal opinions, which might make Austrians impatient, and don’t make exaggerated or false promises as this can create distrust. They prefer to deal with people who speak directly and clearly, leaving no room for misinterpretation.
Austrians tend not to take risks in the workplace. If your proposal introduces a change to the normal way of doing things, it may take a while to convince them that it’s a good idea. In these instances, it’s best to methodically lay out the facts and wait for the top official to make the final decision.
U.A.E.
Traditional values like respect, loyalty and relationships play a huge role in negotiations and take precedence over decision making. People may sometimes be subservient when dealing with royalty or people from higher ranks.
Because Emiratis do not like to disagree (especially with a newcomer), they may be reluctant to commit themselves if they’re not sure of the outcome of a negotiation. Also, “no” should not be said directly, but prefaced and soft-pedaled because a direct negative response can cause offense.
People in the UAE prefer to conduct business face to face. They rarely get confrontational or act in a disrespectful fashion. The phrase Inshallah (“God willing”) is constantly used.
The Emirati are true traders; they drive a hard bargain and tend to negotiate strongly for every deal. Their focus tends to be more on products; services often are not valued, and some think service comes free with the product.
Oral communication carries more weight than written communication; for this reason, agreements are considered final only when all parties concerned have parted ways. Until that point, everything is open to negotiation, even if a contract has been signed.
Because of the transient nature of some workers, there may at times be no continuity within an organization or project. People who serve on committees move on, and it becomes quite challenging when negotiations or discussions must start again from the beginning.
U.S.
Negotiators in the United States prefer to create ‘win-win’ situations, where both sides feel that they have gained something from the deal. The ability to compromise in negotiations is an essential skill, and negotiations are approached as a series of bargaining sessions. It is not necessary to build a relationship first before negotiations begin.
It is assumed that any proposals presented will be adjusted to satisfy both parties and not simply accepted as they were initially presented. Americans value persistence and will continue to look for solutions even when negotiations are failing.
Professionals in the U.S. are quite direct in conveying how they feel about a particular proposal. A ‘no’ means no and a ‘yes’ means yes. They expect their counterparts in the negotiation to be direct and decisive as well and to appreciate straightforward, to-the-point discussions. Decisions are made quickly, but they also can change rapidly if it appears the initial decisions and plans are not working.
U.S. companies are not as risk averse as companies in many other countries. Newer and more innovative ideas have an excellent chance of being accepted at American firms. American culture tends to focus on future possibilities and often values innovation over tradition. Despite this respect for innovation,
Americans trust quantitative data more than novelty. They make decisions based on the results of rigorous research, even when they are evaluating a new idea. Firms look for profitability in a business deal above all other considerations, a practice known as ‘looking at the bottom line.’ These tendencies mean people are quite open to taking risks as long as they believe the project will prove to be profitable, preferably in the near future.
Conclusion
There’s so much to consider when starting a new job abroad. This is the tip of the iceberg, but it just might get you started off on the right foot in the office. It is important to know how to greet, interact and negotiate with your new colleagues in a way that is comfortable for them. With some research and patience, you will soon find that you fit right in and are enjoying your adventure.
Expand your research using GoinGlobal
Knowing as much as you can about a country’s culture before you move there can be helpful and enhance your experience. GoinGlobal offers extensive cultural advice on more than 120 locations worldwide. The country and city career guides provide advice on networking, interviewing, general workplace conduct and so much more, including the ever-popular tips on how to act like a local.
Access to GoinGlobal’s resource database is provided through subscribing institutions. Contact your college/university’s career center or library for access instructions.
