VPA 1 Task 1 Background Reading

To be done by: Fall-Winter: Week 3 Summer: Wks 2 / 3

Your objective is to familiarize yourself with the concept of cultural awareness. First, read the article Chinese Patience and Norwegian Punctuality. Then complete the exercises in Parts A, B and C below. Please post your comments for Part C on the discussion board by week 3. Reminder: Please bring your answers for Parts A and B to class. You will require them to participate in discussion activities based on the exercise.

Part A definitions 1. 2. Find two expressions in paragraph one that mean "empty your glass quickly." In paragraph three, find an expression that means "a social blunder."

3. In paragraph twenty-one, find the expression that means "cause destruction, disorder or chaos." 4. What is the expression seen several times in the article that means "basic, harsh truth or facts of the matter?" Part B information questions 1. What are some examples of cultural taboos and accepted standards of behavior in the countries that are mentioned in the article? 2. What are some conversation topics of the countries mentioned in the article? Are they the same as in North America?

3. Why is it important to be aware of cultural differences when doing business in other countries? 4. Is it wise to use public transportation and taxis in every country mentioned? Why or why not?

Part C Personal Comments

Go to the Bulletin Board Virtual Project VP Discussion Forum And post your answer to the following question: What are some important cultural habits when doing business in your own country?

VPA1 Task 1 Background Reading

Chinese patience and Norwegian punctuality By CRAIG SILVERMAN From www.globeandmail.com January 2, 2007 1) During his business travels, Sass Peress learned to always throw back his drink when a business associate in China said gambai bottoms up. It is seen as rude and an expression of insincerity to pass up the shot of strong spirits, he says. 2) Peress, the chief executive officer of ICP Solar Technologies in Montreal, prepares for business trips that take him from Mexico to China to South Korea by reading up on the culture, traditions and business practices for each destination. It endears you to your hosts when you have made the effort, even though you may not get it right or look the part, he says. The fact that you've made the effort will be appreciated. 3) A little forethought and research can accelerate the relationship and save business travellers from an embarrassing faux pas. Peress advocates being a close observer and mimic of your host's actions, but it also helps to know ahead of time that you will be sharing drinking glasses in Seoul, or to prepare for a four-cheek kiss after you sign a big deal in Algiers. 4) Though the familiar U.S. remains our largest trading partner, these five countries are among the largest, fastest-growing places for Canadian trade. You could find yourself heading to one of them soon, so here's your guide for making a valuable first impression. China is Canada's second-largest trading partner. Companies such as Nortel have made significant entries into the market selling technology, driving total trade to more than $36.5-billion in 2005. As China moves to create additional free-trade zones, more Canadian companies from the traditional industries such as agriculture and forestry to aerospace, information technology, energy and other sectors will continue to move into this massive, rapidly expanding market. 5) How business is done: The Chinese take the long view on business, so patience is a virtue. They look for a long-term relationship, and part of this is the slow process, says Kimberly Roberts, a contributor to www.internationalbusinesscentre.org, a website that offers advice to international travellers. You will have tea and discussions, and have tea again and again. 6) Roberts recommends using the business-card translation and gift services offered at most hotels in order to make a good impression. Present your business card with both hands when meeting contacts, and avoid offering gifts such as scissors or knives; they symbolize the severing of a relationship. Also, age and status are very important in Chinese business. The eldest or wealthiest of your counterparts will require the most deference and ultimately makes the decision. 7) Conversation starter: Comments about China's remarkable economic growth are always welcome. Avoid delving into political topics, but expect questions about your age and salary. It's how your status is understood. Feel free to decline if you feel uncomfortable.

8) The nitty-gritty: Major airlines offer service to Chinese centres from Toronto and Vancouver. Set up your meetings and itinerary well in advance, and secure your own translator and driver if your contacts do not supply one. Peress recommends staying only in four-star hotels or above. If you've never been to Beijing before, the Forbidden City is a convenient must-see. 9) South Korea Once a poor country ruled by a dictator, South Korea is now a prospering democracy and the most wired nation in the world. Trade with Canada now tops $8-billion, making the country our third-largest partner in the Pacific Rim. Negotiations for a free-trade agreement between Canada and South Korea are under way, boding well for future growth in Canadian export areas such as wood pulp, metals, fisheries and engineering services. 10) How business is done: Don Baker, director of the Centre for Korean Research at the University of British Columbia, says South Koreans generally speak English well and are more Western in business matters than other Asians. A business card should be presented in your right hand, with your left hand underneath as support. South Koreans will defer to people based on their economic or corporate status. The most senior person generally enters a room first, followed by those according to rank. Koreans will often try to tell foreigners to go first, Baker says. They error on the side of caution by treating you as high as possible. He says offering a gift of Canadian salmon or Canadian Club alcohol will be appreciated. South Koreans enjoy drinking with business associates. The ritual is to pour the glass of the person next to you or across from you, and glasses will often be shared. Avoid using your left hand for gestures, handshakes and other tasks. 11) Conversation starter: Ask them about their children's education, Baker says. They also love to hear any recognition of Korean athletes. As in China, they might ask you about your age and salary. 12) The nitty-gritty: Driving in Korea is a contact sport, Baker says, recommending a taxi or subway. Cabs are plentiful in major cities and Seoul has a convenient subway system. Beware of the smog in Seoul and reduce your exposure to the heat and air if you feel affected. If you have a free hour, head to Gyeongbokgung Palace, the largest of the five grand palaces of the Joseon Dynasty. 13) Norway Trade between Norway and Canada was $7.7-billion in 2005, with petroleum accounting for 90 per cent of the country's exports here. Oil joins fisheries and defense as major industries involving our countries. 14) How business is done: Similar to Canada. Canadians, and the way they behave, are a lot like Norwegians, says Berit Marie Larsen, a Norwegian who works as an office coordinator with Petro-Canada in Norway. Regular business attire is appropriate for meeting and business cards need not be translated. Note that many businesses close by 4 p.m., although they open at 8 in the morning. Punctuality is important, and frank communication is appreciated in negotiations. 15) Conversation starter: Another similarity Norwegians love to talk about the weather. 16) The nitty-gritty: As in most major cities, traffic in rush hour can be tough in Oslo, an expensive city. Cabs are generally easy to find. If you have an hour to spare in Oslo, head to the Vigeland Sculpture Park, a 32-hectare area featuring 212 sculptures by Gustav Vigeland.

17) Mexico Thanks to the North American free trade agreement, trade between Canada and Mexico is largely free of tariffs. Trade between our countries hit $17.8-billion in 2005, a rise of more than $1-billion from the previous year. Mexico is our fourthlargest trading partner, if the U.S. is excluded, and Canadian companies directly invested $5.8-billion in Mexico from 1994 to 2003. Mining, agriculture, services and other Canadian industries are present in Mexico. Transcontinental, for example, is now one of Mexico's largest printers. 18) How business is done: Peress says punctuality is appreciated at meetings, but will not necessarily be reciprocated. Don't take offence. He also advises patience in negotiations. Manana doesn't necessarily mean tomorrow, he says. It could mean a month after. 19) Andr Bolduc, director of internal audit at Quebec-based Transcontinental, agrees and notes that it's important to be clear about agreements. Mexicans avoid confrontation so they will never say no [to a business request], he says. 20) Conversation starter: Family, soccer and Mexico's continued progress. 21) The nitty-gritty: Arrange for a trusted driver and translator, as it is easy and dangerous to get lost. The first time I went to Mexico City, I rented my own car and I will never do that again, Peress says. Be aware of the altitude and poor air quality in Mexico City, as they often wreak havoc with travellers. For accommodations, Bolduc recommends the Hotel Nikko (www.hotelnikkomexico.com) in Mexico City. Air Canada operates regular flights to the capital. Visit the towering Metropolitan Cathedral, home to 14 chapels, and many wonderful works of art, if you have a spare hour. 22) Algeria Algeria is Canada's largest trading partner in Africa and the Middle East, with imports and exports growing rapidly to $4.4-billion in 2005, vaulting it for the first time into our top 10 import partners. The big driver? Oil and gas. The country's elected government has also worked to clear tariffs and move toward a more open economy and society. Companies such as SNC-Lavalin, a large Quebec engineering and construction firm, are now doing billions of dollars in business with Algeria. 23) How business is done: The Algerian weekend is Thursday and Friday, so plan meetings accordingly. Handshakes are used and it's necessary to have solid French or a good translator. Your Algerian counterpart might conclude a major contract or deal by offering four kisses on the cheeks. Expect to be offered soft drinks, coffee or tea and to engage in casual conversation before discussing business. French business cards are appreciated. Be respectful of the strong Islamic traditions in the country and dress appropriately. For women that means being well covered; for men, suits are appropriate. 24) Conversation starter: Algerian history, family and the country's progress are all welcome topics.

25) The nitty-gritty: A new Air Algrie flight between Montreal and Algiers is expected to be up and running in June, 2007, making travel easier than ever before. (Travellers previously needed to connect in Europe.) A visa is required for business or personal travel, and security is a significant concern outside the capital, though the risk of theft and more serious crime exists in Algiers. Terrorism, once a major problem in the country, is decreasing but Canadian Foreign Affairs advises against any travel in the desert regions of Illizi, Tamanrasset and Adrar, and against using public transportation or taxis. Major hotels operate in the capital, and a driver is recommended for any travel. As Foreign Affairs notes, The challenge for foreigners visiting, living, or working in Algeria is to balance the commercial opportunities with a common-sense approach to personal security. 26) If you have time to spare, head to Didouche Mourad, a street named for an Algerian war hero, for shopping.
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