May I Have Your Card?

My April "World Wise" Business Traveler USA Column

3 ½” x 2” (US), 3.37” x 2.12” (Europe), 3.583” x 2.165” (Japan)

Global business card dimensions vary. So does card stock, font, color and the content on the card. Add in different languages, titles, methods of exchanging and storing cards…and your potential for faux pas increases precipitously. 

That is, if you even remember to bring your business cards with you.

Sidney Elston III, author of the political thriller Razing Beijing, was caught empty-handed back in the 1990’s. As a top GE engineer, Sid was the technical spokesperson for the GE90 aircraft engine (which powers Boeing 777s). The technology was highly attractive to airlines and resulted in many international marketing trips. 

After one exceptionally prestigious presentation in Tokyo, Sid found himself having dinner and drinks with Japan Airline’s board of directors. Unfortunately, as the formal exchange of business cards began, Sid realized his were sitting on a bureau back in the hotel room. JAL did not ultimately select the GE90 – (for whatever reason) – but Sid now carries some very sharp business cards all the time. 

Gen X execs in the USA sometimes seem to regard business cards as a boring necessity. Why bother with a card when it’s more convenient to “bump” phones to exchange information? And with ubiquitous Internet access, you can Google, FB or get LinkedIn to everyone anyway.

But can you afford to ignore business practices in other markets? In South Korea, China and Japan business cards are considered an extension of you, and should be treated with respect. Their value is belied in their formal presentation; and your credibility in many Asian, Middle Eastern, and African countries can rise with the correct execution of a card exchange. Conversely, a mangled proceeding can detract from a good first impression.

Larry Cahill, technical director at Environmental Resources Management, witnessed several painful introductory moments with acquaintances in Asia. 

At one event, a US manager pulled out a stack of cards held together with a rubber band. They were bent in the center and smudged. Of course the Asian prospects received them politely, but those sloppy cards and his lackadaisical attitude was a factor in his losing that business. 

At another meeting, an American executive seemed to think he was in a casino. He flung his cards around the table like a blackjack dealer, bloviating all the while and barely glancing at the ones that clients respectfully handed to him.

As Larry observed, slipshod behavior can make you look like an amateur, and damage a sale. Here are ten guidelines for ensuring that your business card exchange in Asia is successful.

1. Have your business card translated into the target language on one side. If your firm is extremely large or particularly old, consider adding those statistics to it. 

2. Also forget about your privacy and include a mobile phone number, so your contacts can text you. (Texting is huge in China, and much of Asia.)

3. Buy a business card holder. Place it in your jacket pocket or your purse. Never put it in your back pants pocket.

4. Bring plenty. Never run out; a lack of cards may imply you have no job, or are absent-minded and therefore unreliable.

5. Hold the card with two hands. Keep your thumbs on the edges nearest you. Make sure the data on the card faces the other person. Try not to cover important data with your thumbs.

6. Bow slightly as you offer the card to the other person. If you are in the subordinate position, put your card lower, or underneath, your contact’s card.

7. When making a simultaneous exchange of cards, offer the card with your right hand. To convey respect, you may support your right wrist with your left hand. Receive your contact’s card with your left hand and then hold it with both hands.  

8. Thank your contact. Look at the card closely, and be sure to make a polite comment or two.

9. During meetings, put the cards on the table in an orderly manner. Don’t scatter them around or play with them. Writing on them is insulting to the owner. 

10. When it is time to leave the meeting, carefully pick up all the cards and place them in your business card holder.

Be careful with imagery on your cards. Avoid pictures of dogs, pigs and other animals that can be considered unclean (or food items) in different parts of the world. Also ask about the use of specific symbols, like flags, since they may be impolitic or taboo to use in marketing materials. (For example, never use the flag of Saudi Arabia. Allah’s name is on it.)

Whatever options you choose, be sure that your cards are easy to read and will fit into standard card holders. Then when you are asked for your card, you’ll be prepared to present an attractive, interesting 2-dimensional memento of you. 

http://www.businesstravelerusa.com/archive/april-2013/lifestyle/may-i-have-your-card

Respect Yourself! Who do you think you are?

Quoting funky hit tracks from the early ‘70s may be unwise in 2013. But even if you don’t recall the Staples Singers, Joe Cocker, or Jean Knight, the messages are still clear. Actually, the line “Who Do You Think You Are?” is from Ms. Knight’s song “Mr. Big Stuff.” Her question was posed to a roué who had “fancy clothes and a big fine car.” 

Evidently, Mr. Big Stuff did not have the qualities that Ms. Knight desired and she moved on. But is there anything really wrong with putting your personal wealth on public display? Driving up in a performance car can electrify prospects in Miami, Monte Carlo and Dubai (the United Arab Emirates has its own Grand Prix and many Emiratis love discussing hot cars). But ostentation can easily send the wrong message in the Netherlands, Sweden and other egalitarian societies. Humility and frugality are coming back into vogue at the Vatican too – under the ascetic new Bishop of Rome, Pope Francis. 

Qualities like compassion, courage and loyalty are almost universally admired. But other characteristics, like stoicism, are highly respected in many parts of Asia. Just ask any OB/GYN who has delivered babies for Hmong or Japanese women. Physicians have been caught unaware that a birth is imminent because the mothers are so quiet during labor. Enormous self-control was also evident during the catastrophic tsunami in Japan. Want to be respected in Japan? Be intelligent, humble, thoughtful, a good sport and never whine. 

Along with cultivating qualities that are appreciated in different cultures, it is important to avoid behaviors that are considered unproductive or insulting. Here are a few traits that international executives and managers commonly mention when asked “What do you think of business people from the US?”   (Please click the link to see more of my "World Wise" Business Traveler Magazine Column.)

http://www.businesstravelerusa.com/archive/may-2013/destinations-2/respect-yourself 

(Don''t forget to  enter the easy contest at the end for a free copy of Kiss, Bow or Shake Hands!)

Tips on Doing Business In A Global Economy

Nice article in the Delaware County News Network

By Margie Royal
mroyal@delconewsnetwork.com

Terri Morrison has written a series of bestsellers that prepare business people for international negotiations.

Now that our world operates in a global economy, it's vital to know how to best conduct yourself when negotiating in a foreign country.

Terri Morrison has found success co-authoring a popular series of books that prepare business people for international negotiations. Her book, Kiss, Bow or Shake Hands: The Bestselling Guide to Doing Business in More Than Sixty Countries, was named "one of the Best Business How-To-Books of 2006" by the Library Journal and has sold more than 285,000 copies.

Morrison got married several years ago and her publishers wanted her to keep the name branded on those best sellers. But she’s known by her married name, Terri McCarthy, at the Newtown Public Library, where she helps out by promoting the Library’s many special events and exhibits.

“I've lived in Newtown Square for a good number of years and love its convenience to Philadelphia, New York, and Washington,” she says. “While I have lived elsewhere, I was born in Miseracordia Hospital in Philly, and was actually one of the kids in the first graduating class from East Senior High School in West Chester. My library cards have stickers from all over Delaware, Chester, Montgomery, and Philadelphia counties. Book nerd? Yes indeed,” she adds.

When asked how she got the idea to write Kiss, Bow or Shake Hands, she replied, “ I founded my firm, Getting Through Customs, in 1990, and built the Kiss, Bow or Shake Hands Database first. So before there was a book - there was an electronic book! The [print] book version came along because AT&T said ‘it's very nice to have this information on the computers, but we want something that we can hand out also.’ I knew we did not want to make binders, so I looked through a book called The Writer's Market and sent query letters to seven or eight publishers who produced international business books. I followed them up with phone calls the next day, and within two months, we had a contract for the first Kiss, Bow or Shake Hands.”

The book became such a best seller because knowing how business protocol works in different countries can make the difference between losing or sealing a deal. Morrison’s book Kiss, Bow or Shake Hands: The Bestselling Guide to Doing Business in More Than Sixty Countries gives readers a brief overview of the history, government and cultural customs of a country. Each entry also gives tips on how to approach meetings and negotiations.

Greetings, gestures, forms of address, type of attire to wear to the meeting will vary from country to country; the book prepares the reader for the best method of success. Should you come to the meeting with a gift and, if so, what sort of gift is appropriate?

Tips on dress, gestures and forms of address are also listed for each country.

What are the other no-nos that will make the wrong impression? Morrison has it all concisely listed out country by country.

Her Kiss, Bow or Shake Hands: Sales & Marketing book, published in 2012 by McGraw-Hill, also became an Amazon.com bestseller and ended up as No. 2 on BusinessWeek’s best business book list. This book offers advice on presentations, business cards, promotions, negotiating, communicating and tips on selling and marketing in 20 different countries.

Morrison also conducts seminars in intercultural communications and writes columns for Business Traveler Magazine, Toastmasters and Executive Travel.

She recently gave a talk entitled “Global Fluency: Guide to Doing Business Around the World” in Collegeville for the Healthcare Businesswomen's Association sponsored by Pfizer.

She gives business presentations for many corporate, governmental, and higher educational institutions, and  says she always “strives to make her seminars informative and entertaining.” Clients include the American Bar Association, American Airlines, American Express, Boeing,Cisco, Deloitte-Touche, DuPont, Ernst & Young, Franklin Templeton Investments, IBM, Microsoft, NATO, Orbitz, Pepsi-Cola, the National Association of Realtors, the National Business Aviation Association and multiple World Trade Associations.

She also writes a column for Business Traveler Magazine, sharing her knowledge of business etiquette and strategies for success.

Morrison is happy to announce that she will be starting work on her 10th book this spring, her first with the American Bar Association.

For more details, visit http://www.delconewsnetwork.com/articles/2013/04/01/entertainment/doc5151e461b30c7043674957.txt?viewmode=fullstory

Gender Matters

By Terri Morrison
© Copyright 2013, All Rights Reserved

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In person, anyone can tell I’m female, but online my name can be mistaken for a male. Sometimes I receive invitations for speaking engagements addressed to Mr. Morrison. Generally, I call and gracefully inform them that I’m a woman, and they laugh or apologize. It’s no issue. But there have been odd occasions when my gender mattered. In one instance, I was actually bluntly turned down by a conference coordinator for being the "wrong" sex! Bizarre, particularly when one considers where it took place—Silicon Valley, USA. A place where lawsuits run wild and free.

In some other countries, however, his behavior would have been both legal and commonplace. In those environments, being female means you must carefully orchestrate your business and social activities to protect your credibility.

The Asian challenge
Asia can be a challenging environment for women executives. According to Ms. Joanna Saavides, Former President of The World Trade Center in Philadelphia, Pennsylvania, it can be extremely important for women to present a knowledgeable and competent image in Asia—particularly in Japan, a very competitive environment. Some years ago, she held a responsible position at a factory in a rural area outside of Tokyo. Initially, there was a lot of resistance both from the Japanese factory workers and from a transferred male executive who reported to her. Things came to a head one day when he exploded during a meeting, stating that he had had enough, and that he wanted to leave the project halfway through. In front of everyone he blasted at her: "You’re the boss, you handle it!" She affirmed: "Yes, I am the boss, and we have the capability to achieve these goals." She calmly stated the way it would be done and worked through the issues with the team. After her effective management of that incident, she received far more cooperation from the entire staff—both Japanese and American.
"If something goes wrong during an international assignment, I think what works is competency. It can take some time for people to determine you are qualified, but stay professional and be patient. Never be disappointed and don’t panic at problems. Just think things through to achieve your goals."

Pay attention to me
Another issue that female executives encounter abroad is being ignored in meetings.
Many friends and clients have related horror stories about being the only woman present in a meeting, and trying to manage a sales call or negotiate a contract. Unless you prepare correctly, clients may completely ignore you, from the initial address to the room ("Good afternoon, gentlemen…"), to the Q&A directed solely at your male coworkers or employees.
Cathy LeRoux, Program Manager with Sabre’s IT department, relates a specific instance:
"I was in charge of the meeting (a fact-finding visit), but the customers directed all their questions and responses to my male counterpart. After a half dozen rounds of, I asked a question, the customers responded to my male coworker, then I asked the next question, the clients eventually understood that I was the one they needed to address."
Of course, you can brief your male colleagues on appropriate behaviors before you step off the plane. For example, if a client initially only asks questions of my male associates, they just turn to me and say, "Well, Terri, what do you think?" It may seem a bit ham-handed, but it works.
Mary Fox, Program Manager at HP, offered the following tips to establish credibility in work situations:
"Show you know the topic under discussion. You do not want to be seen as an assistant (particularly in Japan), but as a peer. Also, NEVER start a sentence with, ‘I’m sorry…,’ unless you really have something to apologize for. Women tend to use that expression inappropriately and it can make you look weak."

Difference of interpretation
Be aware that there are a multitude of female/male behaviors that can be interpreted differently in various countries. Cultural traditions vary, and perceptions of western women are different than indigenous females. In Tokyo, male colleagues will probably treat you differently than male coworkers in Toronto. Sometimes people do not know how to handle us. Even our body language is completely opposite from their traditions. Eye contact is intermittent or non-existent between the sexes in many cultures. If you look a man right in the eye and hold your gaze steadily (which is expected in the United States), that may easily be misinterpreted in countries like Mexico, South Korea or Morocco.
Appropriate attire is also somewhat difficult to master. For example, a red suit is not that unusual for female executives to wear in the United States, but according to Herbert S. Ushewokunze VII, a consultant for U.S.-Africa Business Development, a woman in red can be interpreted as a tart in parts of Africa. There go the red shoes too, I suppose.
Security issues for women business travelers would go on for pages, so we shall leave that topic—along with the stories on being searched at the airport—for another day. But consider safety from every angle when working internationally, from the moment you plan your trip to your return home.
In a perfect world, an executive’s gender—like her race, religion or age—should be irrelevant in any work-related event. However, since we don’t live in Utopia, there will always be some aspects of our jobs that involve extra adaptations or sensitivities because of the differences among us.
Finally, I’m reminded of another entertaining scenario that occurred two years ago, at a luxurious resort where I had been booked to speak to a meeting of CEOs. Standing at the podium, I waited for the Executive Director to read my brief bio to this elite group. I listened to him clear his throat and begin, "Good evening, gentlemen. Before I introduce our distinguished speaker, Terri Morrison, I’d like to ask her a brief question…Ah, Terri, did you hear the one about the blonde…?"
Actually, I’m more of a redhead

Dinner and a Deal

Dinner and a Deal

is my World Wise Column for March in Business Traveler Magazine.

Glucose levels and mirroring aside, breaking bread together is just good business.

Global Gifts - from Gaffes to Perfect Presents

My new column in #Business Traveler Magazine has taboos, insensitive gifts, and an elephant!

 http://www.businesstravelerusa.com/archive/december-2012-january-2013/lifestyle/global-gifts