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Working with other cultures
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January 11, 1999: 3:59 p.m. ET
Sensitivity in dealing with non-U.S. colleagues makes good business sense
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NEW YORK (CNNfn) - As talk of globalization becomes increasingly prevalent, its realities may be just around the corner.
Small companies are doing more business with overseas customers and suppliers, and an increasingly diverse population means you may have to deal with less-American perspectives even at home.
"Unlike the 'American' way of doing business, many cultures focus on the importance of the relationship instead of who has the lowest bid or what the contract states," Dean Foster, managing director of Berlitz Cross-Cultural Worldwide, said.
As more opportunities to interact with people from different cultures surface, knowing how to deal with international customers or suppliers may ensure better business relationships.
Here are some general tips on how to better communicate with your non-American colleagues.
 When asked (or tempted to volunteer) your thoughts and feelings about your colleague's country, do not opine. Instead, ask questions and seek information about what you don't fully understand. Most people will be more than happy to share their thoughts about their country, and you can learn a lot from them. Most people, however, do not appreciate non-natives judging their country. You may be told that Americans don't really know much about what is going on outside of their borders.
When others volunteer their ideas and questions about the United States, be a teacher. Speak in the general, not about yourself, but about the country. Note that in some cultures, this questioning can include very personal questions that Americans may find intrusive and embarrassing, such as inquiries about salary, marital status and children.
Again, the best way to handle these questions is to stick to the general, with answers like "In the U.S., many people do not marry" or "Only a daughter." A question about your income may be answered by saying something like: "Not enough to pay my mortgage -- you see in America, a house can cost $$$." Treat personal questions as what they are -- benign requests for more information about life in the U.S.
Do not talk business during social situations unless others bring it up first. Talking about the family in general is usually OK, as long as it's about the family and family background, and not an inquiry about one's spouse. Talking about kids is safe, and it's a good idea to take photos of your family along.
Be careful of admiring personal things or people. Although rather personal comments about you and your possessions may be made, don't let it bother you. It is usually a sign that your host is comfortable enough to "get personal." Take it as a compliment. Be wary of admiring things, too, unless you want that item delivered to your doorstep the next day. Try complimenting things in the general. "Vases that beautiful can be found in museums in the U.S." would be a more appropriate response than "I really love that vase over there." Guest/host relationship protocols often obligate your host to give you something you gush over.
Finally, whereas Americans tend to talk about what they do, people from other cultures want to know more about who you are. Avoid jumping into statements and questions about your work. Instead, seek to learn more about the personality, background and interests of your overseas associates and be willing to reveal your own. 
(Source: Berlitz)
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