ASSIGNMENT OF

INTERNATIONAL MANAGEMENT

SUBMITTED TO :- Dr R. N. Kar

Date :- 25/10/2010 SUBMITTED BY:-

Anil Jain
Roll No:- 07
MIB-3rd Sem
 CULTURAL PROFILE OF FRANCE

Languages in France

French, the official language, is the first language of 88% of the population. Most of those
who speak minority languages also speak French, as the minority languages are given no
legal recognition. 3% of the population speak German dialects, predominantly in the eastern
provinces of Alsace-Lorraine and Moselle. Flemish is spoken by around 90,000 people in the
northeast, which is 0.2% of the French population. Around 1m people near the Italian border,
roughly 1.7% of the population, speaks Italian.

Basque is spoken by 0.1% and mainly along the French-Spanish border.

Catalan dialects are spoken in the French Pyrenees by around 260,000 people or 0.4% of the
French population.

The Celtic language, Breton, is spoken by 1.2% and mainly in the north west of France.
These three languages have no official status within France.

French Society & Culture

Cuisine

• Food is one of the great passions of the French people.

• French cooking is highly refined and involves careful preparation, attention to detail,
and the use of fresh ingredients.

• It varies by region and is heavily influenced by what is grown locally.

French Family Values

• The family is the social adhesive of the country and each member has certain duties
and responsibilities.

• The extended family provides both emotional and financial support.

• Despite their reputation as romantics, the French have a practical approach towards
marriage.

• Families have few children, but parents take their role as guardians and providers very
seriously.

Relationships - Public vs. Private

• The French are private people and have different rules of behaviour for people within
their social circle and those who are not.
 • Although the French are generally polite in all dealings, it is only with their close
friends and family that they are free to be themselves.

• Friendship brings with it a set of roles and responsibilities, including being available
should you be needed. Friendship involves frequent, if not daily, contact.

Etiquette & Customs in France

Meeting Etiquette

• The handshake is a common form of greeting.

• Friends may greet each other by lightly kissing on the cheeks, once on the left cheek
and once on the right cheek.

• First names are reserved for family and close friends. Wait until invited before using
someone's first name.

• You are expected to say 'bonjour' or 'bonsoir' (good morning and good evening) with
the honorific title Monsieur or Madame when entering a shop and 'au revoir' (good-
bye) when leaving.

• If you live in an apartment building, it is polite to greet your neighbours with the same
appellation.

Gift Giving Etiquetteetiquette in france

• Flowers should be given in odd numbers but not 13, which is considered unlucky.

• Some older French retain old-style prohibitions against receiving certain flowers:
White lilies or chrysanthemums as they are used at funerals; red carnations as they
symbolize bad will; any white flowers as they are used at weddings.

• Prohibitions about flowers are not generally followed by the young. When in doubt, it
is always best to err on the side of conservatism.

• If you give wine, make sure it is of the highest quality you can afford. The French
appreciate their wines.

• Gifts are usually opened when received.

Dining Etiquette

If you are invited to a French house for dinner:

 • Arrive on time. Under no circumstances should you arrive more than 10 minutes later
than invited without telephoning to explain you have been detained.

• The further south you go in the country, the more flexible time is.

• If invited to a large dinner party, especially in Paris, send flowers the morning of the
occasion so that they may be displayed that evening.

• Dress well. The French are fashion conscious and their version of casual is not as
relaxed as in many western countries.

Table manners:

• Table manners are Continental -- the fork is held in the left hand and the knife in the
right while eating.

• If there is a seating plan, you may be directed to a particular seat.

• Do not begin eating until the hostess says 'bon appetit'.

• If you have not finished eating, cross your knife and fork on your plate with the fork
over the knife.

• Do not rest your elbows on the table, although your hands should be visible and not in
your lap.

• Finish everything on your plate.

• Do not cut salad with a knife and fork. Fold the lettuce on to your fork.

• Peel and slice fruit before eating it.

• Leave your wineglass nearly full if you do not want more.

Business Etiquette and Protocol in France

Relationships & Communication

French business behaviour emphasizes courtesy and a degree of formality.

• Mutual trust and respect is required to get things done.

• Trust is earned through proper behaviour.

• Creating a wide network of close personal business alliances is very important.

• If you do not speak French, an apology for not knowing their language may aid in
developing a relationship.
 • It is always a good idea to learn a few key phrases, since it demonstrates an interest in
a long-term relationship.

• The way a French person communicates is often predicated by their social status,
education level, and which part of the country they were raised.

• In business, the French often appear extremely direct because they are not afraid of
asking probing questions.

• Written communication is formal. Secretaries often schedule meetings and may be

used to relay information from your French business colleagues.

Business Meetings Etiquette

• Appointments are necessary and should be made at least 2 weeks in advance.

• Appointments may be made in writing or by telephone and, depending upon the level
of the person you are meeting, are often handled by the secretary.

• Do not try to schedule meetings during July or August, as this is a common vacation
period.

• If you expect to be delayed, telephone immediately and offer an explanation.

• Meetings are to discuss issues, not to make decisions.

• Avoid exaggerated claims, as the French do not appreciate hyperbole.

Business Negotiation

• French business emphasizes courtesy and a fair degree of formality.

• Wait to be told where to sit.

• Maintain direct eye contact while speaking.

• Business is conducted slowly. You will have to be patient and not appear ruffled
by the strict adherence to protocol.

• Avoid confrontational behaviour or high-pressure tactics. It can be

counterproductive.

• The French will carefully analyze every detail of a proposal, regardless of how
minute.
 • Business is hierarchical. Decisions are generally made at the top of the company.

• The French are often impressed with good debating skills that demonstrate an
intellectual grasp of the situation and all the ramifications.

• Never attempt to be overly friendly. The French generally compartmentalize their

business and personal lives.

• Discussions may be heated and intense.

• High-pressure sales tactics should be avoided. The French are more receptive to a
low-key, logical presentation that explains the advantages of a proposal in full.

• When an agreement is reached, the French may insist it be formalized in an

extremely comprehensive, precisely worded contract.

Dress Etiquette

• Business dress is understated and stylish.

• Men should wear dark-coloured, conservative business suits for the initial meeting.
How you dress later is largely dependent upon the personality of the company with
which you are conducting business.

• Women should wear either business suits or elegant dresses in soft colours.

• The French like the finer things in life, so wear good quality accessories.

Business Cards

• Business cards are exchanged after the initial introductions without formal ritual.

• Have the other side of your business card translated into French. Although not a
business necessity, it demonstrates an attention to detail that will be appreciated.

• Include any advanced academic degrees on your business card.

• French business cards are often a bit larger than in many other countries.

CULTURAL PROFILE OF CHINA

The Chinese Language

Chinese is a family of closely-related but mutually unintelligible languages. In all over 1.2
billion people speak one or more varieties of Chinese. All varieties of Chinese belong to the
Sino-Tibetan family of languages and each one has its own dialects and sub-dialects, which
are more or less mutually intelligible.

Chinese Society & Culture

The Importance of "Face"

The concept of 'face' roughly translates as 'honour', 'good reputation' or 'respect'.
There are four types of 'face':
1. Diu-mian-zi: This is when one's actions or deeds have been exposed to people.
2. Gei-mian-zi: This involves the giving of face to others through showing respect.
3. Liu-mian-zi: This is developed by avoiding mistakes and showing wisdom in action.
4. Jiang-mian-zi: This is when face is increased through others, i.e. someone
complementing you to an associate.
It is critical you avoid losing face or causing the loss of face at all times.

Confucianism
Confucianism is a system of behaviours and ethics that stress the obligations of people
towards one another based upon their relationship. The basic tenets are based upon five
different relationships:
• Ruler and subject
• Husband and wife
• Parents and children
• Brothers and sisters
• Friend and friend
Confucianism stresses duty, sincerity, loyalty, honour, filial piety, respect for age and
seniority. Through maintaining harmonious relations as individuals, society itself becomes
stable.

Collectivism vs. Individualism

• In general, the Chinese are a collective society with a need for group affiliation,
whether to their family, school, work group, or country.
• In order to maintain a sense of harmony, they will act with decorum at all times and
will not do anything to cause someone else public embarrassment.
• They are willing to subjugate their own feelings for the good of the group.
• This is often observed by the use of silence in very structured meetings. If someone
disagrees with what another person says, rather than disagree publicly, the person will
remain quiet. This gives face to the other person, while speaking up would make both
parties lose face.

Non-Verbal Communication
• The Chinese' Non-verbal communication speaks volumes.
• Since the Chinese strive for harmony and are group dependent, they rely on facial
expression, tone of voice and posture to tell them what someone feels.
• Frowning while someone is speaking is interpreted as a sign of disagreement.
Therefore, most Chinese maintain an impassive expression when speaking.
 • It is considered disrespectful to stare into another person's eyes. In crowded situations
the Chinese avoid eye contact to give themselves privacy.

Chinese Etiquette and Customs

Meeting Etiquette
• Greetings are formal and the oldest person is always greeted first.
• Handshakes are the most common form of greeting with foreigners.
• Many Chinese will look towards the ground when greeting someone.
• Address the person by an honorific title and their surname. If they want to move to a
first-name basis, they will advise you which name to use.
• The Chinese have a terrific sense of humour. They can laugh at themselves most
readily if they have a comfortable relationship with the other person. Be ready to
laugh at yourself given the proper circumstances.

Gift Giving Etiquette

• In general, gifts are given at Chinese New Year, weddings, births and more recently
(because of marketing), birthdays.
• The Chinese like food and a nice food basket will make a great gift.
• Do not give scissors, knives or other cutting utensils as they indicate the severing of
the relationship.
• Do not give clocks, handkerchiefs or straw sandals as they are associated with
funerals and death.
• Do not give flowers, as many Chinese associate these with funerals.
• Do not wrap gifts in white, blue or black paper.
• Four is an unlucky number so do not give four of anything. Eight is the luckiest
number, so giving eight of something brings luck to the recipient.
• Always present gifts with two hands.
• Gifts are not opened when received.
• Gifts may be refused three times before they are accepted.

Dining Etiquette
• The Chinese prefer to entertain in public places rather than in their homes, especially
when entertaining foreigners.
• If you are invited to their house, consider it a great honour. If you must turn down
such an honour, it is considered polite to explain the conflict in your schedule so that
your actions are not taken as a slight.
• Arrive on time.
• Remove your shoes before entering the house.
• Bring a small gift to the hostess.
• Eat well to demonstrate that you are enjoying the food!

Table manners:
• Learn to use chopsticks.
• Wait to be told where to sit. The guest of honour will be given a seat facing the door.
• The host begins eating first.
• You should try everything that is offered to you.
• Never eat the last piece from the serving tray.
 • Be observant to other peoples' needs.
• Chopsticks should be returned to the chopstick rest after every few bites and when
you drink or stop to speak.
• The host offers the first toast.
• Do not put bones in your bowl. Place them on the table or in a special bowl for that
purpose.
Hold the rice bowl close to your mouth while eating.
• Do not be offended if a Chinese person makes slurping or belching sounds; it merely
indicates that they are enjoying their food.
• There are no strict rules about finishing all the food in your bowl.

Tipping Etiquette:
Tipping is becoming more commonplace, especially with younger workers although older
workers still consider it an insult. Leaving a few coins is usually sufficient.

Business Etiquette and Protocol in China

Relationships & Communication

• The Chinese don't like doing business with companies they don't know, so working
through an intermediary is crucial. This could be an individual or an organization who
can make a formal introduction and vouch for the reliability of your company.
• Before arriving in China send materials (written in Chinese) that describe your
company, its history, and literature about your products and services. The Chinese
often use intermediaries to ask questions that they would prefer not to make directly.
• Business relationships are built formally after the Chinese get to know you.
• Be very patient. It takes a considerable amount of time and is bound up with
enormous bureaucracy.
• The Chinese see foreigners as representatives of their company rather than as
individuals.
• Rank is extremely important in business relationships and you must keep rank
differences in mind when communicating.
• Gender bias is non-existent in business.
• Never lose sight of the fact that communication is official, especially in dealing with
someone of higher rank. Treating them too informally, especially in front of their
peers, may well ruin a potential deal.
• The Chinese prefer face-to-face meetings rather than written or telephonic
communication.
• Meals and social events are not the place for business discussions. There is a
demarcation between business and socializing in China, so try to be careful not to
intertwine the two.

Business Meeting Etiquette

• Appointments are necessary and, if possible, should be made between one-to-two
months in advance, preferably in writing.
• If you do not have a contact within the company, use an intermediary to arrange a
formal introduction. Once the introduction has been made, you should provide the
company with information about your company and what you want to accomplish at
the meeting.
 • You should arrive at meetings on time or slightly early. The Chinese view punctuality
as a virtue. Arriving late is an insult and could negatively affect your relationship.
• Pay great attention to the agenda as each Chinese participant has his or her own
agenda that they will attempt to introduce.
• Send an agenda before the meeting so your Chinese colleagues have the chance to
meet with any technical experts prior to the meeting. Discuss the agenda with your
translator/intermediary prior to submission.
• Each participant will take an opportunity to dominate the floor for lengthy periods
without appearing to say very much of anything that actually contributes to the
meeting. Be patient and listen. There could be subtle messages being transmitted that
would assist you in allaying fears of on-going association.
• Meetings require patience. Mobile phones ring frequently and conversations tend to
be boisterous. Never ask the Chinese to turn off their mobile phones as this causes
you both to lose face.
• Guests are generally escorted to their seats, which are in descending order of rank.
Senior people generally sit opposite senior people from the other side.
• It is imperative that you bring your own interpreter, especially if you plan to discuss
legal or extremely technical concepts as you can brief the interpreter prior to the
meeting.
• Written material should be available in both English and Chinese, using simplified
characters. Be very careful about what is written. Make absolutely certain that written
translations are accurate and cannot be misinterpreted.
• Visual aids are useful in large meetings and should only be done with black type on
white background. Colours have special meanings and if you are not careful, your
colour choice could work against you.
• Presentations should be detailed and factual and focus on long-term benefits. Be
prepared for the presentation to be a challenge.

Business Negotiation
• Only senior members of the negotiating team will speak. Designate the most senior
person in your group as your spokesman for the introductory functions.
• Business negotiations occur at a slow pace.
• Be prepared for the agenda to become a jumping off point for other discussions.
• Chinese are non-confrontational. They will not overtly say 'no', they will say 'they
will think about it' or 'they will see'.
• Chinese negotiations are process oriented. They want to determine if relationships can
develop to a stage where both parties are comfortable doing business with the other.
• Decisions may take a long time, as they require careful review and consideration.
• Under no circumstances should you lose your temper or you will lose face and
irrevocably damage your relationship.
• Do not use high-pressure tactics. You might find yourself outmanoeuvred.
• Business is hierarchical. Decisions are unlikely to be made during the meetings you
attend.
• The Chinese are shrewd negotiators.
• Your starting price should leave room for negotiation.
What to Wear?
• Business attire is conservative and unpretentious.
• Men should wear dark coloured, conservative business suits.
 • Women should wear conservative business suits or dresses with a high neckline.
• Women should wear flat shoes or shoes with very low heels.
• Bright colours should be avoided.

Business Cards
• Business cards are exchanged after the initial introduction.
• Have one side of your business card translated into Chinese using simplified Chinese
characters that are printed in gold ink since gold is an auspicious colour.
• Your business card should include your title. If your company is the oldest or largest
in your country, that fact should be on your card as well.
• Hold the card in both hands when offering it, Chinese side facing the recipient.
• Examine a business card before putting it on the table next to you or in a business
card case.
• Never write on someone's card unless so directed.