SOCIAL CUSTOMS & PROTOCOL

Naming conventions
 Family, friends and colleagues use first names.
 Nicknames are also common.
 In formal situations you would use your name & surname or that of the
person you are introducing, for example, “Please meet Jane Doe.” Mr or
Mrs may also be used in more conservative states.
 Within work situations use professional titles when addressing others, i.e.
“Nice to meet you Professor Lacey.

Meeting & Greeting

 American greetings are generally quite informal and casual.
 It is becoming more common in social situations not to shake hands upon
meeting and simply smile or nod.
 Within business handshakes are generally expected when meeting and
leaving.
 Rather than say “bye” Americans may also use terms such as “call me some
time,” “let’s do lunch” or “see you around” as politer ways of departing.
 If introducing someone, use their full name and a bit of information about
them, for example, “This is Larry Whyte; he works at the local school as a
science teacher.”
Communication style
 Americans can come across as self-interested, aggressive and rude to some
outsiders.
 This is down to the US communication style which is influenced by the need
to be direct, clear, transparent and open about matters.
 Plain and simple talk is very much valued in America.
 Americans see coded, indirect communication which relies on body
language as confusing and unnecessary.
 The emphasis within communication is on the facts at hand and not the
relationships – thus the term, “It’s just business.”
 Americans are much more open in conversation about private affairs than
many other cultures and do not shy away from asking direct questions

Gift Giving
 Americans do not really have any customs or taboos concerning gifts.
 Gifts are usually given for special occasions or between friends and family.
 Gifts within business are generally discouraged due to anti-bribery policies.
 Cash should never be given as a gift.
 If visiting a house, bring flowers, a potted plant, a fruit basket, chocolate,
wine, a book or a small household ornament like a vase.

Dining & Food

 Americans socialise and do business over breakfast, lunch and dinner.
 If business is the goal, then socializing is kept to a minimum at the start and
end.
 Social meals are more about eating that chatting and taking hours over the
food.
 If you invite someone to a restaurant, you should pay.
  The fork is held in the left hand facing down with the knife is held in the
right hand.
 A toast might take place at the start of a formal meal or for a special
occasion/guest.
 Feel free to refuse specific foods or drinks without offering an explanation.
 Many foods are eaten by hand.
 Food is often served family-style, which means that it is in large serving
dishes and passed around the table for everyone to serve themselves.
 Do not begin eating until the hostess starts or says to begin.
 Remain standing until invited to sit down.
 Do not rest your elbows on the table.

Visiting a home
 Being invited to an American’s home can be fairly informal.
 One should dress casually but also smart and arrive no later than 10-15
minutes late without notifying your host that you will be late.
 If an invite says 6pm-8pm it is polite to leave as close to 8pm as possible.
 It is a good idea to bring a gift or if there is going to be some food, then
some drinks.
 Send a note of thanks after the occasion to your host.

Taboos
In public:
 Do not spit.
 Do not discuss race, religion, politics or sex.
 Do not swear.
 Do not discuss the wrong/rights of abortion.
 Do not assume you can smoke anywhere, even outside.
 BUSINESS CULTURE, PRACTICES & ETIQUETTE TIPS
 What to wear
 Dress code depends on where in the USA you are doing business. The
weather and local culture will determine what is appropriate or not.
 In general, people in the East dress more formally, while people in the West
are known for being a bit more casual.
 It is best to always dress conservatively until it is clear what the accepted
dress code is.
 Men should wear shirts with suits and shoes. Ties are generally worn but
not in all States. Colours should be traditional such as black, blue, grey, etc.
 Women should wear modestly with not too much make-up or
jewellery. Low-cut blouses, short skirts and tight clothing are not
appropriate.
 ‘Casual Friday’ is common in many companies. High technology companies
often wear casual clothes every day.

 Titles
 Most Americans move to a first name basis pretty quickly.
 Always start by addressing people using Mr/Mrs/Miss + surname until you
are invited to call them otherwise.
 Some, such as Doctors, will use their professional titles.

 Business cards
 Americans have no etiquette when it comes to giving and receiving
business cards.
 They are swapped with no fanfare.
 It is quite common for the recipient to put your card in their wallet, which
may then go in the back pocket of their trousers. This is not an insult.

 Meetings
 Arrive on time for meetings since time and punctuality are so important to
Americans.
 In the Northeast and Midwest, people are extremely punctual and view it
as a sign of disrespect for someone to be late for a meeting or
appointment.
 In the Southern and Western states, people may be a little more relaxed,
but to be safe, always arrive on time, although you may have to wait a little
before your meeting begins.
 Meetings may appear relaxed, but they are taken quite seriously.
If there is an agenda, it will be followed.
 At the conclusion of the meeting, there will be a summary of what was
decided, a list of who will implement which facets and a list of the next
steps to be taken and by whom.
 If you make a presentation, it should be direct and to the point. Visual aids
should further enhance your case.
 Use statistics to back up your claims, since Americans are impressed by
hard data and evidence.
 With the emphasis on controlling time, business is conducted rapidly.
 Expect very little small talk before getting down to business. It is common
to attempt to reach an oral agreement at the first meeting.
 The emphasis is on getting a contract signed rather than building a
relationship. The relationship may develop once the first contract has been
signed.
Management
 In the U.S.A, there is a sense that all people in the organization have an
important role to play and all are valued for their input.
 Employees expect to be consulted on decisions that affect them and the
greater good of the organization.
 American managers are viewed as facilitators--people who help employees
do their best work--and not simply decision makers.
 Missing a deadline is a sign of poor management and inefficiency.
 Etiquette and Customs in Sri Lanka

Meeting and Greeting

 Typical greetings depend on the ethnic group people belong to but as a
foreigner you will not be expected to be aware of such differences.
 However one can sum up the main styles of greeting in Sri Lanka:
 The older generation of Sri Lankans will use the "namaste" (palms clasped
together as if in prayer at chin level with a slight nod of the head).
 The Sinhalese may say "ayubowan." (may you be blessed with a long life)
 Tamils would say "vanakkam." (may you be blessed with a long life)
 In informal settings you may also hear "kuhomadu" (How do you do?).
 The younger people generally shake hands.
 Many Sri Lankan women will refrain from physical contact with a man
outside their family so always wait to see if a woman extends her hand or
not.
 When addressing people you should always use the appropriate title
followed by the surname. Always wait for the other party to move to a first
name basis.

Gift Giving Etiquette

 In Sri Lanka gifts are usually given at birthdays and religions holidays. As a
rule gifts are not usually lavish or expensive but symbolic.
 As with other etiquette pointers about Sri Lanka there will be differences
due to the ethnic/religious diversity of the country but here are some
general gift giving etiquette rules:
 Avoid flowers - they are used in mourning.
 Only give alcohol if you are sure the recipient drinks.
  White or black are the colours of funerals and mourning.
 If the recipient is Muslim avoid pig products, alcohol or any foodstuffs that
contain meat (unless "halal")
 Hindus should not be given gifts made of leather. .
 Give and receive gifts with two hands. To demonstrate graciousness, some
Sri Lankans will touch their right forearm with their left hand while offering
the gift with their right hand.
 Gifts are generally not opened when received.
 Any gift received should be reciprocated.

Dining Etiquette
 Sri Lankans enjoy coming together at meal time as a family or with friends.
 If you are invited somewhere at 7pm to eat it is likely you may wait a few
hours before the food arrives, so don't go with an empty belly.
 Wait to be shown your seat. There is often a protocol to be followed.
 You may be asked if you would like to wash your hands before and after
sitting down to a meal. You should take up the offer.
 Depending on the situation you may be served food on to your plate or be
expected to serve yourself.
 Keep elbows off the table.
 Use your right hands to eat.
 Use bread or small balls of rice to scoop food off your plate.
 You may be offered or served second helpings. If you do not want more and
it has already been put on your plate, there is no need to eat it.
 Leaving a small amount of food on your plate indicates that you have eaten
you full. Finishing all your food means that you are still hungry.
 Expect to leave within half an hour after the meal ends. Most socializing
occurs before the meal.
 Business Etiquette & Protocol in Sri Lanka

Meeting and Greeting

Sri Lankan business etiquette can be rather formal. Always remember that as a
guest you will be given some leeway in terms of appreciating all the cultural
nuances, but it is still best to try and adhere to some of the local customs.
 Shaking hands is the most common form of greeting.
 Handshakes are firm.
 Greetings are given upon meeting and leaving.
 Men may shake hands with other men and women may shake hands with
other women.
 Many Sri Lankan women may not want to shake hands with men. Wait for a
woman to extend her hand.
 As with most hierarchical cultures, Sri Lankans use titles.
 If someone does not have a professional title, use the honorific title "Sir" or
"Madam".
 Titles are used with the person's name or the surname.
 Wait to be invited before using someone's first name.

Business Card Etiquette

 Business cards are usually exchanged after an initial handshake and
greeting.
 Titles and qualifications are important so be sure to add them to your card.
 Having one side of your business card translated into Sinhala or Tamil is a
nice touch but not crucial.
 Always present your business card with two hands.
  Treat people's business cards with respect - so keep don't put them into
pockets, draw on them or use them in any manner that may be
disrespectful.

Communication
 Maintaining face is important for all communication.
 Do not put people in awkward positions or under pressure. Never openly
criticise people.
 Sri Lankans are very non-confrontational in their communication style and
it is important to try and read between the lines. They may say one thing
but mean another and it is up to the listener to work out the message.
 Watch for long pauses, avoidance of eye contact or blatant tactics of
evasion.

Business Meetings
 As relationships are so important for business it is always wise to invest
time in relationship-building conversations at the start of any meetings.
 The Sri Lankans will want to feel at ease with you and at least have a small
bit of background about you before they will feel comfortable doing
business or discussing business with you.
 In fact a first meeting with a company should be approached as purely a
relationship building exercise.
 Prior to a meeting it may be worth while sending some background
information on your company, the attendees and an agenda for the
meeting.
 Meetings may be interrupted by other business but this should not be
interpreted as rude in any way.
 Initial meetings will usually take place with middle ranking personnel who
gather information to present to the decision maker. Getting to the
decision maker through them is based on establishing good rapport and
having a solid proposal.
 SOCIAL CUSTOMS & PROTOCOL
Naming conventions:
 Given names in China are usually one or two characters and come after the
surname.
 It is not traditional for Chinese people to have a middle name.
 Women do not change their name when they marry but continue to retain
the name of their father.

Meeting & Greeting:

 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.

Communication style:
 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 convey meaning or
intention.
 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.
Gift Giving:
 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 & Food:

 The Chinese prefer to entertain in public places rather than in their homes,
especially when entertaining foreigners.
 If you are invited to a Chinese home, 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
 BUSINESS CULTURE & ETIQUETTE TIPS
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.

Titles:
 In a formal situation with the Chinese, people should be addressed by their
title followed by their last name.
 When meeting in a business environment, professional titles can be used,
for instance, General Manager Liu or Director Wang.

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.
Meetings:
 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.
 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.
 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 challenging experience.
Management:
 Like most things in China, business management is based upon the
teachings of Confucianism which denote that no relationship is
underpinned by equality.
 There is always a hierarchy - Older and most senior people command the
most respect. Directives of management start at the top and are passed
down the chain.
 Those on the lowest rung of the ladder would not be expected to question
the motives or decisions made by the higher ranks; to do so would indicate
a lack of respect.
 The most senior person in the company is viewed rather like a father kjwho
should receive unquestioned loyalty and obedience.