International Business Etiquette From Around the World

Business etiquette: China

• Show up on time for business meetings. Punctuality is important to the Chinese, and being late is offensive. 
• Chinese professionals appreciate a conservative dress code, and you should avoid physical contact while conversing.
• Always be prepared for meetings. Conduct research on the company ahead of time and avoid scheduling a meeting during a Chinese holiday.
• Enter the room in hierarchical order. The person of the highest seniority should enter the room first and the rest follow in order. “When taking group photos, any elders and the leaders should be front and center of the group,” said Emma Li, who is from China and serves as the director of Asian business development for Small World Alliance.
• Mandarin is the official language of China, but there are other languages to be aware of, such as Cantonese and Shanghainese. “China is a vast and complicated country, and each of their nine regions have their own subcultures,” Li said. “The best solution is to recognize the common cultural foundation, then focus your efforts according to the specific area you need to navigate.”
• Avoid firm negatives, such as a simple “no.” Try to find an alternative, such as, “That’s something I will have to think about.” “When engaging with Chinese people, good etiquette involves paying more attention to aligning your words and behavior to reflect good morals and establishing your image as a trustworthy, sophisticated and considerate business professional,” Li said.

Business etiquette: Japan

• It’s common for Japanese professionals to exhibit a calm, collected demeanor in business communications. “Americans, who tend to be more expressive, should be mindful of their nonverbal communication when interacting internationally,” said Yushiro Kato, co-founder and CEO of CADDi, a startup headquartered in Japan.
• Bowing is a typical way to greet one another. Handshakes sometimes occur, but you should let the Japanese person initiate it. 
• The senior member of the group often leads the business meeting, while younger members, out of respect, speak less. People of similar positions in different groups should sit across from each other; junior employees should never sit across from senior employees.
• Giving gifts is common, but you should pay special attention to how you present your gift. Never hand out a gift that isn’t wrapped, and make sure you give it to the person with both hands.
• When exchanging business cards — a Japanese ritual known as “meishi” — make sure you use both hands and don’t write on the card in front of the giver. Bowing during this exchange is viewed as a form of respect.  
• Be patient in negotiations. “Don’t rush the process, as it’s important to demonstrate that you’re thinking long-term,” Kato said. “Quick decisions are seen as impulsive, while patience is a sign of respect and seriousness.”

Business etiquette: Thailand

• Thailand prides itself on its serene culture. Aaron Henry, managing director of the international marketing and PR agency Foundeast Asia Co. Ltd., told us that professional differences are expected not to erupt into public conflict or anger.
• Rather than shaking hands, Thai locals will “wai,” or place their folded hands to their chest and bow their heads slightly. “This is a more hygienic way to greet people,” Henry said.
• Acknowledging local customs, such as learning simple Thai phrases, can go a long way. “[You can say] ‘khob khun’ (thank you) and ‘sawasdee’ (hello) and end them with ‘ka’ if you’re female and ‘krub’ if you’re male,” Henry said. “The end particles ‘ka’ and ‘krub’ depend on your gender, not the gender of the person with whom you’re speaking.”
• Business within Thailand is largely conducted in Thai. “If you want to do business with Thai companies, especially in a sector like manufacturing, you usually need local language support,” Henry said.

Business etiquette: India

• You can show up to meetings on time, but don’t be surprised if Indian business partners are late. “Time in India is like a New Year’s resolution: It’s a good idea, later forgotten,” said Elizabeth Soos, founder of the Auersmont School of Etiquette and Protocol, who has spent extensive time in India.
• Be sure you’re setting meetings with the right contacts who can advance your business interests. “Understanding Indian society, especially family composition, also means understanding how an Indian business is structured, which is hierarchical,” Soos said. “This is why it’s so important to approach the final decision-maker rather than the intermediary. By only talking to the middleman, you will be wasting a lot of time, resources and patience.”
• Like in China, the word “no” can be considered rude in India. Try to use words and phrases such as “we will see” or “possibly” instead of “no.”
• If your business partner offers you a meal, it’s proper etiquette to accept the invitation. Declining the meal could jeopardize the business connection. 
• Avoid eating meat at business meetings if everyone else is ordering vegetarian meals. Many people in India don’t eat pork or beef for religious reasons. 
• English is the typical language to use when conducting business in India, but be careful with what you say. “Openly rubbishing religion, politics and the caste system will definitely not win you any awards,” Soos said. “On a social level, criticizing busy city life, pollution and food must be avoided, as these topics are interlaced with culture and identity.”

Business etiquette: Middle East and Africa

• Many Middle Eastern countries adhere to a strict protocol of hierarchy and seniority, so American businesspeople may need to temper their extroversion and sense of familiarity. “In the Middle East, it’s customary for the most senior person to initiate contact,” said Benjamin Simon, regional vice president of international franchise operation and development at Mathnasium.
• A firm handshake, customary in the U.S., will often be matched when doing business in Africa. A lighter handshake and a bow, however, are often preferred in the Middle East. “The handshake may be accompanied by other gestures, such as placing a hand over the heart,” Simon said.
• Building bonds is crucial in business interactions. In Simon’s experience, professionals in West Africa will showcase their local nightlife in business relationships, while those in the Middle East often start conversations with personal topics before launching into business matters. “This isn’t stalling; it’s a way to establish comfort and rapport,” he said.
• Negotiations in the Middle East and North Africa can take longer than in the U.S., as a certain level of back-and-forth is expected to build comfort. “In regions like the Maghreb and Turkey, it’s not uncommon for negotiations to continue even after a handshake or a letter of intent,” Simon said.

Business etiquette: France

• In France, it’s vital to make appointments for both business and social occasions. It’s not acceptable to drop in on someone unannounced.
• Punctuality is valued but sometimes treated casually, so don’t be surprised if your French colleague arrives late, similar to in India. Staying late at the office is common, too, especially for individuals in senior positions.
• As you would expect, the nation that created haute couture puts a premium on style. Fashion and appearance are more important in France than in many other countries in the world. Even low-paid, entry-level executives buy the best clothes they can afford. Dress tends to be on the formal side for both men and women, whether in business or social situations.
• Giving presents is fine, but use discretion. Business gifts are usually not exchanged at the first meeting.

Business etiquette: Italy

• Italians don’t prioritize punctuality, so be patient and prepare for any delays that may arise. Don’t take a small delay as a sign of disrespect. When a deadline must be firmly met, make it very clear to your Italian partner.
• In Italian business culture, it’s not common to give gifts — especially expensive ones. Only after you’ve established a trusting relationship with someone may you give a small and not overtly expensive gift as a sign of friendship.
• Like France, Italy is a major center of European fashion. Even casual clothes are smart and chic. Formal attire is generally expected for business meetings. For the most part, men wear dark colors; women tend to wear elegant and modest pant suits or skirt suits, accessorized with simple jewelry and makeup.

Business etiquette: Germany

• Business events in Germany are well structured and straight to the point. You don’t want to be joking during business meetings.
• Be punctual. “Germans value time and expect meetings and appointments to start promptly. Arriving late can be seen as disrespectful,” said Kristina Laliberte, who grew up in Germany and is the partnership manager at Talaera.
• When entering business meetings, allow the oldest person to enter the room first. A typical greeting involves a firm and brief handshake with everyone as you enter and exit the meeting. Address people by their title and surname to show respect.
• Although you may need to be careful with what you say in some countries, Germans appreciate frankness. “Be open to direct communication. Germans tend to communicate directly and honestly,” Laliberte said. “What is said is typically meant. There’s little room for ambiguity or reading between the lines.”
• It’s important to stay on topic and on time as much as possible. “Meetings typically have set agendas, and time limits are respected,” Laliberte said. “Presentations and discussions should align with the planned schedule.”

Business etiquette: Brazil

• Business meetings in Brazil often last longer than planned, but don’t leave before the meeting has officially ended. Leaving early is considered rude.
• Physical contact during conversation is considered natural and highlights the trust between business partners.
• You should avoid eating with your hands. Even if you’re eating a sandwich, you should use a napkin or utensil.
• Portuguese is the official language of Brazil, but some Brazilians also speak Spanish. Some parts of the country also speak German.

Business etiquette: The United Kingdom

• Punctuality and preparation are valued in the U.K., so arrive on time. If you’re running late, call or message someone to inform them. 
• When conversing with the British, try saying “please,” “thank you” and “sorry” frequently, as this is considered polite.
• A polite greeting typically involves maintaining eye contact and offering a handshake. 
• Unlike Brazilians, Brits like to protect their personal space, so don’t stand too close.

Business etiquette: Canada

• Canadian business relationships can take longer to establish than American ones, which tend to be more goal-oriented and focused on short-term gains. “Canadians value forming deep, meaningful partnerships, and there may be more patience in developing professional relationships,” said Emily Hosie, founder and CEO of the Toronto-based Rebelstork.
• Canadians tend to prefer an empathetic, patient communication style. Hosie shared that her team has found success in listening first and then offering solutions in a thoughtful and timely manner.
• Despite being geographic neighbors, the U.S. and Canada have different labor laws and industry regulations, so it’s important for all employees to understand each country’s rules. For example, “Canadian regulations for baby gear quality checks can differ from those standards in the U.S. on the same products,” Hosie said. “We train our quality-control staff to meet the specific requirements of each country to ensure compliance and maintain trust with customers.” 

Why you should research local customs before doing business in another country

With business borders expanding, following a country’s business etiquette is not just good manners — it’s also good business. 

“As Americans, we exhibit levels of confidence that can be useful and beneficial, but we shouldn’t behave with hubris,” Henry said.

That’s why research is key when you travel to other countries to do business. What’s considered proper etiquette or good manners varies greatly from country to country. When conducting business in the United States, for instance, eye contact during conversations, especially with superiors, signifies respect and confidence. In some other countries, eye contact is considered rude. Similarly, meetings are all about business in the U.S., but in many nations, it’s disrespectful not to inquire about one’s health and family before talking about professional matters.

“Immerse yourself in the local culture, listen deeply to your potential partners and adapt your business approach to the local environment,” Kato said. “Flexibility and empathy go a long way in building meaningful international relationships.”

Laliberte said businesspeople who practice proper etiquette while conducting business abroad will build trust and respect with their foreign counterparts and gain operational efficiencies.

“When you follow expected customs and behaviors, you’re more likely to be taken seriously and progress discussions effectively,” she said. “Missteps in etiquette can slow down decision-making and hinder progress.”

Fortunately, the travel-size tips above can get you well on your journey.

Sean Peek and Matt D’Angelo contributed to this article. Some source interviews were conducted for a previous version of this article.