Culture club

Foreign-born consumers represent a large group of potential clients, but they can also be a source of apprehension if you’re unsure about cultural differences that could arise during your dealings with them. Obviously, every individual from a given country doesn’t act the same; however, the following questions deal with generalities about certain countries or regions of the world.

The answer follows each question, so scroll slowly if you wish to read a question before revealing the answer.

1. Many Asian cultures consider lengthy eye contact to be:

   a) a sign of respect
   b) a prelude to a kiss
   c) rude
   
   
   c.

 

2. True or false? Titles and formal addresses are generally less important in Mexican culture than our own.
   
   
   False.

 

3. People from which of these countries would be most likely to touch your arm as they speak?

   a) Great Britain
   b) Mexico
   c) Japan

   
   b.

 

4. True or false? A handshake is an internationally recognized business gesture.
   
   
   True.

 

5. True or false? The Mexican culture does not place a high priority on punctuality in business dealings.
   
   
   True.

 

6. If, during your first meeting with a potential client, you have trouble communicating with him due to his broken English, you should:

   a) immediately offer to hire a translator
   b) use short words and speak very loudly
   c) be patient and speak clearly
   
   
   c.

 

7. If a person from an Asian or Middle Eastern culture declines your hospitality (e.g., offering refreshments during a meeting) you should:

   a) insist until she accepts
   b) apologize and drop the subject
   c) ask her to leave
   
   
   a. Middle Eastern and especially Asian cultures consider it rude to accept an offer of hospitality right away.

 

8. True or false? When invited to dinner by a Mexican client, you should offer to pay.
   
   
   False.

 

9. True or false? Asian clients are very uncomfortable discussing their financial affairs.
   
   
   True.

 

10. True or false? Clients from other cultures are often unfamiliar with negotiation and should be discouraged from haggling too much about the sales price.
    
    
    False. Unlike the United States, in many other countries haggling is part of daily life and expected with most purchases. Don’t be discouraged if a foreign-born buyer wants to make a very low initial offer.

Illustration © Artville.

home   current issue    top 10    resources 

discussions   contact us   search

Buyers & sellers, visit www.texasrealestate.com.
REALTORS®, visit www.texasrealtors.com.