Non-Verbal Differences North American Women Need To Be Aware Of In European Negotiations

International sales negotiations need to be prepared. Cross cultural communication is mined with potential blunders. And if you are a woman, you need to pay attention to other details as well.

Here are a few more tips specifically for North American women in sales negotiations with Europeans:

Dress

Industry environments can change dramatically from country to country. In one country navy suits for men will be the norm and with the same industry in another country the standards will be more tolerant. If you are a woman, it is not always easy to find the right clothes to fit in. Women can often get out of the blue suit standard, sometimes this is even expected.

Shoes

North American business women have a different dress code to wearing stockings. You will not find many Europeans wearing stockings with skirts at all times of the year even during a heat wave. The offices are often air-conditioned so it is easy to deal with a jacket, but stockings are an oddity.

Also, you might be interested to know: the first thing that gives you away as an American will be the tennis shoes you wear, if ever you wear any during the trip.

Perfume

In France, for example, women can wear more perfume than in North America. Again in certain industries perfume can even be the expected standard. Smell just seems to be something people notice in others they do not know well.

Smiles

North Americans tend to smile more than most Europeans. Smiling can be taken as being threatening. And if you are a woman the simplest of smiles can be perceived as being over-provocative. Yes, even here in Europe. This can be an issue for some Europeans. The best way to adapt is to make sure your words are not ambiguous.

And, to follow on from the tennis shoes: smiling will probably be the second give-away that you are American.

Cheek Kisses

Smiling leads into the habit of greeting everyone with kisses on the cheeks. There is more cheek kissing in Europe than in North America. Mainly in France and Italy. The number of kisses depends on the region you are in, the age of the people, and other factors the locals don’t seem to agree on anyways.

But remember, cheek kissing is a practice that is assimilated to simply saying hello. If you come across someone you would normally say hello to in a country where cheek kisses are standard practice, it means no more than saying hello. But if you don’t give yourself in to the practice some people can be offended that you did not say “hello”.

Using Your Cultural Advantages

There are advantages to being North American and travelling in Europe. You will probably be able to cultivate closer relationships than a native business person.

Nick Names & First Names

Americans can often get away with calling Europeans by their first name. This is not always the local standard practice.

Americans have the habit of calling others nick names. This can work for you or against you. It all depends on the situation. You will have to adapt. Women would probably find it easier to avoid using nick names or letting themselves be addressed using a nick name.

Different Business Drinking Practices

In Europe there are different practices with regards to drinking and business. In England for example you might feel obliged to go to the pub. In France eating and drinking seem to be an obligatory part of every negotiation. Having a glass of wine at lunch is the norm even if there is a heavy workload scheduled that same afternoon.

There are times when it is possible to avoid drinking. However there are also times when it is well advised to have that glass of wine or to go to the pub, to fit in with the key players.

Men & Women In Negotiations

Be aware that a male/female sales team works differently in different cultures. Be sure to have a clear understanding of the role of each person in a negotiation process. Being professional at all times and remaining friendly on the right level can take a bit of balancing in some circumstances.

Team Play

If you are part of a multicultural business team you will have the opportunity of using and playing on a very wide range of natural skills. This works extremely well for teams who work together.

Avoiding Cultural Blunders

Cultural misunderstandings do happen. They are not only based on verbal blunders.

If you are a North American woman coming to Europe for the first time on business, keep these points in mind. Being aware of your differences also means that you will not react strongly to seeing different customs and habits.

Take note of these differences and then work on developing good cross cultural communication.

Don’t forget to check out the Cross Cultural Negotiation 101 Guide for more articles and tips on international negotiations.

• Cross Cultural Negotiation 101

Other articles on Cross Cultural Communication you may like to read:

• Your Guideline For Successful First Time Cross Cultural Negotiations In Any Culture
• The Most Important Tip For International Sales Negotiations
• How To Prevent Most Cross Cultural Miscommunication By Examining Your Own English Communication
• How To Learn From Intercultural Communication Difficulties
• How Digital Age Communication Wrecked Havoc In Multicultural Communication
• How A Third Culture Kid’s Natural Cross Cultural Vision Can Power Your International Business Expansion
• 3 Types Of International Communication For International Business Success Online