The Statesman Monthly Newsletter/Vol. I ( 2006-03-07 02:15:21 )
Monthly Newsletter/Vol. I
Welcome to the first addition of The Statesman, a newsletter which will provide our readership with the most informative and up to the minute accurate information on social and business protocols. From a historical perspective of etiquette to the role of truth versus culture in business negotiations we hope to pique your interest of discovery! The United States of America’s first President, George Washington, best represents this quintessential statesman. High moral character combined with a fierce determination to do what is right while at the same time being respectful to even the opposition is what a true statesman is all about. Diane Diehl Company is committed to changing the tide that secular humanism has slowly been destroying. Manners matter and character matters and common human decency and civility based on moral principles is the only way to assure that a culture, a country can remain strong.
March we will feature Iraq with their first elections, people risking death to be able to vote for the first time in their lives. What we in America are witnessing is truly remarkable in man’s quest for liberty and freedom. With Iraq next month we will explore the question whether Islam can coexist with capitalistic economies. This will be most interesting!
We always appreciate your comments and please tell us what you think.
Civility and uncivilized behavior will always be a challenge within freedom loving societies. It is the culture, the society that should bring temperance to the storm, not more laws or rules as seen in tyrannical and theocratic societies. Decency and respect do thrive especially when one grows up and actually has to market himself in their quest for a career.
In order to be successful in the global marketplace, the individual must develop the culture intelligence factor or cultural intelligentsia. One must not only be brilliant in his field of endeavor but their behavior and interpersonal communication skills must be diplomatic - a statesman!
“Our manners and customs go for more in life than our qualities. The price we pay for our civilization is the fine yet impassible differentiation of these.”
Truth versus Culture in Business Negotiation
Any businessman when faced with a possible deal with a foreign associate always has to ask if the deal is worth making or in a broader sense, what is the truth?
Different cultures arrive at truth from three different vantage points – faith, fact and feeling.
A person acting on faith comes from a belief system which can be either religious or political and most likely a combination of the two. An example is that in smaller countries they try to have their own countrymen be involved in the manufacturing of say a widget. Even if you have a less expensive location to manufacturer this product and the facts prove this to be the case do not be surprised if they reject your lower offer! Their faith is more important than the bottom line of efficiency and production.
It is a lot easier to deal with those cultures who deal on the basis of facts. Lowest bid wins and makes most sense to the American businessman.
The majority of productive countries operate from a vantage point of “going with their gut feeling”. This is where trust and loyalty is crucial. It usually takes many meetings (many outside the office – in a more casual dining setting or even on the golf course!). Once a trusting relationship has been established, loyalty will win over a competitor’s lower price.
Next time we will discuss value systems of various cultures – how they see the world from what is right, what is wrong – good and evil. Understanding these value systems is crucial in evaluating their decision making process.
Country Profile: Ukraine
With the remarkable elections recently of Viktor Yushchenko as President we thought appropriate for the fist issue of The Statesman we would highlight this remarkable country.
Business success will depend on establishing a level of trust that is often established through social events. Dinners are early, around 6:00 p.m. In restaurants plan on a long wait before being served. Avoid the menu for most of the items are not available so you should be prepared to ask the waiter. Always two bottles will be brought to the table, one is water and the other vodka and you are expected to share and finish all of the vodka before leaving. In addition to vodka, Ukrainians also enjoy champagne and cognac.
Negotiating: They want the facts and technical details. Once a signed agreement is made the deal is sealed; however, before signing be prepared to receiving many “no” answers. Just be patient and remain pleasant. Maintain rapport and present your deal in another way. They are tough negotiators as their Russian counterparts. Expect walkouts and expect to play hardball. Joint ventures are the preferred type of business deal.
Ukrainians have strong moral courage as we recently have seen with their presidential elections. They have a desire for harmony and tolerate differences. They can be very polite and have a high regard for women. Women are considered the moral leaders of the country.
Kiev is the capital and dates to the 8th century A.D. – 400 years before Moscow. It is one of the oldest and most important Slavic cities and is considered the “mother” city of Ukraine, of the Russian Empire, and of other Slavic Orthodox churches.
In 1654 the Cossacks requested that Moscow rule them and thought that they could be trusted. This turned out to be a mistake and Moscow tightened its grip. Russian leaders came to view Ukraine as an integral possession of Russia. Ukraine constituted 20 percent of the population of the USSR and was second only to Russia in size.