With the increase of globalization and international competition, companies have had to utilize all of their human resources to keep apace. In many cases, this has meant changing the "old way" of doing business. One example of this change is the increased participation of women assigned to travel abroad for business purposes. If this sounds like you, or someone you know, this guide will definitely offer some useful information and tips for doing business in a foreign country.
Establishing Credibility
Women doing business in foreign cultures which are still to some extent male-dominated often find that, although they may be considered as foreigners first and women second, there is still a need to prove one’s skills, character, and competence beyond what a male counterpart would need to do to establish credibility.
Advance communication and proper introductions are important; the more you can do to set expectations about who you are and how you are to be perceived, the better. If possible, arrange to be introduced by a higher-ranking coworker who has already established relationships with the other party. If it is not possible for such a person to be present, have that person send a written introduction before you meet with your new associates.
Make sure that the title on your business card clearly shows your rank. An ambiguous title (such as "Training Evangelist") might need to be modified to one which more clearly denotes rank (e.g., "Director of Training"); otherwise, others may assume that you hold a lower-ranking position than you actually do.
If you are the ranking member of your team, make sure your team members are briefed so that they can help to communicate the hierarchy within the group. For example, businessmen from traditionally male-dominated cultures may unthinkingly direct comments or questions to the male team members of your team, assuming that you are an assistant or administrative person because you are a woman. In this case, your male colleagues need to understand that it is be better to defer to you rather than to respond to the question themselves. Another example would be if the local culture designates seating arrangements based on hierarchy, it will be important for you and your team members to observe the custom and sit in the appropriate seats.
It is advisable to project confidence and professionalism while avoiding both overly assertive or overly deferential behavior. However, it is generally expected that both men and women will defer to those who are more senior in terms of age or rank.
Dress
A conservative approach is generally recommended when dressing for business abroad.
Business suits in conservative (dark) colors such as gray, navy blue, and black are considered the norm for women in international business.
Clothing should not be overly revealing; for example, avoid mini-skirts and low-cut blouses. Suit skirts should be knee-length or longer, and pantsuits are acceptable business dress in many countries.
Invest in good quality leather pumps with heels that are not too high.
Nylons are a must in some cultures such as Japan; in some European countries such as Germany, nylons are optional during the summer.
Some European and Asian countries tend to be fashion- and label-conscious, so designer clothing of good quality will make a good impression.
In Asia, it’s best to be conservative with makeup and jewelry. Bright shades of eye shadow and dangling jewelry are not recommended.
Handling Annoying Behavior
Although many countries have laws that specifically prohibit sexual harassment in the workplace, the latitude regarding what is considered acceptable may differ widely from country to country.
Women working abroad should expect to encounter a wide range of attitudes and behaviors toward women in the workplace. They may experience excessively flattering or derogatory statements about women’s physique or appearance, jokes that are sexual in nature, and flirtatious behavior.
In general, it helps to adopt a more relaxed attitude about such behavior and not become angry about it as long as it is essentially harmless.
Some women have experienced suggestive sexual comments being used as a maneuver in the middle of a negotiation, in an attempt to rattle them. In this kind of situation:
It’s important to keep calm and stay in control, responding perhaps with a polite but firm reminder to keep the discussion on the business at hand.
Another possible response is to state that the discussion has gotten off track, and call for a break.
A last resort would be to end the negotiation as an extreme expression of disapproval.
When Outside the Office…
It is generally a good idea to avoid socializing one-on-one with foreign male colleagues.
Although men in many European, Asian and Latin countries can be quite flirtatious, you should try to avoid behavior that might be misinterpreted as aggressive or flirtatious.
Dining alone in a strange restaurant may make you prone to unwanted interest. Ask your colleagues or concierge at your hotel to recommend restaurants where you should be able to eat without being bothered.
Single women should avoid discussing their personal lives, particularly regarding romantic or sexual relationships. If the conversation becomes too personal, or inappropriate topics are broached, politely change the subject.
You may be asked about topics that might be considered "too personal" in your own culture, for example, your age, marital status, why you aren’t married, or who you live with. In many countries, asking personal questions is a way of showing interest in getting to know someone. Try not to react strongly to such questions, but answer them briefly, perhaps with humorous evasion, and change the topic. If the question is more aggressive or sexual in nature, you can express disapproval by saying something like, "I don’t think that’s an appropriate question," and change the topic.
If you find yourself in a situation in which you feel you are being sexually harassed, a simple statement of disapproval is better than becoming angry or upset. Try to remain calm and professional, as men may be trying to "test" you. If they persist, strongly voicing your disapproval may be enough to get them to back down, as assertive behavior may not be expected from women. As a last resort, you can always inform your host that you are uncomfortable and leave.
Designate a "watchdog"—a male colleague from your own country or your company’s local operation with whom you have a good relationship—to support you in voicing disapproval if other men in the group become offensive in a social situation.
Make sure your company’s sexual harassment policy is clearly communicated to overseas employees. When you travel overseas on business, you are still protected by this policy, and if you experience incidents of sexual harassment, you should take action in accordance with your firm’s policy. It is always best to report an incident rather than keeping it to yourself. If the offender is an employee of your company, he can be reprimanded, and if he is employed by another company, your company’s management will be aware of the issue when deciding whether to do further business with that company.
Adapted with permission from International Business: A Basic Guide for Women; Tracey Wilen.
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