One thing that I most loved about studying at the London School of Economics (and, for that matter, at Georgetown University’s School of Foreign Service) was the multi-cultural student body and faculty. The LSE’s curriculum was also brimming full of rich topics dealing with issues of culture, ethnicity and the like.
It’s no surprise that the current issue of the LSE Magazine includes an interesting article by Alan Manning and Sanchari Roy titled Culture Clash or Culture Club? The article–which is particularly timely in light of the recent UK terrorist intrigue–examines the religion and ethnic background of various immigrant populations and their level of “British identity” after residing in Great Britain.
The authors’ research study found one factor most contributes to whether an immigrant reports to having a “British identity”: how long the immigrant has been in the UK. The authors also report that “immigrants from poorer and less democratic countries assimilate faster into British identity”, in part because these ethnic groups tend to take on British citizenship. (In contrast, the ethnic group least likely to assimilate is the Italians; these immigrants continue to identify with Italy–no doubt due to its better cuisine!)
In other words, the report contradicts the prevailing view in Britain that, for example, Pakistani Muslim immigrants, remain primarily loyal to their home country.
What does this mean to you as an international lawyer? It means that when dealing with another party (clients or opposing counsel), and their country of origin differs from their country of residence, don’t assume that you know their cultural identity.
Instead, stay curious. Ask yourself, has this person assimilated into the new culture and adopted its values? If so, how much? Or, does this person still identify with and live by the values of his/her native land, and only begrudgingly accommodate the values of their new country of residence?
These values show up throughout communication–such as the high value that many Latin Americans place on relationships, wanting to cultivate them before doing business with someone. Or, for example, Germans are known to value, respect and defer to authority figures. Any international lawyer lucky enough to give a presentation to a group of Germans will find them better behaved and more punctual than their American counterparts.
Paying attention to these cultural values–and tailoring your interaction with clients and opposing counsel to reflect and respond to these values–will improve your interaction immeasurably.
This post was adapted from the author’s 7-24-07 post on her blog at www.JanetMooreCommunications.com.
International business travel doesn’t have to be 100% business, as discussed by Owen Wild in a recent Inc.com post. Taking the time to see some sites (even if you have to tack on a day at the beginning or end) can make any business trip less burdensome. When I practiced law, I tried to arrive at my destination in advance of my meetings–unless I attended a closing, in which case I tacked on a day at the end of the trip.
If you are traveling with colleagues and/or clients, use the trip to build rapport. Owen Wild notes, ”working in a strange city can be a real team-building experience.” Realize that although you are probably very comfortable spending time in another culture, the same may not be true of your colleagues and clients. Use your international savvy to make their trip more comfortable, “translating” and managing cultural differences for them. For example, prepare them in advance for any cultural nuances in negotiation styles that may occur during upcoming meetings.
Be sure to ease your clients’ and colleagues’ concerns with some cultural hand holding. After a day’s meetings, discuss the cultural differences over dinner. This will increase their comfort level, build rapport and again highlight your value as a culturally savvy attorney.
Oh, the power of a personal note. It need not be elaborate–just a few phrases handwritten on a nice note card and dropped in the mail. What an easy yet high-impact tool for making a good impression and keeping connections strong. Because very few people write personal notes nowadays, doing so will help you stand out from the crowd.
A few days ago I returned from the spring meeting of the International Law Section of the ABA. I ran into old friends and acquaintances, some of whom I had last seen six or more months ago. Many of these acquaintances had heard from me via a personal note or an email since we last saw each other. Who appreciatively mentioned my correspondence? The people who had received personal, hand written notes from me. Overwhelmingly so. Those personal notes made a big impression.
Taking the time to jot a few lines on a note card and mail it to a client, colleague or new contact makes an impact. Although doing so takes little time, it requires more time than a common email. And so, writing a note shows that you value the person enough to take the time and care to give that individual some personal attention.
For an even bigger impression, write with a fountain pen and use good quality card stock like Crane’s. Some people won’t notice the difference, but those who value nice quality writing paper and instruments will be impressed.
Personal attention like this also makes a big positive impact across miles and cultures. Because you can’t see your contact face to face, a hand written note provides a critical personal touch. Sophisticated international businessmen and women will appreciate the gesture, regardless of culture.
If you have an interesting article to forward to your contact, do so and attach a hand written note–not a typed one prepared by your secretary. It’s a great rainmaking tool.
If you move to a new job at a law firm and your new employer sends out a formal announcement about your joining, include a short personal note inside the announcements that go to your contacts. Most of those announcements look very similar. Distinguish yours with a note. My friend Lance Schuler did this when he recently became a partner at Andrews & Kurth, and his personal gesture has always stuck–very favorably–in my memory.
So…write on!
For tips on communicating with clients from different cultures, you may enjoy reading my latest article: Client Communication in a Global World. It was just published in the Spring 2007 publication of the College of the State Bar of Texas.
There’s nothing worse than strained chit chat with a stone-faced potential client. So, what’s a good way to break the ice? Laughter.
Today’s New York Times sheds some light on this ill understood social phenomenon in What’s So Funny? Well, Maybe Nothing. As the article notes, laughter is “an instinctual survival tool for social animals, not an intellectual response to wit. It’s not about getting the joke. It’s about getting along.”
So, lawyers (especially the most serious ones) should certainly attempt to laugh (or at least smile) at their clients’ jokes–no matter how poor. Lawyers can also try to break tense client communication with some laughter because, as the article notes, “mainly it’s a subtle social lubricant.”
Lawyers working on cross-cultural matters should pay close attention to cultural differences in humor. What’s funny in one country doesn’t always translate abroad.
If you don’t know what constitutes humor in a particular foreign culture, try to gather some data in advance. Read books like those in the Culture Shock series or Roger Axtell’s Do’s and Taboos of Humor Around the World: Stories and Tips from Business and Life and Gestures. Speak to consular representatives from that country, or US State Department personnel assigned to the relevant country desk, and ask about culturally appropriate humor. Foreign language professors and businessmen with experience in the relevant country can also shed light on the topic.
If you find yourself in the middle of a client conversation without time for advance research, pay attention to any humor introduced by the client. Gauge what constitutes acceptable humor and, more important, what does not. And if you make a cultural gaffe as I did (see Oops–You Forgot to Say Buenos Dias), apologize, if necessary, make a self-depricating joke about your cultural slight, and above all, learn from your mistake.
For more on this topic, refer to my prior post Address Touchy Subjects with Humor–but Carefully.
