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Posted on Monday, January 31, 2011

Want to make a good first impression with your international clients? Should you commence the relationship with a handshake, polite bow, or a simple nod? What steps do you need to take to go the extra mile with an international or foreign client? This Updated Field Guide will assist you in building successful business relationships with individuals from cultures far and wide. (K. Stockert, Information & Web Content Specialist)
The Basics of International Business Etiquette
Expanding Abroad? Avoid Culture Gaffes; Entrepreneurs Looking Overseas Often Neglect to Learn Local Business Etiquette; In Britain, a 'Scheme' Carries No Taint, (Wall Street Journal, Online Edition, Jan. 18, 2010).Q
International Business Meetings & Gift Giving, (International Business Center).
International Business Etiquette and Manners Guide - the International Business Center's multi-country guide and etiquette tips (scroll down for links to pages on several countries and geographic regions)
Business Etiquette and Gift-Giving Customs, (REALTOR® Magazine).
Tips for Working With Foreign Buyers, (REALTOR® Magazine).
Characteristics of Multicultural Homebuyers, (REALTOR® Magazine).
Buyers Follow Pipeline Back to the Middle East, (Purchasing, July 17, 2008).Q
Women in International Business, (AACE International Transactions, 2008).Q
Networking Etiquette Around the World: How Not to Embarrass Yourself When Networking in Another Country, (Business Credit, Sept. 2006).Q
The Art of Chinese Business Etiquette: Ancient Traditions Form the Basic of Strategy, (AFP Exchange, May 2006). Q
Culture Clash, (Computerworld, Feb 20, 2006). Q
Marketing & Selling to International Clients
For the most current articles on marketing and selling to international clients, check out the Global Perspectives in Real Estate Newsletter published monthly by the National Association of REALTORS®.
How I Sold It: An International Dilemma, (REALTOR® Magazine, Nov. 2009).
Good Deals Lure Foreign Home Buyers, (REALTOR® Magazine, Aug. 7, 2008).
10 Ways to Build a Niche with Foreign Clients, (REALTOR® Magazine, May 21, 2007).
Diversity is Good Business, (National Association of REALTORS®).
REALTOR® Education & Resources
Servicing Your Multicultural Clients Toolkit, (REALTOR® Magazine).
Diversity Toolkit for REALTOR® Associations, (National Association of REALTORS®).
Diversity and Fair Housing Program, (National Association of REALTORS®).
At Home with Diversity® Certification, (National Association of REALTORS®).
Diversity Related Resources, (National Association of REALTORS®).
Certified International Property Specialist Designation (CIPS), (National Association of REALTORS®).
Research on Your Own!
To search for the most recent articles on this topic, login to NAR's ProQuest account and enter subject terms such as:
• Etiquette and International
• Enter into ProQuest text box as SU(etiquette) AND SU(international)
• Cultural Differences and Business
• Enter into ProQuest text box as SU(cultural differences) AND SU(business)
Information Savvy!
Many websites, such as Wikipedia, can be great resources to quickly get oriented on a subject before conducting more in depth research. However, anyone in the world can create and maintain a website or write a seemingly legitimate article and may, intentionally or unintentionally, publish false or "misinformation." When reviewing information on the Internet, you should always consider the ABC's:
• Accuracy. Is the information accurate? Can you confirm the same information using other resources published by a different author or organization?
• Author. Who composed the information? Can you easily identify the author and contact the author or website publisher?
• Bias. What bias might the author or author organization have?
• Credibility. What is the author’s or author organization’s credentials for publishing the information? What expertise, experience, or education does the author have in this area that makes him or her qualified to write on the subject matter?
• Currency. When was the web page last updated? Is it possible the information might have changed since this web page was last published?
• Critical eye! Remember to always use your discretion and critical eye to determine whether information you find on the web (or even in books and news sources!) is trustworthy. Putting websites to the ABC test will get you started in developing a strong critical eye.
eBooks & Other Resources
The following ebooks and digital audiobooks are available to NAR members:
General Cultural Awareness & Etiquette eBooks
Business Across Cultures (Adobe eReader)
Global Color: Clues and Taboos (Adobe eReader)
The Global Etiquette Guide to Africa and the Middle East: Everything You Need to Know for Business and Travel Success (Adobe eReader)
Multicultural Manners (Adobe eReader)
Arabic Language eBooks
Arabic on the Move: The Lively Audio Language Program for Busy People (OverDrive WMA AudioBook)
Instant Immersion Arabic (OverDrive AudioBook)
Chinese Language & Culture eBooks
Chinese Business Etiquette and Culture (Adobe eReader)
Doing Business in China (OverDrive AudioBook)
Dr. Blair's Chinese in No Time (OverDrive AudioBook)
English Language eBooks
Dr. Blair's Ingles in No Time (OverDrive AudioBook)
French Language & Culture eBooks
Easy French Step-by-Step (Adobe eReader)
French on the Move (OverDrive AudioBook)
German Language & Culture eBooks
Instant Immersion German (OverDrive AudioBook)
Learn in Your Car German Level One (OverDrive AudioBook)
Italian Language & Culture eBooks
Easy Italian Step-by-Step (Adobe eReader)
Italian Business Situations (Adobe eReader)
Japanese Language & Culture eBooks
Japan: Doing Business in a Unique Culture (Adobe eReader)
Dr. Blair's Express Lane: Japanese (OverDrive AudioBook)
Russian Language & Culture eBooks
Russian A Self Teaching Guide (Adobe eReader)
Streetwise Russian (Adobe eReader)
Spanish Language & Culture eBooks
Basic Spanish (Adobe eReader)
Instant Immersion Spanish (OverDrive AudioBook)
Global Etiquette Guide to Mexico and Latin America (Adobe eReader)
The resources below are available for loan through Information Central. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Central at 800.874.6500 for assistance.
The Culturally customized web site: customizing web sites for the global marketplace, (Chicago, IL: Butterworth-Heinemann, 2005). HF 5548.5 N63
REALTORS ® reaching out to the world around us, (Columbia, MO: Center of Education and Private Enterprise, 2002). DVD 009. DVD
Effects of multicultural diversity in real estate brokerage, (Ohio: Center for Real Estate Education and Research, 2002). HF 5438 B64e
Housing opportunities in the foreign-born market, (Washington, DC: National Association of REALTOR®, 2002). HA 202 N21h
Racial and ethnic diversity: Asians, Blacks, Hispanics, Native Americans, and Whites, (Ithaca, NY: New Strategist Publications, 2002). E 184 R78
Embracing Diversity, (Cincinnati, OH: South-Western, 2001). HF 5438 R63
Selling homes in the melting pot, (College Station, TX, 2000). VT061. VIDEO
Hello! USA: everyday living for international residents and visitors, (Washington, DC: Hello! America, Inc., 1996). HF 5386 P93h
Kiss, bow, or shake hands, (Avon, MA: Adams Media Corporation, 1994). HF 5389
Do's and taboos of international trade, (New York, NY: Wiley, 1991). HF 3040 Ax7
Do's and taboos of hosting international visitors, (New York, NY: Wiley, 1990). HF 5389
Do's and taboos around the world, (Elmsford, NY: Benjamin Company, 1985). HF 5386 P22
These Field Guides and other resources in the Virtual Library may also be of interest:
Field Guide to REALTORS® and the Global Market
Field Guide to Marketing to the Hispanic Community
InfoCentral Blog
The inclusion of links on this Field Guide does not imply endorsement by the National Association of REALTORS®. NAR makes no representations about whether the content of any external sites which may be linked to this Field Guide complies with state or federal laws or regulations or with applicable NAR policies. These links are provided for your convenience only and you rely on them at your own risk.


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