Pakistan :: Business etiquette

Pakistani Society & Culture

Islam

. Islam is practised by the majority of Pakistanis and governs their personal, political, economic and legal lives. 
. Among certain obligations for Muslims are to pray five times a day - at dawn, noon, afternoon, sunset, and evening.
. Friday is the Muslim holy day. Everything is closed. 
. During the holy month of Ramadan all Muslims must fast from dawn to dusk and are only permitted to work six hours per day. Fasting includes no eating, drinking, cigarette smoking, or gum chewing.

The Family

The extended family is the basis of the social structure and individual identity.
. It includes the nuclear family, immediate relatives, distant relatives, tribe members, friends, and neighbours. 
. Loyalty to the family comes before other social relationships, even business. 
. Nepotism is viewed positively, since it guarantees hiring people who can be trusted, which is crucial in a country where working with people one knows and trusts is of primary importance. 
. The family is more private than in many other cultures.
. Female relatives are protected from outside influences. It is considered inappropriate to ask questions about a Pakistani's wife or other female relatives. 
. Families are quite large by western standards, often having up to 6 children.

Hierarchical Society

. Pakistan is a hierarchical society. 
. People are respected because of their age and position. 
. Older people are viewed as wise and are granted respect. In a social situation, they are served first and their drinks may be poured for them. Elders are introduced first, are provided with the choicest cuts of meat, and in general are treated much like royalty. 
. Pakistanis expect the most senior person, by age or position, to make decisions that are in the best interest of the group. 
. Titles are very important and denote respect. It is expected that you will use a person's title and their surname until invited to use their first name.

Etiquette & Customs in Pakistan

Meeting and Greeting

. Greetings are therefore often between members of the same sex; however, when dealing with people in the middle class, greetings may be across sex lines. 
. Men shake hands with each other. Once a relationship is developed, they may hug as well as shake hands. 
. Women generally hug and kiss. Pakistanis take their time during greetings and ask about the person's health, family, and business success. 
. Pakistani names often include a name that denotes a person's class, tribe, occupation, or other status indicator. 
. They may also include two names that have a specific meaning when used together, and the meaning is lost if the names are separated. . It is best to ask a person how they wish to be addressed. 
. In general, this is not a culture where first names are commonly used, except among close friends.

Gift Giving Etiquette

. If invited to a Pakistani's home, bring the hostess a small gift such as flowers or good quality chocolates.
. Men should avoid giving flowers to women.
. Do not give white flowers as they are used at weddings.
. If a man must give a gift to a woman, he should say that it is from his wife, mother, sister, or some other female relative.
. Do not give alcohol.
. Gifts are not opened when received. 
. Gifts are given with two hands.

Dining Etiquette

. If invited to a home you will most likely have to remove your shoes. Check to see if the host is wearing shoes. If not, remove yours at the door. 
. Dress conservatively. 
. Arrive approximately 15 minutes later than the stipulated time when invited to dinner or a small gathering. 
. You may arrive up to one hour later than the stipulated time when invited to a party. 
. Show respect for the elders by greeting them first. 
. In more rural areas, it is still common to eat meals from a knee-high round table while sitting on the floor. 
. Many people in urban areas do not use eating utensils, although more westernized families do. 
. When in doubt, watch what others are doing and emulate their behaviour.
. Guests are served first. Then the oldest, continuing in some rough approximation of age order until the youngest is served. 
. Do not start eating until the oldest person at the table begins. 
. You will be urged to take second and even third helpings. Saying "I'm full" will be taken as a polite gesture and not accepted at face value. 
. Eat only with the right hand.

Business Etiquette & Protocol in Pakistan

Building Relationships & Communication

Third-party introductions are a necessity in this relationship-driven culture. 
. Pakistanis prefer to work with people they know and trust and will spend a great deal of time on the getting-to-know-you part of relationship building. 
. You must not appear frustrated by what may appear to be purely social conversation. Pakistanis are hospitable and enjoy hosting foreign guests. 
. Relationships take time to grow and must be nurtured. This may require several visits. 
. Pakistanis often ask personal questions as a way to get to know you as a person. 
. If possible, it is best to answer these questions. 
. Pakistanis do not require as much personal space as most western cultures. As such, they will stand close to you while conversing and you may feel as if your personal space has been violated. Do not back away.
. Pakistanis are generally indirect communicators. 
. Always demonstrate deference to the most senior person in the group. 
. In general, Pakistanis speak in a roundabout or circuitous fashion. Direct statements are made only to those with whom they have a long-standing personal relationship. 
. They also use a great deal of hyperbole and similes, and go out of their way to find something to praise.
. Be prepared to flatter and be flattered. 
. Pakistanis prefer to converse in a non-controversial manner, so they will say they "will try" rather than admit that they cannot or will not be able to do something. 
. Therefore, it is important to ask questions in several ways so you can be certain what was meant by a vague response. Silence is often used as a communication tool. 
. Pakistanis prefer to do business in person. They see the telephone as too impersonal a medium for business communication.

 Business Meeting Etiquette

. Appointments are necessary and should be made, in writing, 3 to 4 weeks in advance, although meetings with private companies can often be arranged with less notice. 
. The best time to schedule meetings is in the late morning or early afternoon. 
. If at all possible, try not to schedule meetings during Ramadan. The workday is shortened, and since Muslims fast, they could not offer you tea, which is a sign of hospitality.
. You should arrive at meetings on time and be prepared to be kept waiting. 
. Pakistanis in the private sector who are accustomed to working with international companies often strive for punctuality, but are not always successful.
.  It is not uncommon to have a meeting cancelled at the last minute or even once you have arrived. 
. In general, Pakistanis have an open-door policy, even when they are in a meeting. This means there may be frequent interruptions. Other people may wander into the room and start a different discussion. 
. Meetings are formal. 
. Business meetings start after prolonged inquiries about health, family, etc. 
. Never inquire about a colleague's wife or daughters. 
. During the first several meetings, business may not be discussed at all as the relationship is still being developed. 
. Maintain indirect eye contact while speaking.

Negotiating

. Companies are hierarchical. Decisions are made by the highest-ranking person. 
. Decisions are reached slowly. If you try to rush things, you will give offense and jeopardize your business relationship. 
. The society is extremely bureaucratic. Most decisions require several layers of approval. 
. It often takes several visits to accomplish simple tasks. 
. If you change negotiators, negotiations will have to start over since relationships are to the person and not the company that they represent. 
. Pakistanis are highly skilled negotiators. 
. Price is often a determining factor in closing a deal. 
. Pakistanis strive for win-win outcomes. 
. Maintain indirect eye contact while speaking. 
. Do not use high-pressure tactics. 
. Pakistanis can become highly emotional during negotiations. Discussions may become heated and even revert to Urdu (the national language). It is imperative that you remain calm.

Business Card Etiquette

. Business cards are exchanged after the initial introduction. 
. Include any advanced university degrees or professional honours on your card, as they denote status. 
. Business cards are exchanged using the right hand only or with two hands. 
. Make a point of studying any business card you receive before putting into your business card holder.

Italy :: Business Etiquette

Italian Society & Culture

Italian Family Values

The family is the centre of the social structure and provides a stabilizing influence for its members. 
. In the north, generally only the nuclear family lives together; while in the south, the extended family often resides together in one house. 
. The family provides both emotional and financial support to its members.

Italian Style

. Appearances matter in Italy. 
. The way you dress can indicate your social status, your family's background, and your education level. 
. First impressions are lasting impressions in Italy. 
. The concept of 'bella figura' or good image is important to Italians. 
. They unconsciously assess another person's age and social standing in the first few seconds of meeting them, often before any words are exchanged. 
. Clothes are important to Italians. 
. They are extremely fashion conscious and judge people on their appearance. 
. You will be judged on your clothes, shoes, accessories and the way you carry yourself.
. Bella figura is more than dressing well. It extends to the aura your project too - i.e. confidence, style, demeanour, etc.

Catholicism

. The primary religion in Italy is Roman Catholic. 
. There are more Catholic churches per capita in Italy than in any other country. 
. Although church attendance is relatively low, the influence of the church is still high. 
. Many office buildings will have a cross or a religious statue in the lobby. 
. Each day of the year has at least one patron saint associated with it. 
. Children are named for a particular saint and celebrate their saint's day as if it were their own birthday. 
. Each trade and profession has a patron saint. 
. The church promulgates hierarchy, which can be seen in all Italian relationships. 
. They respect and defer to those who are older, those who have achieved a level of business success, and those who come from well-connected families

Etiquette & Customs in Italy

Meeting Etiquette

. Greetings are enthusiastic yet rather formal. 
. The usual handshake with direct eye contact and a smile suffices between strangers.
. Once a relationship develops, air-kissing on both cheeks, starting with the left is often added as well as a pat on the back between men. 
. Wait until invited to move to a first name basis. 
. Italians are guided by first impressions, so it is important that you demonstrate propriety and respect when greeting people, especially when meeting them for the first time. 
. Many Italians use calling cards in social situations. These are slightly larger than traditional business cards and include the person's name, address, title or academic honours, and their telephone number. 
. If you are staying in Italy for an extended period of time, it is a good idea to have calling cards made. Never give your business card in lieu of a calling card in a social situation.

Gift Giving Etiquette

. Do not give chrysanthemums as they are used at funerals. 
. Do not give red flowers as they indicate secrecy. 
. Do not give yellow flowers as they indicate jealousy
. If you bring wine, make sure it is a good vintage. Quality, rather than quantity, is important.
. Do not wrap gifts in black, as is traditionally a mourning colour. 
. Do not wrap gifts in purple, as it is a symbol of bad luck. 
. Gifts are usually opened when received.

Dining Etiquette

If invited to an Italian house: 
. If an invitation says the dress is informal, wear stylish clothes that are still rather formal, i.e., jacket and tie for men and an elegant dress for women. 
. Punctuality is not mandatory. You may arrive between 15 minutes late if invited to dinner and up to 30 minutes late if invited to a party. 
. If you are invited to a meal, bring gift-wrapped such as wine or chocolates. 
. If you are invited for dinner and want to send flowers, have them delivered that day.

Table manners

. Remain standing until invited to sit down. You may be shown to a particular seat. 
. Table manners are Continental -- the fork is held in the left hand and the knife in the right while eating. 
. Follow the lead of the hostess - she sits at the table first, starts eating first, and is the first to get up at the end of the meal. 
. The host gives the first toast. 
. An honoured guest should return the toast later in the meal. 
. Women may offer a toast. 
. Always take a small amount at first so you can be cajoled into accepting a second helping. 
. Do not keep your hands in your lap during the meal; however, do not rest your elbows on the table either. 
. It is acceptable to leave a small amount of food on your plate. 
. Pick up cheese with your knife rather than your fingers. 
. If you do not want more wine, leave your wineglass nearly full.

Business Etiquette and Protocol in Italy

Relationships & Communication

Italians prefer to do business with people they know and trust.
. A third party introduction will go a long way in providing an initial platform from which to work. 
. Italians much prefer face-to-face contact, so it is important to spend time in Italy developing the relationship. 
. Your business colleagues will be eager to know something about you as a person before conducting business with you. 
. Demeanour is important as Italians judge people on appearances and the first impression you make will be a lasting one. 
. Italians are intuitive. Therefore, make an effort to ensure that your Italians colleagues like and trust you. 
. Networking can be an almost full-time occupation in Italy. Personal contacts allow people to get ahead. 
. Take the time to ask questions about your business colleagues family and personal interests, as this helps build the relationship
. Italians are extremely expressive communicators. They tend to be wordy, eloquent, emotional, and demonstrative, often using facial and hand gestures to prove their point.

Business Meeting Etiquette

. Appointments are mandatory and should be made in writing (in Italian) 2 to 3 weeks in advance.
. Reconfirm the meeting by telephone or fax (again in Italian). 
. Many companies are closed in August, and if they are open many Italians take vacations at this time, so it is best not to try to schedule meetings then.
. In the north, punctuality is viewed as a virtue and your business associates will most likely be on time. 
. The goal of the initial meeting is to develop a sense of respect and trust with your Italian business colleagues. 
. Have all your printed material available in both English and Italian. 
. Hire an interpreter if you are not fluent in Italian. 
. It is common to be interrupted while speaking or for several people to speak at once. 
. People often raise their voice to be heard over other speakers, not because they are angry. 
. Although written agendas are frequently provided, they may not be followed. They serve as a jumping off point for further discussions. 
. Decisions are not reached in meetings. Meetings are meant for a free flow of ideas and to let everyone have their say.

Business Negotiation

. In the north, people are direct, see time as money, and get down to business after only a brief period of social talk. 
. In the south, people take a more leisurely approach to life and want to get to know the people with whom they do business. 
. Allow your Italian business colleagues to set the pace for your negotiations. Follow their lead as to when it is appropriate to move from social to business discussions. 
. Italians prefer to do business with high-ranking people. 
. Hierarchy is the cornerstone of Italian business. Italians respect power and age. 
. Negotiations are often protracted. 
. Never use high-pressure sales tactics. 
. Always adhere to your verbal agreements. Failing to follow through on a commitment will destroy a business relationship. 
. Heated debates and arguments often erupt in meetings. This is simply a function of the free-flow of ideas. 
. Haggling over price and delivery date is common. 
. Decisions are often based more on how you are viewed by the other party than on concrete business objectives.

Dress Etiquette

. Dressing well is a priority in Italy. 
. Men should wear dark coloured, conservative business suits. 
. Women should wear either business suits or conservative dresses. 
. Elegant accessories are equally important for men and women.

Business Cards

. Business cards are exchanged after the formal introduction. 
. To demonstrate proper respect for the other person, look closely at their business card before putting it in your card holder. 
. It is a good idea to have one side of your business card translated into Italian. 
. If you have a graduate degree, include it on your business card. 
. Make sure your title is on your card. Italians like knowing how you fit within your organization.

Belgium :: Business Etiquette

Belgian Society & Culture 
Belgium is not a homogeneous country with one national identity. As such, it is therefore difficult to give a general overview that applies to all Belgians. Each area will have its own particularities. The three predominant cultures are: 1) in north, Flanders -  primarily Dutch, 2)in  the south, Wallonia - primarily French and 3) the northeast - primarily German influenced. The following are brief aspects that are applicable to all areas.

Belgian Family Values

. Family plays a central role in most Belgians' lives. 
. The obligation to the family is a person's first priority. 
. Many people remain in the town in which they were raised, which creates close extended families.

Appearances Matter

. Appearances are important to Belgians. 
. They can often be seen washing the pavement or steps in front of their house or even sweeping the street. 
. Cleanliness is a matter of national pride. 
. Belgians take great pride in their houses.  To have overgrown hedges or untidy gardens would disgrace the family and insult their neighbours. 
. Belgians take pride in their personal appearance too. They dress well and are concerned with the impression they make on others.

Egalitarianism in Belgian Society

. Belgium is on the whole an egalitarian society. 
. Women are not expected to change their name when they marry.
. There are laws governing paternity as well as maternity leaves and laws forbidding sexual harassment in the workplace.

Etiquette & Protocol Guidelines for Belgium

Meeting Etiquette

. Greetings entail a degree of formality. A brief handshake is the common greeting among people who do not know each other. 
. Once a relationship is developed, three kisses on the cheek may replace the handshake. This is more a kissing of the air near the person's cheek. Start with the left cheek and alternate. 
. Men never kiss other men; they always shake hands.

Gift Giving Etiquette

. If you are invited to a Belgian's house, bring flowers or good quality chocolates for the hostess. 
. Older Belgians may expect flowers to be unwrapped. 
. Do not give white chrysanthemums as they signify death. 
. Flowers should be given in an odd number, but not 13. 
. Liquor or wine should only be given to close friends. 
. Gifts are opened when received.

Dining Etiquette

. Belgians socialize in their homes and restaurants, although the home is reserved for family or close friends.
. If you receive a written invitation, the response must be written as well. 
. Wait for your host or hostess to introduce you to the other guests.
. Dress conservatively. Belgians take pride in their appearance and expect you to do the same. 
. Arrive on time. Punctuality demonstrates respect. 
. Wait for your host to tell you where to sit. 
. Women take their seats before men. 
. Table manners are Continental -- the fork is held in the left hand and the knife in the right while eating. 
. Keep your wrists above the table when eating. 
. Wait to see if your host offers a toast before sipping your drink. 
. The guest of honour may also give a toast. 
. Women may offer a toast. 
. It is polite to stand for a toast. 
. The Flemish raise their glasses twice during a toast. The glass is initially raised during the toast and then at the completion of the toast. 
. Never leave food on your plate. It is seen as both rude and wasteful. 
. Indicate you have finished eating by laying your knife and fork parallel on your plate, tines facing upwards, with the handles facing to the right. 
. Belgians take pride in their cuisine, so praising a meal is a sincere compliment.

Business Etiquette and Protocol in Belgium

Relationships & Communication

Although third-party introductions are not necessary, they often smooth the way. 
. Regardless of how you are introduced, you must always be polite and well mannered.
. Belgians are careful and prudent so take time before they trust others, be they individuals or representatives of companies. 
. Business dealings tend to be bureaucratic. There are many procedures and a great deal of paperwork. 
. Belgians are excellent linguists and many are sufficiently fluent to conduct meetings in English. 
. Belgians prefer subtlety to directness, believing that subtlety is a reflection of intelligence. 
. Although they are more direct in their communication than many cultures, if a response is too direct it may be seen as simplistic.
. They prefer communication to be logical and based on reason
. Belgians often engage in long, critical discussions before reaching a decision so that they can be certain that they have considered all the alternatives. 
. They believe it is rude to be confrontational.

Business Meeting Etiquette

. Appointments are necessary 
. The person you are meeting will generally set the time for the meeting, usually mid morning or mid afternoon.
. Avoid scheduling meetings during July and August, which are prime vacation times; the week before Easter; and the week between Christmas and New Year.
. Everyone is expected to arrive on time
. Arriving late may brand you as unreliable.
. Meetings are formal
. First appointments are more socially than business oriented, as Belgians prefer to do business with those they know. 
. Do not remove your jacket during a meeting.

Dress Etiquette

. Men should wear dark coloured, conservative business suits with white shirts and silk ties. 
. Women should wear business suits or conservative dresses. 
. Men should only wear laced shoes, never loafers or other slip-ons, as they are too casual. 
. Polished shoes are an integral part of a professional image.

Business Cards

. Business cards are exchanged without formal ritual. 
. Have one side of your business card translated into French or Dutch. This shows respect and understanding of the linguistic heritage of your colleagues. 
. If you have meetings in both areas, have two sets of business cards printed, and be careful to use the proper ones. 
. Present your business card so the recipient can read the side with their national language.

Russia :: Business etiquette

Russian Society & Culture

The Russian Family

. The Russian family is dependent upon all its members. 
. Most families live in small apartments, often with 2 or 3 generations sharing little space.
. Most families are small, often with only one child because most women must also work outside of the house in addition to bearing sole responsibility for household and childrearing chores.

Russian Pride

. Russians are proud of their country.
. Patriotic songs and poems extol the virtues of their homeland.
. They accept that their lives are difficult and pride themselves on being able to flourish in conditions that others could not. 
. They take great pride in their cultural heritage and expect the rest of the world to admire it.

Communal Mentality

. For generations until the 1930's, Russian life centred on the agricultural village commune, where the land was held in common and decision-making was the province of an assembly of the heads of households.
. This affinity for the group and the collective spirit remains today. It is seen in everyday life, for example most Russians will join a table of strangers rather than eat alone in a restaurant.
. Everybody's business is also everyone else's, so strangers will stop and tell someone that they are breaking the rules.

Etiquette and Customs in Russia

Meeting Etiquette

The typical greeting is a firm, almost bone-crushing handshake while maintaining direct eye contact and giving the appropriate greeting for  the time of day. 
. When men shake hands with women, the handshake is less firm.
. When female friends meet, they kiss on the cheek three times, starting with the left and then alternating. 
. When close male friends meet, they may pat each other on the back and hug.

Naming Conventions

Russian names are comprised of:
. First name, which is the person's given name. 
. Middle name, which is a patronymic or a version of the father's first name formed by adding '- vich' or '-ovich' for a male and '-avna' or '- ovna' for a female. The son of Ivan would have a patronymic of Ivanovich while the daughter's patronymic would be Ivanovna. 
. Last name, which is the family or surname.

In formal situations, people use all three names. Friends and close acquaintances may refer to each other by their first name and patronymic. Close friends and family members call each other by their first name only.

Gift Giving Etiquette

Gift giving using takes place between family and close friends on birthdays, New Year, and Orthodox Christmas. 
. If you are invited to a Russian home for a meal, bring a small gift.
. Male guests are expected to bring flowers. 
. Do not give yellow flowers. 
. Do not give a baby gift until after the baby is born. It is bad luck to do so sooner.
. Russians often protest when they are offered a gift. Reply that it is a little something and offer the gift again and it will generally be accepted.

Dining Etiquette
  
If you are invited to a Russian's house:
. Arrive on time or no more than 15 minutes later than invited.
. Remove your outdoor shoes. You may be given slippers to wear. 
. Dress in clothes you might wear to the office. Dressing well shows respect for your hosts.
. Expect to be treated with honour and respect. 
. Offer to help the hostess with the preparation or clearing up after a meal is served. This may be turned down out of politeness. Asking 'are you sure?' allows the hostess to accept your offer.

Table manners are generally casual. 

. Table manners are Continental -- the fork is held in the left hand and the knife in the right while eating.
. The oldest or most honoured guest is served first.
. Do not begin eating until the host invites you to start.
. Do not rest your elbows on the table, although your hands should be visible at all times. 
. You will often be urged to take second helpings.
. It is polite to use bread to soak up gravy or sauce.
. Men pour drinks for women seated next to them.
. Leaving a small amount of food on your plate indicates that your hosts have provided ample hospitality.
. Do not get up until you are invited to leave the table. At formal dinners, the guest of honor is the first to get up from the table.
 

Russian Business Etiquette and Protocol

Relationships & Communication

. Russians are transactional and do not need to establish long-standing personal relationships before they do business with people. 
. It is still a good idea to develop a network of people who you know and trust. The Russian word "svyasi" means connections and refers to having friends in high places, which is often required to cut through red tape. 
. Patience is essential. 
. It is best to err on the side of formality when you first make contact.
. Sincerity is crucial as it is required to build trust, and trust is needed to build a relationship.
. Most Russians do not trust people who are 'all business'. 
. An indication that you have successfully developed a personal relationship is being asked for a favour by that person.

Business Meeting Etiquette

. Appointments are necessary and should be made as far in advance as possible.
. It often takes roughly 6 weeks to arrange a meeting with a government official. 
. Confirm the meeting when you arrive in the country and again a day or two in advance. 
. The first week of May has several public holidays so it is best avoided. 
. You should arrive punctually for meetings. 
. Typical Russian schedules are constantly changing and everything takes longer than expected, so be prepared to be kept waiting. 
. Meetings can be cancelled on short notice. 
. The first meeting is often a vehicle to determine if you and the company you represent are credible and worthy of consideration for future business dealings. 
. Use the time effectively to demonstrate what differentiates your company from the competition. 
. Expect a long period of socializing and getting-to-know-you conversation before business is discussed. 
. Have all printed material available in both English and Russian. 
. Russians expect long and detailed presentations that include a history of the subject and a review of existing precedents. 
. Meetings are frequently interrupted. It is common for several side conversations that have nothing to do with the topic of the meeting to be carried on during the meeting. 
. At the end of the meeting, expect to sign a 'protokol', which is a summary of what was discussed.

Business Negotiating

. Meetings and negotiations are slow. Russians do not like being rushed. 
. It is a good idea to include technical experts on your negotiating team. 
. Hierarchy is important to Russians. They respect age, rank and position. The most senior person reaches decisions. 
. Russian executives prefer to meet with people of similar rank and position. 
. Russians see negotiations as win-lose. They do not believe in win-win scenarios. 
. Have written materials available in both English and Russian. 
. Russians view compromise as weakness. They will continue negotiating until you offer concessions. 
. Russians may lose their temper, walk out of the meeting, or threaten to terminate the relationship in an attempt to coerce you to change your position. 
. Russians often use time as a tactic, especially if they know that you have a deadline. Be cautious about letting your business colleagues know that you are under time pressure or they will delay even more. 
. Nothing is final until the contract is signed. Even then, Russians will modify a contract to suit their purposes. 
. Do not use high-pressure sales tactics as they will work against you.

Dress Etiquette

. Business dress is formal and conservative. 
. Men should wear business suits. 
. Women should wear subdued coloured business suits with skirts that cover the knees. 
. Shoes should be highly polished. 

 Business Cards

. Business cards are exchanged after the initial introductions without formal ritual. 
. Have one side of your business card translated into Russian using Cyrillic text. 
. Include advanced university degrees on your business card. 
. Hand your business card so the Russian side is readable to the recipient. 
. If someone does not have a business card, note their pertinent information.

Portugal :: Business Etiquette

Portuguese Society & Culture

The Family

. The family is the foundation of the social structure and forms the basis of stability. 
. The extended family is quite close. 
. The individual derives a social network and assistance from the family. 
. Loyalty to the family comes before other social relationships, even business.
. Nepotism is considered a good thing, since it implies that employing people one knows and trusts is of primary importance. 

Formality

. Portuguese are traditional and conservative.
. They are a people who retain a sense of formality when dealing with each other, which is displayed in the form of extreme politeness.

Appearances Matter

. In Portuguese society appearance is very important, especially in the cities. 
. People are fashion conscious and believe that clothes indicate social standing and success. 
. They take great pride in wearing good fabrics and clothes of the best standard they can afford.

Hierarchy

. Portugal is a culture that respects hierarchy. 
. Society and business are highly stratified and vertically structured. 
. Both the Catholic Church and the family structure emphasize hierarchical relationships. 
. People respect authority and look to those above them for guidance and decision-making. 
. Rank is important, and those senior to you in rank must always be treated with respect.  
. This need to know who is in charge leads to an authoritarian approach to decision- making and problem solving. 
. In business, power and authority generally reside with one person who makes decisions with little concern about consensus building with their subordinates.

Etiquette and Customs in Portugal

Meeting & Greeting

Initial greetings are reserved, yet polite and gracious. 
. The handshake accompanied by direct eye contact and the appropriate greeting for the time of day.
. Once a personal relationship has developed, greetings become more personal: men may greet each other with a hug and a handshake and women kiss each other twice on the cheek starting with the right.

Titles

. The proper form of address is the honorific title 'senhor' and 'senhora' with the surname. 
. Anyone with a university degree is referred to with the honorific title, plus 'doutour' or 'doutoura' ('doctor') with or without their surname. 
. Wait until invited before moving to a first-name basis. 
. Use the formal rather than the informal case until your Portuguese friend suggests otherwise.

Gift Giving Etiquette

. If you are invited to a Portuguese home for dinner, bring flowers, good quality chocolates or candy to the hostess. 
. Do not bring wine unless you know which wines your hosts prefer. 
. Do not give 13 flowers. The number is considered unlucky. 
. Do not give lilies or chrysanthemums since they are used at funerals. 
. Do not give red flowers since red is the symbol of the revolution. 
. Gifts are usually opened when received.

Dining Etiquette

. If invited to a dinner arrive no more than 15 minutes after the stipulated time.
. You may arrive between 30 minutes and one hour later than the stipulated time when invited to a party or other large social gathering. 
. Dress conservatively. There is little difference between business and social attire. 
. Do not discuss business in social situations. 
. If you did not bring a gift to the hostess, send flowers the next day. 
. Table manners are formal. 
. Remain standing until invited to sit down. You may be shown to a particular seat. 
. Table manners are Continental -- the fork is held in the left hand and the knife in the right while eating. 
. Do not begin eating until the hostess says "bom appetito".  
. Do not rest your elbows on the table, although your hands should be visible at all times.  
. Most food is eaten with utensils, including fruit and cheese. 
. Keep your napkin to the left of your plate while eating. Do not place the napkin in your lap. When you have finished eating, move your napkin to the right of your plate. 
. If you have not finished eating, cross your knife and fork on your plate with the fork over the knife. 
. Leave some food on your plate when you have finished eating. 
. Indicate you have finished eating by laying your knife and fork parallel on your plate, tines facing up, with the handles facing to the right.

Business Etiquette and Protocol

Building Relationships & Communication

. The Portuguese prefer to do business with those they feel comfortable with, which means those that they know they can trust. 
. Therefore, it is advisable to have a mutual contact provide the initial introduction. 
. Expect to invest a great deal of time developing the relationship. 
. The Portuguese prefer face-to-face meetings rather than written or telephonic communication, which are seen as too impersonal. 
. Relationships are built with people, not companies. 
. If you change representatives or people on a negotiating team once negotiations have started, the relationship-building process will have to begin again.
. It is important that you treat business colleagues with respect and not do anything to embarrass them. 
. Communication is formal and relies on strict rules of protocol. 
. If your Portuguese business colleagues have questions or want clarification during a presentation, they will wait until you have finished speaking and not interrupt. 
. Although honest, the Portuguese do not volunteer information unless solicited, especially if remaining silent is in their best interest. 
. Although the Portuguese are not emotive speakers and do not use hand gestures, they may be demonstrative when greeting friends. . If you tend to use hand gestures while speaking, you may wish to moderate your behaviour since it may incorrectly be viewed as overtly demonstrative.  
. Portugal is a hierarchical culture that respects age and position. 
. Defer to those in senior positions and maintain a sense of formality in written communication. 
. Do not be concerned if your Portuguese colleagues fail to follow through on promises. 
. They have a more relaxed attitude towards time and do not see deadlines as crucial as people from many other cultures do.
. They do not appreciate direct criticism, even if you consider it to be justified

Business Meeting Etiquette

. Appointments are mandatory and should be made 1 to 2 weeks in advance. 
. Reconfirm the meeting a few days in advance. 
. Initial correspondence should be written in Portuguese. 
. Since most Portuguese take vacation during August, it is not an ideal time to try to schedule meetings. It is also best not to plan meetings during the week between Christmas and New Year.
. You should arrive on time for meetings. 
. In many circles, 5 minutes late is considered on time. 
. Punctuality displays respect for the person you are meeting. If you are kept waiting, it is important that you not appear irritated.
. People from the north are generally more punctual than those in the south. 
. A fair amount of getting-to-know-you conversation may take place before the business conversation begins. 
. Agendas serve as starting points for discussions; they do not serve as schedules. 
. Presentations should be well thought-out, thorough, and backed up with charts and figures. 
. Decisions are not reached at meetings. 
. Maintain eye contact when speaking. 
. Meetings may be interrupted. 
. Do not remove your jacket unless your business associates do so.