Switzerland: Let's Make a Deal! - Part 1
From ExecutivePlanet.com
What you should know before negotiating
Ensure that you bring a plentiful supply of business cards, since the Swiss are usually keen to exchange them. When arriving for an appointment, you should give your card to the receptionist and/or secretary to keep on file and, then, to everyone you meet, not just your counterpart or client.
There is no need to translate your business cards since most Swiss will speak or, at least, understand English.
It is no longer necessary, or even desirable, to include any academic or professional qualifications on your business card; your rank within the corporate hierarchy is much more important and, when designing your card, you might consider having your professional title printed in a different font.
You might also include the founding date of your company, since the Swiss will be curious to know how long your organisation has been in existence and will be impressed if your company is an older, venerable institution.
It is recommended that you inquire about the English-language proficiency of the Swiss businessmen you will be encountering. If French, German, or Italian is what your Swiss contacts speak and understand the best, you will want to be prepared.
If you use an interpreter, speak slowly and clearly. Avoid using idioms and frequently confirm that what you have said has been understood.
Generally, the Swiss take a very long time to establish personal relationships. In this self-contained, even closed society, there is a sharp divide between business and pleasure and a strong urge to protect one's privacy. However, despite this initial reserve, if you are willing to put in the time and effort, the long term rapport and bond you establish with them may prove to be very beneficial to your interests.
You do not have to have a magnetic personality to win favour with the Swiss; it is usually sufficient to be a responsible, sound, honest businessperson. Maintaining control over your emotions and leading an orderly, disciplined personal life are also esteemed qualities. Modesty and understatement are important virtues and clarity is equated with sincerity.
Few women hold high-level positions in Swiss business and they must work much harder than their male colleagues to achieve a comparable degree of success. Female business travellers will, however, be accepted in their own right but they must remain highly professional at all times, both in their behaviour and dress.
German Swiss tend to get straight down to business. The French and Italian Swiss, however, will expect some preliminary 'small talk' and may even offer you a drink.
In any case, business is regarded with the utmost seriousness and humour has no place in negotiations. Cracking jokes or urging others to 'lighten up' during a meeting will probably be received with hostility.
In this deeply conservative and highly regulated business environment, there is a significant reluctance to take risks. The Swiss will require substantial information and persuasive argument before agreeing to a new plan or procedure. Stolid, even smug, they may appear undynamic. Certainly there is no scope for flexibility and improvisation but the Swiss are not wholly averse to new ideas especially where they can be allied to their traditional reputation for extreme efficiency. Swiss innovation is not spontaneous, however; it requires meticulous planning and therefore takes time.
Submit a Comment on this Article
