Body language – a minefield for international business people

Abstract

Purpose – The purpose of this paper is to emphasise the need for business people to understand the different body language used by other cultures and the importance of this in the international business environment. Design/methodology/approach – Overview of body language used in particular cultures covering gestures, eye contact, posture, use of space and greetings with examples. Findings – The correct reading of the body language of other cultures is a vital, but often neglected, part of business training. Research limitations/implications – A paper of this length can only highlight key areas of misunderstanding with examples. Practical implications – The understanding of different cultures’ body language can be acquired by “people watching” but is best attained by specific training before assignment abroad using simulation and role playing and, where possible, involving nationals of the cultures concerned. Social implications – Also socially important for all who live and work internationally and those who host business visitors from abroad. Originality/value – Provides analysis of examples from different cultures and emphasises the importance of avoiding misunderstandings when doing business, negotiating and building personal relationships.