By David James

Part 2 of 3

When it comes to specific countries, here is a general formality ranking for the countries discussed in this book:

Let assessment of the Formality Factor be your first communications guideline.

Arrange An Introduction. Unless you are a famous person, or represent a well known company that almost anyone would love to do business with, it will help immensely if you are first introduced to the person with whom you intend to communicate. Introductions are especially important if a high Formality Factor is involved. To give a clear example, it is especially important if you want to communicate with an older, senior executive at a large Japanese organization.

An introduction need not be a big deal. Government trade, banks, accounting firms, law firms and consultants often provide this service at little or no cost. An introduction also need not be made by someone known individually by the person to whom you are introduced, although that is the best circumstance. It is enough that there is a relationship between the introducer and the person to whom you are introduced, or between their organizations. Even if there is no relationship between the introducer and the person or organization to whom you are introduced, it is sometimes enough if the introducer is a person of high status, such as an official of your own government or an executive of a well known corporation.

The introduction can be for purposes of arranging a personal meeting or for commencing a written correspondence.

If the Formality Factor for your initial communication is low, you might choose to forgo an introduction and try to communicate directly from the start. The risks are that you might fail and might also spoil chances of arranging an introduction later. But these risks will be reduced if you follow the guidelines I've listed.

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