Business Etiquette
Networking and relationship building are essential if you wish to be successful in business in South Africa. South Africans like to establish a certain level of trust before they commit to business contracts and negotiations. Initial meetings should be more about getting to know one another on a personal level before business is discussed.
In South Africa business organisations are encouraged to adopt an egalitarian style for a more democratic business culture, helping to build on policies for equality. Although senior figures and status are well respected in the workplace.
It is important to remember that although a great deal of progress has been made in South Africa following the removal of apartheid in terms of equal opportunities there is still a way to go. Women still have yet to achieve the same status and success of that of their male counterparts and can thus be treated with less respect and integrity in business situations.
In terms of communication style this can differ significantly depending on a person’s cultural heritage. There can be a lot of differences between the way a black South African communicates to that of a white South African (and further differences between different cultural backgrounds). You should not generalise when dealing with South Africans in business.
South Africans prefer face to face meetings when doing business for more personal and informal interaction. They also like doing business with people they have met previously so if you’re approaching someone for the first time it’s advisable to name or be introduced by a third party they have done business with before. It’s important to outline your position, company, qualifications and nature of business so that they are fully aware of who you are and your intentions before business is raised. Titles are not generally used in business situations, first names should suffice. Avoid using the term “miss” when addressing a woman as this may cause offense. Treat elder people with a high level of respect – regardless of rank or status – in line with South African culture. South Africans will be less open to trust you if you ignore this cultural tradition.
When scheduling meetings ensure that you book as far in advance as possible. Avoid booking meetings between mid-December and mid-January or during the week of Easter as this is vacation period for South Africans. Business meetings are usually conducted over lunch or dinner. Upon meeting a firm handshake is the norm followed by an exchange of business cards. If offered a drink it is polite to accept. Don’t take a tough approach to negotiation in business dealings. South Africans favour a win-win outcome for both parties so hard selling or trying to drive costs down will be highly frowned upon.
