          
                            BUSINESS TRAVEL ABROAD
          
          
          Business travel abroad can locate and cultivate new 
          customers and improve relationships and communication with 
          current foreign representatives and associates. As in 
          domestic business, there is nothing like a face-to-face 
          meeting with a client or customer.
          
          The following suggestions can help U.S. companies prepare 
          for a trip. By keeping in mind that even little things 
          (such as forgetting to check foreign holiday schedules or 
          neglecting to arrange for translator services) can cost 
          time, opportunity, and money, a firm can get maximum value 
          from its time spent abroad.
          
          PLANNING THE ITINERARY
          
          A well-planned itinerary enables a traveler to make the 
          best possible use of time abroad. Although travel time is 
          expensive, care must be taken not to overload the schedule. 
          Two or three definite appointments, confirmed well in 
          advance and spaced comfortably throughout one day, are more 
          productive and enjoyable than a crowded agenda that forces 
          the business person to rush from one meeting to the next 
          before business is really concluded. If possible, an extra 
          rest day to deal with jet lag should be planned before 
          scheduled business appointments. The following travel tips 
          should be kept in mind:
          
          *    The travel plans should reflect what the company hopes 
               to accomplish. The traveler should give some thought 
               to the trip's goals and their relative priorities.
          
          *    The traveler should accomplish as much as possible 
               before the trip begins by obtaining names of possible 
               contacts, arranging appointments, checking 
               transportation schedules, and so on. The most 
               important meetings should be confirmed before the 
               traveler leaves the United States.
          
          *    As a general rule, the business person should keep the 
               schedule flexible enough to allow for both unexpected 
               problems (such as transportation delays) and 
               unexpected opportunities. For instance, accepting an 
               unscheduled luncheon invitation from a prospective 
               client should not make it necessary to miss the next 
               scheduled meeting.
          
          *    The traveler should check the normal work days and 
               business hours in the countries to be visited. In many 
               Middle Eastern regions, for instance, the work week 
               typically runs from Saturday to Thursday.  In many 
               countries, lunch hours of two to four hours are 
               customary.
          
          *    Along the same lines, take foreign holidays into 
               account. The U.S.  Department of Commerce's Business 
               America magazine annually publishes a list of holidays 
               observed in countries around the world. Information 
               from this useful schedule, entitled "World Commercial 
               Holidays," can be obtained by contacting the local 
               Commerce district office. The potential U.S. traveler 
               should also contact the district office to learn what 
               travel advisories the U.S. Department of State has 
               issued for countries to be visited.  Each district 
               office maintains a file of current travel advisory 
               cables, which alert travelers to potentially dangerous 
               in-country situations. The Department of State also 
               has a telephone number for recorded travel advisories: 
               202-647-5225.
          
          *    The U.S. business person should be aware that travel 
               from one country to another may be restricted. For 
               example, a passport containing an Israeli visa may 
               disallow the traveler from entering certain countries 
               in the Middle East.
          
          OTHER PREPARATIONS
          
          Travel agents can frequently arrange for transportation and 
          hotel reservations quickly and efficiently. They can also 
          help plan the itinerary, obtain the best travel rates, 
          explain which countries require visas, advise on hotel 
          rates and locations, and provide other valuable services. 
          Since travel agents' fees are paid by the hotels, airlines, 
          and other carriers, this assistance and expertise may cost 
          nothing.
          
          The U.S. traveler should obtain the necessary travel 
          documents two to three months before departure, especially 
          if visas are needed. A travel agent can help make the 
          arrangements. A valid U.S. passport is required for all 
          travel outside the United States and Canada. If traveling 
          on an old passport, the U.S. citizen should make sure that 
          it remains valid for the entire duration of the trip.
          
          Passports may be obtained through certain local post 
          offices and U.S.  district courts. Application may be made 
          in person or, in some cases, by mail. A separate passport 
          is needed for each family member who will be traveling. The 
          applicant must provide (1) proof of citizenship, (2) proof 
          of identity, (3) two identical passport photos, (4) a 
          completed application form, and (5) the appropriate fees. 
          The cost is $35 per passport ($20 for travelers under 18) 
          plus a $7 execution fee for first-time passports or 
          travelers applying in person. The usual processing time for 
          a passport (including time in the mail) is three weeks, but 
          travelers should apply as early as possible, particularly 
          if time is needed to obtain visas, international drivers 
          licenses, or other documents. Additional information is 
          available from the nearest local passport office or by 
          calling the Office of Passport Services in Washington, D.C. 
          (202-647-0518).
          
          Visas, which are required by many countries, cannot be 
          obtained through the Office of Passport Services. They are 
          provided for a small fee by the foreign country's embassy 
          or consulate in the United States. To obtain a visa, the 
          traveler must have a current U.S. passport. In addition, 
          many countries require a recent photo. The traveler should 
          allow several weeks to obtain visas, especially if 
          traveling to Eastern Europe or developing nations 
          (embassies and consulates in the United States are listed 
          in appendix IV). Some countries that do not require visas 
          for tourist travel do require them for business travel. 
          Visa requirements may change from time to time.
          
          Requirements for vaccinations differ from country to 
          country. A travel agent or airline can advise the traveler 
          on various requirements. In some cases, vaccinations 
          against typhus, typhoid, and other diseases are advisable 
          even though they are not required.
          
          BUSINESS PREPARATIONS FOR INTERNATIONAL TRAVEL
          
          Before leaving the United States, the traveler should 
          prepare to deal with language differences by learning 
          whether individuals to be met are comfortable speaking 
          English. If not, plans should be made for an interpreter. 
          Business language is generally more technical than the 
          conversational speech with which many travelers are 
          familiar; mistakes can be costly.
          
          In some countries, exchanging business cards at any first 
          meeting is considered a basic part of good business 
          manners. As a matter of courtesy, it is best to carry 
          business cards printed both in English and in the language 
          of the country being visited. Some international airlines 
          arrange this service.
          
          The following travel checklist covers a number of 
          considerations that apply equally to business travelers and 
          vacationers. A travel agent or various travel publications 
          can help take these considerations into account:
          
          *    Seasonal weather conditions in the countries being 
               visited.
          
          *    Health care (e.g., what to eat abroad, special medical 
               problems, and prescription drugs).
          
          *    Electrical current (a transformer or plug adapter may 
               be needed to use electrical appliances).
          
          *    Money (e.g., exchanging currency and using credit 
               cards and travelers' checks).
          
          *    Transportation and communication abroad.
          
          *    Cultural differences.
          
          *    Tipping (who is tipped and how much is appropriate).
          
          *    U.S. Customs regulations on what can be brought home.
          
          ASSISTANCE FROM U.S. EMBASSIES AND CONSULATES
          
          Economic and commercial officers in U.S. embassies and 
          consulates abroad can provide assistance to U.S. exporters, 
          both through in-depth briefings and by arranging 
          introductions to appropriate firms, individuals, or foreign 
          government officials. Because of the value and low cost of 
          these services, it is recommended that the exporter visit 
          the U.S. embassy soon after arriving in a foreign country.
          
          When planning a trip, business travelers can discuss their 
          needs and the services available at particular embassies 
          with the staff of the local Commerce district office. It is 
          also advisable to write directly to the U.S. embassy or 
          consulate in the countries to be visited at least two weeks 
          before leaving the United States and to address any 
          communication to the commercial section. The U.S. business 
          traveler should identify his or her business affiliation 
          and complete address and indicate the objective of the trip 
          and the type of assistance required from the post.  Also, a 
          description of the firm and the extent of its international 
          experience would be helpful to the post. Addresses of U.S. 
          embassies and consulates are provided in Key Officers of 
          Foreign Service Posts, a publication available from the 
          Superintendent of Documents, U.S.  Government Printing 
          Office, Washington, DC 20402-9371; telephone 202-783-3238. 
          The cost for this publication is $5 for one year, and it is 
          issued three times per year.
          
          A program of special value to U.S. business travelers is 
          the Department of Commerce's Gold Key Service, which is 
          custom tailored to U.S. firms visiting overseas markets. 
          This service combines several forms of Commerce assistance, 
          including agent and distributor location, one-on-one 
          business counseling, prescheduled appointments with key 
          contacts, and U.S. embassy assistance with interpreters and 
          translators, clerical support, office services, and so on. 
          The service is not available in all markets and may be 
          known under a different name in some countries (e.g., 
          RepFind in Mexico). Further information and assistance are 
          available from any Commerce district office.
          
          CARNETS
          
          Foreign customs regulations vary widely from place to 
          place, and the traveler is wise to learn in advance the 
          regulations that apply to each country to be visited. If 
          allowances for cigarettes, liquor, currency, and certain 
          other items are not taken into account, they can be 
          impounded at national borders. Business travelers who plan 
          to carry product samples with them should be alert to 
          import duties they may be required to pay. In some 
          countries, duties and extensive customs procedures on 
          sample products may be avoided by obtaining an ATA 
          (Admission Temporoire) Carnet.
          
          The ATA Carnet is a standardized international customs 
          document used to obtain duty-free temporary admission of 
          certain goods into the countries that are signatories to 
          the ATA Convention. Under the ATA Convention, commercial 
          and professional travelers may take commercial samples; 
          tools of the trade; advertising material; and 
          cinematographic, audiovisual, medical, scientific, or other 
          professional equipment into member countries temporarily 
          without paying customs duties and taxes or posting a bond 
          at the border of each country to be visited.
          
          The following countries currently participate in the ATA 
          Carnet system:  Australia, Austria, Belgium, Bulgaria, 
          Canada (certain professional equipment is not accepted), 
          Cyprus, Czechoslovakia, Denmark, Finland, France, 
          Gibraltar, Greece, Hong Kong, Hungary, Iceland, India 
          (commercial samples only), Iran, Ireland, Israel, Italy, 
          Ivory Coast, Japan, Luxembourg, Mauritius, Netherlands, New 
          Zealand, Norway, Poland, Portugal, Romania, Senegal, 
          Singapore, Sri Lanka (certain professional equipment not 
          accepted), South Africa, South Korea, Spain, Sweden, 
          Switzerland, Turkey, United Kingdom, United States, 
          Germany, and Yugoslavia.
          
          Since other countries are continuously added to the ATA 
          Carnet system, the traveler should contact the U.S. Council 
          for International Business if the country to be visited is 
          not included in this list. Applications for carnets should 
          be made to the same organization. A fee is charged, 
          depending on the value of the goods to be covered. A bond, 
          letter of credit, or bank guaranty of 40 percent of the 
          value of the goods is also required to cover duties and 
          taxes that would be due if goods imported into a foreign 
          country by carnet were not reexported and the duties were 
          not paid by the carnet holder. The carnets generally are 
          valid for 12 months. Contact U.S. Council for International 
          Business, 1212 Avenue of the Americas, New York, NY 10036; 
          telephone 212-354-4480. Council offices are also located in 
          Boston; Timonium, Md.; Miami; Schaumburg, Ill.; Houston; 
          Los Angeles; and San Francisco. Further information on the 
          ATA Carnet system can be found in Carnet: Move Goods 
          Duty-free Through Customs, an informative free brochure 
          published by the council.
          
          CULTURAL FACTORS
          
          Business executives who hope to profit from their travel 
          should learn about the history, culture, and customs of the 
          countries to be visited.  Flexibility and cultural 
          adaptation should be the guiding principles for traveling 
          abroad on business. Business manners and methods, religious 
          customs, dietary practices, humor, and acceptable dress 
          vary widely from country to country. For example, consider 
          the following:
          
          *    Never touch the head of a Thai or pass an object over 
               it; the head is considered sacred in Thailand.
          
          *    Avoid using triangular shapes in Hong Kong, Korea, and 
               Taiwan; the triangle is considered a negative shape.
          
          *    The number 7 is considered bad luck in Kenya and good 
               luck in Czechoslovakia, and it has magical 
               connotations in Benin. The number 10 is bad luck in 
               Korea, and 4 means death in Japan.
          
          *    Red is a positive color in Denmark, but it represents 
               witchcraft and death in many African countries.
          
          *    A nod means no in Bulgaria, and shaking the head from 
               side to side means yes.
          
          *    The "okay" sign commonly used in the United States 
               (thumb and index finger forming a circle and the other 
               fingers raised) means zero in France, is a symbol for 
               money in Japan, and carries a vulgar connotation in 
               Brazil.
          
          *    The use of a palm-up hand and moving index finger 
               signals "come here" in the United States and in some 
               other countries, but it is considered vulgar in 
               others.
          
          *    In Ethiopia, repeatedly opening and closing the 
               palm-down hand means "come here."
          
          Understanding and heeding cultural variables such as these 
          is critical to success in international business travel and 
          in international business itself. Lack of familiarity with 
          the business practices, social customs, and etiquette of a 
          country can weaken a company's position in the market, 
          prevent it from accomplishing its objectives, and 
          ultimately lead to failure.
          
          Some of the cultural distinctions that U.S. firms most 
          often face include differences in business styles, 
          attitudes toward development of business relationships, 
          attitudes toward punctuality, negotiating styles, 
          gift-giving customs, greetings, significance of gestures, 
          meanings of colors and numbers, and customs regarding 
          titles.
          
          American firms must pay close attention to different styles 
          of doing business and the degree of importance placed on 
          developing business relationships. In some countries, 
          business people have a very direct style, while in others 
          they are much more subtle in style and value the personal 
          relationship more than most Americans do in business. For 
          example, in the Middle East, engaging in small talk before 
          engaging in business is standard practice.
          
          Attitudes toward punctuality vary greatly from one culture 
          to another and, if misunderstood, can cause confusion and 
          misunderstanding.  Romanians, Japanese, and Germans are 
          very punctual, whereas people in many of the Latin 
          countries have a more relaxed attitude toward time.  The 
          Japanese consider it rude to be late for a business 
          meeting, but acceptable, even fashionable, to be late for a 
          social occasion. In Guatemala, on the other hand, one might 
          arrive anytime from 10 minutes early to 45 minutes late for 
          a luncheon appointment.
          
          When cultural lines are being crossed, something as simple 
          as a greeting can be misunderstood. Traditional greetings 
          may be a handshake, a hug, a nose rub, a kiss, placing the 
          hands in praying position, or various other gestures. Lack 
          of awareness concerning the country's accepted form of 
          greeting can lead to awkward encounters.
          
          People around the world use body movements and gestures to 
          convey specific messages. Sometimes the same gestures have 
          very different meanings, however. Misunderstanding over 
          gestures is a common occurrence in cross-cultural 
          communication, and misinterpretation along these lines can 
          lead to business complications and social embarrassment.
          
          Proper use of names and titles is often a source of 
          confusion in international business relations. In many 
          countries (including the United Kingdom, France, and 
          Denmark) it is appropriate to use titles until use of first 
          names is suggested. First names are seldom used when doing 
          business in Germany. Visiting business people should use 
          the surname preceded by the title. Titles such as "Herr 
          Direktor" are sometimes used to indicate prestige, status, 
          and rank. Thais, on the other hand, address one other by 
          first names and reserve last names for very formal 
          occasions and written communications. In Belgium it is 
          important to address French-speaking business contacts as 
          "Monsieur" or "Madame," while Dutch-speaking contacts 
          should be addressed as "Mr." or "Mrs." To confuse the two 
          is a great insult.
          
          Customs concerning gift giving are extremely important to 
          understand. In some cultures gifts are expected and failure 
          to present them is considered an insult, whereas in other 
          countries offering a gift is considered offensive. Business 
          executives also need to know when to present gifts _ on the 
          initial visit or afterwards; where to present gifts _ in 
          public or private; what type of gift to present; what color 
          it should be; and how many to present.
          
          Gift giving is an important part of doing business in 
          Japan, where gifts are usually exchanged at the first 
          meeting. In sharp contrast, gifts are rarely exchanged in 
          Germany and are usually not appropriate. Gift giving is not 
          a normal custom in Belgium or the United Kingdom either, 
          although in both countries, flowers are a suitable gift 
          when invited to someone's home.
          
          Customs concerning the exchange of business cards vary, 
          too. Although this point seems of minor importance, 
          observing a country's customs for card giving is a key part 
          of business protocol. In Japan, for example, the Western 
          practice of accepting a business card and pocketing it 
          immediately is considered rude. The proper approach is to 
          carefully look at the card after accepting it, observe the 
          title and organization, acknowledge with a nod that the 
          information has been digested, and perhaps make a relevant 
          comment or ask a polite question.
          
          Negotiating _ a complex process even between parties from 
          the same nation _ is even more complicated in international 
          transactions because of the added chance of 
          misunderstandings stemming from cultural differences. It is 
          essential to understand the importance of rank in the other 
          country; to know who the decision makers are; to be 
          familiar with the business style of the foreign company; 
          and to understand the nature of agreements in the country, 
          the significance of gestures, and negotiating etiquette.
          
          It is important to acquire, through reading or training, a 
          basic knowledge of the business culture, management 
          attitudes, business methods, and consumer habits of the 
          country being visited. This does not mean that the traveler 
          must go native when conducting business abroad.  It does 
          mean that the traveler should be sensitive to the customs 
          and business procedures of the country being visited.
          
          
