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Smiling Utiliity Workers Shaking Hands

Do you consummate a deal with a handshake? In the Western world, we use a handshake when we initially meet someone or greet a friend. We also shake hands when offering congratulations or expressing gratitude.

A handshake conveys trust, respect, balance and equality. All these traits are essential elements of a successful business relationship.
It sounds simple until we examine local customs, gender and cultural differences. Then it becomes more challenging.

It’s Complicated. Ten Sticky Situations

  1. Who offers their hand first and how long should a handshake last?
  2. Are strong, physical handshakes proper?
  3. Is breaking from the handshake first, a sign of weakness?
  4. What is proper if the individual is a Southern “lady,” or over the age of 80?
  5. What do you do if they do not have a right hand?
  6. Where do you put the left hand while shaking with the right hand? In South Korea and other Asian countries, keeping the left hand in the pocket while shaking with the right hand is an insult and is disrespectful. That’s enough to blow a business deal. America has a “casual culture” and some Americans think our way is the right way to do business.
  7. If they do not offer their hand when I extend my hand, what does it mean?
  8. What if they say, “I don’t shake hands? Hands spread disease.”
  9. When, does a knuckle bump replace a handshake?
  10. Where should my eyes focus while I shake hands?

We do not live in a Bubble
In raising these questions about handshakes, I hope to encourage everyone to consider learning how business is conducted in other countries. How do those unlike “us” conduct business? It is naive to think that the entire world uses the same method of greeting a colleague or  when consummating a business deal.

Three Tips to Better Business Behavior

  • Follow their lead. If they extend their hand first, do what they do.
  • Ask someone you know and trust who is from that country for tips and hints about what is proper. This is your best source for knowing the right thing to do at the right time.
  • Read a book on doing business in other countries. One that I often hear international business professionals recommend is Kiss, Bow or Shake Hands by Terri Morrison and Wayne A. Conaway, published by Adams Media. This book attempts to cover business etiquette in 60-countries. However, it’s nearly impossible to be 100% accurate on this subject. I recommend that you consult a second source that specializes in the country you plan to conduct business in.

A “handshake mistake” may cost you a new customer, damage a critical negotiation or close doors to new markets. We cannot plead cultural ignorance any longer. Cultural Etiquette matters.