Discussions of business entertainment most often includes the controversial issues. Rarely is the topic expounded without offending anyone.

Entertainment practices in a country vary with local customs and culture.

There is no free entertainment in exporting. The exporter entertains the buyer to build a successful business relationship, that is, to receive an export order from the buyer. The entertainment ceases when the business relationship terminates.

Providing too much entertainment often gives the buyer a false impression that the seller earns a lot of money. Lavish entertainment does not guarantee that a successful deal is forthcoming.

Eat, Drink, Smoke, and 'Sex'

Individual tastes for food differ. Foods that are a delicacy in one country can be despicable in other countries, for example chicken feet, frog legs, live octopus, and raw fish. Pork is prohibited in the Islamic culture. Hindus do not eat beef.

In certain countries, proposing a toast is a token of friendship and respect, while refusing a toast is an insult. Sometimes a stranger from another table in a banquet may approach the foreign visitor and propose a kampei (bottoms up), usually involving an alcoholic drink. In order to get off gracefully and to safe face, the visitor or the host on behalf of the visitor, must reciprocate with at least a sip of a drink to acknowledge the stranger's good intention. To reciprocate an 'alcoholic' toast with a non-alcoholic beverage (e.g. tea, fruit juice or a soft drink) is acceptable, but the stranger may still consider that as a lack of respect.

It is false that all foreign buyers are good 'drinkers'. In fact, some buyers do not drink liquor at all. The strict Arabs do not drink liquor. Liquor being common in a buyer's country does not mean that the buyer can drink. The buyer may drink but moderately, not by kampei.

Exporters and importers on a foreign trip must not underestimate the potency of local wine in the host country. The head slumped on the dining table and slouching on the chair after drinking local wine is quite embarrassing. It is difficult to keep the lips tight under the influence of alcohol. Offensive words and personal and business secrets can uncontrollably slip out of the mouth when a person is drunk.

In many countries, it is false that without drinking and smoking there is no business. Some buyers do not smoke out of health consciousness. Smoking in front of buyers may irritate them. Ask for permission to smoke before lighting up a cigarette or a cigar. It is disrespectful to force the buyer to smoke. Exporters from conservative cultures should not be surprised to see that some female buyers smoke. In many countries both genders may smoke.

Most entertainment in exporting is given in a restaurant and night club (or pub). The choice of food more often is left to the exporter as a host. It is advantageous to let the buyer select the food and drink. Never force the buyer to take any foods and drinks that he/she dislikes. Never compel vegetarian buyers to eat meat. It may be insulting to serve meat to a buyer who firmly believes in reincarnation.

'Sex' is not part of the export business. The highly competitive business has driven some exporters to use unorthodox strategies to win orders. Some exporters provide hired companions to potentially important buyers as a 'bonus'. To decline the 'bonus' is regarded as an insult to the host in certain countries. In order to save face, one remedy is to accept the 'bonus' and once the host leaves, politely let the hired companion knows that you would like to be left alone.

The buyer's practice of fidelity must be respected. It is disgraceful to coerce the buyer to take the hired companion. Never expect the buyer to reciprocate a 'bonus' with an order.

Topics in Conversation

Avoid talking about business matters during entertainment and after business hours, especially when the buyer is from the West. Entertainment is a time for relaxation. Many Asian businesspeople, particularly Chinese, like to talk about business during various occasions.

As a rule of thumb, avoid politics and religion in the conversation. These two topics are the most common cause of disagreement. Controversial subjects like social conditions, regional conflicts, sex, and race should be avoided. Family matters at times is an unpleasant topic. It may be an intrusion of privacy to ask about personal finance.

The pet and the food occasionally are sickening topics. It is regarded as uncivilized to talk about eating pets such as dog, rabbit, bird, turtle, and monkey.

Topics generally safe to converse include hobbies, travel, arts, sports, and fashion. Follow the lead of the buyer in conversation.

Lunch and Dinner Time

In many countries, lunch hour is between 11:30 a.m. and 1:00 p.m. and dinner is between 5:30 p.m. and 7:00 p.m.. In some Hispanic countries, the lunch (noon) break---siesta---starts at 11:30 a.m. or 1:00 p.m. and lasts usually for 2 hours, and some take 3 hours. Many offices and stores are closed during the siesta. In a few countries, for example Spain, dinner starts very late---between 9:00 p.m. and 10:00 p.m. or later.

Punctuality

Generally punctuality is a must for both business and social engagements. Being late---rubber time---is customary in certain Middle Eastern, Central and South American countries. Be patient and avoid showing sign of displeasure when the buyer or the host shows up 15 to 30 minutes late. Sometimes it is unavoidable to wait for an hour.

8 to 12 Course Meal versus Solo Meal

A nice way to please the host is to show appreciation of the meal by eating a lot. An elaborate banquet consisting of 8 to 12 courses in business entertainment is not uncommon in many Asian countries. Eat sparingly in the initial few dishes. The host will be pleased to see the guest still eating during later stages of the banquet.

The host giving the elaborate banquet, however, should not expect an equal reciprocation by the guest, especially when the guest is from the West. The solo meal---individualized serving---is typical in Western business entertainment.

Entertainment of visitors at private home is uncommon. It is a special privilege which usually is given to close business friends. Gifts are not expected but appreciated.

Remove shoes before entering a house, unless the host advises not to. Be prepared to sit cross-legged on the mat and eat on a knee-high dining table when invited to a Japanese or Korean home.

When invited to a home in an Islamic country, the guest should be prepared to eat with the fingers, if the host does so, using right hand only. It is impolite to inquire about the host's wife in Islamic culture. The wife probably is in the kitchen or in the company of other women in another room. If you do meet her, be warm but not over zealous. Do not shake hands unless she takes the initiative, which she likely will not if the guest is male.

When a visitor is invited to a home party or any party, knowing beforehand the kind of party the host will throw and the local customs will eliminate surprises.

Gift giving is not expected or required, but appreciated. It normally occurs among close business friends. Popular gifts include liquor, chocolate, souvenir items, and flowers. Do not unwrap the gift in front of others upon receipt, unless the person giving it requests so.

Gifts should be free from political, religious, cultural and ethical conflicts.

In the Islamic culture, liquor and pictures of women are prohibited.

In Mandarin (Chinese language), the words "death", "four" and "time" (clock) have a close resemblance in their pronunciation. The number '4' and the clock as gifts may be regarded as bad luck. The word "eight" sounds like the word "prosperity", thus the number '8' is considered lucky.

The number '13' is considered bad luck in certain cultures.

The choice of color is important in gift giving. For example in giving flowers as gift, avoid the red rose as it suggests affection. In certain cultures the color white may signify death, for example white flowers like lily and chrysanthemum are used in cemeteries. Consult local florists when giving flowers as gift, for a good deed can be a faux pas in other cultures.