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QB042016

queenschamber.org THIS IS QUEENSBOROUGH Doing Business in Canada: Bridging the Cultural Divide 4 When Partnering With our Neighbor to the North Canada, one of our closest allies, has its ethnic roots predominantly from Great Brittan and France. To no surprise, English and French are their constitutionally recognized languages (many speak Italian, a vestige of migration after WWII). Their government is a constitutional monarchy with a parliamentary system of governance. Canadians tend to value regional allegiance over national unity, as demonstrated by Quebec’s history of seeking to secede from the central government. Canadians have a reputation for their personal warmth and their free pioneering spirit. Yet businesspeople are reluctant and shy away from discussing their personal lives with colleagues. The hub of their commerce is conducted in Ontario where business people tend to be conservative in their dress and conduct. Canada encompasses a huge territory spanning the United States to the South, the Arctic to the North, the Atlantic Ocean to the East and the Pacific Ocean to the West. To no surprise they boast a wide array of attractions, including not only Niagara Falls but also some of the greatest parklands such as Banff National Park, the Bay of Fundy, Newfoundland’s Gros Morne National Park and Vancouver’s Stanley Park. Tourist attractions abound such as Toronto’s CN Tower, Old Montreal, Ottawa’s Parliament Hill, Whistler for skiing and St. John’s Signal Hill. Its population is a modest 35 million citizens, which belies the huge land mass they occupy. Canadian management style and dress tends to be less formal, with managers preferring to be seen more as part of the team. While the person with the highest management title makes the business decisions, input from the “team” is encouraged. A suit and tie is appropriate in business meetings. Consider the following tips on more effectively negotiating with our Canadian business partners: Introductions and Greetings: ■ Greetings start with a warm and sincere smile, a strong handshake and direct eye contact. ■ French Canadians, borrowing a custom from their cousins across the seas, will often include a kiss on both cheeks. ■ Exchange business cards (you may want to consider a two sided card (French/English) with the French side up. Always examine cards given to you with great interest. ■ Be punctual and stick to the agenda of the meeting; well organized presentations are encouraged. ■ Meetings and communications are initially conducted formally but rapidly shift to informality. Surnames are used initially; however, one rapidly shifts to a first name basis. ■ While the direct approach to communication is encouraged, it is essential to avoid being perceived as overly aggressive, pushy or confrontational. ■ It is advantageous to learn at least a few French phrases if doing business in Montreal and other venues in Quebec. Getting Down to Business: ■ When the meeting commences spend only a few minutes on small talk, and during the meeting avoid talk about personal life. ■ Be prepared to get down to business; meetings are used to review proposals, brainstorm and make decisions. ■ Be direct and get to the point; however, Canadians will be reserved with respect to their feelings; be sensitive. ■ Business is conducted in a non-confrontational setting, but tactfully expressing your feelings and being forthright is valued. ■ Never over promise; Canadians are suspicious of the hard sell approach. ■ Claims must be substantiated by facts. ■ Learn some French if doing business in Quebec. ■ Never interrupt a speaker; it is considered rude. By being mindful of the cultural norms of Canada and not mistakenly believing everything is the same as in the United States, one can prosper in this very inviting business environment. Future articles will focus on how to effectively negotiate around the world. Next month we will explore “Doing Business in Greece.” Future articles will focus on Israel, Poland, Vietnam, Italy and other critical international business partners. Joshua E. Bienstock is the Director of the Dispute Resolution Institute of New York (“DRINY”), a not for profit educational institute dedicated to promoting conflict resolution at the workplace. He also serves as an Assistant Professor of Business Law at New York Institute of Technology’s School of Management. He has also served as a guest Lecturer at Cornell and CUNY as well as several Chinese Universities on the subject of Negotiations and Conflict Resolution. Contact Information: Joshua E. Bienstock, Esq 917-854-6403 [email protected] By Joshua Bienstock ADVOCACY CORNER FERRY SERVICE COMING TO QUEENS IN A BIG WAY Due to the work of Mayor Bill De Blasio and the New York City Council, Citywide Ferry Service will begin in 2017 and be fully operational in 2018. Last month, the Mayor announced that the Citywide Ferry Service is on track to launch next year, with the selection of Hornblower, Inc. as its operator. The first citywide ferry system in more than a century will be priced at the cost of a single subway ride and operate from 21 landings across the city. When fully operational in 2018, Citywide Ferry Service will conduct an estimated 4.6 million trips per year across six routes, providing new transportation to communities where housing and jobs are growing fast. The new service will fully integrate the East River Ferry, resulting in lower fares for its 4,000 daily riders. The routes for Queens County include stops in Rockaway, Hunters Point South, Long Island City and Astoria, traveling to Roosevelt Island, Brooklyn and Manhattan. Borough President Melinda Katz stated, “With the ferry, not only will retail come but housing, because people now can live there and work in Manhattan. Right now if you live in the Rockaways and you work in Manhattan you’re spending an hour and a half commuting every day.” Councilmember Donovan Richards said, “This is a very good day, this is about transit equity, it’s about ensuring the outer boroughs have access to transportation.” Councilmember Costas Constantinides stated about the Ferry Service, “We are at a turning point for Astoria. This ferry system will provide vital transportation options to an often underserved neighborhood. It will make Western Astoria more interconnected with Manhattan, Brooklyn, and other parts of Queens. It will also be a sustainable and inclusive way to use our city’s greatest resource--our waterfront. Astorians that live near the ferry dock--in Astoria Houses, Old Astoria, and Goodwill--are so close to Manhattan yet it takes a 30 minute bus ride to an overcrowded train to get there. Ferry service will change that paradigm. Now is the time to embrace an additional form of transportation.” The Boats: ■ Each boat will be able to carry at least 149 passengers. ■ All boats will be equipped with WiFi. ■ Boats will be fully accessible to New Yorkers with disabilities and will comply with the requirements of both the Americans with Disabilities Act and New York City Local Law 68 of 2005. ■ New boats will be equipped with the most modern engine design available to reduce emissions and noise, as well as an efficient hull design that will limit wakes and maximize fuel economy. The new Ferry Service provides Queens County and the rest of New York City with another means of travel and is a big boost for residents and the business community. Kudos to all involved in bringing this to fruition. Vincent L. Petraro is a zoning and land use attorney and serves as the Chair of the Queens Chamber of Commerce Legislative Advocacy Committee By Vincent L. Petraro


QB042016
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