Supplementary Question

Many times when we do business with foreign clients, conversation may stall after a short time.  This may be because of the difficulties in language or cultural issues.  To help the dialog along, use a supplementary question.  A supplementary question is asking a question in return after answering a question.

Look at the visual below:

Example

(A)  How was your flight?
(B)  It was quite comfortable in business class.  Do you like to fly?
(A)  No, not really.  I don't mind the short trips, but anything over five hours causes my legs to hurt.  How about you?
(B)  My legs get cramped sometimes, but I try to stretch every two hours. 
(A)  That's a good idea.  How do you stretch on the plane?
(B)  If I am sitting, then I raise my knees about six inches off the floor.  And when I stand, I do a few leg stretches.  It really helps.
(A)  I will have to try that next time.  Are you hungry?
(B)  A little bit.  Maybe we can stop by a convenience store before we leave the airport.  And you, are you feeling hungry?
(A)  Actually no, but I am a bit thirsty.  Do you like American food?

As you can see, the supplementary questions are highlighted in bold.  These questions help the conversation continue.

Small Talk

Many cultures around the world engage in small talk before getting down to business.  The number one topic is the weather.  Other topics may include, sports, current events, travel, technology and the company each person is working for.  While there are a wide range of things to talk about, you should steer clear of political or religious topics.  Also, try to remain neutral when talking about personal preferences.  For example, "My sports team is the best."  These topics can result in negative feelings or even worse, an argument.

The basis for small talk is primarily to break the ice.  Exchange of pleasantries to warm up to the business at hand.  So avoid any topics that could result in a cold exchange that could affect your business. 

Another point worth mentioning is that some cultures openly talk about personal things.  They may ask you your age, if you are married or if you have any children.  Generally, these questions are not meant to be rude, but just normal to them.  If you feel that you don't want to answer them, just smile and say that you feel that it is personal and would not like to answer.  Don't take offense.  It is not an interrogation, rather a cultural issue.

When doing business with others, try to keep an open mind and remember the phrase, "When in Rome..."