Find the words and/or ex-

pressions in the text that mean: 

9 the customs governing behaviour regarded as correct in social life; 

9 to give a discourse on a particular subject to an audience; 

9 the conditions of an agreement; 

9 authentic; 

9 insulting or uncivil; 

9 daybreak; 

9 the darker part of twilight; 

9 to move up and down repeatedly; 

9 a comfortable seat with a back and arms for two or more people; 

9 to strike lightly and usually repeatedly.

the text

When in Tokyo... 

Businessman Freddie Marsh knows how to behave abroad. In Ethiopia, he 

arrives an hour late for meetings; in Egypt he holds hands with his business col-

leagues. After doing business for 24 years in more than 80 countries, Marsh has 

become an expert in foreign etiquette. Once a consultant on exports for The United 

Nations and foreign governments, he lectures all over the world on the dos and 

don'ts of business travel. 

"I teach the sort of things that businessmen should avoid in order not to give 

offense in a country," says Britisher Marsh," and what they should do to give a bet-

ter impression". While his guidelines do not guarantee the clinching of a deal, they 

certainly put the businessman one step ahead of his competitors. Here, in his 

words, is Marsh's quick round-the-world guide:

JAPAN 

Never go to Japan without an enormous wad of business cards. And make 

sure the cards are translated into Japanese, because in Japan the business or visiting 

card is studied very carefully. At a convention or meeting with a managing direc-

tor, it is no use just flipping your card across the table. You should take more care 

and present your card before the meeting. This gives your contact more time to 

study the details and to see what position you occupy in the business hierarchy. 

And then when you are introduced, you must bow. The amount of bowing you do 

is determined by your position. But whether you are a typist or a manager, the gol-

den rule is: if someone bows, you bow back. 

When it comes to negotiating, the Japanese never say no. They will find 101 

different ways to say yes, but this does not mean "Yes, we agree to your terms"; it 

means "Yes, we hear what you are saying." 

There is a strong feeling of saving face in Japan; they just do not like to up-

set people by saying no. So don't put all of your cards on the table, or you might 

find you haven't got the deal after all. 

Advertising can also confuse the Japanese. A food company had little suc-

cess promoting its spaghetti sauce with a promise that its flavor was genuinely Ital-

ian. This promise was meaningless to most Japanese people, who could not even 

find Italy on a map of the world. 

Finally, avoid doing business on the fourth of the month. In Japan the num-

ber four is very unlucky, because the word for four also means death. 

CHINA 

You may be relieved to hear that there are no lingering after-dinner speeches 

in China. Lots of little toasts are given throughout the meal, but once the meal is 

over, people leave. And be careful where you sit. The host and chief guest are al-

ways seated at the spot farthest away from the door. 

And once again, be careful with your advertising campaigns. The slogan 

“Come Alive with the Coca-Cola Generation” must have caused a few giggles, be-

cause when translated into Chinese it meant, "Coca-Cola brings your ancestors 

back to life." 

THE MIDEAST 

Body language is vital in all Arab countries. People sit much closer together 

there, because being able to feel and smell other people's breath is considered de-

sirable. No matter what your business contact ate the night before, if you back 

away you are giving the wrong signals and will appear unfriendly. And never ar-

rive at your business meeting on time. This is very rude. And once seated, never 

show the soles of your feet. This is regarded as unclean, and you will offend your 

host. 

Doing business during the festival of Ramadan, when everyone fasts from 

dawn to dusk, can also cause problems: most people are not in the mood for nego-

tiating on an empty stomach. 

I once went into an office in Egypt and saw a man's head bobbing up and

down behind a settee. I went up and tapped him on the shoulder and asked whether 

he was okay, but this did not go down very well because he was in the middle of 

saying his prayers. So remember: in the Middle East, business hours are very dif-

ferent. Sometimes you will be expected to take the hand of your business associate. 

If this happens, either adhere to the custom or politely explain that in your country 

men never hold hands, so you would like to please be excused. 

AFRICA 

Entertaining in Africa can be very frustrating at first. If you invite people for 

dinner at 8 p.m., they may arrive at 9 or even 9:30. The same goes for business. No 

one ever arrives at a meeting on time. But how late you arrive depends on your sta-

tus, so check this first before you roll up two hours late. 

In Malaysia if you are a man, your hair should be short: if you are a woman, 

avoid wearing trousers. But there is nothing wrong with turning up for meetings in 

a magnificent native robe.