Jobs are being cut and budgets slashed – it’s a humblingeconomy. The upside of the situation is that consolidatedpositions can actually be promotions. So what’s to determinewho gets cut and who takes over the department when itcomes down to you and the identically–qualified blue suitnext to you?
The answer lies in the soft skills of business. Accordingto research done by Harvard University, the CarnegieFoundation and the Stanford Research Institute, technicalskills and knowledge represent less than 15 percent of one’svalue in obtaining a job, keeping a job or advancing in a job.More than 85 percent of job success is based on personalconduct and the ability to put others at ease.
Diane Gottsman, owner of the Protocol School of Texas, a nationallyrecognizedcorporate etiquette training program, speaks regularly on thistopic. We sat down with her for a Q&A session that answers all the questions we didn’t know who toask, and even got some advice on situations we hadn’t previously considered. What we learned isthat business finesse goes beyond a firm handshake.
“A successful executive,” says Gottsman, “has the ability to create a genuine environment of trustand respect that will prove more valuable than one quick sale with no return.”
NSIDE: Does it matter if a man or woman initiatesa handshake?
DIANE GOTTSMAN: Absolutely not. The personextending their hand first has the advantage.
NSIDE: Is it appropriate to send a ‘thank you’ viae–mail after a business meeting?
DG: A handwritten note is always the mostgracious option, even for men.
NSIDE: What is the maximum time frame that isconsidered appropriate to return business phonecalls and e–mails?
DG: 24 hours. Sooner than 24 hours is even better.
NSIDE: Is it appropriate to leave a cell phone on(or on the table) when at a business dinner?
DG: Never. The person who you are dining withshould always receive your full attention.
NSIDE: If invited to an event in which you are onlyfamiliar with the host, is it acceptable to bring acompanion?
DG: No. Unless the invitation clearly statesotherwise, you should abide by the invitation’sexact wording. For example, “Ms. Dana Long” vs.“Ms. Dana Long and Guest”
NSIDE: At a business lunch, who is expected topay the bill? Who tips?
DG: The person who extended the invitationshould pay and tip.
NSIDE: You are a junior executive at a socialgathering and meet a CEO of a lucrativecorporation. After a brief chat, is it appropriate toask him or her for a business card?
DG: No.
NSIDE: Your work environment’s dress is casualbut you have a meeting at your company’s bank.What should you wear?
DG: Wear your best suit and be prepared for anysituation. It is better to overdress than under–dress.
NSIDE: A client has been waiting for you forapproximately five minutes but you still need a littletime to finish up. How do you handle the situation?
DG: Personally greet your client and apologize forthe delay. Offer a beverage and assure him or herthat you will be available very soon. Close yourcurrent meeting within minutes and schedule afollow–up if necessary.
NSIDE: Should a female interviewee stand up for amale interviewer?
DG: Yes, always.
