Improving your presentation skills for foreign audiences

For many lawyers, giving engaging and informative presentations is often a difficult challenge even when the audience is made up of friends and colleagues. When presenting to a foreign audience, lawyers who do not give thought to vocabulary, body language, and the cultural differences of their audience, expose themselves to a cross-cultural catastrophe.

Such problems stem from lawyers using far too much jargon, technical language, idioms and acronyms when making speeches abroad.

It is important to be aware of the level of English you use and the need to adapt it accordingly. Whatever the audience’s level of English, it may not be as good as yours. This is important to remember when presenting technical legal topics.

Jargon, academic names and acronyms may all sound impressive but may be lost on your audience. While you need to be careful of your language, be wary too of patronising or talking down to people.

Body talk
Use body language to express meaning. Where words may not make sense, meaning can often be inferred by facial expressions, hand movements (see Italy, below), gestures and eye contact. Paying attention to a speech in a foreign language can be difficult enough – if you deliver a stiff, monotone presentation, with no physical element, you run the risk of your audience switching off.

Your audience also needs time to process what you have said. Whether your audience is from Paris, Peru or even Preston, pauses are always important.

Pauses are more crucial than ever when listeners have to translate in their own minds the information you have presented. A big mistake lawyers often make is speaking very slowly to make themselves understood. At best this will bore your audience – at worst, it will appear patronising and will offend. Speak at your normal speed, but with frequent pauses.

You should also check constantly that your audience is following you and that you haven’t lost them. Encourage feedback or ask questions to check comprehension, and after each subject give a summary of your main points to reinforce meaning.

Do not attempt to get too much across. Consider the length of your presentation and remember it is harder to pay attention in a foreign language.

There follows a quick cut-out-and-keep guide of things to bear in mind when addressing people from certain key jurisdictions.

France
The French have long grumbled at the fact that the world’s business language is English. This attitude was exemplified in 2006 by the then French president Jacques Chirac who famously stormed out of an EU summit when a fellow Frenchman chose to deliver his address in English. So it often goes down well to say a few things in the language. This is true of all countries but particularly so of France, where the protection of their language has been fought over at the EU, UN and the Olympics. No one expects you to master the language, but introducing yourself and giving thanks in the mother tongue will go a long way to endearing you to the French.

Germany
When presenting to German audiences, make sure you introduce yourself with assurances that you are qualified in your subject. Be sure to include more facts and figures than you might otherwise do to back up your statements.

Spain
Use titles such as Mr, Mrs or Miss followed by the surname, especially with older members of your audience, and particularly in the south of Spain. Also be careful to use the correct surname, as Spaniards have two: their father’s first surname and their mother’s first surname. Normally the father’s surname carries through the generations on both sides and is the first surname used. Sometimes the father’s surname is used on its own.

Italy
The Italians like to talk, use lots of hand movements and gestures and express their opinions. If your audience isn’t contributing, this isn’t a sign of politeness – they’re bored. Formal presentations feature much more in UK business than in Italy, so aim for more interactive presentations or you will come across as old-fashioned and academic.

Russia
English levels vary across the country, from near-fluency among the young urbanites of Moscow to no foreign language skills at all in more remote areas. Check if an interpreter is needed before you travel.

United Arab Emirates
You may find yourself being asked highly personal questions very early in your presentation. You may be asked about your personal wealth, your marital status, children, and even your religious beliefs. Have stock answers prepared if you feel uncomfortable answering such questions. If possible, refrain from stating you are an atheist as this is something they will find hard to understand – this is a society in which the existence of a god is simply a given. Also maintain strong eye contact. Sincerity and honour are judged based on a person’s ability to look you in the eye.

India
English is spoken throughout India and business people without an excellent command of English are rare. Indians are also fond of small talk to establish relationships. You may be asked about your family, your background or your city. This is considered highly polite in India and serves as a way to open up dialogue. Take part in this and don’t move on to business topics too quickly.

China
Don’t expect much interaction from many east Asian nationalities. Many business people feel it is the speaker’s role to speak and for them to listen. Many also find strong eye contact uncomfortable.

Japan
The Japanese often have very minimal body language, sitting in upright, formal postures, showing little emotion or reaction. This is not a sign of boredom or lack of interest, merely a cultural characteristic.

And finally...

For foreign speakers presenting to a British audience, it is better to be self-deprecating than self-promoting. Those who are overtly positive about their achievements, abilities and success may be ignored, disbelieved or even disliked. Modesty and understated confidence in your ability and achievements, supported by examples, will have a much more powerful effect.

Jack Downton is a former colonel in the Royal Marines and managing director of The Influence Business