Embracing the Handshake: A Key to Professional Connections
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Chapter 1 The Value of Handshakes in Business
Upon reflecting on my experiences, I have come to appreciate the insightful approach of my Swiss colleagues regarding handshakes at the beginning and end of meetings.
As I embarked on my career in Switzerland, I initially found the practice of greeting every individual in a meeting with a handshake to be somewhat antiquated. In many business environments, it’s customary to say hello and shake hands with each participant, and in some cases, women are greeted with three cheek kisses—left, right, and left again. This ritual doesn’t end there; when leaving, one must once again shake hands with everyone present. It's no wonder I learned to arrive early and depart late to avoid the rush!
Does this custom feel outdated to you? I certainly resisted it at first. The cheek kisses were particularly awkward for me, as they require a certain European finesse that I lacked. With the emergence of the #MeToo movement, I advised management to reconsider the appropriateness of cheek kisses, perhaps with some personal motives behind my stance.
In larger gatherings, I attempted a casual wave instead of individual handshakes, a move that likely didn’t sit well with my colleagues, especially as a newcomer. However, being in a foreign environment, my coworkers likely had low expectations of my acclimatization.
Why Handshakes Matter
Swiss professionals excel in international business, holding themselves to high standards by learning local languages and customs. They thrive in diverse environments, demonstrating a remarkable adaptability that I’ve observed repeatedly.
The handshake ritual may symbolize a fundamental respect for individuals, contrasting with the American tendency to prioritize self. While Americans are often seen as individualistic, the Swiss customs reflect a deeper appreciation for others. Taking the moment to shake hands conveys acknowledgment and respect, fostering an atmosphere conducive to productive discussions and making everyone feel valued.
My deep involvement in contract negotiations has further highlighted the significance of handshakes. I enjoy the intricacies of contracting and have overseen over 10 million commercial agreements. While only a small fraction required extensive negotiation, the experience has been invaluable.
During my time teaching contracting principles to law students, I pondered the historical practice of sealing agreements with a handshake. Beyond mere formalities, it embodies trust, personal commitment, and a sense of responsibility for future interactions.
Upholding the Spirit of Agreements
Observing my business peers, it became clear that handshakes carry substantial weight. When a party agrees to terms and shakes hands, the commitment transcends the legalities of the written agreement. This realization has influenced my approach to contract drafting: always request what you seek and ensure that all parties acknowledge the agreement, whether through a signature or a handshake.
For instance, I aimed to limit our liability when selling products and preferred a straightforward contract clause across all jurisdictions, despite varying enforceability. Our partners generally honored the agreement's spirit, even when legal challenges were possible, because we could assert, "We had a deal." The clarity of our agreement often outweighed legal arguments, and an unwritten honor code prevailed.
Connecting with Others
I believe there are numerous compelling reasons to uphold the significance of the handshake. The pandemic has underscored its importance on a personal level as well. How often did you instinctively extend your hand for a greeting, only to remember that social distancing made it impossible? I experienced this frequently, leading me to realize how integral handshakes are for forming emotional connections.
Making a connection can foster mutual fondness, and while words can convey sentiments from a distance, a handshake is a quick, straightforward, and effective gesture. I truly miss handshakes and eagerly await their resurgence.
With newfound appreciation, I plan to embrace the Swiss practice of greeting and bidding farewell with handshakes during meetings. Just don’t expect me to engage in cheek kissing!
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An earlier version of this article was published in the ACC Docket, the global magazine for the Association of Corporate Counsel.