Transcript CROSS-CULTURE COMMUNICATION MANAGEMENT

CROSS-CULTURE COMMUNICATION
“THE REASONABLE PERSON ADAPTS HIMSELF TO THE WORLD,
WHILE THE UNREASONABLE ONE PERSISTS IN TRYING TO ADAPT
THE WORLD TO HIMSELF”
WHAT IS A CULTURE?
• Culture is the "lens" through which you view
the world.
• It is central to what you see,
• How you make sense of what you see,
• How you express yourself.
"Culture is the arts elevated to a set of beliefs."
– Tom Wolfe
Four Fundamental Patterns of Cultural Difference
What is different?
1. Communication Styles
2. Attitudes toward conflicts
3. Decision making style
4. Approaches to knowing
What is hidden below the surface?
1. Beliefs
2. Values
3. Expectations
4. Attitudes
Cross Culture Communication
Intercultural Communication is the process of sending and
receiving messages between people whose cultural background
could lead them to interpret verbal and non-verbal signs
differently.
WHY CROSS CULTURE
COMMUNICATION IS IMPORTANT ?
Globalization: Cross border movement of people, goods and data
brings more and more cultures into contact with one another and
increases the potential of cross culture communication.
◦ Business Opportunities
◦ Job Opportunities
◦ Improves the contribution of employees in a diverse
workforce
◦ Sharing of views and ideas
◦ Talent improvisation
◦ An understanding of diverse market
Verbal Communication
1.Words
2.Voice
LANGUAGE AND CULTURE
• THE WHORF HYPOTHESIS
High Context and Low Context Cultures
High Context Culture:- Cultures that rely heavily on nonverbal and subtle situational cues in communication.
Low Context Culture:- Cultures that rely heavily on words
to convey meaning in communication.
• Welcome Topics of Conversation:
Indonesia: Family, travel/tourism, sports, praising the local
cuisine, future plans and success of the group or
organization
Germany: Sports--particularly soccer, tennis, current
events, politics, among those who imbibe, beer is often a
good topic of conversation
•Topics to Avoid:
Indonesia: Politics, corruption, criticism of Indonesian ways, commenting on
Indonesian customs that you find peculiar, religion
Saudi Arabia: Middle Eastern politics and International oil politics, Israel,
criticizing or questioning Islamic beliefs, women/ inquiries or complimentary
remarks about the female family members of your Saudi associates
South Korea: Korean politics/local politics, The Korean War, Socialism and
Communism, Japan and your contacts in Japan, your host's wife, Personal
family matters
Germany: World War II, personal questions,
TEN Pre-cautions in Cultural Communication
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10.
Slow Down
Separate Questions
Avoid Negative Questions
Take Turns
Write it down
Be Supportive
Check Meanings
Avoid Slangs
Watch the humour
Maintain Etiquette
Business in Today’s Scenario is not a
“National
Match”
but
is
a
“Olympics”,
where
there
are
International
Players.
Only
that
Individual / Company can survive
which has done its homework well &
developed its uniqueness.
Barriers to Effective Communication
• Communication breakdowns are “often a difference in values.”
• Numerous barriers exist that impede effective cross-cultural
communication:
– lack of knowledge,
– fear and distrust,
– racism,
– bias and ethnocentrism,
– ritualistic behavior,
– assumed similarity,
– nonverbal communication,
– verbal language,
– differences in perceptions and expectations,
– evaluation tendencies,
– preconceptions and stereotypes.
STEPS IN THE
INTERNATIONAL
NEGOTIATION PROCESS
STEP 1: PREPARATION
STEP 2: BUILDING THE
RELATIONSHIP
STEP 3: EXCHANGING
INFORMATION/FIRST OFFER
STEP 4: PERSUASION
STEP 5: CONCESSIONS
STEP 6: AGREEMENT
STEP 1: PREPARATION
• Is the negotiation possible?
• Know what your company wants
• Know the other side
• Send the proper team
• Agenda
• Prepare for a long negotiation
• Environment
• Strategy
DIFFERENCES IN CULTURES IN KEY
NEGOTIATING PROCESSES
(EXAMPLES)
• Communication styles—direct or indirect
• Sensitivity to time—low or high
STEP 2:
BUILDING THE RELATIONSHIP
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No focus on business
Partners get to know each other
Social and interpersonal exchange
Duration and importance vary by culture
STEP 3:
EXCHANGING INFORMATION AND THE
FIRST OFFER
• Task-related information is exchanged
• First offer
STEP 4:
PERSUASION
• Heart of the negotiation process
• Attempting to get other side to agree to a
position
• Numerous tactics used
VERBAL AND NONVERBAL
NEGOTIATION TACTICS
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Promise
Threat
Recommendation
Warning
Reward
Punishment
Normative appeal
Negotiation Tactics, Continued
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Commitment
Self disclosure
Question
Command
No
Interrupting
“DIRTY TRICKS” IN INTERNATIONAL
NEGOTIATIONS
Dirty tricks are negotiation tactics that
pressure opponents to accept unfair or
undesirable agreements or concessions
PLOYS/DIRTY TRICKS - POSSIBLE
RESPONSES
• Deliberate deception - point out what is
happening
• Stalling - do not reveal when you plan to
leave
• Escalating authority - clarify decision
making authority
Ploys/Dirty Tricks, Continued
• Good guy, bad buy routine - do not make
any concessions
• You are wealthy and we are poor - ignore
the ploy
• Old friends - keep a psychological
distance
STEPS 5 AND 6:
CONCESSIONS AND AGREEMENT
• Final agreement: The signed contract,
agreeable to all sides
• Concession making: requires that each side
relax some of its demands
BASIC NEGOTIATION STRATEGIES
• Competitive
– The negotiation as a win-lose game
• Problem solving
– Search for possible win-win
situations
THE SUCCESSFUL INTERNATIONAL
NEGOTIATOR: PERSONAL
CHARACTERISTICS
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Tolerance of ambiguous situations
Flexibility and creativity
Humor
Stamina
Empathy
Curiosity
Bilingual