Transcript CC_Management_Commun..

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PowerPoint slides by R. Dennis Middlemist, Professor of Management, Colorado State University
Chapter
7
Cross-Cultural Communication
and Negotiation
The specific objectives of this chapter are:
1.
DEFINE the term communication, examine some
examples of verbal communication styles, and explain the
importance of message interpretation.
2.
ANALYZE the common downward and upward
communication flows used in international communication.
3.
EXAMINE the language, perception, and culture of
communication, and nonverbal barriers to effective
international communications.
Chapter
7
Cross-Cultural Communication
and Negotiation
The specific objectives of this chapter are:
4.
PRESENT the steps that can be taken to overcome
international communication problems.
5.
5. DEVELOP approaches to international negotiations that
respond to differences in culture.
6.
REVIEW different negotiating and bargaining behaviors
that may improve negotiations and outcomes.
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Communication Process and
Verbal Communication Styles
 Communication
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The process of transferring meanings from sender to receiver
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See Diagram
 Verbal communication styles
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Role of context in communication: High or Low
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Indirect and Direct Styles
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Succinct vs. Exacting vs.Elaborate
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Contextual and Personal Styles
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Context: What is it?

Context is information that surrounds a communication and
helps convey the message.
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High-Context Societies
Messages are often highly coded and implicit , such as Japan
and many Arab countries
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(implicit = implied but not said directly)
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Low Context Societies
The message is explicit and the speaker says precisely what
he or she means such as the United States and Canada
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High Context
 Less
verbally explicit communication, less
written/formal information
 More internalized understandings of what is
communicated
 Long term relationships
 Strong boundaries- who is accepted as belonging vs
who is considered an "outsider"
 Knowledge is situational, relational.
 Decisions and activities focus around personal face-toface relationships, often around a central person who
has authority.
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Low Context
 Rule
oriented, people play by external rules
 More
knowledge is codified, public, external, and
accessible.
 Sequencing,
separation--of time, of space, of activities,
of relationships
 More
interpersonal connections of shorter duration
 Knowledge is more often transferable
 Task-centered.
Decisions and activities focus around
what needs to be done, division of responsibilities.
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Ways that High and Low Context Differ
 The Structure of Relationships
 High:
Dense, intersecting networks and longterm relationships, strong
boundaries, relationship more important than task
 Low:
Loose, wide networks, shorter term, compartmentalized relationships,
task more important than relationship
 Main Type of Cultural Knowledge
 High:
More knowledge is below the waterline--implicit, patterns that are not
fully conscious, hard to explain even if you are a member of that culture
 Low:
More knowledge is above the waterline--explicit, consciously organized
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Entering High and Low Context Situations
 High contexts can be difficult to enter if you are an
outsider (because you don't carry the context information
internally, and because you can't instantly create close
relationships).
 Low contexts are relatively easy to enter if you are an
outsider (because the environment contains much of the
information you need to participate, and because can you
form relationships fairly soon, and because the important
thing is accomplishing a task rather than feeling your way
into a relationship).
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Explicit and Implicit Communication
High-context/implicit
communication
cultures
Japanese
Arabs
Latin Americans
Italians
English
French
North Americans
Scandinavians
Germans
Swiss Germans
Low-context/explicit
communication
cultures
Adapted from Figure 7–1: Explicit/Implicit Communication: An International Comparison
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Communication Process and
Verbal Communication Styles
Verbal communication styles
 Indirect

and direct styles
In high-context cultures, messages are implicit and
indirect
 Voice intonation, timing, and facial expressions play
important roles in conveying information
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In low-context cultures, people often meet only to
accomplish objectives and tend to be direct and focused in
their communications
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Communication Process and
Verbal Communication Styles
Verbal communication styles (continued)
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Elaborate and succinct styles
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Three degrees of communication quantity— elaborate,
exacting, and succinct.
The elaborating style is more popular in high-context cultures
that have a moderate degree of uncertainty avoidance
The exacting style focuses on precision and the use of the right
amount of words to convey the message and is more common
in low-context, low-uncertainty-avoidance cultures
The succinct style is more common in high-context cultures
with considerable uncertainty avoidance where people tend to
say few words and allow understatements, pauses, and silence
to convey meaning.
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Communication Process and
Verbal Communication Styles
Verbal communication styles (continued)
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Contextual and personal styles
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Contextual style is one that focuses on the speaker and
relationship of the parties
Contextual style is often associated with highpowerdistance, collective, high-context cultures
Personal style focuses on the speaker and the reduction
of barriers between the parties
Personal style is more popular in low-power-distance,
individualistic, low-context cultures
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Phases of Multicultural Development
Table 7–1
Major Characteristics of Verbal Styles
Verbal Style
Major
Variation
Interaction Focus
and Content
Cultures in Which
Characteristic It
Is Found
Indirect vs.
direct
Indirect
Direct
Implicit messages
Explicit messages
Collective, high context
Individualistic, low context
Succinct vs.
elaborate
Elaborate
High quantity of
talk
Moderate amount
of talk
Low amount of talk
Moderate uncertainty
avoidance, high context
Low uncertainty avoidance,
low context
High uncertainty
avoidance, high context
Exacting
Succinct
Adapted from Table 7–1: Major Characteristics of Verbal Styles
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Phases of Multicultural Development
Table 7–1
Major Characteristics of Verbal Styles
Verbal Style
Contextual vs.
personal
Major
Variation
Interaction Focus
and Content
Contextual
Focus is on the
speaker and role
relationships
Focus is on the
speaker and personal
relationships
Personal
Adapted from Table 7–1: Major Characteristics of Verbal Styles
Cultures in Which
Characteristic It
Is Found
High power distance,
collective, high context
Low power distance,
individualistic, low context
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Summary of Verbal Styles
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Nonverbal Communication
 Nonverbal communication
 The transfer of meaning through means such as body
language and use of physical space
 Kinesics
 The study of communication through body movement and
facial expression
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Eye contact
Posture
Gestures
 Chromatics
 The use of color to communicate messages
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Nonverbal Communication
 Proxemics
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The study of the way that people use physical space to
convey messages
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Intimate distance is used for very confidential communications
Personal distance is used for talking with family and close
friends
Social distance is used to handle most business transactions
Public distance is used when calling across the room or giving a
talk to a group
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Personal Space in the U.S.
Intimate distance
Personal distance
18”
Social distance
Public distance
Adapted from Figure 7–3: Personal Space Categories for Those in the United States
18” to 4’
4’ to 8’
8’ to 10’
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Nonverbal Communication
 Chronemics
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Monochronic time schedule
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Things are done in a linear fashion.
Manager addresses Issue A first and then moves on to Issue B
Time schedules are very important and time is viewed as
something that can be controlled and should be used wisely
Polychronic time schedules
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People tend to do several things at the same time
People place higher value on personal involvement than on
getting things done on time
Schedules are subordinated to personal relationships