Chapter 6

1. Chapter 6 Cultural Influences on Context

2. Cultural Influences on Context • By nature all men are alike, but by education widely different. —Chinese Saying • Live together like brothers and do business like strangers. —Arab Proverb • If you are not in tune with the universe, there is sickness in the heart and mind. —Navajo Saying

3. Learning Objectives • perceive the relationship between culture and context • perceive the relationship between communication and context • understand the different attitudes and conversational structures of health care context • summarize the different roles and behavioral patterns of educational context • evaluate the different management concept and behavioral modes of business context

4. Case 1 A Refusal of an Offer of Coffee • Why did a refusal of coffee lead to the deadlock in the negotiations?

5. Cultural Influences on Contexts Intercultural Negotiations D C A B E Understanding Context The Educational Context The Health Care Context The Business Context

6. While-Class Learning: Text A Pre-reading Questions What kinds of behaviors can be appropriate in the following contexts.

7. Text A: Understanding Context communication context: cultural, social, and physical settings “frame (reference point)” : what specific actions should mean what behaviors are to be expected how to act appropriately and effectively Internalized cultural rules

8. Text A Understanding Context Three basic assumptions about human communication: 1. Communication is rule governed 2. Context specifies communication rules 3. Communication rules are culturally diverse

9. 1. Communication is rule governed • Communication rules prescribe proper behavior • Social settings stipulate rules • Culture makes the rules • Rules cover both verbal and nonverbal behaviors • Rules specify what should be said, how it should be said

10. 2. Context specifies communication rules Diverse contexts, Different communication rules

11. 3. Communication rules are culturally diverse Different cultures, different rules. • Dress • Time • Language • Manners • Nonverbal behavior • Control of communication

12. While-Class Learning: Text B Pre-reading Activity 1.Recall your last visit to a doctor. 2. Identify the typicalfeatures in the Chinese medical context.

13. While-Class Learning: Text B The Health Care Context 1. Culture’s influence on the health care context 2. Family roles in the health care context 3. Conversational structures and language

14. 1. Culture’s influence on the health care context • Three basic health belief systems Biomedical System Personalistic System Naturalistic System

15. a. Biomedical System • Objective diagnosis • Scientific explanation of disease • Illness: abnormalities in functioning or structure • Treatment destroy/remove causative agent repair affected body part control affected body system European American cultures

16. b. Personalistic System • Health and illness: linked to supernatural forces • Disease: result of active intervention by supernatural being, nonhuman being, or human • Treatment: sooth/remove problematic supernatural forces Some African, many Asian cultures, Latino and African American cultures

17. c. Naturalistic System • Health and illness: result of impersonal forces or conditions, an upset in balance of body elements • Disease: result from disequilibria • Treatment: restore balance The ancient Chinese principle of yin and yang

18. 2. Family roles in the health care context • Guidelines: how to perceive and communicate a. dominance patterns the United States: individual patient collectivist cultures: family members b. modesty (bodily displays for women) Latina women: not permitted to undress for an examination by male physicians/nurses Arab women: shy about disrobing for examinations

19. 3. Conversational structures and language • Latinos and Arabs: extensive small talk • Native Americans:extensive periods of silence • Asians and Asian Americans:indirection or other face-saving strategies • Individualistic and low-context cultures:important to communicate verbally • Collectivistic and high-context cultures:avoid conversing with physicians during medical interviews

20. While-Class Learning: Text C The Educational Context 1. Culture’s influence on the educational context 2. Classroom interaction a. role behaviors in class b. classroom discussion and participation

21. While-Class Learning: Text D The Business Context 1. Cultural views toward management a. North American b. European c. Asian d. Latin

22. 1.a. North American Management Styles • resent interference • strong work ethic • friendly and informal • competitive and aggressive • manager: a high status, a cultural hero

23. 1.b. European Management Styles • Germany: 1) detailed information and instruction to guide 2) do not need to motivate 3) authoritarian leadership style • France: 1) rules, regulations, and principles 2) authoritarian 3) autocratic • Britain: 1) diplomatic, tactful, laid back, casual, reasonable, helpful 2) compromise, fair 3) friendly small talk, casual approach to work

24. 1.c. Asian Management Styles • China: 1) harmony 2) kinship, interpersonal connections, face, and power 3) seniority: main source of power, from age and length of service • Japan: 1) harmonious integration of all members 2) organization: a large extended family 3) acceptance of hierarchy, sense of obligation, consensual decision making

25. Cultural Views Toward Management

26. While-Class Learning: Text D The Business Context 2. Business Protocol a. initial contacts b. greeting behaviors c. gift giving

27. a. Initial Contacts • American: 1) socialization is unimportant 2) not interested in long-term relationships 3) trust in counterparts • Chinese: 1) establish contacts 2) socializing is integral 3) long-term business or personal relationships

28. b. Greeting Behaviors • American: 1) informal and friendly 2) shaking hands 3) first names used, except senior persons or formal situations 4) business cards exchanged in business settings • Chinese: 1) slight bow and brief shake of hands 2) social status and rank highly honored 3) business cards 4) family name

29. c. Gift Giving • American: 1) akin to bribery 2) letters of thanks 3) a small token: flowers, a plant, or a bottle of wine • Japanese: 1) very common 2) do not open gifts 3) flowers, cakes, or candy when visiting

30. While-Class Learning: Text E Intercultural Negotiations 1. Pacing 2. Negotiation Styles 3. Variations in Decision-making

31. 1. Pacing Some cultures: Personal relationships take priority over the product or service, business does not begin until friendships are established.

32. 2. Negotiation Styles

33. 3. Variations in Decision-making

34. ThankYou