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Communicating and Negotiating Across Cultures

Communicating and Negotiating Across Cultures. Presenter: Richard R. Gesteland Global Management LLC. Patterns of Cross-Cultural Communication and Negotiating Behavior. What is a Business Culture?.

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Communicating and Negotiating Across Cultures

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  1. Communicating and Negotiating Across Cultures Presenter: Richard R. Gesteland Global Management LLC

  2. Patterns of Cross-Cultural Communication and Negotiating Behavior

  3. What is a Business Culture? A unique set of implicit expectations and assumptions about how to communicate and negotiate.

  4. Cross-Cultural Communication and Negotiating Behavior: 5 Key Variables • Deal-Focus vs Relationship-Focus • Direct vs Indirect Communication • Informal vs Formal Business Behavior • MonochronicvsPolychronic Time • Reserved vs Expressive Communication

  5. Comparing Deal-Focused and Relationship-Focused Business Behavior

  6. Deal-Focused Business Cultures: • United States • Nordic countries, Netherlands, Germany, Britain, Canada • Australia/New Zealand

  7. Moderately Deal-Focused Cultures: • France, Belgium, Southern Europe • Central Europe, Eastern Europe, Russia • Hong Kong and Singapore

  8. Relationship-Focused Cultures: • Asia except Hong Kong and Singapore • Middle-East, most of Africa • Latin America • (= most of the world!)

  9. Direct contact often works. Face-to-face meetings less frequent. Usually use direct language. Indirect contact is expected. More frequent. Often use indirect language. D-F Behavior:R-F Behavior:

  10. Communication and Context: • Relationship-oriented people communicate using High-Context (indirect) language. • Deal-oriented people mostly use Low-Context (direct) language.

  11. Maintaining harmony during negotiations is less important. Some confrontation OK. Written agreements are considered final. Maintaining harmony is VERY important. Avoid confrontation. Contracts are often renegotiated. D-F Behavior:R-F Behavior:

  12. Comparing Egalitarian and Hierarchical Business Behavior

  13. Nordic countries North America Australia, New Zealand Great Britain Most of Continental Europe Asia, Africa, Latin America, Middle East Egalitarian: More Hierarchical:

  14. Informal behavior. Status differences are small. Protocol rituals are simpler. More-formal behavior. Status differences are large. Protocol rituals are more elaborate. Egalitarian: Hierarchical:

  15. Comparing Monochronic and Polychronic Business Behavior

  16. Monochronic Business Cultures: • Germans and German-Swiss (very monochronic) • Northern Europeans, North Americans • Czech Republic, Hungary • Japan

  17. Moderately Polychronic Cultures • Most of Central Europe • China, Singapore • Chile, Southern Brazil

  18. Polychronic Business Cultures: • Southern and Eastern Europe • Most of Latin America • South and Southeast Asia, Middle East, most of Africa (very polychronic)

  19. Punctuality is expected. Meetings usually follow an agenda. It is rude to interrupt meetings. People are less punctual. Meetings may not follow an agenda. Meetings are often interrupted. Monochronic:Polychronic:

  20. Comparing Reserved and Expressive Communication Behavior

  21. Emotionally Reserved Cultures: • Northern Europe, Britain • East and Southeast Asia (very reserved)

  22. Moderately/Variably Expressive: • North America, Australia, New Zealand • Central and Eastern Europe • South Asia, parts of Africa

  23. Very Expressive Cultures: • Southern Europe • Middle East, Mediterranean region • Latin America

  24. Reserved and Expressive Nonverbal Communication – Four Key Elements: • Interpersonal distance • Eye contact • Touch behavior • Gestures

  25. Interpersonal Distance: • Close: Middle East, Latin America, Southern Europe. • Variable: North America, East and Central Europe, South Asia, Australia/NZ • Distant: Northern Europe, East Asia

  26. Eye Contact: • Intense: Middle East, Southern Europe, Latin America • Moderate: Northern Europe, North America, East-Central Europe. • Indirect: East and Southeast Asia

  27. Touch Behavior: • High Contact: Middle East, France, Southern Europe, Latin America. • Moderate: Central and Eastern Europe, North America. • Low Contact: Northern Europe. • Very Low: East and Southeast Asia.

  28. Ambiguous Gestures: • Use of left hand • Showing sole of shoe • ‘Thumbs up’ sign • ‘Peace’ sign • ‘A-OK’ sign • Pointing/beckoning with index finger.

  29. Communicating and NegotiatingAcross Cultures Richard R. Gesteland Global Management LLC

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