Communicating across Cultures Chapter 4 © 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

2 Importance of Intercultural Skills

3 The Importance of Intercultural Communication Intercultural Workforce Global Connectivity Global Markets

4 Mergers, acquisitions, and buyouts stir growth beyond national boundaries. American companies in global markets must adapt to other cultures. New trade agreements, declining domestic markets, and middle-class growth drive global markets. Intercultural Communication Matters Global Markets

5 Advances in logistics and transportation reduce distances. Information technology has changed they way we do business. The Internet permits instant communication across time zones and continents. Intercultural Communication Matters Global Connectivity

6 Immigration makes intercultural communication increasingly necessary. Business communicators must learn to adapt to an intercultural workforce. Multinational companies and diversity at home require culturally savvy workers. Intercultural Communication Matters Intercultural Workforce

Developing Cultural Intelligence  Culture includes the shared values, norms, rules, and behaviors of an identifiable group of people who share a common history and communication system. national, organizational, team 4-7

Developing Cultural Intelligence  Cultural intelligence (CQ) a measure of your ability to work with and adapt to members of other cultures. © 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 4-8

Cultural Intelligence in the Workplace 4-9

Respect, Recognize, and Appreciate Cultural Differences  Cultural intelligence is built on attitudes of respect and recognition of other cultures.  This means that you view other cultures as holding legitimate and valid views of and approaches to managing business and workplace relationships. 4-10

Be Curious about Other Cultures  Study abroad  Learn a language  Develop friendships with international students on your campus  Take an interest in culture and routinely learn about it 4-11

Take an Interest in a Culture and Routinely Learn About It  Watch films, television, documentaries, news, and other video of the culture  Follow the business culture of a country  Take courses and attend events related to particular cultures  Make friends with people who live in other cultures and communicate online 4-12

Avoid Inappropriate Stereotypes  Projected cognitive similarity the tendency to assume others have the same norms and values as your own cultural group.  Outgroup homogeneity effect the tendency to think members of other groups are all the same. 4-13

Practice Tolerance Open-mindedness Empathy See the world through another’s eyes Bridging the Gap Between Cultures

Adjust Your Conceptions of Time  People high in CQ show patience  They understand that most tasks take longer when working across cultures because more time is needed to understand one another and cooperate effectively © 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part. 4-15

Manage Language Differences 4-16 Avoid quickly judging that others have limited communication proficiency Articulate clearly and slow down Avoid slang and jargon Give others time to express themselves Use interpreters as necessary

17 Learn foreign phrases. Use simple English. Speak slowly and enunciate clearly. Observe eye messages. Encourage accurate feedback. Improving Intercultural Communication Check frequently for comprehension. Accept blame. Listen without interrupting. Smile when appropriate. Follow up in writing. OralMessages

18 In high-context cultures opt for indirectness to help preserve harmony. Respect the image a person holds in his or her social network. Bridging the Gap: Saving Face

19 Be patient Wait and listen Embrace silence Recognize the effort non-native speakers are making Bridging the Gap: Patience

20 Consider local formats. Observe titles and rank. Use short sentences and short paragraphs. Avoid ambiguous expressions. Improving Intercultural Communication Strive for clarity. Use correct grammar. Cite numbers carefully. Accommodate reader in organization, tone, and style. WrittenMessages

21 Cultural Contrasts in Written Business Communication ArabAmericanJapanese Cultural Objectives Provide information Seek information, offer proposal Exchange information OpeningState objective directly Offer thanks, apologize Issue personal greeting BodyPresent facts and plans of action, direct approach Pose questions, solicit information Provide back- ground data, use indirect approach

22 Cultural Contrasts in Written Business Communication Arab AmericanJapanese Persuasion tools Immediate gain or loss of opportunity Waiting Personal connection, future opportunity Style Urgency, short sentences Modesty, minimize position Elaborate expression ClosingAffirmative, specific requests Maintain harmony, future relationship Future relationship, personal greeting Cultural values Efficiency, directness, action Politeness, indirectness, relationship Status, continuation, recognition

23 Broaden your view of other cultures. Avoid reflex judgments. Find alternatives. Refuse business if options violate your basic values. Conduct all business openly. Don’t rationalize shady decisions. Making Ethical Decisions Across Borders Resist lawful but unethical strategies.

Individualism and Collectivism  Individualism a mind-set that prioritizes independence more highly than interdependence, emphasizing individual goals over group goals, and valuing choice more than obligation 4-24 Figure 4.2

Individualism and Collectivism  Collectivism a mind-set that prioritizes interdependence more highly than independence, emphasizing group goals over individual goals, and valuing obligation more than choice 4-25 Figure 4.3

Communication Practices in High Individualist and High Collectivist Cultures 4-26

Egalitarianism and Hierarchy  Egalitarianism  Believing in the principle that all people are equal and deserve equal rights and opportunities. 4-27

Egalitarianism and Hierarchy  Egalitarian cultures People tend to distribute and share power evenly, minimize status differences, and minimize special privileges and opportunities for people just because they have higher authority 4-28

Gender Egalitarianism  Gender egalitarianism deals with the division of roles between men and women in society 4-29

Egalitarianism and Hierarchy  Hierarchical cultures people expect power differences, follow leaders without questioning them, and feel comfortable with leaders receiving special privileges and opportunities 4-30 Figure 4.5

Communication Practices in Egalitarian and Hierarchical Cultures 4-31

Communication Practices in High and Low Gender-Egalitarianism Cultures 4-32

Building and Maintaining Cross- Cultural Work Relationships  Establish Trust and Show Empathy  Adopt a Learner Mind-set  Build a Co-Culture of Cooperation and Innovation 4-33

34 Seek training. Understand the value of differences. Don’t expect conformity. Learn about your cultural self. Make fewer assumptions. Build on similarities. © BananaStock / Jupiterimages Capitalize on Workplace Diversity

Etiquette and Customs in the BRIC Countries 4-35

Perceptions that Members of Various Cultures Have about Americans 4-36

37 U.S. Proverbs  He who holds the gold makes the rules.  Waste not, want not.  The early bird gets the worm.  If at first you don’t succeed, try, try again. Proverbs Reflect Culture

38 Chinese Proverbs  A man who waits for a roast duck to fly into his mouth must wait a very, very long time.  A man who says it cannot be done should not interrupt a man doing it.  Give a man a fish, and he will live a day; give him a net, and he will live a lifetime. Proverbs Reflect Culture

39  No one is either rich or poor who has not helped himself to be so. (German)  Words do not make flour. (Italian)  Wealth that comes in at the door unjustly, goes out at the windows. (Egyptian) Proverbs Reflect Culture Other Proverbs