Types of Non-Verbal Language Kinesics: body movement Proxemics: interpersona sace Chronemics: silences separating verbal conversations Oculesics: eye contact or avoidance Haprics: body contact Physical Appearance

Negotiation Styles LANGUAGE : Even if you are negotiating with another English speaking person (U.K., Australian, etc.), not all of our words mean the same to our counterparts. NON VERBAL COMMUNICATION: Every culture has their own gestures (are different from one culture to the next). You should research into body language, gestures, personal distances, appearance and modes of greeting/negotiating styles. E.g. Japanese may nod up and down (but this means no).

3. ) FORMS OF GREETINGS: Handshakes in some cultures are inappropriate 3.) FORMS OF GREETINGS: Handshakes in some cultures are inappropriate. Some cultures do not like to make any physical contact at all. Business card should be in the visitor’s language on the one side and the receiver's language on the other. E.g. If a visitor to Japan is greed with a bow, he or she should return the bow at the same angle. To make a deeper bow confers power upon him/her. 4.) STYLE OF DRESS: Dark business suits are considered more formal In japan, Business people should dress more formal and wear slip on shoes (you will remove them frequently). In Brazil, it might be accepted for men to dress more informal however women should be formal.

Business Protocol BUSINESS PROTOCOL: Rules of correct or appropriate behaviour to follow when meeting with officials or business people in another nation. GIFT GIVING: In some countries, the visiting business representative is expected to present a gift to the host (respect). In others, it wuld be considered a bribe. If a gift is expected, find out what they would generally like. E.g. In many Asian culturs, the number 4 is associated with death (therefore wouldn’t bring them 4 of anything) Japan, traditionally expect a gift during a first meeting Europeans generally do not expect/accept gifts.

PUNCTUALITY: Find out if punctuality is valued. N. Americans, Asian and Europeans value punctuality Many Latin countries, do not consider it to be rude, if they show up late for a meeting SCHEDULE OF MEETINGS: France; many businesses are closed in August U.K.; many factory towns have a half-day which means they are closed for the afternoon (varies) Muslim businesses provide two prayer breaks during the days when no appointments are scheduled. Israeli businesses generally do not operate on Saturday (for it is considered a holy day) Muslim countries generally considered Friday not a workday because it is a day of worship Be aware of national and religious holidays

BUSINESS ENTERTAINING: Many cultures believe that there should be entertaining ( lunches, parties, after hours etc.) EMPLOYEE MANAGEMENT: Many cultural values have been incorporated into the laws of each country. Mexico, lunch usually starts between 2:00 – 3:30 p.m. Greek businesses often close for a break between 2:00 – 4:00 p.m. DECISION MAKING: In N. America and Latin America decisions are generally made top-down In many Asian cultures, decisions are made from the bottom up

RULES OF THUMB FOR DOING BUSINESS GLOBALLY: Be prepared Slow Down Establish Trust Understand importance for language and cultures Respect the culture and the way of doing business

Translation Errors! Many large companies still make mistakes when marketing their products outside of their own borders The name Coca-Cola in China was translated into “Bite the tadpole” In Taiwan, the translation of Pepsi’s slogan “come alive with the Pepsi Generation” was “Pepsi will bring our ancestors back from the dead. In Chinese, the KFC slogan “ finger-licken good” came out as “eat your fingers off” When GM introduced the Chevy Nova in S. America, “nova” means “ it won’t go” In Italian, Schweppes Tonic Water translates into Schweppes Toilet Water.

Geert Hofstede- Cultural Dimensions Dutch anthropologist who developed theories to help business people across cultures work together POWER DISTANCE -Studies how the difference in power is perceived -Cultures the consider people superior due to social status, gender, race, age and education, gamily background etc. show a high power distance. -Cultures that assume equality among people and focus more on earned status are low power distance. High: Mexico, Indonesia and India Low: Austria, Israel and Canada

UNCERTAINTY AVOIDANCE re: the way cultures adapt to change High uncertainty avoidance: countries that tend to avoid uncertainty and prefer rules/rituals. They place value on conformity and have little tolerance for outsiders. Lowe uncertainty avoidance: value risk taking seek change and don’t mind difference. Business Implication -> easier to do business with low uncertainty avoidance

MASCULINITY AND FEMINISM Masculinity – degree to which cultures values, assertiveness competition, ambition and accumulate of goods Feminity – refers to degree that cultures value nurturing, gamily, social support. *many cultures still encourage gender notes. MAS: Japan and Mexico FEM: Scandanavia and Thailand.

INDIVIDUALISM VS. COLLECTIVISM Re: Extent to which people are expected to make their own decisions Indvidualistic cultures encourage citizens to make personal choices/stand up for themselves. Collectivist cultures value .... Collectivism -> Cuba and China Individualism -> Canada, U.S. and Australia

ORIENTATION Long-term orientation: Value thrift and perseverance to achieve long term goals (even future generations) Short-term orientation: “now” is more important than “then” -These cultures are results oriented, make decision based on short term -Outsiders who contribute are welcomed -Short term will offend long term with deadline