1. International Business Negotiations
Communicating Effectively Across Cultures

2. Learning Objectives
Identify trends in international business communication
Be aware of the role of language in international business
Understand the many different ways to communicate across culture, including nonverbal communication

3. Overview
Value of communications savvy
Spoken and written communication
Nonverbal communication

4. Value of Communications Savvy in International Setting
Negotiations
Decision making
Strategy
Understand and interpret behavior
Leadership

5. Communication Styles
A common style of communicating that is tacit and difficult for people in other cultures to appreciate
Use of irony
Sarcasm
Understatement
Body language

6. Spoken & Written Communication
Language most important way to communicate
Language impacts culture
Over 2,500 languages
8,000 dialects
10 languages represent majority

7. The Ten Most Widely Used Native Languages in the World

8. Speaking Other Languages
International managers must either
Speak the language or
Trust a translator
Dealing with language can be expensive
Definition of language competence varies

9. Americans on Foreign Languages and Foreigners on English

10. English & the International Environment
Few U.S. citizens speak a second language
English most popular second language
Many MNCs use English
Technology & publications often in English
Some resistance to English dominance

11. Percentage of World Output Tied to Language Group

12. Relative Ranking of Developed and Developing countries on Knowledge of Foreign Languages and Cultures

13. Relative Ranking of Developed and Developing countries on Knowledge of Foreign Languages and Cultures (Cont’d)

14. Communicating in a Foreign Language
Advantage
Language proficiency ≠ Effective communication
Accent and usage variations
Many dialects
Multiple languages within a country

15. Implications for Business
Translation errors
Cultural communication context
i.e., ways to say no
Missed meaning in local context

16. Ways to Avoid Saying No in Japanese

17. Embarrassment & Apology
Dealing with miscommunication
Loss of face
Embarrassment
Shame

18. Embarrassment & Apology (Cont’d)
Responses to miscommunication
Direct or indirect
Justifications and attributions
Admission of guilt
Show of humility

19. Apologies in the U.S. and Japan: Study of Conduct Manuals
39 modifiers
most frequent
sincere
brief
Japan
79 modifiers
most common
sunao–submissive, compliant, obedient
seii o motte–in good faith, with sincerity
kokoro kara–from the heart
Adapted from: Naomi Sugimoto. (1998). Norms of apology depicted in U.S. American and Japanese literature on manners and etiquette. International Journal of Intercultural Relations 22, 3.

20. Content of Apologies U.S Japan
Emphasize originality of words
Construction, and linguistic formula is emphasized
Little repetition is used
Repetition is used as a marker (i.e., Sorry, sorry)
Includes accounts for behavior
There is not consensus on the inclusion of accounts
Expressions of desire to maintain relationship
Self-castigation and references to violations of the victim’s “face” are often included
Message adopted to the individual recipient
Message adopted based on the nature of the relationship with the recipient
Adapted from: Naomi Sugimoto. (1998). Norms of apology depicted in U.S. American and Japanese literature on manners and etiquette. International Journal of Intercultural Relations 22, 3.

21. Embarrassment & Apology
MNCs should prepare employees to handle
Apologies
Face management
Accounts and explanations

22. Compliments as Communication
Variations in use of praise
Tied to underlying cultural norms
Individualist use more than collective cultures

23. Criticism as Communication
Differences in use of criticism
High- versus low-context cultures
Group orientation and importance of “face”

24. Receiving and interpreting cues from others
Monitoring Others
Receiving and interpreting cues from others
Effective tool for understanding
Self-monitoring—differences in ability to understand how one is perceived by others in a social setting
Individualist more self-focused
Collectivists more focused on situational cues

25. Written Communication
Volume (e.g., )
Can be as difficult as verbal
Formality, courtesy, directness, & length are impacted by culture
Bypassing—same word, different definitions

26. An Analysis of Letters Written to and Received From Foreign Countries

27. Nonverbal Communication
Subtle cures used to communicate within and across cultures
Conveying messages without words or writing

28. Nonverbal Communication (Cont’d)
Can include
How one stands – Eye contact
What one wears – Movements
Facial expressions – Gestures
Body posture – Alignment

29. Nonverbal Communication (Cont’d)
Interpersonal space—physical space between people
Haptics—use of touch as communication tool
Vocal qualities—characteristics of voice such as speed & loudness

30. Context and Nonverbal Communication
High-context
Setting, surroundings & cultural norms provide input
Low-context
Require explicit statement of facts to convey message

31. Characteristics of Communication in Low- and High-Context Cultures

32. Improving Your Cross-Cultural Communication Skills: Four Basic Suggestions