1. Research: interviews w/ buss. ppl, writers, artists, teachers
Understanding Cultural Differences-Germans, French and Americans Edward T. Hall & Mildred Reed Hall, 1990
Goal: intern. understanding & maximizing success for American executives
Research: interviews w/ buss. ppl, writers, artists, teachers
In this book, “the Germans” = Grm. executives in industrialized ctrs. Of W D-land

2. The Three Elements of the communicative process in culture
Words
Material Things
Behavior
A “silent language”
Words= medium of buss ppl, Material things=indicate power & status
Behavior= prov feedback on how others feel & incl techniques for avoiding confrontation
“Silent lang” bc. Usually UNCONscious; this book aims to make the workings of this language conscious for practical purposes

3. Culture is… “a giant, extraordinarily complex, subtle computer”
Its programs guide actions
What causes system breakdown
Jennie loves likening the human psyche to a COMPUTER!
System breakdown=When people unconsciously apply their own cultural rules to another system

4. A few of the key concepts underlying culture…

5. Fast and Slow Messages
= the speed at which a message can be decoded & acted on
See examples on handout
Applications to building relationships
See examples: READ some of these examples
Building relationships: “Deep relationships”=slow messages.
Important for Americans to realize that it will take longer to build a relationship w/ German executives bc they are “slower messages”--but that relationships are lasting once established

6. Context
Context= elements that contribute to producing a meaning; they differ in proportion depending on culture
Effective communication=knowing the degree of info(contexting) needed

7. High & Low Context
H.C.=extensive information networks -> little need for background info
(Japanese, Arab & Mediterranean ppl.)
L.C.=compartmentalized relationships cause need for background info
(Germans, Swiss & Americans)
HC= the close personal relationships inv. Here mean ppl share an extensive background knowledge & so don’t need to provide a lot of explanation
LC= Example--Information from a German office is rarely shared with greater company, so need for lots of explaining/b.g. info if communicating w/ outside ppl

8. Context shifting
Any shift in level of context is a communication: upscale=warming, downscale=cooling
Ex. Of upscale shift=“Wir können uns SIEtzen””
Downscale=shifting from casual to formal address to create distance
Automatic first-naming=“high-contexting” can offend Germans bc overly familiar

9. Monochronic vs. Polychronic
See handout
Both Germans & Americans=monochronic
Amer. & German buss.=dominated by monochronic time; artifact of the industrial revolution
Inv. Compartmentalization of functions & people (Ex. Private office spaces)
Polychronic (ex. Latin cultures)-doing many things simultaneously & emphasis on PEOPLE. Ex. Will be late for an appointment to finish a conversation

10. While both monochronic….
Germans & Americans differ in relation to TIME
Germans: precise scheduling, slow pace
& Attention to detail & preoccupation w/ past (see quote on handout)
Grms oft take a long in decision-making & then consider plans established
Americans can find this long process belabored & also more casual about changing plans (Amer. Buss. Execs. Need to watch out not to offend)
Amer. May expect precision fr. Grms, but not SLOW pace…
Due not only to long decision-making but also compartmentalization (FURNITURE example)
German preoccupation w/ past--give a lot of historical context in explanations (vs. Americans more focused on present & short-term future)

11. ACHTUNG!
Grosse Generalizations komming…

12. Americans from the German Perspective Negatives
Overly familiar, intrusive
Naïve (historically & politically)
Poorly educated, narrow-minded
Undisciplined, lacking taste
Shallow & over-confident
Needing ‘hand-holding’ in buss.

13. Americans fr. the German Perspective Positives
Friendly
Resourceful, energetic, innovative
Happier, more productive, greater freedom than most
Resilient
Amer. Society: great opportunity for success & upward mobility

14. Germans from the American Perspective
Disciplined, well-educated
Neat, orderly
Systematic, well-organized
Reserved, private
Tough competitors

15. Usefullness of this book?
If you’re an untravelled Amer. Buss. executive living in the 1990’s, this book may be for you…
Provides a cultural short hand for American businesspple (behaviors to enact & avoid to improve your bottom line!)

16. For our students??
For our students??--a more nuanced approach (that avoids saying “the Germans are…” would be better
But some cultural concepts (e.g.,high & low context) could be helpful

17. Too conclude: a few mind-expanding quotes
“Until now [the publication of this book] there has been no way to translate behavior from one culture to another” (xix)
“Few people realize that space is perceived by all the senses, not by vision alone” (11)
“…Germans do not smile when introduced. Smiling is for friends” (39)

18. Jennie vs. the Point of Power
After thirty years of avoidance, Jennie completes her first power point. She is not sure if she’s happy about it…
If she wants to continue down this dark & treacherous path, she will have to give in & get a tutorial…