1. Chapter 2 Communicating Across Cultures © 2014 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. Why cross-cultural communication is critical to business Dimensions of cultural difference –Body positions and movements –Factors of human relationships Problems of language Advice for communicating across cultures Enhancing cross-cultural communication skills 2-2 Chapter Overview

3. © 2014 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. Technological advances, such as interactive and mobile communication, have fueled globalization. Effective international communication helps you design products that meet global market needs and win business. Successful communication with international coworkers improves workplace productivity. Communicating with those from other cultures enriches your business and personal life. 2-3 Why Cross-Cultural Communication?

4. © 2014 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. “The collective programming of the mind which distinguishes the members of one category of people from another.” --Dutch sociologist Geert Hofstede’s definition of culture Do you agree? How would you define culture? What Is Culture? 2-4

5. © 2014 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. Culture: Questions for Discussion 2-5 What is culture? What kinds of factors have influenced national cultures? How have the Internet and increasing global trade affected cultural differences? Why are people able to do business across different cultures? What do businesspeople have in common the world over? What is ethnocentrism and how does it impair cross-cultural business relations?

6. © 2014 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. Topography History Religion Sensitivity to these factors helps you avoid ethnocentrism. Factors Impacting Culture 2-6

7. © 2014 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. The body (bowing, standing) Did you know squatting is a very common business practice in some countries? Head movement Shaking the head “yes” or “no” means little in some cultures. Hand gestures The “peace” sign is considered vulgar in Australia, and the “OK” sign is insulting in Russia, Germany, and Brazil! Different Meanings of Body Language 2-7

8. © 2014 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. Americans—firm, 5-7 pumps Germans—brusque, firm single pump French—light, quick, not offered to superiors, may include a double kiss British—soft, 3-5 pumps Arabs—gentle, long-lasting, sometimes with kisses on both cheeks Handshakes Across Cultures 2-8

9. © 2014 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. Time Space Odors Frankness Social hierarchy Workplace values Expressions of emotion Factors of Human Relationships 2-9

10. © 2014 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. Edward T. Hall High-Context vs. Low-Context Geert Hofstede Power Distance Individualism vs. Collectivism Masculinity vs. Femininity Long-Term vs. Short-Term Orientation Richard D. Lewis Linear-Actives, Multi-Actives, and Reactives Three Theoretical Frames 2-10

11. © 2014 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. Business Communication Differences 2-11 Your textbook was written for U.S. readers. Guidelines for writing messages may not apply to all cultures: The British prefer a direct approach to negative messages. Asian cultures may view our communication style as too direct. Even social networking preferences vary from culture to culture.

12. © 2014 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. Lack of Language Equivalency Difficulties with English –Multiple meanings of words –Two-word verbs –Slang and colloquialisms –Culturally derived words/phrases Problems of Language 2-12

13. © 2014 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. Possible meanings of run: To move fast To compete for office A score in baseball A break in a stocking A fading of colors Can you think of more? Multiple Meanings of Words 2-13

14. © 2014 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. search, findtrack down hold, securetie down prevent, avoidget around pursuego after remove, overcomelive down excited, nervouskeyed up demonstrate Substitute Two-Word Verb act out 2-14 Two-Word Verbs

15. © 2014 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. Do your research. Know yourself and your company. Be aware—and wary—of stereotypes. Adapt your English to your audience. – Talk or write as simply and clearly as possible. – Word questions carefully. – Use continuous confirmation. Be open to change. 2-15 Tips: Communicating Cross-Culturally