1. Global Real Estate: Local Markets Chapter 3: Cultural Literacy for Business

2. In This Chapter Cross cultural business skills Generalizations and stereotypes High context/low context cultures 2

3. Generalizations, Expectations, Stereotypes Generalizations allow revision of opinions and responses Stereotypes interfere with treating people as individuals Cultural learning can work both ways Adapt your outlook and behavior You don’t have to change who you are or your culture 3

4. High Context/Low Context High Context Formality, face-saving, relationships, slow pace Asia/Pacific, Russia, Middle East, Central and South America, Southern Europe, Africa Low Context Informality, direct communication, results, fast pace, punctuality USA, Canada, Northern Europe, Australia, New Zealand, South Africa 4

5. Cross-Cultural Business Skills How can you: Be sure your behavior is appropriate? Project a positive attitude? Adjust to the need for high- or low-context interactions? 5

6. Do’s and Don’ts Save face Talk less, listen more Relationships first Formal, slow pace Punctuality Attorneys in the background Contract—end or beginning? 6

7. Do’s and Don’ts Respect for hierarchy Business card etiquette Family matters are private Practice with interpreters Double check software translations Observe nonverbal signals Common sense 7

8. Non-verbal Red Flags Re-adjusting distance Averting eye contact Scowling, frowning Inappropriate laughter Covering the face Silence, no questions Displaying impatience 8

9. Behaviors to Avoid Hands in pockets or on hips Intense, prolonged eye contact Crossing legs Showing the soles of feet or shoes Pointing or touching with the foot Fleeing or invading personal space Initiating any physical contact Showing impatience Pointing or beckoning with the fingers Hand gestures 9

10. Negotiations and Decision Making Win-win or win-lose? Consensus, committee, or hierarchy? Accept and adapt to the client’s practices Follow up in writing 10

11. Gender Issues Cultures that strictly separate sexes may have difficulty adjusting Be deferential to women even if their own culture is less so Include the spouse or other colleagues in invitations to male clients or colleagues 11

12. Religious Traditions Fundamental to cultural identity, norms, traditions Learn about others’ beliefs and traditions You don’t have to change your own beliefs and traditions 12

13. Active Listening Facilitates cross- cultural communication Ask open-ended questions Invite listeners to explain understanding The conversation IS the message 13

14. Active Listening Skills 14 Active listening Pay attention Withhold judgment Reflect Ask questions to clarify Summarize or paraphrase Share information

15. Exercise: Where in the World Is…? 15

16. 16 Key Point Review