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WITH TEST BANK AN
INTERCULTURAL BUSINESS COMMUNICATION
Lillian H. Chaney
The University of Memphis
Jeanette S. Martin
The University of Mississippi
TABLE OF CONTENTS
PART I. INTRODUCTION . . . . . . . . . . . . . . . . . . . . Organization . . . . . . Teaching Strategies . . Sample Syllab s . . . . Instr ctional Reso rces PART II. #ND$O%$C&APT#R ACTI'ITI#S The Nat re o* + estions . . Cases . . . . Acti,ities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 1 1 ! " 1( 1( 1! 11. 1" 1/ 10 (1 (1 (( (! (. (" (/ (4 !1 !1 !(
. . . . . . . . . . . . . ral . . . . . . Comm nication . . . . . . . . . . . . . . . . . . . . . . . . . . .
Interc lt . . . . . . . . . . . . . . .
Uni,ersal Systems + estions . . . . . . . . . . . . . . . . . . Cases . . . . . . . . . . . . . . . . . . . . Acti,ities . . . . . . . . . . . . . . . . . Contrasting + estions . Cases . . . Acti,ities C . . . lt ral 'al es . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
C lt ral Shoc2 + estions . . . . . . . . . . . . . . . . . . Cases . . . . . . . . . . . . . . . . . . . . Acti,ities . . . . . . . . . . . . . . . . . 3ang age + estions . . . . . . . . . . . . . . . . . . Cases . . . . . . . . . . . . . . . . . . . . Acti,ities . . . . . . . . . . . . . . . . . Oral an5 Non,erbal Comm + estions . . . . . . . Cases . . . . . . . . . Acti,ities . . . . . . nication Patterns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
6ritten Comm nication + estions . . . . . . Cases . . . . . . . . Acti,ities . . . . . 7lobal #ti8 + estions . Cases . . . Acti,ities
Patterns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
!! !!. !4 -1 -1 -( -! --. -" -/
ette . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . C . . . stoms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
9 siness an5 Social + estions . . . . . Cases . . . . . . . Acti,ities . . . .
Chapter 11) Interc lt ral + estions . . Cases . . . . Acti,ities .
Negotiation . . . . . . . . . . . . . . . . . .
ii Chapter 11) Interc lt ral + estions . . Cases . . . . Acti,ities . Negotiation . . . . . . . . . . . . . . . . . . Components . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
-4 -0 .1
Chapter 1() 3a:s A**ecting International 9 siness an5 Tra,el + estions . . . . . . . . . . . . . . . . . . Cases . . . . . . . . . . . . . . . . . . . . Acti,ities . . . . . . . . . . . . . . . . . PART III. T#ST 9AN; AND ANS6#R ;#<S . . . . . . . . . . . . .
.( .( .! .. .. 0( 0. 11( 11! 11( 11! 1(1
Chapter Tests . . . . . . . . . . . . . . . . . . . Ans:ers to Chapter Tests . . . . . . . . . . . . . . %inal #=am . . . . . . . . . . . . . . . . . . . . . Ans:ers to %inal #=am + estions . . . . . . . . . . Chapters 1$" Test . . . . . . . . . . . . . . . . . . Ans:ers to Chapters 1$" Test . . . . . . . . . . . . Chapters /$1( Test . . . . . . . . . . . . . . . . . Ans:ers to Chapters /$1( Test . . . . . . . . . . . .
Part I contains teaching strategies an5 s ggeste5 instr ctional reso rces.ere5 earlier in the co rse.en Copyright E (11.eral pla sible e=planationsDsol tionsC they are inten5e5 to stim late tho ght an5 ser.i5eo series concerning preparation@ negotiation@ :omen in b siness@ b siness entertaining an5 2eys to long$term s ccessC a.ities as) 1. The or5er o* topics@ ho:e.e *inal e=amination@ an5 ans:ers to the test 8 estions. Acti. Cases pro. AOther appropriate co rse titles are International 9 siness Comm nication an5 Negotiation@ ? ltic lt ral Comm nication@ Cross$c lt ral Comm nication@ ? ltic lt ral ?anagement@ International ?anagement@ 7lobal Comm nication@ an5 7lobal ?anagement.ities.er@ co l5 be change5 some:hat to accommo5ate the special interests o* the instr ctor or st 5ents.ote5 to each topic :o l5@ o* co rse@ 5epen5 on the n mber o* class meetings@ the le.e as a basis *or class 5isc ssion. Possible . Negotiating in Today’s World: Successful eal !aking at "ome and #$road@ 100(.ailable *rom 9ig 6orl5 ?e5ia. Since the topics :ere recommen5e5 by e=perts in the three areas@ all topics sho l5 be incl 5e5 in the co rse.Pearson #5 cation@ Inc. Teaching Strategies A co rse in Interc lt ral 9 siness Comm nication sho l5 emphasize organizational an5 interpersonal comm nication an5 negotiation s2ills nee5e5 in an integrate5 :orl5 economy.ities pro. ?any times <o $ t be c rrent e.i5eotapes@ an5 other me5ia as appropriate. + estions are pro. This t:o$. %or e=ample@ the t:o chapters on negotiation co l5 be co.el an5 bac2gro n5 o* the st 5ents@ the instr ctor>s interc lt ral bac2gro n5 an5 e=pertise@ an5 the *oc s o* the co rse. 1 .e se.i5eo set *eat res ma2ing global 5eals an5 se.i5e5 at the en5 o* each chapterC they are appropriate *or o t$o*$class assignment or in$class 5isc ssion. An Interc lt ral 9 siness Comm nication co rse sho l5 be acti.ents are also goo5 *or 5isc ssions.i5e5 *or each chapter co l5 ha.i5e5 *or each chapter may be assigne5 at the instr ctor>s 5iscretion.al ation :ith ans:ers in Appen5i= 9.i5eo recor5ings incl 5e) Working with Japan@ 100(@ is a si=$ part .B The amo nt o* time 5e.PART I INTRODUCTION Organization The Instr ctor>s ?an al is 5i. Topics selecte5 *or Intercultural Business Communication :ere those consi5ere5 important or essential by three Delphi panels o* e=perts) international employees o* m ltinational corporations@ college pro*essors :ho teach interc lt ral comm nication@ an5 members o* the Aca5emy o* International 9 siness.i5e5 into three parts. #ach chapter contains e=ercises *or st 5ent sel*$e.ity$oriente5. Part III incl 5es s ggeste5 test 8 estions *or each chapter@ a comprehensi. Using *ilms@ . Part II contains ans:ers to 8 estions at the en5 o* each chapter as :ell as comments to *acilitate 5isc ssion o* cases an5 completion o* acti. 3ect res an5 class 5isc ssion relate5 to chapter material sho l5 be s pplemente5 by s ch acti.
!. This series ma2es an e=cellent intro5 ction *or *oreigners to the s btleties an5 challenges o* s ccess* lly con5 cting b siness in Asia by pro*iling lea5ers o* some o* the biggest companies in the region :ho are e=amples o* the ne: tren5s s:eeping the continent. Panel 5isc ssions@ in :hich U. http)DD:::.*ilms.srp blications.e :or2e5 in 5i**erent c lt res o**er insights into international b siness. ".i5eos on ?alaysia@ Singapore@ an5 In5onesia. (en for a ollar: oing Business in #sia @ (111@ is a *o r$part series o* (/ min tes each. Assigning st 5ents a fau' pas that may ha.i5eocassettes@ each abo t one ho r an5 each containing a case st 5y on Fapan@ &ong . (our Cultural )assport to International Business@ 100. %or e=ample@ a fau' pas reporte5 by A=tell A1004B :as the se by a U.i5eos are no: a.S. Copyright E (11. Pro. b sinessman o* a b siness car5 o* a Fapanese colleag e to 5islo5ge *oo5 *rom bet:een his teeth. The class co l5 be 5i. Using critical inci5ents Ashort s mmaries o* speci*ic e. - . oing Business in the #mericas: #rgentina% Bra&il% Chile% and !e'ico@ 100/C a.Pearson #5 cation@ Inc.S.com.entsB@ to ill strate ho: people o* 5i**erent c lt res interact. ( .com. Originally prepare5 by North:est Airlines@ these .e ca se5 o**ense@ res lte5 in embarrassment@ or con.. St 5ents co l5 also be enco rage5 to share an e=ample o* a fau' pas they ha.e obser.iting *oreign st 5ents to share personal e=periences on s ch topics as interc lt ral protocol@ c lt ral shoc2@ lang age problems@ an5 c lt ral 5i**erences in non.eal that b siness car5s are treate5 :ith great respect by the Fapanese an5 that they sho l5 not be :ritten pon@ place5 in a bac2 poc2et@ or se5 as a toothpic2. http)DD**h.orea.ersity an5 interaction.principles o* negotiatingC it is a. st 5ents are incl 5e5 along :ith st 5ents o* other c lt res@ :o l5 also a55 interest to many topics.i5e5 into small gro ps o* three to *i. Research :o l5 re. St 5ents :o l5 research the topic to 5etermine :hat :as inappropriate abo t the beha.ailable *rom 9ig 6orl5 ?e5ia. oing Business in #sia@ 1001@ *eat res *o r .ong@ Tai:an@ an5 So th . (.e members :ith each gro p assigne5 an inci5entC a*ter allo:ing abo t (1 min tes *or gro p 5isc ssion@ gro p members :o l5 e=plain their analysis o* the inci5ent an5 possible sol tion to problems presente5.ailable *rom 9ig 6orl5 ?e5ia.i5ing n mero s interc lt ral cases@ in a55ition to those incl 5e5 at the en5 o* each chapter@ to help st 5ents i5enti*y an5 n5erstan5 iss es 5ealing :ith c lt ral 5i. People :ho ha.erbal comm nication.ision ne:s reports@ ne:spaper or Go rnal articles@ or *rom personal acco nts by *rien5s or *amily members..ernment agencies@ an5 e5 cational instit tions to share *irst$han5 2no:le5ge o* interc lt ral enco nters. In.ailable *rom 9ig 6orl5 ?e5ia.ailable *rom 9ig 6orl5 ?e5ia.%%?9'3!11(!'. They are a. In.eye5 the impression that the person lac2s social s2ills. oing Business in Southeast #sia@ 1004@ *eat res . Inci5ents co l5 be selecte5 *rom tele.ior an5 :hat the person sho l5 sai5 or 5one.e5 or committe5 relate5 to interc lt ral comm nication.iting g est spea2ers :ho represent m ltinational *irms@ go.
. Copyright E (11. #mphasis on organizational an5 interpersonal comm nication an5 negotiation s2ills nee5e5 in an integrate5 :orl5 economy..ironment.al es@ negotiation strategies@ . Prere8 isites) #N73 1111 an5 111(@ #nglish Composition@ an5 ?7?T !. ! . Speci'ic O!%ecti&es 1. To pro. Incl 5es c lt re$ base5 ass mptions@ contrasting c lt ral . Sample S lla!"s # 4. INT#RNATIONA3 9USIN#SS CO??UNICATION AND N#7OTIATION.ernment agency.erbal patterns@ c lt ral shoc2@ an5 b siness an5 social eti8 ette an5 c stoms.erbal 5 eling@ high an5 lo: content (.ersities@ .Pearson #5 cation@ Inc. Assigning as a term proGect *or st 5ents to st 5y a co ntry in :hich they :o l5 li2e to :or2 an5Dor .ely.elop an n5erstan5ing o* c lt res an5 s bc lt res an5 the role they play in comm nicating an5 negotiating e**ecti.11. (. As2ing st 5ents to :rite a rHs mH an5 letter o* application emphasizing their 8 ali*ications *or a partic lar Gob :ith a m ltinational corporation or go.S.ersity o* ?emphis. $eneral O!%ecti&es 1.es to b siness associates an5 ho: the Fapanese intro5 ce themsel.al es an5 their impact on the international comm nication an5 negotiation process. To increase n5erstan5ing o* ni.ironment :ith emphasis on organizational an5 interpersonal comm nication an5 negotiation s2ills. 0.ironment. To e=amine contrasting c lt ral .erbal tho ght patterns an5 non. To increase comm nication an5 negotiation e**ecti.erbal an5 non.e global comm nication.erbal comm nication.i5e a theoretical an5 practical basis *or con5 cting e**ecti./. ?7?T -. e=ec ti.eness.es. To 5e.es intro5 ce themsel. St 5y o* the importance o* b siness comm nication to con5 cting global b siness e**ecti.ersal systems as they relate to comm nicating an5 negotiating in a global setting. %or e=ample@ role play may be se5 to ill strate . Using role play to help st 5ents i5enti*y potential problems in interc lt ral enco nters an5 to increase their a:areness o* ho: perception can a**ect comm nication e**ecti.eness across c lt res by e=amining lang age 5i. -.isit an5 s bmit a :ritten report incl 5ing in*ormation on c lt ral 5i**erences in oral an5 non. The *ollo:ing syllab s has been Co"rse Description se5 at The Uni. To e=amine the role o* managing c lt ral synergy :ithin the global b siness en.ario s stages o* the negotiation process or to 5emonstrate ho: U.11@ 9 siness Comm nication.erbal c es as they relate to con5 cting b siness abroa5 or in a m ltic lt ral 5omestic en.al ate . To e. !.ely in a global b siness en.
S. 4. To sharpen interpersonal an5 gro p comm nication s2ills as they relate to con5 cting :orl5 b siness.ersation taboos.1JB Reports on Go rnal articles A11JB Term proGect on co ntry o* st 5ent>s choice A(1JB Other acti. Testing an( E&al"ation %inal gra5e in the co rse :ill be base5 on the *ollo:ing) ObGecti.ersal Systems Contrasting C lt ral 'al es C lt ral Shoc2 3ang age Oral an5 Non.ironments. &. A(11-B.ities as assigne5 A(1JB Sample S lla!"s * Copyright E (11.erbal Comm nication Patterns 6ritten Comm nication Patterns 7lobal #ti8 ette 9 siness an5 Social C stoms Interc lt ral Negotiation Process Interc lt ral Negotiation Components 3a:s A**ecting International 9 siness an5 Tra. ". To st 5y international la:@ as :ell as home co ntry an5 host co ntry la:s@ that relate to con5 cting b siness in m ltic lt ral en.@ I ?artin@ F.B. 0.e an5 short$ans:er essay e=aminations on co rse content A.el S"ggeste( Te)t Chaney@ 3.er@ NF) Prentice &all.lang age@ an5 con. /.Pearson #5 cation@ Inc. Intercultural $usiness communication. Co"rse Content The Nat re o* Interc lt ral Comm nication Uni. To a55ress aspects o* c lt ral shoc2 an5 re$entry shoc2 as they a**ect e**ecti.ior@ taboos@ an5 other b siness an5 social c stoms as they relate to con5 cting b siness :ith persons *rom other c lt res.e interc lt ral comm nication an5 negotiation. Upper Sa55le Ri. A"th e5. - . To e=amine co ntry$speci*ic 5ress@ beha.
S. -. p2m23 Co"rse Description St 5y o* the importance o* b siness comm nication to con5 cting global b siness e**ecti.a Intersession /. Copyright E (11.er@ NF) Prentice &all. O!%ecti&es 1.0F+ 10.Pearson #5 cation@ Inc. Interc"lt"ral B"siness Comm"nication+ . &. #mphasis on organizational an5 interpersonal comm nication@ an5 negotiation s2ills in an integrate5 :orl5 economy. To learn global eti8 ette. ..T -.ely.The *ollo:ing syllab s has been se5 at the Uni. . !. To learn :here to *in5 materials concerning other c lt res. ". Upper Sa55le Ri.@ I ?artin@ F. To learn ho: to comm nicate .ersity o* ?ississippi 5 ring the t:o$:ee2 intersession co rse. To learn ho: to negotiate interc lt rally.$.* . A(11-B. Te)t!oo4 Chaney@ 3. To :rite an interc lt ral b siness comm nication term paper an5 gi. Intercultural Business Communication@ A"th e5B. To learn ho: c lt res are similar an5 5i**erent. .erbally an5 non.e a presentation on the paper.erbally an5 in other c lt res. (.
@ ?ay 1/ Copyright E (11.a4e"p Polic Since ?7?T !0( is an acti.J :ill be *or class 5isc ssion@ participation@ an5 presentation o* the :ritten report. I* there is an emergency@ please call as soon as possible.Pearson #5 cation@ Inc.ersal Systems 6atch . The policy pertains to ma2e p e=aminations an5 reg lar co rse :or2. I* yo 5o not sign in@ it :ill be yo r problem.ie: *or #=am I@ Chapters 1 thro gh " E)am I 6atch . Assignments8 In$class assignments or o t$o*$class :ritten assignments :ill be 1. Paper8 (.J o* *inal gra5e Oral8 The remaining .@ ?ay 1( Th rs.J o* the *inal gra5e Paper Oral Presentation8 1.-.@ ?ay 1?on.0J Assignments Intro5 ction@ 7ap Test Chapter 1@ The Nat re o* Interc lt ral Comm nication Complete Acti&it #+ page *9+ !e'ore class2 /All acti&ities sho"l( !e 4e e(23 Choose co"ntries or topic 'or paper+ Disc"ss paper re:"irements2 Cop sample report an( report gra(e sheet 'rom Blac4!oar( an( !ring to class2 Chapter (@ Uni. 3ate :or2 :ill be accepte5 only i' prior arrangements are ma5e :ith the instr ctor. Class assignments can onl !e ma(e "p i' prior arrangements are ma(e or there is a certi'ia!le illness.J o* the *inal gra5e.@ 3ang age Complete Acti&it *+ Page ##*+ !e'ore class 6atch .@ ?ay 11 T es.erbal Comm nication Patterns Re. These e=ams :ill be m ltiple choice an5 essay.@ ?ay 1! %ri.ity$oriente5 co rse@ atten5ance :ill be ta2en. T5o percentage points 5ill !e (e("cte( 'or each (a o' presentations that is misse(2 Final $ra(ing Scale A 9 C D % K K K K K 01 to 111J 41 to 40J /1 to /0J "1 to "0J 1 to . " . Fo"r a!sences 5itho"t e)c"se( a!sences 5ill re("ce o"r 'inal gra(e ! 672 I* yo nee5 assistance@ please meet me a*ter class or call *or an appointment. E&al"ation E)ams8 One e=am an5 a *inal e=am are -1J o* the *inal gra5e.i5eo@ *ung "o Chapter !@ Contrasting C lt ral 'al es Chapter -@ C lt ral Shoc2 Chapter .Atten(ance an( .@ ?ay 11 6e5.i5eo@ The Wall Street Journal !anagement Bl"n(er S4its+ Acti&it *+ page #-12 Date ?on.C/@ 1000 Chapter "@ Oral an5 Non.i5eo@ Cross Cultural +nderstanding &D"(. Assignments complete5 o tsi5e o* class m st be 2eye5 an5 s bmitte5 on time.
Ne: <or2) 6iley. #. A(111B.@ Corcoran@ ?. *lo$al assignments: Successfully e'patriating and repatriating international managers. T es.l :er 3a: International. A=tell@ R.B.#. 6iley. #. A(11!B. <armo th@ ?#) Interc lt ral Press.@ ?ay 10 Th rs.. San %rancisco@ CA) Fossey$9ass. <armo th@ ?#) Interc lt ral o’s and ta$oos around the world.etitia Baldrige’s new complete guide to e'ecuti/e manners. ?i5lan5@ ?I) ? rphy I 9roa5 P blishing Company. A(11-B. "ow to 2urope: the complete tra/eler’s hand$ook. A(11"B.@ ?ay (1 %ri. A1004B. 9erger@ . #.@ Corcoran@ ?. A=tell@ R. A100/B. Press. o’s and ta$oos around the world for women in $usiness. #. 9.@ 7regersen@ &. #. 9. A100/B. A1000B. .@ I ?en5enhall@ ?.P.0*6<32 T"rn in a cop o' the graph on p2 *6<2 Chapter 1(@ 3a:s A**ecting International 9 siness Tra. #. #merican ways A(n5 e5. / .Pearson #5 cation@ Inc.@ 9riggs@ T.@ 9riggs@ T. Ne: <or2) 6iley.@ I ?astron@ R. The do’s and ta$oos of international trade.Pair o** :ith another classmate an5 se yo r t:o co ntries to 5emonstrate a c lt ral 5i**erence.Ne: <or2) 6iley. o’s and ta$oos of humor around the world.el Presentations 6e5. *estures: The do’s and ta$oos of $ody language around the world. #u Contraire.a *6 Final E)am carefully •Watch personal grooming and expressions and Instr"ctional Reso"rces Althen@ 7. 9ermont@ F. )ri/ate dispute resolution in international $usiness: Negotiation% !ediation% ar$itration% 0olume 11: "and$ook.@ I 3amb@ ?. A=tell@ R. A100-B. The Netherlan5s) . 9al5rige@ 3. A100(B. A=tell@ R. A100!B. Asselin@ 7. Ne: <or2) 6iley.@ ?ay 14 Chapter /@ 6ritten Comm nication Patterns Chapter 4@ 7lobal #ti8 ette Papers D"e Chapter 0@ 9 siness an5 Social C stoms Chapter 11@ Interc lt ral Negotiation Process Chapter 11@ Interc lt ral Negotiation Strategies Complete Negotiation S4ills Sel'0Assessment E)ercise /pp2 *6. Copyright E (11.Ne: <or2) Ra:son Associates.@ I 3amb@ ?. A=tell@ R. A100!B. o’s and ta$oos around the world for women in $usiness. Ne: <or2) A=tell@ R. Ne: <or2) Fohn 6iley I Sons@ Inc. 9lac2@ F.#.@ ?ay (1 T"es2+ . S.
S. Ne: <or2) Pergamon. St. A1000B.B. 9rislin@ R. ?. OL9rien A#5.@ I Deol@ S. )ut your $est foot forward: #sia. 3incoln:oo5@ I3) National Te=tboo2 Company.@ I 6eilan5@ C. A(11. A100(B. . CI# 5act$ook A(111).er@ NF) Prentice &all. 6ashington@ Chaney@ 3.. 9osroc2@ ?. 2uropean customs and manners. Co4opetition. A100-B. Negotiating glo$ally: "ow to negotiate deals% resol/e disputes% and make decisions across cultural $oundaries A(n5 e5.B. Beginner’s dictionary of #merican 2nglish usage. *lo$ali&ing people through international assignments. &. The essential guide to $usiness eti9uette. )ut your $est foot forward: South #merica. A. 9or5en@ 7.go#!li$rary!pu$lications!the%"orld% fact$oo&!print!ca. ?. Collin@ P. Cross4cultural encounters: 5ace4to4face interactions. Cultural orientation: #n approach to understanding intercultural communication. A(11/B. 6ashington@ DC) Sietar. A(11(B. &.B. A1041B. S. 9osroc2@ ?. San %rancisco) Fossey$9ass. A100. ?. Pa l@ ?N) International #5 cation System. Cohen@ R. ?. 9rett@ F.6.B. 9osroc2@ ?. Copyright E (11. Pa l@ ?N) International #5 cation Systems. 3.B@ Communication for a glo$al society% 6778 NB2# (ear$ook App. Pa l@ ?N) International #5 cation Systems. Rea5ing@ ?A) A55ison$6esley P blishing. &.@ ?en5enhall@ ?. 9raganti@ N.?. 9ra5enb rger@ A. A100"B. A1001B.B.@ I Stroh@ 3. A1041B. S. http !!""". Reston@ 'A) National 9 siness #5 cation Association.@ 3o:i@ ?. A(n5 e5. Training for the cross4cultural mind DC) Sietar.@ I ?artin@ F. 9osroc2@ ?. )ut your $est foot forward: 2urope. A1001B.9lac2@ F. 4 . St.@ I Naleb **@ 9.cia. A1004B.F. Interc lt ral comm nication) 9ri5ging c lt ral 5i**erences. !anaging intercultural negotiations. ?. A100/B. )ut your $est foot forward: !e'ico3Canada. St.html Casse@ P.ine@ #. A(11/B. Ne: <or2) ?ea5o:broo2. Chaney@ 3. 6ashington@ DC) Unite5 States Instit te o* Peace Press. Upper Sa55le Ri.@ 7regersen@ &. Casse@ P.@ I ?artin@ F. St.Pearson #5 cation@ Inc. #. 111$11-B. A100.@ I De. 9. Negotiating across cultures. Ne: <or2) Do ble5ay. Pa l@ ?N) International #5 cation Systems. 6estport@ CT) Praeger. In S.
Fa. 6oo5stoc2@ 'T) Fe:ish 3ights 6iley. 10B.th e5. Internationally yours: Writing and communicating successfully in today’s glo$al marketplace. &.i5an@ R.ine@ #. 6ashington@ DC) Sietar International. Steers@ I ?.B. Upper Sa55le Ri. A1004B. International negotiation.th ed<. A100.A(111B. 7 il*or5@ CT) Peng in P tnam P blishing. The tra/eler’s guide to #frican customs and manners. Dosic2@ 6. 61st4century eti9uette.ine@ #.atin #merican customs and manners. A1001B. A(111B. %or5@ C.@ ? rnie2s@ C. A. 3. C. When $usiness east meets $usiness west6iley I Sons@ Inc. <armo th@ ?#) Interc lt ral Press. A100/B.@ I 9raganti@ N. Ne: <or2) . &.B. 9oston) &o ghton ?i**lin. Ne: <or2) Fohn %ast@ F. Ne: <or2) St. Body language in the workplace. Dresser@ N. Ne: <or2) St. Ne: <or2) Peng in. A1001B. %. The $usiness $i$le.Con5on@ F.B. De. #n introduction to intercultural communication.@ I ?osa2o:s2i@ #. ?artinLs Press. A100/B. A(11!B. De'ries@ ?.@ I <o se*@ %. !ulticultural manners. ynamics of intercultural communication A. #lashma:i@ %. A1004B. De. Ann Arbor@ ?I) Pro+ est CSA. A100-B.er@ NF) Prentice &all. ?artinLs 7ri**in. A1041B.Pearson #5 cation@ Inc. <armo th@ ?#) Interc lt ral Press. A(111B. A1001B.@ I Ro:lan5@ D. A(111B. Copyright E (11. De. De. <armo th@ ?#) Interc lt ral Press. Ne: <or2) ?c7ra:$&ill.@ I 9raganti@ N. ?artinLs 7ri**in. P blishing. The tra/eler’s guide to !iddle 2astern and North #frican customs and manners.o@ %. !indsets: The role of culture and perception in international relations. The cultural dimension of international $usiness :. 3. O=*or5@ #nglan5) #lse. The tra/eler’s guide to . #ngholm@ C. %isher@ 7. &obo2en@ NF) #arley@ P. ?artinLs Press. A#5s. C.B@ The glo$al mindset A'ol. Ne: <or2) St.A. C lt ral intelligence an5 the global min5set. %isher@ 7.@ I ?ontal. Ne: <or2) St. Do55.?.ine@ #.B. &o ston@ TM) 9 tter:orth$&einemann. A100"B.@ I 9raganti@ N. A1004B.@ I 9raganti@ N.ier. The tra/eler’s guide to #sian customs and manners. Intercultural skills for multicultural society. 0 . A(11/B. Culture*rams. C. International e'cellence. #ngholm@ C. P.o5ansha International.@ I &arris@ P. A104/B. !ulticultural management 6777. %erraro@ 7.ine@ #. &itt A#5s. In ?. Do55@ C. A(11.
6estport@ CT) Praeger. &o5ge@ S.lop*@ D. Crosstalk: Communicating in a multicultural workplace.F. A1001B.@ &anges@ P. A1004B. Can I 5#= a thank4you note> Ne: <or2) 9er2ley.@ I &erbig@ P. A(111B.Pearson #5 cation@ Inc.th e5. ?n $eing foreignA culture shock in short fiction.C.th e5. 6. A(111B. A. Tho san5 Oa2s@ CA) Sage. A104-B. 6. 3eaptrott@ N.B.?B2 study of . 11 . 9oston) Nicholas 9realey International. R.B A104"B. Introduction to intercultural communication A"th e5.@ &en5on R.B. Fan5t@ %. 3on5on) 9 siness 9oo2s. Ne: <or2) 9allantine.B. Intercultural communication encounters 9oston@ ?A) Pearson. . Class.@ Dor*man@ P. I &o*ste5e@ 7. New (ork) ?c7ra:$&ill. Tho san5 Oa2s@ CA) Sage. A(11. 3e:ic2i@ R. A1000B.6 societies.6. .@ I 7 pta@ '. A100"B.2ssentials of negotiation :. 3e:is@ R. A#5s.@ I 'alentine@ D. &all@ #. % ssell@ P.e Press. A100.lop*@ D. *roup processes: #n introduction to group dynamics. A1004B.#.B. #. 6. D. F. A(111B. &en5on@ D.@ Fa. A. F. . *lo$al smarts: The art of communicating and deal making anywhere in the world. Transcultural management: # new approach for glo$al organi&ations. A(111B. ?. Ne: <or2) ?c7ra:$&ill. A(11/B. &o se@ R.enton@ S. Intercultural encounters A.i5an@ ?. Creati/e negotiating. Fanner@ 7.<armo th@ ?#) Interc lt ral Press. Copyright E (11. A100/B. When cultures collide: .@ I F ngman@ R. A100/B. Palo Alto@ CA) ?ay*iel5 P blishing Company. Cultures and organi&ations A(n5 e5. A(11-B. &o*ste5e@ 7. % na2a:a@ A.Ne: <or2) Fohn 6iley I Sons. &olbroo2@ ?A) A5ams ?e5ia Corporation. The $usinessman’s guide to letter writing and to the law on letters A(n5. 3e:is@ T.eading across cultures.B. . #ngle:oo5@ CO) ?orton. A10//B. +nderstanding cultural differences. T.@ I &all@ ?. F.er@ NF) Prentice &all.%oster@ D.B. San %rancisco) Fossey$9ass. 7lassman@ A. F@ Sa n5ers@ D. Cross4cultural $usiness negotiations. A(11"B. Ne: <or2) ?c7ra:$&ill.ozic2i@ S. 3 *t@ F. Bargaining across $orders. #5. Culture% leadership% and organi&ations: The *. @ules of the game: *lo$al $usiness protocolCincinnati) Thomson #=ec ti.@ I 9arry@ 9. <armo th@ ?#) Interc lt ral Press. Upper Sa55le Ri.B. A104!B. I ?cCros2ey@ F. 9.
R. Ric2s@ D.6estport@ CT) Praeger. ynamics of successful international $usiness negotiations.@ A1041B. ?. The complete idiot’s guide to eti9uette. A(111B. A104-B. A(11(B. Po:ell@ ?.&. A1001B. R ch@ 6. R. A(11"B. &. Beha/e yourself. Tho san5 Oa2s@ CA) Pine %orge. A1040<.B.%ran2lin 3a2es@ NF) Career Press. &. A(11/B. International $usiness eti9uette: #sia and the )acific @im. Blunders in international $usiness A-th e5. !anaging cultural differences A4th e5. *lo$al $usiness eti9uette: # guide to international communication and customs A(n5 e5. ?iller@ S. Ne: <or2) O=*or5 Uni. A(11(B.B. '. A1000B.B. Fe**erson@ NC) ?c%arlan5. The cultural dialogue.@ I Cona:ay@ 6.@ I ?oran@ S.?artin@ F. What they don’t teach you at "ar/ard Business School. 6ashington@ DC) Sietar. 2thics of the $usiness system. oing $usiness with Japan. The essential guide to international eti9uette.@ &arris@ P. A104.@ I Chaney@ 3. A(110B. Ne: <or2@ N<) ASFA Press. T.International hand$ook of corporate communication.on@ ?A) A5ams ?e5ia. '. Ne: <or2) 6arner 9oo2s. ?issner@ ?.B. Copyright E (11. Sabath@ A. S.ersity o* Peterson@ 9. A(11-B. 7. A(111B. ?oran@ R. ?artin@ F. ?cCormac2@ ?. Bimono in the $oardroom: The in/isi$le e/olution of Japanese women managers. 11 . Ne: <or2) Alpha 9oo2s. T. Biss% $ow% or shake hands A(n5 e5. ?. S. Prosser@ ?. <armo th@ ?#) Interc lt ral Press. Ritzer@ 7. Nishiyama@ . A. A. The glo$ali&ation of nothing 6.. 9 rlington@ ?A) 9 tter:orth$&einemann. A(11(B. # manager’s guide to glo$ali&ation: Si' skills for success in a changing world. Ne: <or2) ?c7ra:$&ill.@ I Chaney@ 3. Cultural intelligence: # guide to working with people from other cultures. &. ?itchell@ ?. Sabath@ A. Rhinesmith@ S. A(111B. ?orrison@ T. Rensha:@ F.ersity Press. A(11"B.@ I Stripp@ 6. &o ston) 7 l*. A100"B. Ne: <or2) 9antam. Business eti9uette: 171 ways to conduct $usiness with charm and sa//y. &a:aii Press. ?oran@ R. A. A(11. 24mail eti9uette.B.Pearson #5 cation@ Inc. Sherman Oa2s@ CA) Al*re5. )assport to success: The essential guide to $usiness culture and customs in #merica’s largest trading partners6estport@ CT) Praeger.7 il*or5@ CT) The 7lobe Pe8 ot Press.B. ?al5en@ ?A) 9lac2:ell. A(111B. &onol l ) Uni.
@ I &5en$T rner@ C.i5@ . A1004B. Samo. In5ianapolis) Alpha 9oo2s. N.9elmont@ CA) 6a5s:orth. A.Sabath@ A. 1( . F. Ti=ier@ ?. Samo. A1000B. A. C.Ne: <or2) 7ol5man Sachs. Intercultural communication: # reader :17th ed-<.@ #aston@ S. ?. A(110B. A1004B.oehler P blishers@ Inc.@ I P r shothaman@ R. #merican cultural patterns. The cultural en/ironment of international $usiness. ?artinLs. A1000B.@ I ?cDaniel@ #. 6. A(111B. @iding the wa/es of culture A(n5 e5. A(11/B. A(11-B. A1004B. 9elmont@ CA) Thomson 3earning.@ I In2son@ . %ran2lin 3a2es@ NF) Career Press..@ Cona:ay@ R. The complete idiot’s guide to cultural eti9uette. (ou Dust don’t understand: Women and men in con/ersationNe: <or2) + ill. &olbroo2@ ?A) A5ams ?e5ia Corporation. C.@ I Da. A10""B. Trompenaars@ %. '. Communication $etween cultures A/th e5. Ne: <or2) &arperCollins. Tannen@ D. International $usiness eti9uette: . )erception C identity in intercultural communication. Thomas@ D. 'ictor@ D. T r2ington@ C.er@ NF) Prentice &all. A1001B.@ I 9ennett@ ?. A100(B. <. A100/B. S. C.@ I Porter@ R. The e/erything eti9uette $ook. International $usiness communication. Ne: <or2) ?c7ra:$&ill. <armo th@ ?#) Interc lt ral Press. 6ilson@ D. Communication and culture: @eadings in the codes of human interaction. San %rancisco) 9errett$. Ne: <or2) St.ar@ 3. Ste:art@ #.Ne: <or2) &olt@ Rinehart I 6inston. <armo th@ ?#) Interc lt ral Press.. Ste:art@ ?. A10/1B So/ereignty at $ay: The multinational spread of +-S2nterprises. Upper Sa55le Ri. 6787. R. Schmi5t. %ran2lin 3a2es@ NF) Career Press.atin #merica. The new eti9uette.B. Segalo**@ N. A1001B. A. Tra/ailler en 2urope. Terpstra@ '. A(11(B. Singer@ ?.Pearson #5 cation@ Inc. Paris) #5itions 3iaisons. Communicating glo$ally. A(11!B.@ I 6ar5rope@ 6. 3. reaming with the B@ICs: The path to Copyright E (11. R. F. #. A(11!B. !anaging across cultures A(n5 e5.B.Ne: <or2) 9asic 9oo2s. Schnei5er@ S. #. Cincinnati) So th$6estern.B.@ Porter@ R. ?. International $usiness eti9uette: 2urope.ar@ 3.@ I 9arso =@ F. Cultural intelligence: )eople skills for glo$al $usiness. 3os Angeles@ CA) Sage. A100/B. 'ernon@ R. A(111B. Smith@ A. Sabath@ A. 7.
B. The elements of international 2nglish style. 6ilen@ T. A(111B. A#5.#. Copyright E (11.&.) Mlibris Corporation.6ea. A(111B.Pearson #5 cation@ Inc. Business protocol: "ow to sur/i/e C succeed in $usiness. 1! . 9oston) Pearson. Armon2@ N<) ?. International $usiness: # $asic guide for women. A(11. Sharpe. 6eiss@ #.B. R. Culture% communication and conflict: @eadings in intercultural relations. Ne: <or2) 6iley. A(111B. N.er@ 7.p. <ager@ F.
e an e=change o* assistance.PART II END0OF0C=APTER ACTI>ITIES Chapter # The Nat"re o' Interc"lt"ral Comm"nication + estions 1.erri5ing c lt re.ers ne: mar2eting . The term Nmelting potN means a socioc lt ral assimilation o* people o* 5i**ering bac2gro n5s an5 nationalitiesC the term implies losing yo r ethnic 5i**erences an5 *orming one large society.ert penalty. The physical 5imension 5eals :ith the physical reality o* o r en. R"les are *orme5 to clari*y clo 5y areas o* norms.iors that@ i* bro2en@ carry a *orm o* o.ent res o* corporations. The lang age 5imension is se5 to comm nicate :ith those :ith . /. Corporate c lt res are an e=ample o* a synergy o* 5i.erse c lt res. Copyright E (11. 6hen a *irm is re*erre5 to as being global@ it means that the corporation is pro5 cing an5 mar2eting pro5 cts in n mero s parts o* the :orl5.ert or co. Net5or4s are *orme5 :ith personal ties an5 in.ely. %or an e=ample o* ho: pro5 cts ha.ely.. . C"lt"ral s nerg ta2es place :ith the merging o* t:o c lt res to *orm a stronger o.ioral e=pectations o* a position :ithin a c lt re an5 is a**ecte5 by norms an5 r les. an5 in a *oreign co ntry. A role incl 5es the beha. 1- .ironmentC it is meas re5 obGecti.ational@ e=periential@ emotional@ ling istic@ non. A comparison sho l5 be ma5e bet:een ho: the pro5 ct selecte5 is mar2ete5 in the U. S"!c"lt"res are gro ps o* people possessing characteristic traits that set them apart an5 5isting ish them *rom others :ithin a larger society. 9arriers to comm nication incl 5e physical@ c lt ral@ percept al@ moti. Norms are c lt rally ingraine5 principles o* correct an5 incorrect beha.e been globalize5 b t ha.erbal@ an5 competition.S.e maintaine5 the stat s 8 o o* the area to :hich they :ere intro5 ce5@ st 5ents sho l5 be instr cte5 to cons lt s ch re*erences as A=tell>s boo2s an5 #d/ertising #ge@ :hich co. 4. 0. ". (.al es an5 belie*s li2e o rs. incl 5e senior citizens@ baby boomers@ 3atin Americans@ Catholics@ tra5e associations@ an5 sel*$ help gro ps. !. -.ol. The three main 5imensions o* c lt re as i5enti*ie5 by 9or5en are lang ages@ physical@ an5 psychological. #=amples o* s bc lt res in the U.S. Interc"lt"ral comm"nication is comm nication bet:een persons o* 5i**erent c lt resC intrac"lt"ral comm"nication is comm nication bet:een members o* the same c lt re.Pearson #5 cation@ Inc. The psychological 5imension is meas re5 s bGecti.
The gro ps@ beca se they are ethnically 5i. 1.e.e a pre*erence *or people :ho belie. citizens :ith Gobs.@ 7erman@ Fapanese@ ?e=ican@ or something else beca se it is ma5e literally :ith parts an5 labor *rom all o. mar2et :ante5 an5 ga.ices in the long r n.ie:s as :rong. Case ! In the U. . to o**er him me5ical assistance. mar2et thereby pro. As *irms globalize another point is that they are raising the stan5ar5 o* li. The Fapanese 5i5 their mar2eting home:or2 an5 *o n5 o t :hat the U. Case 1 In a reception *or a political can5i5ate@ the e=planation o* the c lt ral phenomenon :o l5 incl 5e the *ollo:ing.S. The gro p 5isplays a lac2 o* socioc lt ral assimilation. The Iranian min5set is base5 in the Islamic religion :hich has a . As *irms globalize@ it becomes .e as they 5o. It may be *air to as2 ho: many U.ery strict co5e o* an eye *or an eye@ et cetera.Pearson #5 cation@ Inc. 9oth the U. People ten5 to brea2 into gro ps :ith :hich they *eel com*ortable :here comm nication barriers :ill be minimal.e a place to par2 a car in the larger cities be*ore yo can p rchase a car@ the Fapanese ob.ehicles :hich are .S.io sly nee5 .S. economic concerns@ an5 there*ore *elt the Shah sho l5 pay *or his :rong 5oings.S.ery 5i**erent *rom the large a tomobiles most o* the U. The ans:er sho l5 sho: an n5erstan5ing o* the 5i**erence bet:een ethnocentric@ polycentric@ regiocentric@ an5 geocentric management orientations.ery 5i**ic lt to say i* a car is U.S. Copyright E (11.S.elop their o:n ni8 e c lt re@ or are someplace in bet:een.e thy neighbor as thysel*.ery small co ntry an5 yo m st pro.i5ing U.e c lt ral synergy. that are 5estine5 *or the U.S. ObGecti. As Fapan is a .e in5 stry sho l5 incl 5e the *ollo:ing *actors. man *act rers ma2e.ing Fapanese :or2ers Gobs.i5e5@ *orm s bc lt res :ithin the macroc lt re o* the political party.S.e yo ha. *eels it is their responsibility to help anyone in nee5 any:here in the :orl5@ b t partic larly *rien5s. There*ore :hen the Shah :as ill@ it :as correct *or the U. Also the Fapanese are assembling many o* their a tomobiles in the U.11.S. The Christian religion is base5 on a n mber o* comman5ments@ one o* :hich is O3o. To sho: :hether b siness c lt res are aligne5 to national c lt res the ans:er sho l5 incl 5e in*ormation on ho: partic lar b sinesses either mirror the national c lt re@ 5e.S.ity is 5i**ic lt to maintain beca se :e consi5er o r .S. The Islamic Iranians *elt that the Shah ha5 sol5 them o t to the U.e not ha5 to come together an5 there*ore 5o not ha. Case ( An e=planation o* the globalization o* the a tomoti.e it to them.er the :orl5.S.P The U. They also *elt that i* the me5ical *acilities :ere goo5 eno gh *or the rest o* Iran they sho l5 be goo5 eno gh *or the Shah.ie:s correct an5 the other c lt reLs . :e e=pect others to honor their obligations to s. The gro ps are practicing ethnocentrism an5 *eel their c lt ral bac2gro n5 is correct an5@ there*ore@ they ha. an5 Iran sa: their positions as correct base5 on their religio s philosophies@ an5 neither loo2e5 at the sit ation *rom the otherLs perspecti.ing in those co ntries :here they 5o man *act ring@ :hich :ill in t rn allo: those co ntries to p rchase more o* o r goo5s an5 ser. The gro ps ha. cars are assemble5 in Fapan gi.
Imel5a@ in the Philippines@ is probably one o* the best e=amples o* lea5ers sing money@ e8 ipment@ an5 the li2e meant *or the people at large.e ten5e5 to become more cynical abo t politics in general. The Chamber o* Commerce :o l5 be a possible contact *or i5enti*ying persons in the local comm nity that con5 ct b siness globally.ernments to 2eep in*ormation *rom the p blic. 1" . Instr ctors may pro.eryone can see :hat they are 5oing. # rope an5 North America ha. In the Unite5 States people realize that :hen they ha. 7eocentric management allo:s locations to operate in5epen5ently.Case ?e5ia has ma5e it possible *or the :orl5 to 2no: :hat is going on in any part o* the :orl5 at any time. The money ne. Instr ctors may :ish to s ggest c lt res :here roles o* :omen an5 chil5ren are mar2e5ly 5i**erent *rom those in the U. Regiocentric management consi5ers a smaller area o* a co ntry@ a region.otion.er tr ly tric2le5 5o:n to the poor to help them.e .ery 5i**ic lt *or Asians i* it :ere coming *rom North America or # rope beca se this style 5oes not acco nt *or c lt ral 5i**erences in the :or2*orce. It might also be 5i**ic lt *or some o* the # ropeans or North Americans to a5G st to the co ntry or to regional c lt ral 5i**erences. It has become more 5i**ic lt *or lea5ers to hi5e political manip lation o* the p blic.es.e Ohelpe5P other co ntries in the past@ the rich got richer an5 the poor remaine5 in po.ie:s o* the p blic concerning their lea5ers. (.i5e an abstract *ormat *or st 5ents to se@ :hich :o l5 incl 5e :hat the interc lt ral problem is an5 a synopsis o* the article. It :as m ch easier be*ore satellites *or the go. Case . The only limit is i* the me5ia has limite5 access.e5 their lea5ers :ere almost s perh man an5 :ere praise5 *or the 5e. People hear m ch more to5ay abo t their lea5ers an5 realize they are only h man beings an5 ha.ery 5i.erse c lt res themsel. Instr ctors may :ant to s ggest 8 estions on min5sets@ roles@ s bc lt res@ norms@ an5 net:or2s that the *oreign st 5ent co l5 a55ress. Acti.istic nat re o* Asians. I* polycentric management practices are *ollo:e5@ then :hiche.Pearson #5 cation@ Inc.e to 5eal :ith the .ities 1. Copyright E (11. -.erty. The lea5ers are no: in a glass bo:l :here e.ie:s o* their constit ents. The se o* an ethnocentric management style :o l5 be . !. It may be 5i**ic lt *or North Americans or # ropeans to a5G st to the co ntry c lt re or the regional c lt res in Asia. The general p blic 5i5 not 2no: :hen 5ignitaries tal2e5@ met@ agree5@ or 5isagree5. ?any companies no: hire *rom :ithin the c lt re to a.oi5 these problems. People *ormerly belie.er c lt re :o l5 be :or2ing in any other co ntry in the tria5 :o l5 consi5er the 5i**erences in the co ntryLs c lt re an5 :o l5 change their management practice to *it the c lt re o* the co ntry. #thnocentric management :o l5 not ta2e into acco nt the collecti.S. It has also ten5e5 to change the . Politicians an5 :orl5 lea5ers no: ha.
ironment. Ann al reports are s ally 2ept in the libraryC instr ctors may :ish to s ggest s ch m ltinational corporations as 7eneral ?otors@ Sharp@ an5 Coca Cola.. ". an5 *oreign st 5ents :o l5 nee5 to a55ress the iss es o* #nglish as a secon5 lang age@ perceptions@ an5 en.S.ing relationships bet:een the U.. Copyright E (11. Proposals *or impro. 1/ .Pearson #5 cation@ Inc.
ily controlle5 by the *e5eral go. years o* age.Pearson #5 cation@ Inc. The states o* ?e=ico are hea.. Fapan has *e: nat ral reso rces@ an5 Cana5a has many nat ral reso rces. A c lt re 5e. Premarital se= is common@ an5 many co ples li. The Arabs may ha. The economy is 5ri.er. ". Altho gh Islamic la: allo:s a man to ha. Dating begins at 1! to 1.ersities. ?e=ico has a *e5eral go.es more s pport than sec lar e5 cationC only recently has their e5 cational system incl 5e5 *emales.e o. In Sa 5i Arabia@ males an5 *emales atten5 separate schools a*ter age si=@ incl 5ing ni. incl 5es the n clear *amily A*ather@ mother@ an5 chil5renB an5 the e=ten5e5 *amily Agran5parents@ ncles@ a nts@ an5 co sinsB. Cana5a>s economy is strong :orl5:i5eC it is capitalistic :ith socialistic controls in the areas o* health care an5 the retirement system. !. 9eca se o* the separation o* gen5ers@ there is no 5ating. The prime minister is the lea5er o* the maGority party in the &o se o* Commons an5 appoints a cabinet that r ns the go. Systems that are ni. #nglan5 is r le5 by a constit tional monarchy :ith a parliament. These nee5s are met by establishing a system *or pro5 cing or proc ring goo5s an5 a proce5 re *or 5istrib ting them.en by in5 strial plants@ mining@ *ishing@ an5 agric lt re. .er a h n5re5 close relati.ernment in the areas o* e5 cation an5 certain in5 stries.@ Fapan@ %rance@ #nglan5@ Cana5a@ an5 ?e=ico.S. Fapan>s economy is the strongest in the :orl5C it is a capitalisticD*ree mar2et base5 on man *act ring@ *ishing@ an5 e=porting. People m st choose bet:een technical training an5 college at age 1!C e5 cation is *ree *rom 2in5ergarten thro gh the ni. 7ermany>s e5 cational system is a bit 5i**erent. #5 cation is *ree an5 comp lsory *or certain age gro ps in the U. In Sa 5i Arabia@ on the other han5@ marriages are arrange5 altho gh some people are being allo:e5 to choose their mates.elops an economic system in or5er to meet the physiological nee5s o* its people. People in the U. In other c lt res the *amily may incl 5e secon5$@ thir5$@ an5 *o rth$generation relationships.ersal to all c lt res incl 5e economic@ political@ e5 cation@ marriage an5 *amily@ an5 social hierarchies an5 interaction. In Iran religio s instr ction recei. -.e *o r :i. 14 . The *amily system in the U. #5 cational systems may be *ormal@ in*ormal@ or a combination o* the t:o.Chapter * Uni&ersal S stems + estions 1. Copyright E (11. The &o se o* 3or5s are noblemen :ho are li*e appointees an5 Ch rch o* #nglan5 bishops an5 is the highest co rtC the &o se o* Commons is electe5 by citizens age 14 an5 o.ersity.e together prior to marriage.es.ernment :ith the presi5ent electe5 by the people 14 years o* age an5 abo.oting is comp lsoryB.S.e monogamo s or serial monogamo s marriages. In ?e=ico go5parent relationships are consi5ere5 *amily.e A.ernment. ha.S.es :ith the :i*e>s permission@ most Sa 5i (. Uni&ersal c"lt"ral s stems are *orme5 o t o* common problems o* all c lt res.
men ha,e only one :i*e. In Fapan most marriages :ere arrange5 in the pastC ho:e,er@ no: most people choose their mates. /. Social reciprocity is important in ?e=ico@ Fapan@ an5 Sa 5i Arabia. ?e=icans are goo5 hosts an5 place great importance on being a goo5 employer@ employee@ an5 *rien5. The Fapanese are also concerne5 :ith social reciprocity that can be seen in the importance they place on gi*t gi,ing. The Sa 5i Arabians are also *rien5ly an5 hospitable@ b t their personal pri,acy is important. Interme(iaries are people :ho act as go bet:eens :ith other people. C lt res that se interme5iaries generally 5isli2e con*rontations an5 are gro p oriente5. Altho gh interme5iaries are not se5 in the U.S.@ they are se5 in Fapan@ especially in negati,e sit ations. Property can be ,ie:e5 as pri,ate@ tilitarian@ or comm nity. In the U.S. people thin2 o* property as an e=tension o* the sel* an5 are ,ery possessi,e o* it@ :hile ?e=icans thin2 o* property o:nership in relation to *eelings an5 nee5. Property is important to the Fapanese@ perhaps beca se it is ,ery e=pensi,e beca se so many people li,e in s ch small geographic areas. The term e:"alit in the U.S. re*ers to e8 ality o* opport nity@ not to e8 ality in terms o* :ealth@ position@ or mental ability. In some c lt res@ people are born into a certain social class AmonarchiesBC e8 ality in that c lt re :o l5 imply the person is e8 al in terms o* social class.
Case 1 1. The role o* U.S. ni,ersities :ill contin e to be important. Anyone can get into college in the U. S. since some postsecon5ary schools ha,e lo: a5missions stan5ar5s@ in contrast to other nations :here applicants :o l5 not ha,e access to their colleges. The attit 5e to:ar5 higher e5 cation in the U. S. is that all persons :ho are aca5emically 8 ali*ie5 sho l5 ha,e access to higher e5 cation. #,en those :ho criticize the U. S. school system ha,e to conce5e that something m st be right abo t the system since people o* the U. S. :ere able to p t men on the moon. The *act that (. percent o* the U. S. pop lation 5oes not gra5 ate *rom high school is important in light o* :hat is happening in other co ntries o* the :orl5. Perhaps U. S. secon5ary schools sho l5 pro,i5e a stronger *o n5ation in the basics Area5ing@ :riting@ an5 calc latingB so that U. S. st 5ents :o l5 be on a more e8 al *ooting :ith s ch c lt res as Fapan@ :here 00 percent complete high school. The presence o* so many *oreign st 5ents in U. S. colleges is probably seen primarily as positi,e. The g i5ing i5eal o* the U. S. e5 cational system is base5 on the principle that as many people as possible sho l5 ha,e access to as m ch e5 cation as possible. The U. S. system is geare5 to accommo5ate st 5ents o* ,ario s aca5emic aspirations as :ell as the physically impaire5@ an5 those *or :ho #nglish is a secon5 lang age. %oreign co ntries :ill be able to 5e,elop e5 cational systems similar to the U.S. in the * t re not re8 iring as many o* their st 5ents to st 5y abroa5.
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Chil5ren o* other nationalities :ho ha,e been a5opte5 by U.S. Americans o*ten 5o ret rn to their nati,e co ntry to learn abo t their o:n ethnic heritage. C lt ral problems :o l5 incl 5e typical types o* c lt ral shoc2@ incl 5ing c stoms an5 belie*s@ *oo5 an5 5iet@ ho sing@ lac2 o* mo5ern con,eniences@ an5 stan5ar5s o* cleanliness. Case ! The people :ill ha,e to learn to accept ris2. %ormerly comm nist states ga,e e,eryone necessities an5 Gobs. No: in5i,i5 als :ill ha,e to learn ho: to compete an5 be part o* the ne: economic an5 political systems.
Case The *easibility o* 5e,eloping one monetary system to 5o a:ay :ith e=change rates is 8 estionable@ beca se o* :i5ely *l ct ating economies in ,ario s co ntries@ 5i**erences in 7DPs@ 5i**erences in costs o* li,ing@ an5 5i**erences in political str ct res. Case . 1. I* yo chose to ta2e one o* the positions@ :hat :o l5 yo :ant to 2no:Q The ans:er sho l5 incl 5e in*ormation on the ni,ersal systems s ch as political sit ation@ economic sit ation@ e5 cation sit ation@ *amily sit ations@ an5 social hierarchies an5 interaction. A pre5epart re training program on these iss es sho l5 be a re8 irement. (. &o: :o l5 yo prepare *or the :elcoming an5Dor the hatre5 yo :o l5 e=perienceQ Thro gh pre5epart re training@ a person sho l5 be prepare5 *or the Ira8is :ho :elcome s an5 the ones :ho 5o not. Part o* the preparation sho l5 be arg ments to se :ith those :ho 5o not :ant s there. !. 6hat characteristics that yo possess :o l5 be a strength or a :ea2nessQ This :ill be in5i,i5 al in response@ b t sho l5 incl 5e s ch items as lang ages@ physical@ an5 psychological 5imensionsC the *act that c lt re is learne5 an5 the :illingness to learn a ne: c lt reC not being stereotypicalC n5erstan5ing enc lt ration@ acc lt ration ethnocentrism@ an5 min5setsC an5 a :illingness to be open an5 learn ne: i5eas an5 :ays o* li*e. -. Do yo *eel that e,eryone :ho is in Ira8 as a *oreign :or2er sho l5 train an Ira8i to replace himDherQ The ans:er to this 8 estion :ill ,ary b t sho l5 incl 5e arg ments *or the U.S.Ls not staying longer than necessary in Ira8 Aor any co ntry staying in another co ntryBC the reasons :hy it is 5i**ic lt *or a people to be occ pie5 A*ree5om@ o tsi5ers@ c lt ral 5i**erences@ social hierarchy an5 interaction 5i**erencesBC the *act that the Ira8 people nee5 to ha,e incomes an5 be part o* the process o* reb il5ing their o:n nationC the *act that only the Ira8i people can *orm a ne: political an5 economic str ct re *or Ira8. C rrent e,ent articles can also be bro ght in *or this part o* the 8 estion. .. 6hat are the interc lt ral relationship problems in this c rrent sit ationQ Di**erent religion@ 5i**erent *amily str ct re@ 5i**erent e5 cation@ political@ an5 economic str ct re than :hat the U.S.
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people consi5er normal. The lang age problem is ,ery large. The *act that the U.S. is one o* the strongest nations in the :orl5 an5 *ear by the Ira8is that :e :ant their oil an5 o r reason *or being there may not be altr istic. Acti,ities 1. The local international st 5ent organization may be a goo5 contact *or *in5ing names o* Asian or 3atin American st 5ents to inter,ie:. Instr ctors may :ish to pro,i5e a list o* co ntries *rom :hich st 5ents co l5 choose to ass re a ,ariety@ an5 so that t:o st 5ents 5o not select the same co ntry. Pro,i5ing a list o* co ntries :o l5 again be recommen5e5 to a,oi5 possible 5 plication o* co ntries on :hich reports are ma5e. The Culture*rams series :o l5 be an e=cellent so rce *or locating this in*ormation on patriarchal an5 matriarchal *amily systems. Possible re*erences to s ggest incl 5e the Culture*rams series or the encyclope5ia. ". Instr ctors may :ish to 5i,i5e the class into teams to con5 ct research on ho: property is ,ie:e5 R pri,ate@ tilitarian@ or comm nity R in selecte5 co ntries an5 ha,e st 5ents ma2e oral reports to the class. Iss es st 5ents may i5enti*y incl 5e se o* s ch property as clothing@ *oo5@ boo2s@ an5 other school s pplies.
!. -. ..
Copyright E (11- Pearson #5 cation@ Inc.
ior *rom another c lt re>s . people . incl 5e e8 ality@ in*ormality@ in5i. Attit 5es to:ar5 ethics are c lt rally 5i. In the U.S.ie:. In the Asian an5 Arab c lt res@ the past is re.S. In m ch o* # rope@ attit 5es to:ar5 :or2 seem more rela=e5@ as e.S. 4. 'al es are *orme5 by contacts :ith *amily members@ teachers@ an5 religio s lea5ers.@ :hile in some 3atin American co ntries the practice o* sing gi*ts to ass re s ccess in sealing an agreement is an accepte5 :ay o* con5 cting b siness. means plain b t to the #nglish it means *rien5ly@ :arm@ an5 com*ortable.er@ :omen are consi5ere5 s bor5inate to men.acation.S. A stralians :o l5 se the :or5 $loke *or man an5 sandshoes *or sneakers. !.i5 alism@ an5 5irectness are not . ? slims obser. In Sa 5i Arabia the o**icial religion is Islam. An e=ample o* semantic 5i**erences is the se o* the :or5 homely@ :hich in the U.ere5C the people are not * t re$oriente5.erse.ie:e5 negati. Accepting bribes :o l5 not be consi5ere5 ethical in the U. Co ntries in the %ar #ast are beginning to a5. #8 ality@ in*ormality@ in5i.al e5 in Asian c lt res.er ha5 an o**icial state ch rch. -. O7reaseP payments are consi5ere5 ethical by the %oreign Corr pt Practices Act o* 10//.iors o* those in another c lt re. The term attri!"tion means the ability to loo2 at social beha.S. In the U. . Religion plays a minor role in con5 cting b siness in the U. . /.S.S.S. 3atin c lt res 5o not place the same importance on time as 5o people o* the U.al es.@ %rance@ an5 Cana5a@ :omen are consi5ere5 e8 al to men an5 hol5 lea5ership positions in go.i5ence5 by the c stom o* closing b sinesses 5 ring the month o* A g st so that people can go on .S.al e :or2 an5 s bscribe to the :or2 ethic@ :hich means that har5 :or2 is re:ar5e5 an5 *ail re to :or2 is . In 3ibya@ ho:e.S. 'al es hel5 by people in the U. Comm nication problems occ r beca se 2no:n e=periences *rom yo r o:n c lt re are se5 to e=plain n2no:n beha.e a co nterpart in a *oreign lang age.S. Persons in other c lt res 5o not share these U.ance :omen in b siness@ :hile in the ?i55le #ast progress is slo:. Semantic 5i**erences can a**ect interc lt ral comm nication :hen the :or5 se5 has m ltiple meanings an5 :hen the #nglish :or5 5oes not ha. C lt ral roots in*l ence attit 5es to:ar5 :omen.al es. The Fapanese :or2 long ho rs ?on5ay thro gh %ri5ay b t 5o not s ally :or2 :ee2en5s as 5o U. The me5ia also has an impact on the *ormation o* . ".Chapter Contrasting C"lt"ral >al"es + estions 1.ely. is a time$@ * t re$@ an5 :or2$ oriente5 society. Altho gh b siness is not con5 cte5 on s ch religio s holi5ays as Christmas an5 #aster@ people 5o not *eel obligate5 to participate in religio s ceremonies since the U.Pearson #5 cation@ Inc. b sinesspeople. (( .e the (.ernment an5 in5 stry.. Copyright E (11.i5 alism@ an5 5irectnessC the U. has ne.
e been asserti.ary :ith the c lt re. Also bosses are consi5ere5 to be a parental *ig re an5 :o l5 be e=pecte5 to 2no: that i* the s bor5inate is not at :or2 there is a . Case Copyright E (11. Case ! ?r.ersal Declaration o* & man Rights.istic incl 5e So th an5 Central American co ntries@ Pa2istan an5 In5onesiaC the Fapanese an5 Chinese . A parent :o l5 not e=pect chil5ren or other e=ten5e5 *amily members to accompany them to the 5octor or school.e in telling the tr th@ :hile people o* s ch co ntries as Fapan belie. :or2 is *irst an5 *amily is secon5C in ?e=ico *amily is *irst an5 :or2 is secon5. Unli2e the U.er in5i.es. ?s.e or 5irect in their comm nication style AAsians pre*er being in5irectB. Ethical "ni&ersalism proponents belie.es as a5 lts@ in ?e=ico most people stay near their e=ten5e5 *amilies.e that certain . Co ntries that are collecti. Con5 cting b siness 5 ring the month o* Rama5an is not recommen5e5 as ? slims are re8 ire5 to *ast *rom 5a:n to s nset. (! .e times a 5ay to pray@ so meetings :ith Sa 5is :o l5 nee5 to be *le=ible to allo: *or this rit al. Case 1 The beha. C lt res that are primarily in5i. 0.e that sa.al es are ni. %or e=ample@ people o* the Unite5 States belie.ator or room AAsians permit those o* higher ran2 to enter *irstBC an5 the :or2ers may ha. Collecti&ism emphasizes common interests@ con*ormity@ cooperation@ an5 inter5epen5ence. In(i&i("alism re*ers to the attit 5e o* .i5 alism.e le5 to the concl sion that :or2ers :ere not gi.ing5om@ Cana5a@ an5 the Netherlan5s.i5 alistic incl 5e the U. In the U.ali5 reason.S.e prece5e5 him :hen entering an ele. :or2ers that may ha.ali5 reason *or missing :or2 in ?e=ico.ing *ace is more important than telling the tr th. Case ( C lt ral attit 5es an5 beha.e incl 5e5) a55ressing him by his *irst name AAsians typically :o l5 not a55ress s periors by their *irst nameBC stea5y eye contact AAsians 5o not *a.S.ersal across c lt res@ s ch as the Unite5 NationsL Uni.e a carC an5 many o* their restrictions apply to :omen *rom other c lt res. In the U.S. 7reen :o l5 nee5 to n5erstan5 that most Arabs@ altho gh they :ill 5o b siness :ith a :oman@ :ill 5o so only i* they 2no: an5 tr st her.e near their relati.rit al o* stopping :or2 *i. *or the most part *amily members ta2e care o* themsel. &elping oneLs *amily is a .S. Ethical relati&ism proponents maintain that ethical principles .es as separate in5i.al ing o rsel.or 5irect eye contactBC :or2ers may ha.e5 o* the U. 11.al es in ?e=ico. :here chil5ren 5o not necessarily contin e to li.ing him the proper respect co l5 ha.iors 3a ra 7reen co l5 e=pect as a :oman negotiating a contract *or *ast$*oo5 resta rants in Sa 5i Arabia incl 5e separation o* males an5 *emales in the society.iors Ching 3ee obser. 6omen 5o not socialize :ith men in p blicC they 5o not 5ri.@ A stralia@ Unite5 . & nt nee5e5 to learn abo t *amily .S.al e the gro p approach o.Pearson #5 cation@ Inc.i5 als :ith responsibility *or o r o:n 5estinies an5 actions.
al es . st 5ents an5 international (.e gro ps. . !.S. P blic relations 5epartments@ personnel agencies@ an5 ne:spapers are goo5 so rces *or *in5ing names o* :omen in high$ran2ing positions in go.es. I* only one 5ay a :ee2 is 5e5icate5 to *amily o tings in %rance@ then Disney m st attract people *rom other c lt res to se the par2 the other si= 5ays o* the :ee2. %oreign pro*essors or pro*essors o* *oreign lang ages are goo5 so rces to tal2 on attit 5es to:ar5 :omen in other c lt res. people that they :ere impresse5 :ith their presentation. 'acation str ct res an5 *amily str ct res :ill be . The Tai:anese :o l5 *eel they are being polite by listening intently an5 not ma2ing con.ery important consi5erations. People .ie:s listing the 1. The res lts co l5 then be combine5 an5 statistically analyze5 to 5etermine 5i**erences bet:een attit 5es to:ar5 :or2 among the *i. .ertly *rien5ly to strangersC other # ropeans partic larly :o l5 realize this *act. Di**erences in responses o* U. Disney co l5 se interns or * ll$time employees *rom O*rien5lyP co ntries to *ill some o* the 2ey positions.S. Acti. WhoEs Who in Business is another possible so rce. To ass re consistency o* *ormat@ the instr ctor may :ish to pro. To i5enti*y :omen in high$ran2ing positions in another co ntry@ embassies :o l5 be a goo5 so rce.es@ then come bac2@ an5 5isc ss :ith the other si5e. The instr ctor co l5 s ggest *oreign ne:scasts as so rcesC st 5ents :ho ha.isiting %rance :o l5 realize that most o* the %rench employees in the co ntry are not o. Instr ctors may :ish to pro.i5e a *orm on :hich all st 5ents :o l5 recor5 responses. The Tai:anese not interacting :ith the U. In5i.%irst Disney m st learn abo t the 5i**erent # ropean c lt res an5 n5erstan5 they are 5ealing :ith many 5i**erent c lt res.i5 alistic c lt res :ant to tal2 an5 5o b siness imme5iately :hile collecti. Case .1 in chapter -. b sinesspeople ma5e them *eel as i* the Tai:anese :ere arrogantC ho:e. The silence :as being se5 to sho: attention an5 respect an5 :as mis n5erstoo5 as arrogance an5 a lac2 o* being :illing to share i5eas.ertically an5 the *i..S.amp parts o* the par2 :ith par2s an5 picnic *acilities.ities 1.ery 5i**erent perspecti.e$ point scale horizontally@ similar to the *orm in #=ercise -.Pearson #5 cation@ Inc.i5e an abstract *ormat to ass re consistency.e5 in 5i**erent parts o* the U. Disney :ill nee5 to re. Instr ctors may :ish to s ggest to st 5ents that they prepare a *orm to se in their inter.ersation.S.ary. 6hile the %rench may not snac2@ they 5o enGoy their pastries@ co**ee shops@ cheese shops@ an5 :ine shops.ernment or b siness. Responses :ill . an5 *oreign st 5ents *rom other #nglish$spea2ing co ntries are also possible so rces. The t:o si5es loo2 at 5oing b siness *rom .istic c lt res :ant to listen@ 5isc ss among themsel. Copyright E (11. ". -. (- .e li.er@ the Tai:anese :ere trying to sho: the U.
st 5ents :ill perhaps be consistent :ith c lt ral . (.e higher ran2ings to leis re@ *amily@ teams@ *ormality@ an5 respect *or the el5erly than :ill U. st 5ents. . Copyright E (11.al es. International st 5ents :ill probably gi.Pearson #5 cation@ Inc.S.
.. (" .e coping s2ills to alle.eniences. is mainly one large mi55le classC an5 in many 5e.ariety o* instr ctional metho5sB@ area training mo5el or sim lation mo5el Aemphasizes a**ecti.Chapter . ? ltinational *irms can alle. /.er:helming. The *irst stage can last a *e: 5ays or se. C"lt"ral Shoc4 + estions 1. Social class an5 po.ing into a c lt re 5i**erent *rom yo r home c lt re.al es.e@ an5 beha.Pearson #5 cation@ Inc.erseas assignments :ho possess certain personal an5 pro*essional 8 ali*ications an5 by pro. In the *o rth phase@ yo *eel at home in the ne: c lt re an5 become in. Approaches to interc lt ral training o**ere5 by m ltinational *irms incl 5e) intellect al mo5el or classroom mo5el Aparticipants are gi. C lt ral shoc2 incl 5es the *r strations that accompany a lac2 o* n5erstan5ing o* the . Americans in o. ".iate stress incl 5e 5i. -.ices@ or comm nication.ioral aspects o* trainingB.ities o* the c lt re an5 ma2e *rien5s :ith the nationals. In the *inal stage@ yo ret rn to the home c lt re an5 e=perience reentry shoc2@ :hich may go thro gh the initial *o r stages o* c lt ral shoc2.e in the o. D ring the secon5 stage@ yo r e=citement t rns to 5isappointment as some o* the problems no: appear to be o.erseas 5eployment.e5 in acti.ing abroa5 incl 5e a5G sting to ne: *oo5s an5 problems :ith ho sing@ climate@ ser.ol.e goals@ c lt re speci*ic content@ an5 e=periential processesB@ sel*$a:areness mo5el or h man relations mo5el Abase5 on the ass mption that the trainee :ith sel*$ n5erstan5ing :ill n5erstan5 the ne: c lt re better an5 :ill there*ore be more e**ecti.i5ing training programs *or employees prior to o. Copyright E (11.ersions@ s ch as ta2ing p a hobby@ planning *amily e. The term c"lt"ral shoc4 is se5 to 5escribe the tra ma yo e=perience :hen mo.e as is sing an approach :hich attempts to combine cogniti. The stages o* c lt ral shoc2 incl 5e) e=citement or initial e phoria@ crisis or 5isenchantment@ a5G stment@ an5 acceptance. Positi.S.en *acts abo t the host co ntry sing a .erbal an5 non.erseas assignments beca se the U.erseas assignmentB@ c lt ral a:areness mo5el Aemphasizes c lt ral insight an5 stresses a**ecti. Types o* c lt ral stress that may con*ront persons :ho are li.eral monthsC yo are *ascinate5 :ith the *oo5 an5 people an5 ten5 to o. !.eloping co ntries@ no (.erbal comm nication o* the host c lt re@ their c stoms@ an5 .e goals an5 an e=periential processB@ interaction approach Aparticipants interact :ith people in the host co ntryB@ m lti5imensional approach@ Aconcept that sing any single training approach is not as e**ecti.iate c lt ral shoc2 by selecting employees *or o.S.ents@ sharing problems :ith *rien5s an5 *amily members@ changing one>s mental o tloo2@ e=ercise an5 me5itation@ an5 spirit al copers.erty$:ealth e=tremes can be so rces o* c lt ral shoc2 *or U. In the thir5 stage@ yo begin to ma2e a5G stments to the ne: c lt re an5 can see the h mor in sit ations yo cannot change.erloo2 minor problems an5 incon.e@ a**ecti.
e a larger p blic sel* :ith the pri.e5 abroa5 an5 :ith sympathetic *amily members an5 *rien5s can also help co nteract reentry shoc2. Fo2es 5o not translate :ell in other lang agesC American h mor is o*ten mis n5erstoo5 by people in other c lt res. 9etter topics *or small tal2 :o l5 ha.e been history@ c lt re@ or artC 3arry sho l5 ha.esting in appropriate *ormal attire. People in the U.erty in socially nacceptable :ays@ s ch as paying a mai5 t:ice the s al rate G st beca se the person is poor.eeping in to ch :ith pro*essional organizations an5 other gro ps :ith :hich yo :ill :ant to a**iliate is also help* l. AmericansC there*ore@ it is not appropriate to a55ress persons by their *irst names in b siness sit ations.S.e also 2no:n that the Fapanese are com*ortable :ith silence. These incl 5e) as2ing the Fapanese to call him by his *irst name@ telling se.ing@ s ch as hiring 5omestic help an5 in. .eral mista2es :hile trying to ma2e a goo5 impression on his Fapanese hosts. The po. ha. Sharing yo r *eelings :ith other people :ho ha.erty o* the lo:er class in other c lt res ma2es people o* the U.e also in8 ire5 into appropriate gi*t gi.ate sel* is rather large. The Fohari 6in5o: is se5 to 5epict ho: people in . The employee may inc r a55itional e=penses relate5 :ith a higher stan5ar5 o* li. people li. % rther@ spea2ing abo t the Fapanese economy is an inappropriate topic *or con.eral Nh moro sN stories@ bringing gi*ts :ith the company logo@ an5 as2ing abo t the state o* the Fapanese economy.Pearson #5 cation@ Inc.e5 as a 5emotionB@ reestablishing *rien5ships@ rea5G sting to the li*estyle@ changes in social li*e@ an5 a change in the stan5ar5 o* li.iate5 some:hat by correspon5ing reg larly :ith members o* the home c lt re an5 by s bscribing to the home ne:spaper to stay abreast o* c rrent happenings. 0.ing. Case ( . The Fapanese are rather *ormal :hen compare5 to the U. Case 1 3arry ma5e se.S. The panes o* the :in5o: are se5 to represent things others 2no: that I also 2no: Aarena or openB@ things others 2no: that I 5on>t 2no: Ablin5 spotB@ things others 5on>t 2no: that I 2no: Ahi55enB@ an5 things others 5on>t 2no: that I 5on>t 2no: A n2no:nB.ate sel*.e a big a5G stment to ma2e an5 sho l5 prepare *or it * lly. The maGor 5imensions o* the Fohari 6in5o:@ :hat is 2no:n to sel* an5 to others@ can be translate5 into one>s p blic sel* an5 pri.e li.mi55le class e=ists.ate sel* being relati.ely small. Types o* *inancial a5G stments associate5 :ith c lt ral shoc2 incl 5e rate o* e=change@ ban2ing practices an5 se o* cre5it car5s@ cost an5 a. 4. In some c lt res@ s ch as the Fapanese@ the p blic sel* is 8 ite small@ :hile the pri. Reentry shoc2 can be alle.ario s c lt res 5i**er :ith respect to ho: m ch o* the inner sel* is share5 :ith others. ncom*ortable@ an5 they o*ten 5eal :ith po.arl an5 his *amily ha. 3arry sho l5 ha. (/ . U.ing practices :ith the local sta** :ho :ere more *amiliar :ith the Fapanese c lt re.ersation in Fapan.ailability o* ho sing@ an5 costs o* schooling *or employees :ith *amilies. 11. . The types o* reentry problems enco ntere5 by persons ret rning to the home c lt re incl 5e rea5G stment to the Gob Ao*ten percei.arl sho l5 or5er the local Chicago ne:spaper to catch Copyright E (11.ing o.S.S.erseas are then gro pe5 :ith the pper class.
er@ she :o l5 be able to *in5 a t tor in Fapan an5 contin e to learn an5 practice her Fapanese.e ta2en Fapanese lessons to learn the basics she :o l5 nee5 to n5erstan5 to s r. &o: 5o tas2 an5 gro p$maintenance goals 5i**er in an international team o* :or2ersQ The tas2 goals are more important to the 7ermans@ then the D tch@ then the U.S. Copyright E (11. 1. &e may also tal2 to *amily members in the U.ery important :hen c lt res are completely 5i**erent.S.@ then the D tch@ then the 7ermans. Americans all can sit 5o:n an5 start to :or2 imme5iately.ents that he may ha. :ho can 2eep him p to 5ate on any e.e.S. Case . 6hile the U.ities. ?e=icans also ta2e a lot o* pri5e in their history an5 :o l5 e=pect anyone intereste5 in a b siness partnership :ith them :o l5 also be intereste5 in ?e=ican history.ities in.S.e5 :ith acti.ing other chil5ren an5 ne: *rien5s as soon as possible to help lessen the reentry shoc2 *or him.e realize5 that #nglish is se5 in b siness b t is not se5 *or e. Case 6ith a little research Fanice :o l5 ha. I* F an ha5 not been intereste5 in a propose5 partnership@ F an :o l5 not ha. I* yo are a relationship$base5 co ntry@ yo are more concerne5 :ith the gro p maintenance goals than co ntries that are not relationship oriente5. 6hat 5oes commitment mean to each o* the c lt resQ 7ermany@ The Netherlan5s@ the U. The :or2 ethics are (.i.e a lighter attit 5e to:ar5 the :or2@ the 7ermans :o l5 be . Americans an5 the D tch :o l5 ha. ?e=icans li2e to get to 2no: e.ery complicate5 lang age@ she probably :o l5 not be able to become *l ent be*ore she mo.ery5ay li*e.e against other gro p membersQ The three :ho are spea2ing #nglish as a secon5 lang age co l5 ha.eryone be*ore they really begin the tas2.arl>s son is an important consi5erationC he sho l5 become in.arl sho l5 also be prepare5 *or a possible 5emotion in Gob title as :ell as salary pon ret rning to the U. ?e=icans also 5o not 5o b siness :ith someone they 2no: nothing abo t.ery 5i**erent in their :or2 acti.e misse5.e met :ith %ran2 at all.S.@ an5 that it is *or rela=ation an5 getting to 2no: each other not *or a b siness 5isc ssion.e5 to FapanC ho:e.ol. %ran2 sho l5 ha.ery normal.S.Pearson #5 cation@ Inc.S.e realize5 that l nch is aro n5 ()11 p. 6hat preG 5ices might these team members ha. . 7ermans@ D tch@ an5 U.m. Case ! %ran2 ha5 not prepare5 *or his trip to ?e=ico by learning abo t the ?e=ican b siness c lt re.e realize5 this :as the *irst o* many getting to 2no: each other meetings an5 ha5 nothing to 5o :ith F anLs interest. (4 . :e ten5 not to 5rin2 as m ch 5 ring l nch@ 5rin2ing 5 ring l nch in ?e=ico is still .S.no:ing this she co l5 ha.S. 6hereas in the U. The gro p maintenance goals are most important to the ?e=icans@ the U.e a preG 5ice against the U. 9eca se *amily is so important in ?e=ico@ F an :ante5 to 2no: abo t %ran2Ls *amily an5 :ante5 to tell %ran2 abo t his *amily.@ an5 then ?e=ico. !. F an 5i5 not apologize *or being late beca se he :as not late.p on the e.ery *oc se5.@ an5 ?e=ico are . Pre$5epart re training is .ents o* the area. The *irst *e: meetings are getting to 2no: each other meetings. . Since Fapanese is a .ol. . I* %ran2 ha5 prepare5@ he :o l5 ha.
ities 1. -.ele5 to a *oreign co ntry co l5 be instr cte5 to respon5 accor5ing to their e=periences :hen ret rning to li.e5 late@ perhaps only an in5ication that they probably ha5 something else to *inish *irst.S. ". some:hat 5i**erent among the co ntries an5 co l5 ca se some preG 5ices s ch as a perception o* laziness or that the other team members are not p lling their :eight.Pearson #5 cation@ Inc. 6hat 2no:le5ge :o l5 e. Instr ctors may :ish to se this acti.e in a certain part o* the co ntry a*ter a prolonge5 absence.e not tra. 6hy :ere the members acting as they 5i5Q The ?e=icans arri. representing a large 5egree o* reentry shoc2 an5 1 representing the least 5egree o* reentry shoc2@ *or e.es more e**iciently. Instr ct st 5ents to se a scale o* 1 to . Acti.e5 o tsi5e the Unite5 States.al es@ they :o l5 be able to :or2 together better an5 carry o t their tas2 obGecti. People simply treat others ethnocentrically ntil they learn not to 5o so. St 5ents> responses to c lt ral shoc2 e=pecte5 in #gypt co l5 incl 5e) attit 5es to:ar5 gen5er@ 5i**erences in meanings o* gest res@ religion@ Islamic style o* 5ress@ an5 greetings. &o: :o l5 e=ploring each otherLs belie*s@ norms@ an5 .ing ne=pecte5 . S ggest to st 5ents that they chec2 the libraries o* other p blic an5 pri.ie: material in the chapter to 5etermine the most important 8 ali*ications to loo2 *or :hen 5eci5ing :hich Gob applicants to inter.isits *rom *rien5s an5 colleag es@ eating practices@ ha. A*ter ret rning to the U.ing chil5ren eat :ith the *amily again@ 5i**erences in meanings o* gest res@ an5 more *ormal 5ress 5 ring :or2. (. ". St 5ents co l5 simply re.ie:ee may i5enti*y :ill probably be consistent :ith those incl 5e5 in the te=t@ s ch as 5i**erences in *oo5@ ho sing@ transportation@ an5 stan5ar5s o* cleanliness. ?aGor types o* c lt ral shoc2 the inter.al ating a thro gh e..enya@ the types o* reentry shoc2 a person might e=perience incl 5e) not ha.al es o* the other team members. .oi5 some o* these problems or at least to n5erstan5 :hy these 5i**erences ta2e place. Persons :ho ha.eryone nee5 to 2no: going into an international teamQ #ach o* the members nee5e5 to n5erstan5 the basic c lt ral . (0 . A reason *or c lt ral training is to a.. *rom .ate schools@ in a55ition to their o:n school library.ity *or e=tra cre5it@ especially since not all st 5ents may ha.al es at the beginning o* the team b il5ing a**ect the gro pQ I* they all n5erstoo5 each otherLs c lt ral .@ :ith . .e access to a person :ho has li. !.-. Copyright E (11. %or the other three co ntries@ yo are al:ays on time.ie:.
St 5ents are to gi.e.es *rom the main stream c lt re Apartic larly their parentsB. ..S.Pearson #5 cation@ Inc. -.eloping their o:n meanings *or e.erbal 5 eling as arg ing. The st 5ents are also to gi. A :or5 :ill not ha.erbal 5 eling is also obser.erbal beha. ?any people belie. . Copyright E (11.ery5ay :or5s@ they 5e.e e=amples o* con. #thnic gro ps that enGoy .alence i* a !1 !.ery important. So therners 5o not li2e con*rontation an5 o*ten .S.e@ an5 ho: :e G 5ge others. I* the salesperson 5i5 their home:or2 on Fapan an5 chose to ignore :hat they learne5@ or 5i5 not 5o their home:or2 an5 procee5e5 to treat the Fapanese li2e they 5o people in the U.erbal 5 eling in the U. incl 5e those o* Italian@ 7ree2@ 7erman@ or %rench e=traction.e5 in the North an5 Northeast portions o* the U. They also 5e. A *lamboyant U.alent :or5s in both lang ages an5 the inten5e5 meaning becomes . people to catch . A bic lt ralDbiling al interpreter has a better n5erstan5ing o* :hat is meant as :ell as :hat is sai5. ?any times there are not e8 i.ery small an5 har5 *or most U. The e=amples co l5 incl 5e re*raining *rom s:earing@ tal2ing abo t se=@ tal2ing abo t home problems@ or others.S.alence means there are :or5s in each lang age :ith the same meaning. 3ang age 5i**erentiates s into gro ps by controlling the :ay :e thin2@ the :ay :e shape concepts@ ho: :e percei.S. ?ore . The Fapanese se a lo: .e e=amples o* slang or Gargon se5 by people :ith :hom they associate. person is :or2ing *or a 7erman national in the U.oice :hen they spea2 :itho t m ch in*lectionC there*ore@ they :o l5 *in5 a lo 5@ *ast$ tal2ing person o**ensi.elop Gargon an5 slang are many an5 . A bic lt ralDbiling al@ beca se they n5erstan5 both c lt res@ :o l5 be able to interpret :hat is meant more acc rately than a monoc lt ralDbiling al interpreter. as oppose5 to the So th an5 So theast.ocab lary e8 i. Teenagers :ant to 5i**erentiate themsel.e other c lt res 5o not care abo t their Gobs or are more 5eman5ing beca se o* the :ay they e=press i5eas.ersation taboos in their home or gro p o* *rien5s.erbal 5ramatization as :e spea2.S. 4.arie5. The reasons teenagers an5 other gro ps 5e. (.e . ". The Fapanese> non.S. 9y 5e. /.@ the Fapanese :o l5 *in5 the salesperson 5istaste* l.S. 'ocab lary e8 i. A :or2er :o l5 nee5 to be 2no:le5geable o* a *oreign lang age in sit ations :here the :or2er inter*aces :ith the other c lt res 5irectly.ers s o r non.@ the person :o l5 n5erstan5 the :or2 attit 5e 5i**erences i* they co l5 spea2 the lang age beca se they :o l5 n5erstan5 some o* the c lt ral 5i**erences.Chapter 6 Lang"age + estions 1.elop a sel*$esteem an5 importance many times 5 e to this 5i**erentiation@ an5 it allo:s them to 2no: :ho one o* them is an5 :ho is not. I* a U.iors are . salesperson :o l5 probably not get the sale.ie: .elop a *eeling o* separation@ o* becoming their o:n gro p.
citizens :ho are not &ispanic an5 :ho 5o not 2no: Spanish :ill not be as li2ely to . Teaching Spanish as a *irst lang age an5 #nglish as a secon5 lang age co l5 res lt in isolating %lori5a *rom the rest o* the U. I* yo nger people o* %lori5a 5o not spea2 #nglish :ell eno gh@ :hether it is ta ght as a *irst or secon5 lang age@ it may h rt their chances o* getting into college :hich in t rn :ill h rt their chances to achie. Case 1 The s ggestion that@ 5 e to a large &ispanic pop lation in %lori5a@ Spanish sho l5 be consi5ere5 the *irst lang age@ brings p se. 9eca se the main lang age o* the U. !1 . I* Spanish becomes the lang age o* %lori5a@ U. is #nglish A:hich most immigrants ha. Case ( Copyright E (11.ery *r strating :hen each belie. Despite this large &ispanic pop lation in %lori5a@ it is still part o* the Unite5 States@ :hich is an #nglish$spea2ing co ntry.e as2e5 the correct 8 estion to solicit the ans:er they 5esire only to recei.ent mis n5erstan5ing.eral problems.Pearson #5 cation@ Inc. O r c lt re teaches s ho: :e sho l5 percei. 3ang age 5etermines an in5i. 0.i5 al>s cognition an5 perception@ an5 i* yo 5o not learn the lang age o* the mainstream@ yo :o l5 not ha. In the #U@ no pre5ominant c lt re e=istsC all co ntries an5 their c lt res in a sense are on e8 al gro n5.S. At the linear en5 a person ans:ers the 5h to the 8 estion an5 ass mes the 5hatC at the nonlinear en5 the person ans:ers 5hat happene( an5 ass mes the 5h . ?any o* the internal problems in co ntries are 5 e to ethnic 5i**erences.ery close together@ 5eal :ith one another reg larly@ an5 sho l5 be able to comm nicate. In the U.es they ha. 11. 6e learn to thin2 along a linear or nonlinear contin m.S. C lt re an5 lang age a**ect the :ay :e thin2. The restricte5 co5es o* the 9ernstein &ypothesis are messages that are highly pre5ictable an5 re8 ire no e=planation. In the # ropean Union@ *or e=ample@ co ntries are .e politically an5 economically.S. #laborate5 co5e messages are se5 :ith strangers an5 in. 7enerally the :or5s are the same b t the meanings change. 11.eral co$c lt res practice an argot *orm o* #nglish incl 5ing the 9lac2 Americans@ Spanish Americans@ an5 a n mber o* s bgro ps. I* :e lac2 the c lt ral bac2gro n5@ :e :ill se o r o:n bac2gro n5 :hich may or may not be li2e the spea2er>s bac2gro n5. Argot is lang age o* a co$c lt re. %lori5a co l5 lose maGor re.e an ans:er that@ to them@ ma2es no sense.en es each year that are generate5 by to rists.s bgro p attrib tes another meaning to the :or5@ or another co ntry may attrib te a 5i**erent meaning to the same :or5. Restricte5 co5e messages are generally bet:een people :ho 2no: each other 8 ite :ell.isit the state.e learne5B@ the &ispanics@ by not learning #nglish as :ell as the rest o* the co ntry@ may be creating a separate society@ a s bgro p@ :ithin the main society. It is .S.e :hat has been sai5 to s. The lac2 o* a common lang age is one o* the main problems that In5ia@ Cana5a@ an5 the #U share.e 5etail an5 e=plicit in*ormation in an attempt to pre. In co ntries in :hich interacting :ith people *rom other c lt res is 8 ite common@ the teaching o* other lang ages sho l5 be a priority. se.ol.e the concept al *rame:or2 to e=plain yo r i5eas an5 opinions to others.
7etting to 2no: the persons :ith :hom yo :or2 is . Since the bottom line is :hat matters in b siness@ the U. Carlos sho l5 also be in*orme5 that spea2ing a lang age other than #nglish :hen in the presence o* U.i5 al. Foe *ace5 a barrier be*ore he e.e no problem calling on people in So th American co ntries.ing in the Unite5 States is e=tremely r 5eC the ass mption Aan ass mption that is acc rate accor5ing to some researchB is that the Copyright E (11.e learne5 at least a little Spanish to let the people 2no: he care5.S.e :ith incorrect Port g ese or Spanish an5 a goo5 possibility the U. I* it is necessary to spea2 :ith another in yo r *irst lang age@ yo sho l5 apologize to the people :ho 5o not spea2 the lang age be*ore yo begin an5 then translate the 5isc ssion *or them :hen yo *inish. manager@ con5 cts the e. :or2place.e :ith the incorrect #nglish easier than his c stomers co l5 li. manager co l5 li. I* Foe ha5 establishe5 goo5 rapport an5 *oc se5 on ho: to meet the nee5s o* the ?e=ican :or2ers@ perhaps the plans *or impro.e been accepte5. persons li.al ation session :ith Carlos@ she sho l5 e=plain that in the Unite5 States@ promptness an5 5epen5ability on the Gob are e=pecte5 an5 that :or2 ta2es prece5ence o. Also i* yo are thin2ing abo t something ne: partic larly@ it is easier to thin2 abo t it in yo r home lang age an5 then translate it into the secon5 lang age later. In the ?e=ican c lt re@ yo :or2 har5 *or someone beca se yo care :hat happens to them an5 they care *or yo as an in5i.e trie5 to n5erstan5 the ?e=icans> perspecti. The 7ermans 5i5 not mean to be r 5e@ b t :ere sing their lang age beca se it :as easier *or them to thin2 abo t technical changes in their *irst lang age.S.ing in So th America@ an5 beca se he spea2s Spanish an5 Port g ese :o l5 ha.es as to :hat :as important an5 :hat :as not important. &o:e. 6hile Foe tho ght the people 5i5 not care abo t their :or2@ they :ere 5isappointe5 that Foe 5i5 not care abo t them.ities an5 ta2e a part in them. person :o l5 be c lt rally 5e*icient. C lt ral 5i**erences bet:een people o* the Unite5 States an5 'enez ela o*ten acco nt *or iss es in the U. 9eca se he n5erstan5s the &ispanic min5set@ he :o l5 not *eel ncom*ortable 5oing b siness on their terms.Foe :as apparently n*amiliar :ith the ?e=ican c lt re an5 5i5 not n5erstan5 the ?e=ican :ay o* thin2ing. Case 6hen yo learn a ne: lang age@ yo may not 2no: all the correct terminology.ement :o l5 ha. Case ! They sho l5 hire the 9razilian beca se he :o l5 2no: ho: to hire people in So th America@ :o l5 ha. Foe sho l5 ha.Pearson #5 cation@ Inc. !( . &e nee5e5 to learn abo t the local c stoms@ holi5ays@ an5 acti.er the *amily.en starte5C he 5i5 not spea2 the lang age. 6hen 9arbara@ the U.S. A pro5 ction manager in a ?e=ican *acility :o l5 nee5 to 2no: his :or2ers by name@ tal2 :ith them@ get their opinions@ an5 care abo t their *amilies.e no problem li. people :ere o**en5e5 beca se they co l5 not n5erstan5 the 5ialog e an5 :ere c t o t o* the con. Foe sho l5 ha.S. Case .S.er@ the U.S.ery important in the ?e=ican c lt re.ersation. 9y not meeting the people@ he sent the nintentional message that he 5i5 not thin2 the ?e=ican people :ere :orth meeting or 2no:ing.
Ono person spea2ing another lang age is spea2ing negati.P 6hen 9arbara o**ers constr cti. Instr ctors may :ish to pro. Responses :ill . Acti. Possible con.Pearson #5 cation@ Inc. !! .e connotations in certain parts o* the U.i5e a list o* slang e=pressions that :o l5 ha. ".e been translate5 in :hich the message :as change5 *rom the meaning inten5e5.ersation taboos in other c lt res may be 8 estions abo t one>s *amily or other personal in*ormation@ past :ars@ political problems@ a person>s :or2@ an5 other problems s ch as In5ia>s caste system an5 po.aryC st 5ents may ha.ities 1. Responses :ill .erbs an5 parables that can be se5 *or completing this acti.i5e an abstract *ormat *or st 5ents to *or the article on se o* interpreters. incl 5e ho: m ch things cost@ politics@ an5 religion. . -.ity@ in a55ition to ones st 5ents may ha. 9arbara nee5s to be a:are that s per. I* the instr ctor :o l5 li2e to pro.ary@ st 5ents :ill probably mention problems :ith :or5 sage@ pron nciation@ en nciation@ s bGectD.. se (.ary.i5e e=amples o* slang e=pressions@ the A=tell boo2s contain n mero s e=amples.erb agreement@ incorrect tense@ an5 *ail re to se pl rals :hen appropriate.ision o* male employees by *emale managers may not be the norm in 'enez ela an5 that she sho l5 2eep the e. In a55ition@ 9arbara :o l5 e=plain that the Unite5 States is a to ch@P impersonal c lt reC th s@ employees 5o not h g each other or se terms o* en5earment@ s ch as OhoneyP an5 Os:eetie. !.al ation session noncon*rontational@ nonaggressi.e boo2s liste5 n5er pro.ely abo t them. Possible con.e criticism to Carlos@ she sho l5 2eep in min5 c lt ral 5i**erences in importance o* the *amily@ promptness@ e=pressions o* *amiliarity@ an5 spea2ing Spanish in the presence o* others.e not tra.e negati.ele5 to other co ntries may pro.ersation taboos in the U.S. The local library :ill ha.erty.e@ an5 nonacc satory. Copyright E (11. Altho gh responses :ill .e learne5 *rom their personal e=perience.S. St 5ents :ho ha.e enco ntere5 passages in other boo2s that ha.
!- .Pearson #5 cation@ Inc.Copyright E (11.
or 5irect eye contact incl 5e 9ritain@ Cana5a@ the Unite5 States@ an5 #astern # rope.ie:s this as imp lsi. Italians an5 Arabs spea2 *aster than 5o people o* the Unite5 States. Attit 5es to:ar5 time are re*lecte5 in the t:o time systems@ monochronic an5 polychronic time.e. se mo5erate gest ring@ :hile Italians@ 7ree2s@ an5 some 3atin Americans se . The (e("cti&e metho( o* problem sol. Space nee5s o* people in the Unite5 States are greater than those in 3atin America or 7reece. ". Appropriate bo5ily contact in the U. C lt res that are com*ortable :ith bo5ily contact incl 5e the 3atin an5 ?i55le #ast co ntries@ Italy@ 7reece@ Spain@ Port gal@ an5 R ssia.S.. The Arabs are com*ortable :ith nat ral o5ors an5 o*ten breathe on people :hen they tal2.igoro s gest resC the Chinese an5 Fapanese 2eep han5s an5 arms close to their bo5ies :hen spea2ing.e connotation in another. ?ost U. Di**erences in bo5y lang age o* people in .e e**ect on interc lt ral enco nters. managers@ :hile the Fapanese . Some colors ha. people respon5 negati.S. C lt res that 5o not *a.ia@ an5 A stralia. People in co ntries that *ollo: polychronic time A3atin Americans@ the Arabs@ an5 people o* the ?e5iterraneanB 5o se. /.ing is se5 in the U.S. 0. Paralang"age re*ers to rate@ . 9lac2 is the color o* mo rning in the U.@ b t :hite is :orn to Fapanese * nerals.ol me@ an5 8 ality that a**ect meanings o* messages. !. People o* the Philippines spea2 so*tlyC Arabs spea2 lo 5ly.ely to bo5y o5or@ breath o5or@ an5 perspiration. Ol'actics AsmellB can ha.e greater space nee5s than people o* the Unite5 States. The Fapanese@ on the other han5@ ha.eral things at once an5 5o not min5 interr ptions. :o l5 be sha2ing han5sC inappropriate contact :o l5 incl 5e gi. (. .@ #nglan5@ S:itzerlan5@ an5 7ermanyB per*orm only one maGor acti.e a positi. C lt res that *a.Pearson #5 cation@ Inc.S.S.or 5irect eye contact incl 5e the Fapanese an5 people o* China an5 In5onesia. 9ri5es in the U. :ear :hite@ b t bri5es in In5ia :ear re5 or yello:. Copyright E (11. C lt res that a.@ Cana5a@ Fapan@ #nglan5@ Scan5ina. ?a2ing 8 ic2 5ecisions is a characteristic o* U. The in("cti&e metho( is se5 by Asians Astarting :ith *acts or obser.S. People in co ntries that *ollo: monochronic time Athe U.ing h gs@ embracing@ or hol5ing han5s. 4.oi5 bo5ily contact incl 5e the U. -.ario s c lt res incl 5e) people in the U. . Agoing *rom broa5 categories to speci*ic e=amples to 5etermine *acts@ then sol tions to problemsB. Smell is important to the Fapanese@ 9 rmese@ an5 Samoans. !.e or negati.ity at a time.ations an5 going to generalizationsB.S.Chapter 1 Oral an( Non&er!al Comm"nication Patterns + estions 1.S.e a positi.S. Tho ght patterns incl 5e the spee5 :ith :hich 5ecisions are ma5e.e connotation in one c lt re an5 a negati.
ol. All c lt res ma2e many ass mptions base5 on the amo nt o* eye contact they e=pect to recei.e been that yo r organization is more ine**icient than other *irms in the U. C lt ral 5i**erences in. 9y sen5ing her reply in 7erman A:hich 9arbara 5i5 not spea2B@ Anna may ha. S.e simply meant N:e>re listening.ery 5i**ic lt *or s to signN are meant to sa.ing a 5irect NnoN in response to the re8 est.e been saying non. %or social occasions one arri. Since p nct ality is highly regar5e5 by 7ermans@ she may ha.e by simply as2ing *or the reasons :hy the 5eli.erbal comm nication signals.e ins lte5 Anna>s national pri5e.S.er on time. &arry co l5 ha.S. The sit ation co l5 ha.e. ?any c lt res@ s ch as China@ sho: respect by not maintaining eye contact.e been ma5e more positi.en Arabs@ :ho maintain prolonge5 eye contact bet:een the same se=es@ :ill 5e*er eye contact bet:een opposite se=es to sho: respect. The meaning o* silence *ollo:ing a tasteless Go2e co l5 be 5isappro.e correcte5 this *a = pas. This an5 other social bl n5ers can be eliminate5 :ith training an5 rea5ing. &a5 9arbara been better in*orme5 abo t the 7erman c lt re an5 its .erbally) N?aybe the materials :ere 5elaye5@ b t at least I spea2 both lang ages.e. Case 1 9arbara>s as2ing Anna in the e$mail :hy the 7ermans cannot get their materials shippe5 on time co l5 be percei.al. !" . Case ! Pre$5epart re training :o l5 ha. #ye contact is probably one o* the most misinterprete5 non.e also as2e5 a colleag e :hen he sho l5 arri.N No55ing o* the hea5 5oes not necessarily mean that they agree :ith yo @ G st that they are being politely attenti. Phrase s ch as NIt is .ement o* their hea5s in an p an5 5o:n motion may ha.ing *ace is an important aspect in Fapanese society.e the other party *rom the embarrassment o* recei.@ Italy@ an5 7reece se little silence.e o* the U. an5 members o* the Fapanese *irm@ the mo. Silence *ollo:ing a 8 estion co l5 mean that the person 5oes not 2no: the ans:er. Case .es hal* an ho r to an ho r a*ter the time on the in.Pearson #5 cation@ Inc.ersation :ith someone yo 2no: :ell co l5 be 5issent or 5isappro. #.eries 5 ring a certain perio5 ha5 been 5elaye5.11. S. The Fapanese are com*ortable :ith silenceC people o* the U. Sa. Case %re5@ li2e many U.itation.e 2no:n that 7ermans are typically more time conscio s than people in the U.N Case ( In the negotiation bet:een the representati.al or a lac2 o* n5erstan5ing.e5 in this sit ation incl 5e 5i**erent attit 5es to:ar5 tar5iness@ importance o* the *amily@ an5 :hat is Copyright E (11. The meaning o* silence 5 ring a con. The implication may also ha. S.al es@ she :o l5 ha.es people sho: respect by maintaining eye contact.e5 as a generalization that 7ermans are ne. people@ belie.e at the party.
consi5ere5 appropriate classroom beha. .ements to resta rant sign A*or2s are typically shorter than 2ni.ing *or 5eparting *lights.. U. males :ith *emalesDmales@ an5 #gyptian males :ith *emalesDmales. Copyright E (11. 6hile in So th America the *amily is consi5ere5 more important than :or2 or school@ 5i**erent priorities o*ten e=ist in s ch co ntries as Cana5a. #ye contact in the U.Pearson #5 cation@ Inc. In Cana5a st 5ents are e=pecte5 to be on timeC :hen they are na.esB an5 changing arri. 3atin American an5 #gyptian males :o l5 h g.ele5 :i5ely :ill@ o* co rse@ ha.erbal aspects o* miscomm nication co l5 incl 5e chromatics@ chronemics@ haptics@ 2inesics@ oc lesics@ ol*actics@ an5 pro=emics. The instr ctor co l5 5i. Pla sible e=planations co l5 incl 5e rate o* speech@ tone@ accent@ en nciation@ an5 pron nciation. -. Prior to preparing the s2it@ class members sho l5 5isc ss possible scenarios that :o l5 ma2e *or an interesting s2it.S.ements st 5ents may s ggest incl 5e impro.S. St 5ents :ho ha. . The A=tell boo2s A oEs and Ta$oos . males an5 *emales :o l5 sha2e han5s. 3atin American *emales an5 males :o l5 h g i* they 2no: each other. Responses :ill . A55itions st 5ents s ggest :ill .ary.S.e more opport nities to enco nter inci5ents o* miscomm nication. Acti.i5e the class into small gro ps@ s ch as) interaction bet:een 3atin American males :ith *emalesDmales@ U. (.ities 1. .ario s meanings in 5i**erent c lt res in the A=tell boo2s. The instr ctor co l5 *in5 n mero s e=amples o* gest res :ith . Non.B an5 boo2s by ?artin an5 Chaney A*lo$al Business 2ti9uette an5 )assport to SuccessB are goo5 so rces o* material. No entry an5 2'it symbols are nclear.ior.ary b t may incl 5e an AT? sign. is 5irect@ in Fapan it is impolite to loo2 s periors or el5ers 5irectly in the eye@ an5 in the ?i55le #ast eye contact is intense bet:een males b t m ch more in5irect bet:een males an5 *emales. #gyptian males :o l5 not sha2e han5s or h g a *emale other than a *amily member. ".e tra. !/ . Perhaps the instr ctor :o l5 :ant to ma2e *lash car5s *or st 5ents to se *or testing other st 5ents> 2no:le5ge o* these gest res.ate. !.oi5ably late@ they sho l5 8 ietly ta2e their seat an5 :ait ntil the en5 o* class to apologize to the pro*essor in pri. ChangesDimpro.ing *lights symbol to a plane lan5ing to be consistent :ith plane lea.
S.oi5 5:elling on c lt ral 5i**erencesC se short@ simple sentencesC a. The *ormats o* b siness letters in the U. People *rom t:o c lt res 5i**ic lty comm nicating signals :ith 5i**erent c *or one c lt re may gi. 4. In or5er to tilize international #nglish@ the *ollo:ing c lt ral *actors nee5 to be consi5ere5) An n5erstan5ing o* b siness comm nication in the other c lt reC 2no:le5ge o* ho: b siness comm nication is ta ght in the other c lt reC an5 2no:ing that content errors are more 5i**ic lt *or another c lt re to 5iscern than lang age errors. Copyright E (11. !4 . $ bloc2 style@ 5ate is month$5ay$year@ insi5e a55ress is title an5 * ll name *irst line$street n mber an5 street name secon5 line$city@ state@ an5 zip co5e thir5 line@ sal tation *ollo:e5 by a colon or no p nct ation mar2C 3atin America $ bloc2 style@ 5ate is 5ay$ month$year@ name o* street then street n mber on secon5 line@ .iations@ contractions@ slang@ Gargon@ or i5iomsC be e=plicitC a.ery *ormal *ollo:e5 by the company name@ *o r lines@ the :riter>s name@ then the :riter>s title. :ho spea2 the same lang age may ha. -.S.ery *rien5ly sal tation *ollo:e5 by colon@ complimentary close is .ery 5i**erent pict re in another c lt re@ an5 c lt ral 5i**erences bet:een the t:o !.e 5 e to le=ical errors@ slang@ non.oi5 h morC a. ". The Fapanese tone an5 letter style is 5i**erent *rom the U.oi5 sho:ing anger an5 assigning blame.Pearson #5 cation@ Inc. 7 i5elines *or :riting e$mail messages to international colleag es incl 5e the *ollo:ing) Use some phrases in the c stomerLs lang ageC se a collaborati. Rea5ing bet:een the lines is e=pecte5 by 3atin Americans@ Chinese@ an5 Fapanese :riters. The tone an5 :riting style o* *oreign correspon5ents is more *ormal an5 tra5itional.. The Fapanese :rite in the pl ral rather than the *irst or secon5 person. /.oi5 the ba5 ne:s.S. an5 3atin America are as *ollo:s) U.S. The 5i**erence bet:een le=ical an5 syntactic errors is that le=ical errors are content errors or 5i**erences in :or5 meaning@ an5 syntactic errors are the incorrect or5er o* the :or5s in the sentence.Chapter < ?ritten Comm"nication Patterns + estions 1. The Fapanese open :ith a statement concerning the :eather or season o* the year.erbal lt ral meanings@ :or5s that paint a pict re a . (. A b **er is se5 in U.e 5i**erences in spelling@ spea2ers. letters to begin a letter that contains ba5 ne:sC the b **er is pleasant b t 5oes not say :hat the ba5 ne:s is 5irectly.oi5 abbre. .S.oi5 se o* all capital lettersC be genero s :ith complimentsC maintain a consistent organizational patternC an5 a. ses a b **erC 3atin Americans a. 9a5 ne:s$$U.e toneC a.
en tho gh the person yo :o l5 :ant :o l5 probably spea2 #nglish. !0 . 9asically@ the #nglish :ere saying that :e co l5 ha.S.e *inishe5 it on timeC ho:e.er@ i* yo 5o not ha. corporations or5ers. U. This ass mption has 5estroye5 n mero s b siness 5eals.erything accor5ing to the boo2. e=ec ti. It is consi5erably shorter :ith less 5etail than the 7erman rHs mH@ 5oes not incl 5e a pict re@ religion or age as 5oes the %rench rHs mH@ 5oes not incl 5e *amily in*ormation li2e the Spanish rHs mH@ an5 5oes not incl 5e hobbies an5 acti.en. The #nglish are 5i**erent. It :o l5 be best i* the a5 :ere :ritten in 7erman e. person sho l5 ha. Items c rrently incl 5e5 in U. 11.ie: them to *in5 :hich people yo :o l5 :ant to inter.ery goo5 interpreters an5 translators. I* it is a beginning position@ yo :o l5 :ant to contact the ni. The U. St 5ies ha.ing 5one anything. corporate o**ice in 7ermany@ yo nee5 to obtain rHs mHs o* can5i5ates as *ollo:s. Case 1 To *in5 a list o* potential can5i5ates *or a management position in a U. Case Copyright E (11.S. Since the position is in 7ermany@ the search sho l5 be con5 cte5 in 7ermany.ing in #nglan5@ i* he planne5 to 5o b siness in #nglan5 he nee5e5 c lt ral training.e :as going to Ain their min5sB treat them as chil5ren@ they acte5 as chil5ren an5 5i5 e. ?any U.e tal2e5 to the a5.S. Case ! Altho gh the U. corporations generally e=pect the other company to learn #nglish. 3ong term it :o l5 be best i* someone *rom both corporations learn the nati.S.e *o n5 that the corporation :ho appeals to a *oreign corporation>s c lt re generally is the one that gets the or5ers.S.S. Short term an interpreter@ translator@ 7DSS system@ or cons ltant co l5 be se5. The U.e a common lang age or .e the booth.e lang age o* the other corporation.e the people sen5 their rHs mH to yo at yo r o**ice an5 then re.S.S. rHs mH is .ie:.e@ e=perience@ e5 cation@ an5 re*erences. All paper :or2 :as per*ect be*ore they :o l5 allo: the booth to be pic2e5 p.Pearson #5 cation@ Inc. I* it is *or a position that nee5s e=perience@ yo :o l5 place a5s in le 5rankfurter #llgemeine Feitung an5 Suddeutsche Feitung. e=ec ti.e :as not li.@ #nglish@ Cana5ian@ an5 A stralians thin2 they n5erstan5 each other beca se they happen to be 5escen5ents o* the 9ritish Isles an5 all spea2 #nglish.e *aith in s@ yo :ill not ha.e a st bborn nat reC they also 5o not ta2e 2in5ly to ltimat ms an5 ten5 to :ant to get e. The #nglish ha. <o co l5 se a personnel search *irm in 7ermany. Since the U.ersities. They :or2 har5@ they generally maintain their 5ea5lines an5 e=pect to be le*t alone to complete them.ery 5i**erent *rom some co ntries an5 similar to others. rHs mH are name@ a55ress@ phone n mber@ Gob obGecti. C rrently this position is costing many U.ertising *irm *irst be*ore ha.ities b t may incl 5e military e=perience nli2e the 9ritish rHs mH. &a. Case ( I* the members o* t:o corporations 5o not spea2 a common lang age an5 are to :or2 together@ they :ill nee5 to ha.S.0.
Initial messages sho l5 be spent on intro5 ctions an5 b il5ing relationships.oi5 5:elling on c lt ral 5i**erencesC sho l5 be September se 11@ ($$$ simple sentencesC a. Go2es are 5isrespect* l o* someone or something@ an5 many c lt res *in5 this 5istaste* l.erything *rom religion@ :or2@ *oo5@ sports@ se=@ or any other topic abo t :hich the in5i. #mail messages sho l5 a. Smith) Acti.Pearson #5 cation@ Inc. sometimes this is not possible. -1 .irt al teams incl 5e problems associate5 :ith comm nicating solely . library to complete this acti. Go2es are ma5e abo t e. persons 5o not ha. Instr ct st o* 5ents loo2 in or5ere5 the *oreign lang age ($$$ an5 :ill ship them pon arri.erbal comm nication. persons se h mor :hich *oreigners *in5 .irt al team is compose5 o* members *rom China@ %rance@ ?e=ico@ an5 the Unite5 States@ e$mail messages sho l5 *oc s on relationship b il5ing@ :hich is important to the Chinese@ %rench@ an5 ?e=icans@ an5 sho l5 a.e parts in stoc2 at the 3atin or 7ermanic 1.S.er :hether they are to act pon the h mor@ la gh@ or ignore the h mor.ity. ? ch o* h mor is a play on :or5s :hich is lost :hen someone 5oes not spea2 the lang age *l ently an5 n5erstan5 the c lt re completely. ?emphis@ TN !4114 Dear ?r. ?ost U.S. Disa5.oi5 the typical North American style o* being 5irect an5 abr pt. Since the interc lt ral .ery 5i**ic lt to n5erstan5. Case .ities <o r electronics or5er has been recei.e5.al.S. Sincerely@ !. S ggeste5 ba5$ne:s letter is sho:n belo:) Fane 9re:er Copyright E (11.U.antages o* . ?ost libraries also carry some <o r or5er is appreciate5.S.ery the to parts yo by October (@ section o* the (. The 5ictionary is the best all so rce *or 5etermining all o* times@ as a the b sinessperson yo realize that roots :or5s in #nglish lang age.ia :ritten comm nication among ?r. 6hen h mor is se5 o t o* conte=t@ it is nclear to the recei. 6e e=pect 5eli. Fames Smith people :ho spea2 5i**erent lang ages@ lac2 o* *ace$to$*ace The Copper Company interaction@ an5 strategies *or han5ling problem sit ations in the 1111 &olmes Roa5 absence o* non. *oreign Go rnals or ne:spapers.i5 al :ishes to Go2e. In the U. ?any o* the U.e a 5ry or sarcastic sense o* h mor an5 *in5 it har5 to appreciate s ch h mor. Altho gh :e try to ha.oi5 slang@ Gargon@ i5ioms@ e=plicitC short@ an5 h morC an5 sho l5 contain compliments an5 apologies :hen appropriate.
/. .e *ace@ incorrectD in*ormal #nglish@ se o* abbre. &a. ". 0.iations@ an5 :or5 sage.i5 al oriente5.en in the chapter. Pro. position. Instr ctors co l5 pro. Copyright E (11.Pearson #5 cation@ Inc. The st 5ents can *ollo: the s ggeste5 *ormats in the te=t or research beyon5 the te=t *or the appropriate *ormat.e the st 5ents cons lt a te=t 5esigne5 *or people :ho spea2 #nglish as a secon5 lang age *or . Secon5 %a=) too apologetic@ sentence str ct re@ :or5 sage@ grammar@ an5 se o* person>s title in the attention line.i5e a case problem that all st 5ents :o l5 se as a basis *or :riting the letter@ s ch as as2ing the *oreign person to :rite a letter than2ing someone *or a gi*t.ocab lary that is appropriate *or the letter.e5 pon incl 5e) %irst %a=) the strength o* 5isappointment@ the acc sation@ no room to sa. 11.e been impro.e i5enti*ie5 s ch errors as missing articles@ sentence constr ction@ :or5 sage@ an5 :riting style. St 5ents sho l5 concentrate on the *act that one person is gro p oriente5 an5 the other is in5i.S. -1 .i5e st 5ents :ith an appropriate letter *ormat or instr ct them to *ollo: g i5elines gi.. Instr ct st 5ents to note the Gob re8 irements as to lang age s2ills or other 8 ali*ications that are not typically re8 ire5 o* a U. 4.-. 6riting that co l5 ha. St 5ents sho l5 ha.
Intro5 ctions in the U.ernment an5 are consi5ere5 e8 al to men.e been 2nighte5 are intro5 ce5 as NSirN an5 the *irst name only ASir ThomasB. . a person>s age is not .enient *or the recei.ol. is not a nation o* classes@ b t s btle class 5istinctions e=ist base5 on :ealth@ e5 cation@ an5 occ pation or pro*ession. The caste system the person belongs to is 5etermine5 at birth@ an5 interaction bet:een castes is limite5.ing a negati.S. In the U. #$mail has the a5.antage is lac2 con*i5entiality an5@ o* co rse@ the lac2 o* non. The respect *or age alone is not as apparent in the U.S. 6omen are gi.en in*ormal meals s ally ha. 9 siness car5 e=change is an e=pecte5 part o* intro5 ctions in # rope@ the ?i55le #ast@ the Paci*ic an5 Asia@ an5 the Caribbean.en lea5ership positions in b siness an5 go. Intro5 ctions are more *ormal in other c lt res. The U.Pearson #5 cation@ Inc.ie:e5 as an in5ication o* seniority.S.icio s@ ins lting messagesC sho ting is typing the message in all capital letters. In 3atin American co ntries e. only :hen there is a reason to contact the person laterC they are not ro tinely e=change5 on the *irst meeting. ". C lt ral 5i**erences in 5ining practices in.N A. /. it is s ally 1( to ( p. The recipient simply glances at the car5 an5 p ts it in his or her poc2et. Copyright E (11. is the zigzag style@ :hich in.es s:itching the *or2 *rom the le*t to the right han5 a*ter c tting the (. %irst names are se5 almost imme5iately. ten5 to be rather in*ormal. %laming means sen5ing . 7oo5 telephone manners incl 5e ans:ering the phone promptly A*irst or secon5 ringB@ i5enti*ying yo rsel* properly by gi. 9 siness car5s are s ally e=change5 in the U.erbal interaction.S. Titles are se5 :hen intro5 cing people in 7ermany an5 Italy.e only one to three co rses. The Fapanese se both han5s :hen presenting the b siness car5 an5 position it so that the recipient can rea5 it. In 9ritain people :ho ha.@ :hile in the U.e@ r 5e attit 5e. In the U.antage o* ha. !.e n mero s co rses@ :hile in the U.oi5 mo th noises@ not paying attention@ an5 ha.S.S.S. in*ormal meals ha.ing a lo: preparation an5 *ast 5eli. as it is in Asian an5 Arab c lt res.e5@ an5 manner or style o* eating.oi5 p tting people on hol5 *or prolonge5 perio5s. -. 0. The 5isa5.ol. -( .ing yo r 5epartment an5 yo r name@ an5 being co rteo s at all times@ incl 5ing the *re8 ent se o* NpleaseN an5 Nthan2 yo . In In5ia a class system e=istsC the society is 5i. a relationship e=ists bet:een gen5er an5 age an5 position an5 stat s.Chapter @ B"siness an( Social Eti:"ette + estions 1.S.e times o* 5ay meals are eaten@ n mber o* co rses ser.m.ery time as :ell as being personal an5 con.er. 4.m. Also a. The recipient e=amines the car5 an5 ma2es some comment :hile accepting it.i5e5 into castes..S.p. In ?e=ico l nch time is *rom ( to . The manner o* eating in the U.
Presentation is importantC gi*ts are bea ti* lly :rappe5 b t :itho t the ornate bo:s se5 on U.S.ary. -! .S. Tipping c stoms in other c lt res . 7i*t$gi. A.e gi*ts o* three in these co ntries.e American art or Ge:elry@ an5 5esigner$ma5e pro5 cts containing s ch names as 7 cci@ Ti**any I Co.erbal an5 :ritten e=pression o* appreciation.ariety@ an5 n mber. A general g i5eline *or tipping in U. %or the Chinese@ *o r is the most negati. In the U. The primary g i5eline *or b siness gi*t gi.oi5 gag gi*ts as people o* some c lt res 5o not appreciate them. Armenians gi.oi5 gi.ong@ three is a l c2y n mber so gi. to (1 percent o* the bill.es@ *or2s@ an5 spoons are replace5 by other tensils. In the Arab co ntries@ ho:e.S. Nati.e an ne.ing practices are not the same in all c lt res. ?any Asians se chopstic2s@ especially *or eating rice. Chrysanthem ms :o l5 be inappropriate in both Fapan an5 ItalyC they are associate5 :ith * nerals an5 mo rning.oi5 a gi*t o* carnations@ :hich are *or cemeteries only.al e.ol.e color@ . 1(. In a55ition to tipping in resta rants@ tra. gi*ts are opene5 in *ront o* the gi.er@ *ollo:e5 by a . 7i*ts consi5ere5 appropriate *or a U.ersational . or lessB.@ or ?ar2 Cross.e an a55itional tip in most # ropean co ntries.oi5 sen5ing yello:@ re5@ or :hite *lo:ers to a ?e=ican host as these colors ha. ? sical tapes an5 CDs are also goo5 choices. In # rope a ser.e someone in another c lt re incl 5e importe5 li8 or Ae=cept in Islamic c lt resB@ cons mables o* high 8 ality@ U.ice *rom airline personnel an5 *rom 11.ol.ing in the U.ing a gi*t in the presence o* another person. C lt ral taboos relate5 to *lo:ers in. 1!. The Fapanese 5o not open a gi*t in *ront o* the gi.erC a.ol.Pearson #5 cation@ Inc.e negati.eling o*ten get better ser.S. A general r le to *ollo: is that the gi*t sho l5 be U. gi*ts. Dressing pro*essionally sen5s the message that yo care abo t the impression yo ma2e.S.eling in.S. In China@ :hite is the color o* mo rning@ an5 gla5ioli are o*ten se5 in * neral spraysC th s@ a gi*t o* :hite gla5ioli :o l5 be inappropriate.en n mbers o* *lo:ers are associate5 :ith 5eath. Re5 roses are associate5 :ith romance in some c lt res. 1-.er@ the gi*t m st be presente5 :hen someone else is present so it :ill not be interprete5 as a bribe. People :ho :ear a s it or e=ec ti.ery m ch a part o* con5 cting b siness.e n mber so gi*ts o* *o r *lo:ers sho l5 be a.e con. Tahitians eat their *oo5 :ith their *ingers.ice personnel :ho may carry yo r l ggage@ s mmon a cab@ or 5eli. 9 siness gi*ts sho l5 be personal@ yet not too personal. person to gi.ing is . Tipping in Fapan is also *ro:ne5 pon. In some c lt res@ 2ni. In China@ *or e=ample@ tipping is prohibite5.S.oi5e5.es placing the *or2 in the le*t han5 an5 2ni*e in the right han5 an5 placing the *oo5 onto the bac2 o* the *or2 be*ore placing the *oo5 the mo th@ *or2 tines 5o:n. In Fapan@ *or e=ample@ gi*t gi.S.es the *ollo:ing sit ations in :hich tipping is e=pecte5) cab 5ri.e cas al :hen tra.ice charge is a55e5 to yo r resta rant an5 hotel billC yo are not e=pecte5 to lea.$ma5e sports e8 ipment@ U. 11. is that the gi*t m st be mo5est in price AS(. A. In most # ropean co ntries@ a. Copyright E (11. In most other co ntries the Continental style is se5@ :hich in.e connotations *or some classes o* ?e=icans.meat. resta rants is to tip 1. ma5e@ be se* l@ an5 ha. In Thailan5 an5 &ong .er@ bellman@ an5 other ser.en n mber o* *lo:ers on happy occasionsC e.er small appliances to yo r hotel room.
e as2e5 in a *lo:er shop in the host co ntry :hat *lo:ers :ere appropriate.ing@ b t ?ar2>s presentation o* gi*ts is :elcome in the Fapanese c lt re. The bright re5 :rapping paper an5 matching bo:s on the gi*ts are also inappropriate.erbal comm nication :ith the Fapanese. Instea5 o* a co ntry ham@ some *rozen stea2s or a bottle o* Scotch might be a better choice.Pearson #5 cation@ Inc. Also@ the U.hotel employees pon their arri.e right on time b t at least 11 to 1.e an Copyright E (11.e sho l5 ha. I* alcohol :as :elcome5@ it sho l5 ha. <o can re* se to eat the item an5 probably lose *ace :ith yo r *ello: employees.e been 5eli. Case ( 3atin American people are *ar less time conscio s than the people o* the U. The cloc2 is an acceptable gi*t b t :o l5 be more appropriate :itho t the company logoC i* it has the company logo@ the logo sho l5 be .S. A leather brie*case :o l5 be a pop lar gi*t.oi5 5ri. e=ec ti. min tes late.al ables in the room sa*e$5eposit bo=C an5 practice street sa*ety@ incl 5ing e=ercising in the hotel room rather than Gogging on the local streets@ an5 ta2ing :ith yo a personal sa*ety 5e. I* at all possible@ ?ar2 sho l5 ha. &e probably sho l5 ha.ing is an important aspect o* non.m. The pen an5 pencil set are not appropriate@ as any items Nma5e in FapanN :o l5 not be appropriate gi*ts to the Fapanese *rom a U.S.@ an5 it sho l5 ha.e bro ght a bottle o* alcohol n:rappe5.. 7enerally@ a goo5 r le to *ollo: is to let the persons o* the other c lt re initiate the gi*t gi. The e=ec ti.@ the U. International b siness:omen sho l5 *ollo: these sa*ety g i5elines) ta2e a ta=i rather than p blic transportation at their 5estinationC select a nice hotel an5 eat thereC a.S.e been the best choice *or :rapping the gi*ts.al. Airline passengers sho l5 be consi5erate o* people aro n5 themC they sho l5 re*rain *rom :earing strong *ragrances@ respect the pre*erences o* those seate5 ne=t to them relate5 to con. The yello: an5 :hite chrysanthem ms :ere inappropriate beca se in many co ntries these *lo:ers are associate5 :ith * nerals an5 mo rning.ersations@ an5 a.ere5 in person. American :as not e=pecte5 to arri.S.oi5e5 alcohol@ as it :as not 2no:n :hether the host 5rin2s.ice@ s ch as an alarm. % rther@ the gi*ts sho l5 ha.e a. b sinessman.S. ?ar2 sho l5 a55 another gi*t to the list to a.oi5 a m ltiple o* *o r@ beca se the n mber *o r has morbi5 connotations.ery small.eral problems. 3ightly tinte5 rice paper :o l5 ha.e been :rappe5.e presente5 the gi*ts :hile in Fapan. <o can tell them yo ha. &o:e.e been a bran5 ma5e in the U.e to che: b t can simply s:allo: :itho t tasting the *oo5. -- . Altho gh the in.oi5 reclining their seats :hen seate5 in the main cabin. Other :elcome gi*ts he co l5 incl 5e :o l5 be coins@ m sical tapes an5 CDs@ high 8 ality cons mables@ an5 li8 or.er@ ?ar2>s i5eas present se.ing in other co ntriesC practice hotel sa*ety@ incl 5ing sa*eg ar5ing the room n mber an5 p tting .itation :as *or 0 p. 1. Case ! The best option is to eat them by s:allo:ing :hole i* small eno gh or c tting into bites :here yo 5o not ha. Case 1 7i*t gi.
e rea5y access to in*ormation on 5ining practices in Vimbab:e@ Samoa@ an5 Tanzania@ instr ctors may :ish to s ggest so rces that incl 5e this in*ormation@ s ch as the C lt re7rams series@ boo2s o* eti8 ette@ an5 the A=tell boo2s. Sir Thomas #5:ar5 Peacoc2 Di.e 5etermine5 that the Unite5 States is a high tipping c lt re. Research by the . The .ailable@ she can as2 i* either o* the people seate5 besi5e her are *lying :ith someone else on the plane an5 o**er to s:itch seats.B@ an5 %or5Ls 61st Century 2ti9uette A(11!. #ti8 ette boo2s that contain g i5elines *or U. to (1 percent o* the *are@ the hotel bellman :ho helpe5 :ith the l ggage a minim m o* S. To ass re that st 5ents 5o not 5 plicate the c lt ral *a = pas inci5ent@ assign certain iss es o* the Go rnal or ne:spaper to each st 5ent.S.e tippe5 the ta=i 5ri. !. SeTora ?arUa Comerlato$'elas8 ez 5.anni b. Ch ng c.ices at least a co ple o* 5ollars each time he or she ga.ities 1. ?r.i5e the class into small gro ps *or this acti.eness in b siness car5 presentation to someone *rom Fapan. . I* these t:o options *ail@ Sara may be st c2 an5 can pray the baby stops crying. I* there is not a seat a.Pearson #5 cation@ Inc.ario s c lt res liste5C others :ill ma2e the intro5 ctions.e assistance@ an5 14 to (1 percent in the hotel resta rant.ity. a. Case I* there are open seats on the *light@ she can as2 the *light atten5ant to change her seat. ".@ the concierge :ho pro. Copyright E (11. tipping incl 5e Chaney an5 ?artinLs The 2ssential *uide to Business 2ti9uette A(11/B@ IngramLs The 2/erything 2ti9uette Book A(11. DresserLs !ulticultural !anagers% ?artin an5 ChaneyLs *lo$al Business 2ti9uette@ ?orrison@ Cona:ay@ an5 9or5enLs Biss% Bow% (.ol nteer to act as persons *rom the .er 1.ing practices.. Dr. Since st 5ents may not ha. . S ggest to st 5ents that a goo5 re*erence :o l5 be a recognize5 boo2 o* eti8 ette@ s ch as Chaney an5 ?artinLs The 2ssential *uide to Business 2ti9uette@ 9al5rige>s New Complete *uide to 2'ecuti/e !anners% or Ste:art>s The New 2ti9uette. S ggest st 5ents cons lt boo2s on global eti8 ette *or gi*t$gi. Fohn 7io. Case . As2 st 5ents to e. Acti. St 5ents may . -. -.allergy or me5ical con5ition an5 that yo r 5octor has tol5 yo not to eat s ch *oo5s.i5e5 special ser. In most co ntries@ i* it is not an ob.io s lie@ a me5ical e=c se is accepte5.isitor sho l5 ha.isitor *rom Singapore :o l5 ha.al ate others in the gro p on their e**ecti.
Copyright E (11. -" .atin #merica< are goo5 so rces.or Shake "ands@ an5 SabathLs International Business 2ti9uette series A#sia and the )acific @im@ 2urope@ an5 .Pearson #5 cation@ Inc.
-. Dresses sho l5 be long$slee.e that goo5 l c2 or ba5 is associate5 :ith certain n mbers@ *eel that *o r is the most negati. In Sa 5i Arabia@ yo r host may :ear the tra5itional Arabic :hite@ *lo:ing robe@ an5 hea5cloth.e little meaning :hen translate5 incl 5e) O6hatLs pQPC O&o:Ls it goingQP an5 Ogra.ing an ne. They ta2e b siness serio sly an5 not appreciate 2i55ing remar2s 5 ring negotiations. incl 5e s ch regional e=pressions as NI>m *i=in> to lea.S.S. 11. The U. 11. han5sha2e is *irmC in %rance the han5sha2e is light an5 8 ic2. incl 5e Cana5a@ %rance@ 7ermany@ #nglan5@ Fapan@ an5 ?e=ico. (. persons :ill not sche5 le important e.BC in Spanish@ b enos 5Uas Ab:ay$nos D##$ahsB.S.S.e roles an5 :or2 si5e by si5e in the :or2place :ith men.isors an5 their *emale secretaries@ s ch as 2issing them on their chee2 each morning or embracing them. ?any U.e that ha.er@ attempt to 5ress in a li2e manner. -/ . Co ntries in :hich b siness 5ress is similar to that :orn in the U.en n mber o* people in a photograph :ill bring ba5 l c2.Pearson #5 cation@ Inc.ents on this 5ay. .P #=amples o* .e5@ an5 5ressDs2irt lengths sho l5 go belo: the 2nees. N7oo5 5ayN in %rench is bonGo r Aba:n$F&OORBC in 7erman@ g ten tag A7OO$t n TA&. Cartoons are appropriate in a pro*essional setting o* strangers in 7ermany.ariations in the #nglish lang age :ithin regions o* the U. 6hen :omen con5 ct b siness in other c lt res@ they sho l5 *ollo: the r le o* :earing a conser. 0. Copyright E (11.e n mber beca se it so n5s li2e the :or5 *or 5eath. incl 5e the Philippines@ :here more cas al attire is appropriate@ an5 In5onesia. In the Unite5 States people are hire5 :ith the n5erstan5ing that their retention an5 promotion on the Gob 5epen5 pon their per*orming the Gob /. 4. ?any Chinese belie. B"siness an( Social C"stoms + estions 1. 'isitors sho l5 not@ ho:e.eNB an5 N&e>s a*eare5 o* the 5ar2N A*or N&e>s a*rai5 o* the 5ar2NB.Chapter .. The Chinese@ :ho also belie.ere5. 6omen are ass ming more asserti.oi5 :earing pants :hen con5 cting b siness abroa5 since in many co ntries :omen 5o not :ear pants to the o**ice or to nice resta rants.eyar5 shi*t. People o* the Unite5 States thin2 that 1! is an nl c2y n mber. In the Unite5 States@ :omen are consi5ere5 e8 al to men in the :or2place. or t o* 5o not !.ati. 6omen sho l5 a. In the Unite5 States@ presentations are o*ten starte5 :ith a Go2e cartoon relate5 to the topic to be co.e s2irte5 s it or 5ress.S.eN A*or NI>m rea5y to lea. 7ermans *in5 h mor o place 5 ring b siness meetings. 'erbal e=pressions se5 in the Unite5 States that ha. ". Co ntries in :hich b siness 5ress may be 5i**erent *rom that :orn in the U. In ?e=ico@ more *amiliarity e=ists bet:een male s per.
eling. Cons mption taboos incl 5e) &in5 s 5o not eat any bee*C strict ? slims 5o not eat por2 or other sca.S.al 6ee2@ he or she sho l5 share in the e=perience. 6ith a little research@ 5i**erent *oo5s may be prepare5 to s it the maGority o* the people.ails. 1-.. %oo5s o* other c lt res that people o* the U. The *esti.ities sho l5 be enGoye5@ b t the beha.itation :o l5 be a goo5 i5ea i* han5le5 properly. Chic2en@ *ish@ an5 .eling to a *oreign co ntry sho l5 2no: be*orehan5 i* there is a con*lict :ith a holi5ay in the host co ntry.ie: at a ballgame or other p blic e. Another s ggestion is to in5icate that the occasion is an Ninterc lt ral partyN an5 prepare one 5ish that is typical o* the c isine o* .ice personnel :ith co rtesy an5 respect@ since in the Unite5 States the principle o* e8 ality pre.egetables are some sa*e recommen5ations. *oo5s consi5ere5 n s al by people o* other c lt res incl 5e corn$ on$the$cob@ grits@ popcorn@ marshmallo:s@ an5 cra:*ish. 1!. -4 . R les *or appropriate beha.ario s c lt res.Pearson #5 cation@ Inc. De. Case 1 &osting a party :here people *rom 5i**erent parts o* the :orl5 are present can be a 5i**ic lt Gob beca se o* 5i**erences in *oo5 pre*erences an5 cons mption taboos. 1.entC be consi5erate o* nonsmo2ersC treat cler2s@ ta=i 5ri. On the other employees consi5er their Gob to the la: or is g ilty o* a moral 1(. 6hile :itho t ca se@ it is n5erstoo5 that no han5@ in s ch co ntries as Fapan@ be permanent@ nless the person brea2s t rpit 5e. Case ! Copyright E (11.no:le5ge o* holi5ays an5 holy 5ays o* other c lt res is important so that telephone calls an5 b siness trips can be sche5 le5 aro n5 them. % rther@ it :o l5 be a goo5 i5ea to set p appointments be*ore tra.engers or alcoholC an5 Ortho5o= Fe:s eat neither por2 nor shell*ish.e priority to the *irst person :ho arri. 3ittle b siness is con5 cte5 :ith the Arabs 5 ring Rama5an@ the Islamic *asting season :hich lasts a month. .S.ers@ an5 other ser.e in some c lt res.acation month an5 many b sinesses close 5 ring this time. I* the b sinessperson 5oes happen to en5 p in ?e=ico 5 ring Carni. Case ( A b sinessperson tra. One sol tion may be to *in5 o t the home c lt re o* most o* the g ests. along :ith their colleag es.eloping goo5 b siness relationships is important in ?e=ico@ so accepting the in. %or e=ample@ A g st is not a goo5 time *or con5 cting b siness in # rope as it is consi5ere5 the .ior in p blic places in the Unite5 States incl 5e) 2eep to the right :hen :al2ing in malls or on the streetC :ait yo r t rn :hen stan5ing in line at the post o**ice@ ban2@ or theaterC gi.oi5 *oo5s s ch as bee*@ por2@ 5og@ grits@ ra: *ish@ an5 others that may be o**ensi.ior o* the b sinessperson sho l5 be abo.satis*actorily an5 pon getting :or2ers cannot legally be *ire5 Gob is permanent. A.ie: as n s al incl 5e 5og meat@ sheep>s eyeballs@ an5 chic2enD5 c2 *eet.e reproach since the person is representing his or her company. U.es Arather than to people :ho are ol5er or :ealthier as is 5one in Asian c lt resBC 5o not bloc2 tra**icC 5o not bloc2 someoneLs . .
i5e the class into small gro ps to practice these e=pressions.e let the U. The host 2no:ing that this :as the Fapanese b sinesspersonLs *irst . ?r. sho l5 ha. 'an 9 ren any b siness beca se he 5i5 not *eel com*ortable 5oing so. e=ec ti.i5e 2no:le5ge o* s ch taboos not commonly 2no:n.ailable at ethnic grocery stores in the local comm nity.The Fapanese b sinessman 5i5 not n5erstan5 the art o* small tal2. Acti.S. ?r. Since attire an5 hair styles *or b siness presentations sho l5 be pro*essional e.ati. Re*er st 5ents to the section in the chapter relate5 to :ays o* saying please@ thank you@ good$ye@ an5 e'cuse me in %rench@ 7erman@ an5 Spanish. ?s. Instr ctors co l5 pro. The instr ctor may 5i.e tra.S. St 5ents may be a member o* a U.ele5 abroa5 :o l5 also be able to pro. -. 'elas8 ez probably :o l5 *eel his honor ha5 been besmirche5.isit to the U.Pearson #5 cation@ Inc.S. 'elas8 ez probably 5i5 not gi. The b sinessman nee5s to ac8 ire the 2nac2 o* small tal2 so that he can be a goo5 con.ersationalist at s ch gatherings.e 2no: he :as lea. . -0 . The host sho l5 ha.i5e an n s al or *oreign *oo5 *or st 5ents to try. St 5ents :ho ha. !. Case ?s. 'an 9 ren respon5e5 as i* there :as something incorrect or improper in his in.orably impresse5 by a *emale presenter in *orm$*itting@ bright$colore5 clothes :ith short hemlines an5 long hair. The Fapanese b sinessperson sho l5 ha. Instr ctors may :ish to s ggest s ch re*erences as DresserLs !ulticultural !anners@ 9osroc2Ls )ut (our Best 5oot 5orward@ an5 SabathLs International Business 2ti9uette boo2s *or in*ormation on s perstitions.e ma5e s re that he or one o* the g ests helpe5 the b sinessman *eel at home by being s re someone :as :ith him at all times.ine an5 9raganti>s The Tra/elersE *uide to #sian Customs and !anners@ an5 the A=tell boo2s.. In short@ U. s bc lt re an5 :o l5@ there*ore@ ha.e e=plaine5 :hat coc2tail parties in the U.S.en in the Unite5 States@ the Chinese@ :ho 5ress conser.S. Case . ?r.itation. 9 siness 5ress in the Unite5 States has become increasingly cas al since the 5eca5e o* b siness cas al attire in the 1001s. (. are li2e so that the Fapanese b sinessperson 5i5 not *eel 5eserte5. ?any times these *oo5s are a. 'an 9 ren 5i5 not n5erstan5 the c lt re.e *irst$han5 2no:le5ge o* religio s taboos associate5 :ith *oo5 cons mption. 'elas8 ez :as being *rien5ly an5 nee5e5 to get to 2no: her be*ore he co l5 5o b siness. Possible so rces *or appropriate b siness an5 social 5ress in*ormation incl 5e) Culture*rams@ De. *emale presenters in s ch attire :o l5 not be ta2en serio slyC they :o l5 lac2 cre5ibility.ely in loosely style5 clothing in m te5 colors@ :o l5 not be *a. Copyright E (11.ities 1.e ?s.ing.
Instr ctors may also as2 each st 5ent to gi.oi5 5 plication. Copyright E (11.Pearson #5 cation@ Inc.1 . . Instr ctors may :ish to assign co ntries to a.e a short report to the class.".
". Tal2 :ith others :ho ha.e o tcomes.ing approach@ the competiti. Also research has sho:n that socio$c lt ral an5 political iss es ta2e p a great 5eal o* the time spent negotiating. The integrati.e 5issonance@ logic@ an5 reasoning 5i**erences are generally c lt rally learne5. (. Also be .e agreement.ery care* l abo t choosing a translator so that i5eas are not con* se5 5 e to lang age. One can prepare *or c lt ral shoc2 5 ring negotiations by preparing ahea5 o* time.e agreement ta2es a cooperati. !. The saying@ N6hen in Rome@ 5o as the Romans 5o@N is important to the negotiation process.e approach@ compromising approach@ *orcing approach@ an5 legalistic approach. .1 . Positi.e negotiate5 :ith the party@ rea5 abo t the c lt re@ learn at least a little o* the lang age@ an5 tal2 :ith legal co nsel. 6hen yo are negotiating :ith someone :ho has belie*s 5i**erent *rom yo r o:n@ it is necessary to n5erstan5 an5 try to accommo5ate those belie*s as m ch as possible in or5er not to o**en5. !. There has to be tr st bet:een the parties. ?ost negotiation con*licts are c lt rally base5 beca se the negotiators are Nnot seeing thro gh the same glasses. The compromise agreement is reache5 :hen t:o parties *in5 a common gro n5 that res lts in lo:er Goint bene*its. Preparation co l5 incl 5e learning abo t their geography@ history@ an5 social conte=t. Three reasons :hy global Goint . The Goint bene*its are generally higher :ith an integrati.e 5eal an5 realize 5istrib ti. ?o5els to consi5er sing are the problem$sol. I* yo can n5erstan5 some o* the c lt ral iss es ahea5 o* the negotiation time@ the meeting sho l5 r n more smoothly.ent res an5 strategic alliances are increasing are tra5e agreements 5issol.e tari**s@ technology ma2ing comm nication easier@ an5 me5ia allo:ing people to see more o* :hat is happening in the :orl5 The steps in the negotiation process are site an5 team selection@ relationship b il5ing@ opening tal2s@ 5isc ssions@ an5 agreement.e pragmatist :ho can negotiate an integrati..ing protecti.Chapter #9 Interc"lt"ral Negotiation Process + estions 1.N Prepare@ plan@ an5 respect the other c lt re.e aspects o* *ree tra5e zones are lo:er price5 pro5 cts *or cons mers@ lo:er$price5 pro5 ction *or man *act rers@ 5ispensing o* positions :orl5:i5e helps other economies@ an5 more interaction bet:een 4.Pearson #5 cation@ Inc. . Copyright E (11. The *actors to consi5er :hen analyzing a negotiation problem incl 5e) cogniti. -.e 5issonance@ logic an5 reasoning 5i**erences@ interpreter an5 translation@ the translation o* i5eas@ concepts@ an5 meaning. Cogniti. The negotiators 5o not share a perception o* reality or the ability to bloc2 o t in*ormation that is inconsistent :ith their c lt ral belie*s. 9eca se con*licts are c lt rally base5@ they are not al:ays easy to 5ecipher or recognize. /.
e 2no:n the importance o* :hat he :as :atching an5 n5erstoo5 that he sho l5 not ma2e s ch comments. Case 1 The R ssians are in no h rry to ma2e a 5eal an5 :ant to control the agen5a. These sho l5 be e=plaine5 :ith e=amples. The c lt ral implications *or U. Case Since the e=pectations are 5i**erent@ there :ill not be a contract gi. I* the salesman ha5 5one any rea5ing on the c lt re@ he :o l5 ha.Pearson #5 cation@ Inc. . 6hen negotiating :ith the Cana5ians@ the pac2age 5eal mo5el sho l5 be chosen beca se it consi5ers the atmosphere o* the negotiation as :ell as the bac2gro n5 *actors@ process@ an5 o tcome. persons :ill *eel as i* the other 5i5 not n5erstan5 ho: to 5o b siness@ an5 both :o l5 be correct. The U. 9eing able to shi*t *rom one c lt re to another is also not necessarily instantaneo s@ 5epen5ing on ho: similar or 5i**erent the t:o c lt res are. Case ! 9ecoming com*ortable in another c lt re is easy *or some an5 5i**ic lt *or others. 9y rea5ing@ being traine5 by an interc lt ralist@ an5 trying to be accepting o* the other c lt re@ one brea2s 5o:n ethnocentric barriers.eloping a *rien5ship is important to 5oing b siness :ith the Spanish an5 lac2ing 5ecor m concerning important e. person 5i5 not n5erstan5 that the Chinese ha.S. The c lt ral implications *or Fapanese an5 ?e=ican negotiators :o l5 incl 5e the se o* silence@ lang age@ the se o* time@ an5 :or2 ethics.S. negotiator ma5e the right mo.er the negotiations. an5 Fapanese negotiating :o l5 incl 5e the se o* silence@ the n mber o* people participating in the negotiations@ ho: the contract is consi5ere5@ lang age Ainterpretation@ translating@ secon5 lang ageB@ an5 relationship b il5ing.S.e the Spaniar5s are the negotiations co l5 be lost 5 e to the sel*$esteem o* the Spaniar5s being attac2e5.e aspects o* *ree tra5e zones are co ntries :ith high pro5 ction costs lose those positions to other co ntries@ isolationism is impossible@ an5 all the economies o* the :orl5 are becoming more integrate5. The Chinese an5 the U. Negati.e alrea5y b ilt a relationship@ the sale sho l5 be a lot easier than *or a beginner.e to b il5 a relationship *irst@ :hich co l5 ta2e a :hile an5 may 5elay yo r ma2ing a sale.en on the *irst meeting. I* yo are a beginner@ yo :ill ha. Case ( The salesman>s *a = pas :as ta2ing the b ll*ight in a nonchalant manner@ as it is .( .ents co l5 ma2e that .e to b il5 a relationship an5 that time is not important as yo learn to n5erstan5 an5 tr st each other.ery important to the Spaniar5s. The Chinese 5i5 not n5erstan5 that Copyright E (11. De.S.c lt res in the :orl5. The brea2s are a sho: o* po:er an5 control o. Their negotiation tactics may change as some o* them start intro5 cing :estern b siness tactics. 11. The U. Depen5ing on ho: sensiti. 0.ery 5i**ic lt to 5o.e beca se they :ere on R ssia>s home territory. I* yo ha.
Other boo2s@ in a55ition to those liste5@ incl 5e Cohen>s Negotiating across Cultures an5 ?oran an5 Stripp>s ynamics of Successful International Business Negotiations. .ities 1. It so n5s as i* they are both trying to *orce the other party to comply. person is not as * t re oriente5 as the Chinese b t are instea5 oriente5 to:ar5 the tas2 at han5.S.e :hen negotiating :ith Arabs) %oster>s Bargaining across Borders% A=tellLs o’s and Ta$oos around the World for Women in Business% ?artin an5 ChaneyLs *lo$al Business 2ti9uette or )assport to Success. The strategy o* tr th sho l5 incl 5e *aith@ *act@ an5 *eeling@ an5 tr th seems to be absent in this sit ation. Tr st is missing *rom the t:o si5es. !. St 5ents can se in*ormation in the chapter to prepare a Nnegotiation pro*ileN *or negotiating :ith someone *rom ?e=ico. Acti.e as members o* a panel to 5isc ss NNegotiating :ith the FapaneseN or negotiating :ith persons o* another c lt re..orea an5 Fapan are large@ an5 the t:o ha. Copyright E (11. The c lt ral 5i**erences bet:een So th . . 9oth .# #lectronics an5 FCP ha.e resorte5 to legalistic means to settle their licensing 5isagreement.the U.e *ile5 legal actions in their o:n co ntries to halt sales o* the otherLs pro5 cts. person 5i5 not thin2 it :as necessary to sell himDhersel* or the company :hereas that :as .! . (.e *o ght many :ars o.er the cent ries lea5ing to a con5ition o* little tr st. -.Pearson #5 cation@ Inc.S.itan gro p may be goo5 so rces o* b siness people :ho :o l5 be :illing to ser.ery important to the Chinese. The t:o companies ha. The Chamber o* Commerce@ 3ions Cl b@ or Ci. Instr ctors may s ggest the *ollo:ing re*erences *or *in5ing in*ormation relate5 to problems :omen may ha. Case . The U. Instr ctors may :ish to s ggest certain b siness Go rnals or ne:s magazines that typically *eat re articles on international b siness@ s ch as 5ortune@ Time@ The Wall Street Journal@ an5 Newsweek.
4.ie:. point o* .e to ha.e iss es incl 5e the se an5 control o* reso rces. The strategy to se in negotiating :ith people :ho belie.i5 ally oriente5@ s ch as the 7ermans.- .ie: o* o rsel.ie:points@ an5 gi. -.antages o* national c lt re stereotypes are that they gi. 6ith po:er comes the responsibility o* ta2ing action.e an impact on s ccess* l negotiation i* the gen5er is . 6omen are consi5ere5 as e8 als at the negotiation table only in the U.els o* seniority.e to han5le local intro5 ctions@ translations@ e=planations o* c lt ral 5i**erences@ permits@ an5 na. The a5.igate the la:s an5 c stoms o* the co ntry. . 9 siness as con5 cte5 in the U.ior.eryone is an in5i. ". I* it is a hierarchical society it is important that the negotiating team come *rom the correct le.antage 5epen5ing on ho: it is se5 an5 the ethical beha.e comman5s an5 ma2e *inal 5ecisions. 7en5er can ha.e s a . Interpreters an5 translators play many roles in the negotiation process) they are the 2ey to the c lt re@ they *acilitate 5ialog e@ an5 they gi. Di**erences e=ist in negotiating :ith people :ho are gro p oriente5@ s ch as the Fapanese@ an5 those :ho are in5i. /.ery 5i**erent :ay o* loo2ing at an agreement. These iss es can ca se negotiations to brea25o:n or 5ea5loc2@ may ca se negotiatorsL to be repetiti.ery important.@ Israel@ #nglan5@ %rance@ S:itzerlan5@ an5 In5ia. !. <o :o l5 also :ant to ma2e s re yo :ere not acc satory or (.S.e social i5entity to the members at the table.es *rom othersL . Po:er can be an a5.e the a thority to gi.er others Apo:erB an5 by ha.ie:e5 as not being e8 al to the other gen5er at the negotiation table. The ability to i5enti*y the con*lict is important@ an5 s bstanti.e s a ro gh i5ea o* :hat people in another c lt re may . . The selection o* players *or the sit ation is important beca se they ha.Pearson #5 cation@ Inc.antage or 5isa5.al e.eryone has to be satis*ie5 :ith the en5 pro5 ct@ yo m st be :illing to in.e no one sho l5 lose *ace@ negotiation is ongoing@ an5 that consens s is the only :ay to reach an agreement :o l5 be m ch 5i**erent than the normal . The limitation is that e. ?any times both negotiators :ill see the con*lict an5 some times only one :ill see a problem.ie: o* negotiation *rom the U.ing *ace is . Copyright E (11. ?any times local cons ltants can be hire5 to help :ith these items.e an open en5.e in their arg ments@ an5 non$ negotiation tactics may be se5. <o :o l5 nee5 to be m ch more open$min5e5 an5 realize they 5o ha. :o l5 not :or2 :hen negotiating :ith someone :ho *eels sa.S. <o :o l5 not bring legal people to the negotiation table@ nor :o l5 yo ma2e 5irect acc sations@ an5 time :o l5 ha. 6hen 5ealing :ith a consens s type o* negotiation :here e.ing the po:er yo ha.. Po:er an5 a thority a**ect negotiations by 5etermining :ho has the in*l ence o.Chapter ## Interc"lt"ral Negotiation Components + estions 1.e a .S.est a lot o* time.i5 al an5 may not *it the national c lt re stereotype.
o**ensi. percept al gri5.ironment :o l5 be home *or the ?e=icans an5 alien *or the U. S ggestions *or :omen international negotiators incl 5e the *ollo:ing) be patient@ compassionate@ an5 cooperati.ery important@ yo :o l5 nee5 to pay a little attention to the emotional gest res@ realize that 5etails :ill be consi5ere5 as they arise@ an5 al:ays gi.Pearson #5 cation@ Inc. I* these constr cts are so ethnocentrically oriente5 that they 5o not allo: *or the in5i. 7enerally me5ia presents other c lt res thro gh the bias o* the U.ali5 ass mptions the other negotiating team has ma5e. The Fapanese@ the ?e=icans@ an5 the %rench$Cana5ians are more 5i**ic lt 5 e to the lang age an5 c lt ral 5i**erences. %or the most part@ ho:e. The ?e=icans :o l5 be the per*ect hosts in s ch a sit ation being s re to ta2e yo to all c lt ral an5 historic locations an5 Copyright E (11. The ?e=icans :ant a *rien5ship as :ell as a b siness relationship@ an5 the Fapanese also li2e 2no:ing :hom they are 5ealing :ith .er@ the meaning o* all the :or5s@ the slang@ an5 the i5ioms 5o 5i**er. . Americans nee5 to 5o a little research here to be s re they n5erstan5 the Cana5ians. ?e5ia creates m ltic lt ral n5erstan5ing an5 mis n5erstan5ing 5epen5ing pon the c lt re an5 the c lt ral biases o* the me5ia people.ision@ li2ing classical m sic as oppose5 to pop m sic@ being shy in an emotional c lt re or lo 5 in a 8 iet c lt re@ anything that :o l5 ren5er in.i5 al to a5G st to other c lt res 5 ring negotiations@ then con*licts :ill arise.e a goo5 sense o* h mor. 1-.S.er the years. 1(.e. Stereotypes as a res lt o* the me5ia are that all U. Personal constr cts are in5i. The contract :o l5 ha.S.e to spea2 %rench@ the #nglish lang age is spo2enC ho:e. #=cept *or the %rench$Cana5ians@ :here one :o l5 ha. Case 1 a. 1!.ol tion :as :rong. The en. 11. 11. Responses co l5 5eal :ith being gro p oriente5 in an in5i.e a great 5eal o* respect to the person an5 their position. Con*licting interest a**ects negotiations beca se it is not al:ays easy to 5etermine an5 incl 5es payment@ 5istrib tion@ pro*its@ contract al responsibilities@ an5 8 ality.i5 alistic society@ not :atching tele. 7enerally it :o l5 be easier *or the U. 0. Americans carry g ns@ all *ollo:ers o* Islam 5o not 5rin2 alcoholic be.e pro*essionallyC learn the lang age o* the host c lt reC be sel*$con*i5entC sho: h milityC an5 ha.eC sho: respect *or the people an5 c stoms o* the host c lt reC 5ress an5 beha.ery :ell.e been allies o.S..ery loyal to 9ritain an5 thin2 the American Re.S.erages@ an5 that there are lots o* co:boys in the U. .. Cana5ians are . Americans to negotiate :ith the Cana5ians. In negotiating :ith people :ho are .er@ :e ha. U. 1. It is also necessary to realize they *eel :e are a bit p shy an5 lo 5@ so it :o l5 be best to control any s ch *eelings yo might ha. It :o l5 probably ta2e a lot more negotiations to concl 5e a 5eal in ?e=ico or Fapan than in Cana5a.S.e in any manner.i5 al belie* systems an5 attit 5es.ery emotional@ an5 to :hom *acts or 5etails are not important an5 stat s is .S.e to be loose allo:ing *or changes in the * t re sho l5 they be re8 ire5.
being s re yo :o l5 5ine elegantly. 5.ely so as not to embarrass her hosts. The U. :as sincere in their best interests *or ?e=ico. ?a2e s re to rea5 an5 research the people :ith :hom yo :ill be meeting so that yo n5erstan5 them.S.S.ery pro 5@ yo :o l5 :ant to a.ery leery o* the U.e a history o* con*lict an5 :ars.Pearson #5 cation@ Inc. people. negotiators a*ter they ha.e a male on the negotiating team as the spo2esperson.e gracio sly 5 ring the Nco rtshipN be*ore the negotiations act ally begin.N &o:e. Case ! Copyright E (11. Case ( The Sa 5i Arabians are not se5 to 5ealing :ith :omen.S.e that the U. Co rtesy an5 eti8 ette :o l5 be . I* a :oman is the responsible person@ she co l5 bring a man to se as her spo2esperson. The ?e=icans ten5 to tal2 lo 5er than the U. b. The strategy :o l5 be to :in the ?e=icans o.S.ery important. has ten5e5 to be 5isrespect* l to:ar5 the ?e=icans an5 their li*estyleC there*ore@ this has to be o.S.ery important *or the U.ati." . The #nglish se5 :o l5 be limite5 to International 9 siness #nglish 5 ring the negotiations to help eliminate any mis n5erstan5ings. an5 ?e=ico ha. has ta2en. 6omen are to be co. The ?e=icans :o l5 ha.S.S.ement :o l5 be a :in$:in sit ation in :hich ?e=ico :o l5 be able to tilize their *acilities an5 the U. Po:er :o l5 be best i* share5 in this sit ation in or5er to b il5 tr st bet:een the t:o companies. In ?e=ico a han5sha2e is a contract an5 many times more important than the :ritten contract. 9y allo:ing the man to 5o the negotiating@ she :o l5 ma2e the Sa 5is *eel more com*ortable an5 be more li2ely to attain her goal. :o l5 be able to complete its pro5 ction. Criteria *or achie.S. As ?e=ican men are .ery 5i**ic lt *or the Sa 5is to *eel com*ortable 5ealing :ith a :oman.S. The U.S.S. She sho l5 also 5ress . negotiators to accept gracio sly an5 to gi.er@ i* the U.acationing. %emales :o l5 be s re to ha.e to belie. Since this is an Islamic co ntry@ the :oman is being 5isrespect* l to the Islamic la: in her 5ress.er as *rien5s *irst@ to gen inely get to 2no: them an5 n5erstan5 them. negotiators 5i5 their home:or2@ they :o l5 simply go along an5 allo: e=tra time. ?e=icans ten5 to be . negotiators :o l5 probably :ant to get right 5o:n to b siness an5 might be a little resent* l o* the time they :o l5 ha. C lt re is .oi5 anything that might be constr e5 as their losing *ace or p tting them 5o:n. Also in or5er to get things 5one in ?e=ico@ bribes or payments in 2in5 are in or5er :hich can be a problem *or the U. The negotiation sit ation :o l5 5epen5 pon ho: :ell the ?e=icans li2e the U. The ?e=icans also li2e to 5o b siness :ith *rien5s@ an5 it :o l5 be . beca se o* past actions the U. .ercome i* the negotiations are to s ccee5.S.ery important in this sit ation beca se the U.ery conser.e to spen5 N. As the :omen 5o not eat :ith the men an5 5o not 5isc ss b siness@ it :o l5 be .e rela=e5 :ith them prior to the beginning o* the negotiations. c. It :o l5 be best to learn some Spanish.ere5 *rom the top o* their hea5 to their *eet.
Other re*erences to s ggest *or researching the role that non. Acti.oi5 5 plication. .ity an5@ in a55ition@ may :ish to cons lt s ch re*erences as Culture*rams% &o*ste5e>s Cultures and ?rgani&ations@ an5 &o se et al. They sho l5 also be able to ma2e s ggestions as to ho: things sho l5 be pac2age5@ containerize5@ an5 :hich shipping lines to se. Not going thro gh the b siness rit als that the ?e=icans e=pecte5 o* incl 5ing the ?e=icans in the 5isc ssions rather than presenting e. St 5ents may se material in the chapter *or completing this acti. The instr ctor co l5 as2 st 5ents to choose one o* the So th American co ntries to a./ .i5e an abstract *ormat *or st 5ents to se in s mmarizing the role that gi*t gi. The *irm nee5s to be large eno gh to ta2e care o* the .e one meeting *or another or to be Or she5 *or time. In a55ition to 9al5rige>s boo2 on eti8 ette@ other re*erences to s ggest incl 5e Ste:art>s The New 2ti9uette@ SabathLs International Business 2ti9uette% <ager>s Business )rotocol% and ?artin an5 ChaneyLs *lo$al Business 2ti9uette and )assport to Success.er@ the ?e=icans :ere only being polite.ing plays :hen negotiating :ith the Fapanese. It :o l5 probably ta2e a *e: meetings to *inalize the agreementC it probably co l5 not be accomplishe5 in one meeting or in one :ee2. <o :o l5 :ant to 2no: that the In5ians are a c lt re that li2es to pleaseC there*ore@ they :o l5 ha. !.e ma5e the ?e=icans *eel as i* they co l5 not approach the Ne: <or2ers. Case The ?e=icans :o l5 ha.erything to the ?e=icans :o l5 ha.ol me o* goo5s yo plan to ship.erbal comm nication plays in negotiation incl 5e %oster>s Bargaining across Borders an5 &o*ste5e>s Cultures and ?rgani&ations. *.I* it is a goo5 *irm@ they :o l5 2no: the c lt re@ lang age@ an5 the :ay b siness is to be con5 cte5 bet:een the t:o co ntries.ities 1.e . (.P 9eca se the ?e=icans sat 8 ietly@ the Ne: <or2ers tho ght their presentation ha5 Osol5P the ?e=icansC ho:e. Copyright E (11. ?e=icans :ill contin e a meeting as long as is necessary an5 consi5er it r 5e to lea.Pearson #5 cation@ Inc. Case . 7enerally e=port companies 2no: the la:s@ tra5e agreements@ an5 5oc ments that nee5 to be complete5 in or5er to sell a pro5 ct in a *oreign co ntry.e a har5 time telling a s perior that something co l5 not be 5one :hen the s perior ha5 as2e5 *or it. <o :o l5 :ant to be s re that e8 als :ere 5oing the negotiating so that the s perior$s bor5inate relationship iss e :o l5 not be a problem beca se In5ians see s periors as the people :ho sho l5 ma2e the 5ecisions. <o :o l5 :ant to *in5 o t in*ormation on *rien5ships in b siness@ eating styles@ *oo5s@ an5 attit 5e to:ar5 :omen in b siness in or5er to s ccess* lly complete a 5eal. Pro.?B2 Study.ie:e5 the Ne: <or2ers as p shy@ n*rien5ly@ not tr st:orthy@ an5 arrogant.
Unacceptable beha. St 5ents may be allo:e5 class time *or completing this acti. /. ..4 .Pearson #5 cation@ Inc.ity@ or it may be assigne5 as home:or2.oi5 5 plication o* reports.antages o* each style. The instr ctor may :ish to ma2e speci*ic assignments relate5 to tra5e agreements bet:een the U. . Re*er st 5ents to sections in the chapter *or preparing them *or class 5isc ssion relate5 to the role that bargaining plays :hen negotiating :ith persons in 5i**erent c lt res. Copyright E (11. an5 another co ntry to a.-. Completion o* the Negotiation S2ills Sel*$Assessment #=ercise sho l5 be *ollo:e5 by a 5isc ssion in class relate5 to 5i**erences in negotiation styles@ incl 5ing a5.S.antages an5 5isa5.e n5erline5 in the scenario incl 5e) e=pressing a 5isli2e *or ?e=ican *oo5@ ass ming a rela=e5 manner o* 5ress@ *ail re to a55ress ?e=ican team members by their titles@ press re to 5isc ss b siness 5 ring the meal@ an5 ob.ior that st 5ents sho l5 ha. ".io s 5ispleas re at *oo5 presentation.
#thics 5i**er aro n5 the :orl5 beca se people are c lt rally 5i.isa is a right to enter an5 stay in a co ntry *or a perio5 o* time *or a speci*ic p rpose. .ior as to right an5 :rong.0 . ". Practicality G 5gments are base5 on :hat is easiest@ best@ or most e**ecti. The Act o* State Doctrine allo:s each nation to legally go. 4. The importance o* citizenship has to 5o :ith yo r rights. .e to achie.Pearson #5 cation@ Inc. The act :hich prohibits a corporation or in5i. It is important to ha.ernance :hich is contract base5@ trilateral go.ol.erse. A m ltinational corporation is go. -.ers s the *ine points o* la:. &o:e.i5e5@ an5 only one party sets terms *or both parties in. Non:ritten la:s are 5i**ic lt to *in5 o t abo t be*ore .ersion Re8 irement :hich states that the bill o* la5ing an5 the in. Proo* o* citizenship may not be clear i* yo :ere born in another co ntry@ yo r parents are citizens o* another co ntry@ or yo are a nat ralize5 citizen o* the co ntry that yo consi5er yo r home co ntry.ernance :hich a55s an arbitrator@ bilateral go. A passport is yo r proo* o* citizenship :hile a .erne5 by *irst its co ntry o* incorporation an5 secon5 by all the co ntries in :hich it con5 cts b siness or has man *act ring or o**ices. A citizen is .ernance :hich may not spell e.i5 al *rom circ m. A lo:$conte=t co ntry :o l5 .e an obGecti.erything o t b t has a strong recognition o* a contin ing relationship@ an5 ni*ie5 go. #thics G 5gments are base5 on some stan5ar5 o* moral beha.ie: a contract as a g i5eline to be a5G ste5 as nee5e5.e5. !.ance@ ma=im m *le=ibility is pro. The *o r go.ern b siness :ithin yo r co ntry o* citizenship an5 those go.e.ern :ithin its o:n bo n5aries.este5 :ith certain rights an5 5 ties as a nati. The 5i**erence bet:een home co ntry la:s an5 host co ntry la:s is that the home co ntry la:s are the la:s@ treaties@ or acts that go.ery rigi5 an5 5etaile5 :hile a high$conte=t co ntry :o l5 .e an attorney :ho is 2no:le5geable :hen con5 cting b siness in a *oreign co ntry so that yo :ill a5here to both yo r co ntry>s e=porting la:s an5 the *oreign co ntry>s importing la:s.Chapter #* La5s A''ecting International B"siness an( Tra&el + estions 1. 0. 11.erning yo r b siness :ith other co ntriesC :hile host co ntry la:s are the la:s@ treaties@ or acts that go. /. Copyright E (11.isiting a co ntry beca se many co ntries 5etermine the r les as they go or base the interpretation o* the la: on the sit ation ..oice m st clearly (.e or nat ralize5 member o* a co ntry.enting the Arms #=port Control Act o* 10"4 is the Anti5i.ernance in :hich nothing is negotiate5 in a5.er@ all co ntries 5o not .ie: citizenship e8 ally.ernance str ct res are mar2et go.ie: contracts as .ern b siness :ithin the *oreign co ntry :ith :hich yo :ish to con5 ct b siness.
5isplay that the carrier cannot 5i. Politically people :ere release5 by e=changing someone the R ssians :ante5 *or someone the U.e in R ssia beca se o* their interpretation o* his citizenship stat s. I* the company has p rchase5 or starte5 processing the commo5ity@ the p rchasing agent is libel to ta2e the pro5 ct.ernment consi5ers restricte5.er@ co l5 not ta2e the *orm o* 5irect cash b t m st be tie5 to the completion o* the proGect on a timely basis.io s. :ante5. Case ( I* it is a co ntry in :hich s ch practices are consi5ere5 legal@ in or5er to get the plant complete5 on a timely basis the people :o l5 be compensate5.S. Since no international la:s go.es to D bai@ they :ill pay ta=es *or their operations to the Unite5 Arab #mirates rather than to the Unite5 States.ernance str ct re :o l5 be bilateral 5 e to the relationship being long term.er@ it is generally best *or the litigation to ta2e place in the co ntry o* pro5 ction. go.ironment in :hich the negotiators are operating help to 5etermine :hether the negotiators can G sti*y being e=ploitati. They may ha. "1 .S. I* the company re* ses@ the p rchasing agent is personally libel to ta2e the pro5 ct an5 pay *or it.ern this iss e@ each nation 5etermines its o:n la:s as protecte5 by the Act o* State Doctrine.e@ manip lati.e still consi5ere5 them Aan5 hence himB a R ssian citizen. citizen 5 e to birth@ his being on R ssian soil :o l5 ma2e his release 5i**ic lt i* the R ssians 5i5 not :ant to release him.Pearson #5 cation@ Inc. Altho gh the U.e@ or 5e.o2e5 his U. The moral . The contract sho l5 stip late :here litigation o* 5isagreements sho l5 ta2e placeC ho:e. The *orm o* thematization that :o l5 be se5 :o l5 be a combination o* la:@ tilitarianism@ an5 religion. 6hen &allib rton mo.S. Case ! The la:s o* the co ntry in :hich the plane is pro5 ce5 :ill go.S. Case . companies to acco nt *or an5 report international transactions acc rately an5 prohibits bribes that are se5 to gain a b siness a5.antage@ ca tion :o l5 nee5 to be e=ercise5.ernment may ha.ert the shipment to a co ntry the U.ern the man *act ring o* the plane *irst@ :ith the other co ntry>s la:s being secon5ary. passport@ 5etaine5 him as a R ssian citizen@ *orce5 him to complete military training@ an5 *orce5 him to li. Case I* the c rrent s pplier has not p rchase5 or processe5 the commo5ity an5 are Ngoo5 g ys@N they may not re8 ire the p rchasing agent to pay.al e an5 :orth o* an act is G 5ge5 by :hat is pro5 ce5$$the tility.S. The go. The players in the negotiation game an5 the en. Since the %oreign Corr pt Practices Act o* 10// re8 ires U. :o l5 arg e he :as a U. Case 1 Since his parents :ere born in R ssia@ the R ssian go.S. The compensation@ ho:e. &allib rton :ill not pay ta=es to the Unite5 States on items Copyright E (11. The p rchasing agent can as2 his company to p rchase the pro5 ct to :hich he committe5.e re.
"1 .al system o* their library *or compiling a list o* boo2s or Go rnal articles relate5 to international la:. The companies they sell to :ill pay ta=es. 7o to http)DD:::.ernment :ill be recei.e the Unite5 States@ the U. So the U.that are sol5 to companies :ithin the Unite5 States.oi5 5 plication o* co ntries@ assign st 5ents speci*ic co ntries.ing less re. An international la:yer in the comm nity :o l5 be another option.orable corporate ta= rate@ &allib rton :ill pay less in ta=es an5 :ill ma2e more money to share :ith sharehol5ers@ employees@ an5 others.e :or2e5 in the co ntry. I* a la: school is locate5 in the comm nity@ this :o l5 be the best so rce *or contacting a pro*essor o* international la: to 5isc ss c lt ral .ernment :ill lose signi*icant ta= 5ollars :ith :hich to r n the co ntry.Pearson #5 cation@ Inc. go. I* a s bstantial n mber o* companies lea. Instr ctors may :ish to ma2e the assignment co ntry speci*ic or may :ish to restrict the assignment to re*erences p blishe5 5 ring the past *i. -.e years. ". 'isa *orms m st be obtaine5 *rom an embassy *or the co ntry st 5ents might select. go.comD*eat resDtra5e. !. Critical inci5ents relate5 to international la: st 5ents bring to class co l5 be *o n5 on local or national ne:scasts.llr=.S. Since D bai has a . St 5ents may *in5 o t abo t non:ritten la:s o* a co ntry *rom an international la:yer@ *rom nationals@ or *rom people :ho ha..ery *a. Acti. Instr ct st 5ents to se the bibliographical retrie.ariations in contracts.ities 1.htm to chec2 on the acc racy o* the ans:ers.S. The instr ctor may :ish to sec re passport *orms *rom the local post o**ice *or 5istrib tion to the class.en e. To a. . Copyright E (11. (.
comDpro5 ctsDrespon5 s.. -. The terms s bc lt re an5 s bgro p may be interchangeably. T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse.PART III TEST BANA AND ANS?ER AEBS A pro5 ct calle5 Respon5 s@ :hich is an assessment tool *or learning systems@ can be se5 to import the e=am 8 estions or e=ams into 9lac2boar5@ 6ebCT@ or other online co rse 5eli. 4. 0. ?elting pot means a socioc lt ral assimilation o* people o* 5i**ering bac2gro n5s an5 nationalities..respon5 s. c lt ral symbol. A typical stereotype o* U. se5 C lt ral intelligence is the ability to e=hibit beha. 1.Pearson #5 cation@ Inc. The Stat e o* 3iberty is consi5ere5 a U. people is that they place great importance on the *amily. Di** sion is the process by :hich t:o c lt res learn *rom each other an5 a5opt practices o* the other c lt re. The term NAmericanN re*ers e=cl si. . /. ".ery systems. 11. (. 1(. are :illing to share Assimilation is a 5imension o* enc lt ration. se5 #thnocentrists belie.shtml The Nat"re o' Interc"lt"ral Comm"nication Chapter #+ Test C"estions Tr e$%alse.S. 1-.S. 1. 11. Copyright E (11. The terms interc lt ral an5 international can be interchangeably.ely to someone :ho consi5ers his or her home co ntry the Unite5 States.iors that are c lt rally t ne5 to the attit 5es an5 . C lt ral synergy is the merging o* c lt res to *orm a common c lt re. A stereotype o* 3atin Americans is that they are polite an5 so*t spo2en. "( .al es o* others. 9ac2stage c lt re is in*ormation yo :ith o tsi5ers. 1!.e that their c lt ral bac2gro n5 is the correct :ay to analyze problems. International b siness is 5ecreasing in the Unite5 States. 7lobalization re*ers to the interpenetration o* the local an5 global. !. http)DD:::.
(-. the 5ominant c lt ral gro p is consi5ere5. <o th gangs@ prostit tes@ an5 5r g a55icts. ((.e5 at the con*erence.Pearson #5 cation@ Inc. T T T % % % Physical barriers to comm nication incl 5e personal *eelings o* the listener. 9 sinesspeople :ith a 5omestic min5set are open to s rprises. sells in another co ntry. can mar2et its pro5 ct any:here in the :orl5.iors. clari*ications o* r les. has a 5istrib tor in another co ntry c. 5. 5. 5. *acilities are r n 5i**erently by region.er@ she 5i5 not tell them abo t the Gob o**er she recei. F 5y :as telling all her *rien5s abo t :hat happene5 at the con*erenceC ho:e. o* the *ollo:ing are e=amples o* s bgro psQ Fe:s@ Christians@ an5 ? slims. ? ltiple Choice. polycentric c. all capital in. Corporate lea5ers nee5 a global min5set to be s ccess* l in the international :or2place. b. Copyright E (11. geocentric 5. It :as :rong o* F 5y to not share the Gob in*ormation. a. c. n s al gro p beha. 3atin Americans@ A*rican Americans@ an5 Asian Americans. (1. 6hat F 5y :as telling her *rien5s :as an e=ample o* *rontstage c lt reC ho:e. c. "! . (1. 5. b. 14. In*ormation that F 5y :as :illing to share :ith *rien5s :as hi55en *rom their . Senior citizens@ teenagers@ an5 babies. there is a common *rame:or2 :ith regional control. b. c lt ral b. A b siness is globalize5 :hen it a. are learne5 thro gh enc lt ration.ie:.1". beha. 5. c. Norms a.estments are in one co ntry. b. F 5y tho ght her *rien5s :o l5 not :ant to 2no: abo t the Gob o**er.ioral e=pectations o* a gro p. emotional (. b. ethnocentric b. (!. c. 6hich o* the *ollo:ing m ltinational management orientations consi5ers the c lt re o* the co ntry in :hich the *irm is locate5 :itho t a common corporate *rame:or2Q a. 1/. regiocentric In a geocentric m ltinational management practice a. 10..er@ the Gob o**er is an e=ample o* bac2stage c lt re. 6hich o* the *ollo:ing comm nication barriers is 5 e to a lac2 o* similar li*e happeningsQ a. 6hich a. Circle the letter correspon5ing to the correct response. pro5 ces in another co ntry.
e an5 tal2ati. interpersonal intelligence b. in. 5.al es@ an5 beha.e 5escription o* a c lt re. (/. are nimportant .e *o n5 that the . 5.ioral e=pectations o* positions :ithin a c lt re. !1. Copyright E (11. The #nglish are *rien5ly an5 in*ormal.ariables *or s ccess. stingy R les are *orme5 to a.ironment@ an5 non. i5enti*y c lt rally ingraine5 principles o* correct an5 incorrect beha. ling istic intelligence c. 5. b. !!. !1.ariant across all c lt res. 5. 6hich o* the *ollo:ing stereotypes is INACCURATEQ a. not c lt rally base5.al es@ an5 beha. lang age@ physical@ an5 2no:le5ge. a perception abo t a partic lar gro p. 5o not nee5 to be the belie*s@ .S. b. pro. *rien5ly b. c. 6hich o* the *ollo:ing 5oes NOT *it the typical stereotype o* persons in the Unite5 StatesQ a. "- .e certain stereotypes o* people o* other nationalities. spatial intelligence 5.inistic. (4.i5e a means o* e=changing in*ormation an5 assistance. clari*y beha. Italians are 5emonstrati. n5erstan5s his or her o:n c lt re. A stereotype is a. sho l5 be the belie*s@ . har5 :or2ing c. Accor5ing to A=tell>s research@ U. !(. h man beha. physical@ en. e=periential percept al 6hich o* the *ollo:ing is NOT a recognize5 area o* c lt ral intelligenceQ a. (". b.e. Asians are =enophobic. persons ha. The primary 5imensions o* c lt re incl 5e a. The %rench are r 5e an5 cha .c. c.ironment@ an5 processes. 5.iors o* their o**ices in other c lt res.iors o* the parent corporation a. b.ariables *or s ccess. are the most important . (0. c. accepts another c lt reLs i5eas. c. a partic lar 5e*initi. 5. b.Pearson #5 cation@ Inc. c. S ccess* l corporations ha. clari*y clo 5y areas o* norms.al es@ belie*s@ an5 beha. synergistic intelligence An acc lt rate5 person a.iors o* their o**ices in other c lt res. c.iors. has become socioc lt rally assimilate5. 5. has become part o* the melting pot.erbal.ior@ en. monoling al 5. b. lang age@ physical@ an5 psychological.
Copyright E (11. . ".Pearson #5 cation@ Inc.
1. !. 1".iolate5. 0. The political systems o* #nglan5 an5 Fapan are 8 ite 5i**erent.ery similar to that o* #nglan5. 1!. "" . (. #5 cational systems in the Unite5 States an5 Fapan pro.es. Copyright E (11. 1-. . Inherite5 r le :ill be eliminate5 in Sa 5i Arabia a*ter the c rrent cro:n prince ser. 14. /. -. 1/. %amily ties are more important in ?e=ico than in the Unite5 States. se 9razilLs literacy rate is not as high as the literacy rate o* So th .e a literacy rate o* abo t 00 percent. The *amily systems in the Unite5 States an5 Sa 5i Arabia are 8 ite similar. Social reciprocity is .e p nishments that are a5ministere5 :hen c lt ral norms are .e strong economies :orl5:i5e. ?e=ico>s economy is ..i5e *or open access *or all chil5ren. ? ltiple Choice. 11. The U. 1(. T T T T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse.ertones. 1. 9oth Cana5a an5 Fapan ha. 4. Altho gh people o* the Unite5 States 5o not interme5iaries@ the Fapanese 5o se them. economic system is capitalistic :ith socialistic o. C lt res that place more emphasis on in*ormal e5 cation incl 5e 7ambia an5 9angla5esh.Uni&ersal S stems Chapter *+ Test C"estions Tr e$%alse.S. Unemployment is lo:er in Fapan than in %rance..Pearson #5 cation@ Inc.ery important to both the people o* Sa 5i Arabia an5 Fapan. Separation o* classes is ncommon in 9razil.orea. The literacy rate *or 7ermany an5 Sa 5i Arabia is abo t the same. ". Fapan@ Cana5a@ an5 %rance ha. All c lt res ha. 11. The *amily system in 7ermany is matriarchal. Circle the letter correspon5ing to the correct response.
In Iran sec lar instr ction recei. 6hich o* the *ollo:ing statements relate5 to economic systems is incorrectQ a. The e5 cational systems o* #nglan5 an5 Cana5a are similar. b. 6hich o* the *ollo:ing statements comparing the e5 cational systems o* Fapan an5 the Unite5 States is incorrectD a. b. Fapan>s political system is a constit tional monarchy. 6hich o* the *ollo:ing statements relate5 to political systems is incorrectQ a. ((. c. (. 9oth the Unite5 States an5 ?e=ico ha.. 5. b. c. b. c.y intellect al 5eman5 on st 5ents is 5 ring the secon5ary years rather than the college years. Fapan imports o. 5.ersity *rom :hich a person gra5 ates is more important in Fapan than in the Unite5 States.Pearson #5 cation@ Inc. Cana5a>s economy is capitalistic :ith socialistic controls in health care an5 the retirement system. 5. o* the *ollo:ing co ntries has the lo5est literacy rateQ Cana5a #nglan5 Iran 7ambia (1. %amily a**iliation is e=tremely important in Italy. In 9ritain yo r position in society 5etermines yo r e5 cation.ernment. 6hich o* the *ollo:ing statements relate5 to marriage an5 *amily systems is incorrectQ a. c. (".es is 2no:n as Copyright E (11. Cana5ians elect a prime minister an5 parliament. 5. c. 6hich 'amil a. b.ol. 5. 5. c. c. (-.e a *e5eral go. The Unite5 States an5 Fapan both ha. In Israel@ many chil5ren are reare5 an5 ta ght comm nally.e open access to the e5 cational system *or all chil5ren.10. The e5 cational system o* Fapan is more competiti. b. The ni. C ba>s system in. o* the *ollo:ing :o l5 be incl 5e5 in the 5e*inition o* n"clear Q gran5parents ncles an5 a nts *ather an5 mother co sins (!. 5. The :or5 'amil has 5i**erent connotations in 5i**erent c lt res. (1.er hal* o* its *oo5 s pply. The concept o* 'amil in the Unite5 States incl 5es secon5$ an5 thir5$generation relationships. b.es more s pport than religio s instr ction. 6hich a. The *amily system that re*ers to one man :ith many :i. ?orocco is r le5 by religio s lea5ers. People in 7ermany m st 5etermine their careers early in li*e.e than in the Unite5 States. In both Fapan an5 the Unite5 States@ the hea. "/ .es 5istrib ting goo5s base5 on the capacity to pay. ?e=ico>s economy is 5epen5ent on other co ntries. 6hich o* the *ollo:ing statements relate5 to e5 cational systems is incorrectQ a.
5. So th American co ntries 5. 5. Copyright E (11. b. c.ers Fe:ish *amilies (4. A*rican co ntries 6hich a.ie: property o:nership in a tilitarian :ay.acy is relati. ?arriages are mainly monogamo s. People in the Unite5 States are possessi.e religion in their social interactions.ie:e5 is incorrectQ a. 5. c. (0. b. monogamy. c. (/. o* the *ollo:ing c lt res :o l5 be consi5ere5 the most *ormalQ Cana5a Fapan ?e=ico Unite5 States !1. People o* ?e=ico in. %rien5ships are ta2en serio sly by the FapaneseC they are ma5e *or li*e. polyan5ry. ?ost marriages are arrange5. serial monogamy. The Fapanese consi5er property as nimportant. ?e=icans . c. o* the *ollo:ing *amilies ten5 to be matriarchalQ Cana5ian *amilies Spanish *amilies Islamic belie.e o* property. !(.ol.orce rate is lo:. b. 5. In :hich o* the *ollo:ing co ntries is polyan5ry practice5Q a. 5. c. ?e=ico c. b. b. Comm nist co ntries in the past ha5 comm nity property. polygyny. The 5i. Sa 5i Arabia 5. 5. Polynesian co ntries c. Unite5 States 6hich o* the *ollo:ing statements is incorrectQ a. 6hich o* the *ollo:ing statements relate5 to the Fapanese *amily system is incorrectQ a.ery important to people o* Cana5a. b.ely nimportant to people o* Sa 5i Arabia. 6hich o* the *ollo:ing statements relate5 to ho: property is . Arab co ntries b. Personal pri. !1. "4 . #ti8 ette is . In :hich o* the *ollo:ing c lt res is social reciprocity least importantQ a.Pearson #5 cation@ Inc. The *ather is the brea5 :inner@ b t the mother r ns the home. !!. Fapan b. 6hich a. c.a.
"0 .Copyright E (11.Pearson #5 cation@ Inc.
.Pearson #5 cation@ Inc. An e=ample o* ethical relati.es the :ay beha.. 1(. U. Some co ntries o**icially recognize religio s rit als that a**ect b siness enco nters. ". T T T T T T T T % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. /. 1/. -. !. Americans are not action oriente5. Collecti.ism is the UNs Uni.ism :hen compare5 to other co ntries.ior *rom another c lt re>s . People in the Unite5 States place a greater emphasis on history an5 5o not li2e change as compare5 :ith people o* Asian an5 3atin c lt res. People in the Unite5 States 5o not meas re s ccess by Gob titles or earnings.e shorter employment time :ith employers. macroc lt re establishes stan5ar5s o* ethicalD nethical beha. 11.Contrasting C"lt"ral >al"es Chapter -+ Test C"estions Tr e$%alse. The U..S.al e time. 1".e recalling an ol5 reaction to a ne: stim l s. /1 . Attrib tion is the ability to loo2 at social beha. (.ior.oi5ance are more li2ely to ha.S. In * n5amental Islamic c lt res@ :omen are allo:e5 to :or2 only :ith other :omen. 1!. 1. Attit 5es to:ar5 honesty an5 tr th telling are c lt re speci*ic.oi5ance e=hibit religio s an5 political * n5amentalism an5 intolerance. People *rom co ntries :ith strong ncertainty a. People in the Unite5 States . In some co ntries@ sing gi*ts to ass re s ccess in sealing an agreement is an accepte5 :ay o* 5oing b siness.erbal means se5 to comm nicate. The Unite5 States ran2s *irst in collecti. 4. Some co ntries :ith :ea2 ncertainty a. Semantics in.ie:.ism emphasizes common interests@ con*ormity@ an5 in5epen5ence.ersal Declaration o* & man Rights. 1-. 14.ol. 0. T T T T T T T T T T % % % % % % % % % % Copyright E (11.ol. Perceptions in. 11.ior is in*l ence5 by :or5s an5 non. 1. People in the Unite5 States are more *ormal :hen compare5 to people o* other c lt res.
c. Semantics is the st 5y o* the meaning o* :or5s. (!. Interaction an5 obser. 10. Scienti*ic opponents cannot be personal *rien5s.e attit 5es are e=presse5 to:ar5 yo ng people. (1. c.ation can re5 ce ncertainty abo t other people. (1. 6hich a. .ery gro p oriente5.ario s c lt res ha. c.S.ol. 6or5s in the #nglish lang age may ha. 6hich a. The ncertainty$re5 ction theory in. macroc lt re@ :omen may choose to :or2 or stay home to care *or the *amily.? ltiple Choice. c.al esQ U. b.al e e8 ality o.al e time management o. The Fapanese attit 5e to:ar5 :or2 is . statement relate5 to :or2 attit 5es is incorrectQ U. statement least represents U.S. 5. 'al es are social principles@ goals@ or stan5ar5s accepte5 by persons in a c lt re.S.e pre5ictions abo t o r o:n beha.al e history o. b. 6omen in %rance hol5 a larger percentage o* top management positions than 5o :omen in China. 5. In the Unite5 States@ har5 :or2 is appla 5e5 an5 o*ten re:ar5e5.e m ltiple or contra5ictory meanings. c. /1 . 6hich a. c. 5. In the U. (-. attit 5es to:ar5 :or2 are more rela=e5 than those in # rope.e e=planations abo t o r belie*s an5 attit 5es.S.e basically similar . 6hich statement concerning semantics is incorrectQ a. Negati. b. U.S. Circle the letter correspon5ing to the correct response. b. ((. Americans .S. People in ..er planning *or the * t re.al e 5irectness o. 'al es are learne5 by contacts :ith *amily members@ teachers@ an5 religio s lea5ers.e co nterparts in other lang ages. Americans . 'al es :ill be in*l ence5 by :hat is seen on tele. 6hich o* the *ollo:ing statements relate5 to attit 5es to:ar5 :omen in society is incorrectQ a. b. In * n5amental Islamic c lt res@ :omen are permitte5 to :or2 only :ith other :omen. Americans . U.er in5irectness. Citizen protest sho l5 be represse5. Increasing ncertainty an5 re5 cing pre5ictability :ill lessen an=iety :hen relating to someone in an n*amiliar c lt re.ior. b. statement highlights :ea2 ncertainty a. U. Copyright E (11.er ine8 ality.es the creation o* retroacti.es the creation o* proacti.ol.ie:e5 as s bor5inate to men.S.er leis re. 6hich o* the *ollo:ing statements relate5 to the ncertainty$re5 ction theory is incorrectQ a.al es is incorrectQ a. In . c. (. 6hich statement abo t .oi5anceQ One gro p>s tr th sho l5 not be impose5 on others. All :or5s in the #nglish lang age ha. 5. 5.Pearson #5 cation@ Inc.ision or rea5 in ne:spapers. Di**erences in the meanings o* :or5s are o*ten lost in translation. 5. The ncertainty$re5 ction theory in. Americans .al es. b.enya :omen are .
the attit 5e U. 6hich a.Pearson #5 cation@ Inc.i5 alisticDcollecti. the . The best time to con5 ct b siness :ith the ? slims is 5 ring Rama5an.ism. 5. 5. b. semantic 5i**erences o* the Unite5 States compare5 to other c lt res. c.N b.e5 to be correct or incorrect by most people in a society re*er to a.S.5. Americans ha. N*ast car. o* the *ollo:ing statements concerning ethics is correctQ 9ac25oor connections are common in the Unite5 States.e.er ha5 an o**icial state ch rch. c.ey :hat is percei. 5.N A criticism o* the in5i. (4. 6hat is the o**icial religion o* Sa 5i ArabiaQ a. perception.oi5 ser. collecti.e to:ar5 :or2.i5 alismQ A stralia Cana5a 7 atemala Unite5 States (/. 6hich a. 6hen ha. b. Americans place on time. b. !!. the *act that people o* the Unite5 States are rather in*ormal :hen compare5 to people o* other co ntries. !1. Copyright E (11. Ncome ali. &in5 ism 5. b. semantic 5i**erences. It is not applie5 e8 ally to all c lt res. Ta2ing a c stomer on a yachting trip is appropriate 5 ring negotiations. N5oesnLt go.P 9 siness ethics are not ni. c. c.N 5. c. 5.S. Islam The s ccess o* the *ast$*oo5 in5 stry in the Unite5 States is 5irectly relate5 to a. ethical stan5ar5s.istic para5igm is :hich o* the *ollo:ingQ a. The Unite5 States has ne. !(. 5. Roman Catholicism c.ing a b siness meal :ith the &in5 s@ it is best to a. 7 i5elines establishe5 to con. OA car5 lai5 is a car5 playe5 to the Chinese. (".N c.ersal thro gho t the :orl5.a a tomobile :as translate5 into Spanish as a. !1.ing bee*. (0. 6hich o* the *ollo:ing statements relate5 to religio s in*l ences is incorrectQ a. o* the *ollo:ing co ntries ran2s the lo:est on in5i. Ortho5o= F 5aism b. 6hen con5 cting b siness :ith the people o* Vaire@ it may be a :ise to change the sales an5 mar2eting techni8 es yo :o l5 or5inarily se.al e U. b. N gly ol5 :oman. /( . 7eneral ?otor>s No. In the Unite5 States@ the attit 5e to:ar5 :or2 is ingraine5 *rom an early age.
c.b.e .istic .Pearson #5 cation@ Inc. Copyright E (11. It only meas res 8 alitati.ariables are only allo:e5 *or the in5i. 5.e . It 5oes not allo: *or both in5i.i5 alistic an5 collecti.al es to coe=ist in the same c lt re.ariables. /! . + antitati.i5 alistic c lt res.
Re:ar5 systems *or global managers sho l5 ta2e into acco nt the i5ea o* e8 ity. Co nseling may be recommen5e5 *or repatriate5 chil5ren as they are s ally three to *o r years retar5e5 socially. T % Copyright E (11. The U$c r.en a*ter an e=ten5e5 stay abroa5@ is the easiest phase *or most people an5 s ally 5oes not re8 ire any a5G stment. 11.e theory e=plains c lt ral shoc2 e=perience5 :hen initially a5G sting to a ne: c lt re.ely small@ :hile the p blic sel* is relati.. Circle T i* the statement is tr eC circle % i* it is *alse.en.ely large. 1(.en 5e. 0. . 1-. The 6$c r. 1.e o* the host nationals is an in5ication o* empathy.eal their pri. 1!. %or U. -. T T T T T T T T % % % % % % % % The e. ".C"lt"ral Shoc4 Chapter .ent re abroa5. T T % % People :ho e=perience c lt ral shoc2 can become homesic2 an5 e.+ Test C"estions Tr e$%alse. 11. se5 :ith the !.ele5 abroa5@ stan5ar5s o* cleanliness are a so rce o* maGor c lt ral shoc2.e tra. The c lt ral a:areness training mo5el a**or5s participants an opport nity to e=perience the c lt re thro gh *iel5 trips or sim lations. 9a*a@ 9a*a is a sim lation sometimes intellect al training mo5el. /.ate sel* may contrib te 1". 9rea2ing all ties :ith the home c lt re o*ten c shions c lt ral shoc2 an5 ma2es reentry shoc2 . All employees ha. /- .S.e theory is associate5 :ith reentry shoc2.. (.e an e8 al chance *or a s ccess* l b siness . T % 1/. In some c lt res@ s ch as the Fapanese@ the pri.al ation criteria *or global managers :o l5 . e=patriate managers 5rops signi*icantly :hen proper pre5epart re training is gi. st 5ents :ho ha. Ret rning to the home co ntry@ e.ate sel* is relati.elop physical ailments. 1.Pearson #5 cation@ Inc. S. Di**erences bet:een the e=tent to :hich persons in the host an5 home c lt res re. T T T T T % % % % % 4.irt ally none=istent. The early ret rn rate o* U. Accor5ing to #ngholm@ people o* the Unite5 States o*ten label Asians as 5ishonest beca se they say one thing an5 5o another.ary 5epen5ing pon the e=pectations o* the assignment. The ability to see the en.ironment *rom the perspecti.
he :ho hol5s the gol5 ma2es the r les. b. the thir5 phase o* c lt ral shoc2 :hen yo begin to accept the ne: c lt re. 9ennett>s Platin m R le states) a. people :ho go thro gh training programs be*ore they enter another co ntry. The N*ight bac2N techni8 e re*ers to a. m lti5imensional approach 6hich statement abo t social class is incorrectQ a.ities o* the c lt re. 5. 5o nto others be*ore they 5o nto yo .. /. (1.ioral aspect o* trainingQ a. b. 6hile . gro ps o* people :ho commiserate abo t the 5i**ic lty o* 5oing b siness in Asia.to c lt ral shoc2.eloping beha. 5o nto others as yo :o l5 ha. *irst b. c. 5e. <o a5apt to an5 become in. secon5 c. c. thir5 5. 5o nto others as they :o l5 ha.Pearson #5 cation@ Inc.e them 5o nto yo . (!. 5.iors o* 5rin2ing or 5r g se 5 ring the secon5 stage o* c lt ral shoc2.ol.S.e@ an5 beha. interaction approach 5. <o c lti. ? ltiple Choice. b. T % The Fohari 6in5o: is a metho5 o* consi5ering a personLs inner :orl5.e5 in acti. area training mo5el b. *o rth 6hich statement regar5ing the acceptance phase o* c lt ral shoc2 is incorrectQ a. (. 6hich training mo5el combines cogniti. (-. <o *eel at home in the ne: c lt re. c lt ral a:areness mo5el c.isit or resi5e temporarily in another co ntry. 10. 6hich stage o* c lt ral shoc2 is o*ten re*erre5 to as the NhoneymoonN stageQ a. people :ho . The term soDourners re*ers to a. people :ho are sent to :or2 in *oreign co ntries b t ret rn early. ma2ing 5isparaging remar2s abo t the c lt re yo are .e 5one nto them. Copyright E (11. <o respect their c stoms b t realize yo :ill *orget abo t them as soon as yo ret rn to yo r home co ntry. 14. 5. learning to cope :ith the lac2 o* things yo are acc stome5 to s ch as central heating or air con5itioning.e@ a**ecti. 5. (1. . c. c.isiting most c lt res@ U. ((. b. Circle the letter correspon5ing to the correct response.isiting 5 ring the secon5 stage o* c lt ral shoc2.ate *rien5ships among the nationals. persons are *orce5 into the lo:er class o* the c lt re an5 *eel ill at ease in this role.
S. 5.S. 5. b.S. c.Pearson #5 cation@ Inc. b. 5. (". This phase may also be calle5 re.S. In many c lt res@ 5istinctions are ma5e bet:een acceptable an5 nacceptable *rien5s. an5 Asian c lt res is not tr e :ith regar5 to the Fohari 6in5o: 5imensionsQ a.S. 5. c lt ral a:areness approach 5. college st 5ents are more li2ely to ha. b. /" .e more rigi5 bo n5aries bet:een the p blic an5 pri. sen5ing only top e=ec ti. schools. they are loo2ing *or can5i5ates :ho alrea5y ha.oi5 prying 8 estions :hen comm nicating :ith the Fapanese. citizens re. U. Americans sho l5 a. (/.e in5i. intermingling :ith the people o* the c lt re in or5er to n5erstan5 c stoms.e5 abroa5 is not comparable to that o* U. b.erseas assignments :ho possess certain personal an5 pro*essional 8 ali*ications. c.ate sel* than 5o U.S.erseas assignments. The Fapanese se more non.e that no social class e=ists in the Unite5 States.iors o* people in the home co ntry an5 the host co ntryQ a.ing their home co ntry. 6hich statement comparing U.e s ch 8 ali*ications as lang age pro*iciency an5 o. Fapanese people ha. Reentry shoc2 is typically shorter than c lt ral shoc2@ b t may . (4. selecting employees *or o. attrib tion training c. racism@ incl 5ing the n*lattering labeling o* Asians as Faps. c. *orming *oreign cl bs to commiserate abo t the 5i**ic lty o* 5oing b siness in Asia. 6hich interc lt ral training approach incl 5es a comparison o* . they are loo2ing *or yo ng@ nai. !1. interaction approach ?any m ltinational *irms *in5 that c lt ral shoc2 can be alle.io s e=istence o* social class in other societies ma2es most U. citizens pre*er to belie. ?any U. c.erse c lt ral shoc2. Americans.S. #ngholm 5e*ines AsiaShoc2 as incl 5ing all o* the *ollo:ing e)cept a. !1. U.al es an5 beha. 6hich statement regar5ing reentry shoc2 is incorrectQ a. Chil5ren o* e=patriates may enco nter rea5G stment problems :hen they *in5 that the e5 cation they recei.iate5 by a. c.erbal comm nication s ch as to ch than 5o people o* the Unite5 States 5. Some international *irms spen5 m ch time in college recr iting beca se a.e characteristics s ch as a5aptability@ *le=ibility an5 empathy than ol5er persons. in*ormation or *act$oriente5 training b. n:illingness to n5erstan5 the rationale behin5 local :ays o* 5oing things. (0.i5 als :ho are less li2ely to e=perience stress :hen lea. Americans 8 ite ncom*ortable.b.es abroa5. sen5ing only yo ng@ single associates on o.eal their attit 5es an5 opinions to a larger e=tent than 5o persons *rom the Asian c lt re.erseas e=perience. Copyright E (11. c. testing associates to see :ho is most 8 ali*ie5.ary 5epen5ing on the a5G stment ma5e in the *oreign co ntry. %or the e=patriates@ transition to home c lt re is short an5 s ally problem$*ree. The ob. b.
e class in the Unite5 States is relate5 to money. apathy c.S.ior. high sel*$esteem Copyright E (11.Pearson #5 cation@ Inc. Some belie.e that class is relate5 to e5 cation. U. tolerance o* ambig ity 5.al es@ style@ an5 beha. // .erseas assignments@ :hich attrib te is least 5esire5Q a. Some belie.e class is in5icate5 by oneLs . Some belie. *le=ibility b. 5. 6hen selecting persons *or o. 6hich statement abo t the N*able o* e8 alityN in the Unite5 States is incorrectQ a. b. st 5ents lac2 negati. c.e e=periences that :o l5 in*l ence their 5ecisions abo t going abroa5 *or b siness. !(.io s e=istence o* social class in other societies. Americans rea5ily accept the ob.5. !!.
. !. 11.erbs 5eal :ith tr ths simply an5 concretely an5 teach the listener a lesson.ity is the i5ea o* lang age shaping :hat people consi5er to be reality. The Sapir$6hor* &ypothesis is associate5 :ith ling istic 5etermination.Lang"age Chapter 6+ Test C"estions Tr e$%alse.e interpretation is learne5 thro gh enc lt ration.e.ersation taboo in 7ermany is politics. ".orite *orm o* interaction *or Arabs. 3o:$conte=t lang ages ten5 to be .Pearson #5 cation@ Inc.ol. S bGecti. 11. 3earning a secon5 lang age 5oes not 5istort or change a person>s perspecti. T T T T T T T T T T T T T % % % % % % % % % % % % % 14. The Fapanese lang age teaches people to thin2 in a linear mo5e.e an5 5isagreeable sit ation. 9ernstein>s &ypothesis in. 'erbal 5 eling can be mista2en *or an arg mentati. s together as gro ps an5 5i**erentiates s N mber sage problems in global :ritten comm nications incl 5e the se o* 5ecimal points. 3inear lang age is circ lar@ s bGecti. People in the Unite5 States :ith goo5 e5 cational bac2gro n5s spea2 in a similar manner regar5less o* the region o* the co ntry. 1!. The primary 5i**erence bet:een an argot an5 a *oreign lang age is the relationship bet:een the implie5 an5 the nimplie5 meanings. 1. (.erbal. The Chinese lang age poses special 5i**ic lties :hen it comes to homonyms. 1/. 0. /. -. 3ang age hol5s into gro ps. Repartee is a *a.e@ an5 tra5ition oriente5. T T T T % % % % Circle T i* the statement is tr eC circle % i* it is *alse. 1-. T % Copyright E (11. .e 5i**erent mo5es o* 5isco rse. Parables an5 pro.ery in5irect an5 non.. ?en an5 :omen in the Unite5 States ha. 1". 3ing istic relati. 1.es restricte5 an5 elaborate5 co5es. 4. A con. /4 . 1(.
? ltiple Choice. o* the *ollo:ing co ntries Cana5a 7ermany Fapan Unite5 States ses high$conte=t lang ageQ (1. b. competiti. i5iom. b. c.e@ an5 it :as 5etermine5 that there is a 5e*ect in the b tton ca sing it not to *it into the chassis. spo2en by the masses.Pearson #5 cation@ Inc. b. Another :or5 *or gamesmanship :o l5 be a. c. a homonym. 6hich o* the *ollo:ing terms regar5ing s bGecti. 5. :hy e=planation. ino**ensi. 5.ant in*ormation is categorize5@ sorte5@ an5 store5 *or * t re se. c.i. an i5iom. /0 . c. NThe part :as *o n5 5e*ecti. 6hich o* the *ollo:ing :o l5 be an e=ample o* a translation problemQ ((. allo:s s to be n5erstoo5 by *oreigners. 5. repartee.al. (/.erbal 5 eling.e e=pressions that are se5 in place o* o**ensi. linear e=planation. 6hich a..e interpretation is incorrectQ a. . Copyright E (11. b.e5 o.erbal signals that are belie. helps s shape concepts@ controls ho: :e thin2@ an5 controls ho: :e percei. 5. 3ang age is important beca se it a. c.ersations that are generally in Gest.erbose e=planation. an acronym. b. c. b. easily translate5. technical terminology se5 :ithin specialize5 gro ps. (-. (". Re5 tape is an e=ample o* a. 6e percei. slang. Circle the letter correspon5ing to the correct response.er :hat is act ally sai5. c. The term NGargonN re*ers to a. is stable@ easily n5erstoo5@ an5 *ree o* 5i.e others.N This statement is an e=ample o* a a. n5erstoo5 by e. (.ersity. It is not in*l ence5 by c lt ral contact. 5. Rele.e con. se5 by s bgro ps. 5. 5. (!. b. 10. non.ant to o r physical an5 social s r. It is in*l ence5 by personal G 5gment@ state o* min5@ or temperament o* the person. . c.eryone. is 5etermine5 by colonialism. 5. Slang is generally a.e :hat is rele. nonlinear e=planation. b. arg ment. (1.e :or5s.
probability pac2age se5 by managers to 5etermine the best possible 5ecision alternati. #laborate5 co5es incl 5e highly pre5ictable messages. c. A goo5 interpreter :ill be a. social concerns 6hich a. A 7ro p Decision S pport System is a a.erbal@ an5 paraling istic.ersation taboo in ?e=icoQ a.a. o* the *ollo:ing is an e=ample o* argotQ blo2e Ameaning manB smo2y Ameaning high:ay patrolB ba5 Ameaning the bestB li*eboat Ameaning a par5onB (0. bic lt ral@ biling al@ an5 *amiliar :ith both b siness c lt res.ice *or reporting a person>s e=perience. b. !!. bic lt ral@ biling al@ an5 employe5 by the host b siness. C lt re@ s bc lt re@ social conte=t@ an5 social system are all a part o* the social str ct re. Using a :or5 *or :hich no e=act :or5 or concept is a.e. 41 . + ali*ying slang terms. so*t:are pac2age se5 *or gro p meetings an5 allo:s m ltiling al comm nication. !(. c. poc2et translator. Accor5ing to the 9ernstein &ypothesis@ all o* the *ollo:ing statements are tr e e)cept) a. politics 5. (4. Using the intention o* the spea2er rather than the act al :or5s in the translation. c. 5. c. b. 5. b. 5. 6hich o* the *ollo:ing topics :o l5 be consi5ere5 a con. b. the social reality can be con. c. Comm nication transmission channels se5 in the restricte5 co5e :o l5 be oral@ non. lang age * nctions as a :ay o* shaping a person>s e=perience. lang age is G st a 5e. c.eye5 to a person :ho 5oes not spea2 the lang age. Copyright E (11. 5. !1. Not translating con. biling al@ *amiliar :ith both b siness c lt res@ an5 employe5 by one o* the b sinesses. b. t:o lang ages can represent the same social reality. management program *or 5istrib tion control.ersation taboos.Pearson #5 cation@ Inc. The main i5ea o* the Sapir$6hor* &ypothesis is that a. *amily c. b.ailable in the secon5 lang age. 5. history b. 5. bic lt ral an5 an employee o* the . Speech emerges in one o* t:o co5es.isiting b siness. !1.
Oral an( Non&er!al Comm"nication Patterns Chapter 1+ Test C"estions Tr e$%alse. 1. /.erbal comm nicators :ithin oneLs c lt re than bet:een c lt res.Pearson #5 cation@ Inc. In the ?i55le #ast@ prolonge5 eye contact :ith :omen is consi5ere5 inappropriate. 14.S. Arab c lt res ha.eness. 11.e 7o5 5eci5es :hen things get accomplishe5. . 6hile blac2 symbolizes mo rning in the Unite5 States@ :hite is o*ten :orn to Fapanese * nerals.ersing.e in the Unite5 States. nintentional implie5 !. T T % % Circle T i* the statement is tr eC circle % i* it is *alse. 1!. Signs are s ally simpler than symbols. Paralang age con. In the Unite5 States@ eye contact is a sign o* respect an5 attenti. Copyright E (11. Non. T T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % % The Unite5 States is a c lt re that *ollo:s the monochronic time system. 1-. 0. The se o* the han5s an5 arms are the most e=pressi.e a cas al attit 5e to:ar5 timeC they belie. 1(. 11. Placing a han5 on the bac2 o* an Asian :or2er>s chair is appropriate. se the in5irect metho5 o* ?a2ing 8 ic2 5ecisions is the sign o* an e**ecti.erbal lea2age o*ten occ rs in the legs an5 *eet as these areas are more 5i**ic lt to control.ie:e5 as imp lsi. 4.. Chronemics is the intentional or meaning o* a message. The Chinese pre*er *ace$to$*ace seating arrangements :hen con.e problems. (. 41 .e manager in Fapan :hile it is o*ten .e types o* bo5y lang age. Rea5ing a Go rnal 5 ring a meeting in c lt res :hich *ollo: a polychronic time system is consi5ere5 r 5e. b sinessmen se silence as a bargaining tool :hen negotiating :ith the Fapanese. 1/. S ch obGects as clothing are more important non. ". 1". -.eys emotions. People o* the Unite5 States ten5 to nee5 less space than 5o those o* the 7ree2 or 3atin American c lt res. 1.. U. ?ost people in the Unite5 States reasoning to sol.
b. 6hich a. (!. c. 5. b il5 li*etime relationships. (1. (1. 6hich a. (". (/. b.10. c. oc lesics c.e metho5 o* reasoning. People *rom c lt res that *ollo: the monochronic time system ten5 to a.ol me@ an5 8 ality that interr pts or temporarily ta2es the place o* speech an5 a**ects the meaning o* a messageQ a. 5. 6hich term re*ers to rate@ . chronemics b. Circle the letter correspon5ing to the correct response. semantics.e5 *or . 5. b. 5. 6hen sing the 5e5 cti. statement 5oes not re*lect the intimate zoneQ the most *ormal zone less than 14 inches reser. c. Non..e metho5 o* reasoning@ one starts :ith the *acts an5 goes to generalizations. (. Tho ght patterns impact oral comm nication. Recognizing 5i**erent tho ght patterns is important in negotiation :ith 5i**erent c lt res. pro=emics 5. b. b. 5o one thing at a time. chromatics. T % ?ost symbols are :i5ely recognize5 by people o* both a co ntryLs macroc lt re an5 microc lt res.ery close *rien5s entere5 :hen sha2ing han5s ((. be committe5 to people. ? ltiple Choice. chronemics. 5.erbal comm nication 5oes not incl 5e a. 6hich a. borro: an5 len5 things o*ten. c. 5. statement re*erring to tho ght patterns is incorrectQ Asians typically se the in5 cti. c. b. c. c. term re*ers to gaze an5 eye contactQ chronemics monochronic oc lesics ol*actics term re*ers to comm nicating thro gh the 2inesics haptics ol*actics pro=emics se o* bo5ily contactQ (-. paralang age 6hich a. b.Pearson #5 cation@ Inc. 5. 4( . o* the *ollo:ing 5oes not belong in the N5on>t to chN categoryQ #nglan5 Fapan ?i55le #ast co ntries Unite5 States Copyright E (11. haptics. 6hich a.
6hich o* the *ollo:ing statements relate5 to space is incorrectQ a. In the Unite5 States@ the social zone is se5 *or interacting impersonally in b siness sit ations. b. In the Unite5 States@ o**ices on the *o rth *loor ha,e more stat s than those on the *irst *loor. c. %rench top$le,el e=ec ti,es ha,e pri,ate o**ices. 5. The Fapanese 5o not consi5er pri,ate o**ices appropriate. 6hich a. b. c. 5. statement regar5ing oc lesics is incorrectQ People in the Unite5 States 5o not *a,or 5irect eye contact. People in China lo:er their eyes as a sign o* respect. The Fapanese 5irect their gaze belo: the chin. #ye contact is ,ery intense in the ?i55le #ast.
6hich statement concerning haptics is incorrectQ a. To ching may be interprete5 as a *orm o* se= al harassment. b. Some c lt res are more com*ortable :ith bo5ily contact than others. c. Fapan is consi5ere5 a Nto chN c lt re. 5. In the ?i55le #ast@ a,oi5 to ching someone :ith yo r le*t han5. 6hich a. b. c. 5. statement relating to chromatics is incorrectQ Chromatics can ha,e negati,e an5 positi,e connotations. Americans an5 Fapanese both :ear blac2 to * nerals. 9ri5es in In5ia o*ten :ear re5 or yello:. In China@ a green hat signi*ies that yo r :i*e or sister is a prostit te.
6hich statement is incorrectQ a. Costly b siness bl n5ers are o*ten the res lt o* a lac2 o* 2no:le5ge o* another c lt re>s non,erbal comm nication patterns. b. Processes o* reasoning an5 problem sol,ing are the same in all c lt res. c. Attit 5es to:ar5 time an5 se o* space con,ey non,erbal messages in interc lt ral enco nters. 5. 6hen in another c lt re@ an appropriate ca tion :o l5 be to :atch the beha,ior o* the persons yo are tal2ing :ith an5 match their style. 6hich statement is incorrectQ a. ;no:ing c lt ral ,ariations in the se o* silence is help* l :hen con,ersing :ith persons in another c lt re. b. Determining c lt ral meanings associate5 :ith ,ario s colors is a5,ise5 to ass re that non,erbal messages associate5 :ith color are positi,e ones. c. 7oo5 a5,ice :hen comm nicating :ith persons in other c lt res is to 2eep gest res to a minim m. 5. Altho gh oral comm nication ,aries *rom c lt re to c lt re@ non,erbal comm nication is almost al:ays interprete5 the same in each c lt re.
Copyright E (11- Pearson #5 cation@ Inc.
?ritten Comm"nication Chapter <+ Test C"estions Tr e$%alse. 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. T T T T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. #nglish is the only lang age se5 in international b siness.
Un5erstan5ing ho: b siness comm nication is ta ght in other co ntries is help* l :hen comm nicating interc lt rally. Comm nication theory is ta ght in all co ntries. ?any b siness comm nication co rses in co ntries other than the Unite5 States are simply translation co rses. International #nglish is se5 only by b sinesspeople that practice #nglish as a secon5 lang age. #,en i* the lang age is common to both c lt res@ one c lt re may restrict the meaning o* certain :or5s. 6or5s that 5ra: mental pict res *or the rea5er are goo5 to se. U.S. b siness letters 7ermans States. se the Oyo approach.P se5 in the Unite5
se sal tations similar to those
7enerally@ the Fapanese begin letters :ith a nonb siness topic s ch as the :eather. In their b siness letters@ the %rench 5o not apologize *or mista2es. s ally
In letters to people o* other c lt res@ it is a goo5 i5ea to se *irst names in the sal tations. In email messages to international colleag es@ a,oi5 5:elling on c lt ral 5i**erences. %acsimile transmissions are more 5epen5able than mail ser,ice in many co ntries. The 7erman rHs mH is a complete history o* a person>s e5 cation@ :or2@ social@ an5 *amily li*e. 9razilian rHs mHs are 8 ite 5i**erent *rom U.S. rHs mHs. 7etting a position in China is not easy. RHs mHs o* one to t:o pages are common in ?e=ico. Circle the letter correspon5ing to the correct response.
? ltiple Choice. 10.
Three c lt ral *actors that are important to e**ecti,e comm nication incl 5e)
Copyright E (11- Pearson #5 cation@ Inc.
b. c. 5.
n5erstan5ing the b siness comm nication in the other c lt re@ 2no:le5ge o* ho: b siness comm nication is ta ght in the other c lt re@ an5 2no:ing that content errors are more 5i**ic lt to 5iscern than lang age errors. n5erstan5ing the b siness comm nication in the other c lt re@ 2no:ing that syntactic errors are important@ an5 a secon5 lang age ma2es errors easier to 5etect. 2no:le5ge o* ho: b siness comm nication is ta ght in the other c lt re@ 2no:ing that syntactic errors are important@ an5 a secon5 lang age ma2es errors easier to 5etect. 2no:ing that content errors are more 5i**ic lt to 5iscern than lang age errors@ n5erstan5ing the b siness comm nication in the other c lt re@ an5 a secon5 lang age ma2es errors easier to 5etect.
The %rench :o l5 :rite a 5ate as *ollo:s) a. September (.@ ($$$ b. Paris@ le (. septembre ($$$ c. 0D(.D($$$ 5. (.th o* September@ ($$$ 6hich a. b. c. 5. o* the *ollo:ing statements is correctQ 3atin Americans se a b **er :hen 5eli,ering ba5 ne:s. 7erman letters ten5 to be in*ormal. %rench letter en5ings ten5 to be rather *ormal. Fapanese letters a,oi5 ba5 ne:s.
NThe season *or cherry blossoms is here :ith s an5 e,erybo5y is beginning to *eel re*reshe5N is an appropriate beginning *or a letter :ritten by persons *rom :hich o* the *ollo:ing co ntriesQ a. %rance b. 7ermany c. Fapan 5. 3atin America 6hich c lt re types the s rnames in b siness letters in all capital lettersQ a. %rench b. 7erman c. Fapanese 5. 3atin American %or these c lt res the s rname is place5 be*ore the gi,en name) a. R ssian an5 Polish b. Fapanese an5 Chinese c. Chinese an5 In5ian 5. R ssian an5 Fapanese 6hich o* the *ollo:ing statements concerning e$mail messages to international colleag es is incorrectQ a. Use phrases s ch as OhelloP in the c stomerLs lang age. b. A,oi5 as2ing 8 estions starting :ith the :or5 O:hy.P c. Use primarily compo n5 an5 comple= sentences. 5. Apologize :hen a mista2e has been ma5e e,en tho gh yo 5o not thin2 yo are at *a lt. 6hich o* the *ollo:ing statements relate5 to e$mail is incorrectQ a. ?essages sho l5 be respon5e5 to :ithin -4 ho rs.
Copyright E (11- Pearson #5 cation@ Inc.
Unite5 States 6hich a. ncaring. ?essages sho l5 be 2ept to t:o screens. !!. c. 5. In Spain@ most positions are gaine5 thro gh a5. c lt re :o l5 be the most 5irect :ith ba5 ne:sQ Unite5 States %rance 7ermany 3atin America !(. The rHs mH in the Unite5 States a. An insi5e a55ress is not se5. b. %rance b. #nglan5 5. 5. 5. long. c. is longer than those in 7reat 9ritain.Pearson #5 cation@ Inc. 5. In :hich co ntry is a photograph o* the applicant typically incl 5e5 :ith the rHs mHQ a. c. 6hich a. 4" . %rom the perspecti. is abo t the same length as those in 7ermany. 6hich o* the *ollo:ing statement regar5ing Gog search in*ormation in .S. 5. c. is similar to the rHs mH in %rance. b. De. 6hich a. 5. b. b.ertisements rather than thro gh personal re*errals. too in5irect. co ntries e=pect a pro*essional obGecti. Copyright E (11. b. resembles those in Spain in length an5 *ormat. In the Unite5 States@ most hiring o**icials pre*er yo incl 5e names@ a55resses@ an5 telephone n mbers o* three or *o r re*erences. !1.e o* the Fapanese@ U. In %rance@ it is 5i**ic lt *or someone 5irectly *rom the ni.ersity to get a Gob :itho t e=perience. (0.(/.ising an electronic signat re is recommen5e5. 5. b. con5escen5ing. !1.ario s co ntries is incorrectQ a. b. c. 7ermany c. c. In 7ermany@ st 5ents o*ten enter into an employment contract :hile still in college. c. :riting :o l5 appear a.e as a part o* the rHs mHQ Spain an5 7ermany #nglan5 an5 Fapan Spain an5 #nglan5 7ermany an5 Fapan co ntries incl 5e *amily in*ormation on the rHs mHQ 7ermany an5 Fapan Spain an5 #nglan5 #nglan5 an5 Fapan Spain an5 7ermany (4.
4/ .Pearson #5 cation@ Inc.Copyright E (11.
1. 6hen intro5 cing ?aria Re.ior incl 5es as2ing permission be*ore reclining yo r seat :hen tra. 6hen .el s ggestions *or :omen incl 5e sing p blic transportation at their 5estination. T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. Proper airline tra.illa.ia e$mail.ice personnel yo may enco nter genero sly.. Dining in a Fapanese home re8 ires sitting in a 2neeling position on a tatami mat. The 9ritish@ li2e U.isiting Fapan or China@ tip cab 5ri. /.. 44 . ".oi5 gi*ts man *act re5 in Asia. Copyright E (11. A *irm han5sha2e is a polite :ay to greet someone in any c lt re. 1.ery important. Something ma5e o* co:hi5e :o l5 be an appropriate gi*t to a b siness colleag e in In5ia. 1".ia yo are e=pecte5 to clean yo r plate :hile in the Unite5 States yo 5o not clean yo r plate.e in*ormation sho l5 not be comm nicate5 . !.illa Castillo *rom 'enez ela@ a55ress her as SeTora Re. Stat s is associate5 :ith e5 cation in the Unite5 States. 1/. 11.$lo!al Eti:"ette Chapter @+ Test C"estions Tr e$%alse. 1-. 0. . persons@ ha. An e=change o* b siness car5s is more common in the Unite5 States than in other co ntries. 4. -.S.el beha.ior bet:een males o* all c lt res. In5ia has a caste systemC each caste has its o:n stat s an5 rights. In 9oli. 6hen gi. (. T % Sa*ety tra.ers an5 any ser. T % & gs an5 2isses are inappropriate greeting beha.Pearson #5 cation@ Inc. Intro5 ctions are more *ormal in the Unite5 States than in 7ermany.e a *irm T % han5sha2e. 11. 1(.ing gi*ts to the Fapanese@ a. Negati. 1!. %laming is an e$mail term that re*ers to typing a message in all capital letters. In the Fapanese society@ 2no:ing the ran2 o* people :ith :hom yo con5 ct b siness is . 14.eling coach.
People :ith a college 5egree are entitle5 to be calle5 NDoctorN in a. 6hen the Chinese enter a room@ they 5o so in ran2 or5er :ith the highest ran2ing person last. c. R ssia.S. The caste system is not a maGor in*l ence any:here on the continent at this time. 5. 9 siness car5s *or se internationally sho l5 be :hite :ith blac2 in2. (1. Italy. c. b. b.? ltiple Choice. c. U. In China@ the s rname comes *irst@ an5 the gi. All persons :ith a college 5egree are a55resse5 as NDoctorN in Fapan. 5. Copyright E (11. b. 6hich o* the *ollo:ing is NOT tr e o* neti8 etteQ a. In %rance high$le. ((. ?e=ico. b sinesspersons percei. b. (!. 5. 6hich o* the *ollo:ing statements relate5 to b siness car5 e=change is incorrectQ a. #nglan5. R ssia. b. (. persons only e=change b siness car5s :hen there is a reason to contact the person later.S. A*rica. 5. 5. Present the b siness car5 :ith the le*t han5 only in A*rica. 7ermany. The higher the ran2 o* the person yo are intro5 ce5 to@ the (". Persons *rom 3atin American co ntries o*ten a55 their mother>s mai5en name to their s rname. (-. 6hich o* the *ollo:ing statements relate5 to stat sDpo:er is incorrectQ a.e in*ormation can be sent . 40 . c. In a caste@ interaction is o*ten limite5. 10. Fapan. statement concerning In5ia>s caste system is incorrectQ #ach caste has its o:n stat s an5 rights. In Col mbia@ the title NDonN is a55e5 to a person>s name to sho: respect.es sit in the mi55le o* the :or2 area. 5.. (1. In a Fapanese society@ :hich statement regar5ing ran2 is incorrectQ a. c. I* a message is not *or the entire company@ then 5o not sen5 it by e$mail. Circle the letter correspon5ing to the correct response. Present the b siness car5 :ith both han5s in Fapan.en name last.ie:e5 as an in5ication o* seniority in Asian c lt res. 6hich statement regar5ing intro5 ctions is incorrectQ a.ia e$mail. Negati. The person o* lo:er ran2 bo:s *irst an5 lo:est. Neti8 ette is 5epen5ent pon the :ritten :or5. U. c. Discrimination base5 on caste has been o tla:e5.Pearson #5 cation@ Inc. Neti8 ette a. b. b.e an o**ice locate5 in the top *loor to be a sign o* stat s.oi5s the se o* sho ting@ 5issing@ *laming@ an5 spamming. 6hich a. c. 5. b. Age is . Present yo r b siness car5 :ith both han5s :hen in a.el e=ec ti.
Copyright E (11. c. The best r le to *ollo: :hen gi. A stripe5 tie is an appropriate gi*t *or a 9ritish man. Ser. 6hich o* the *ollo:ing re*ers to the cyberspace term *or mass mailing o* commercial a5.ing in the Unite5 States is incorrectQ a.S. lo:er yo bo:. !(. 6hich statement concerning c lt ral 5i**erences in 5ining practices is incorrectQ a. (/. c. c. b. !!. b.er. OzigzagP eating style is more e**icient than the continental eating style. sho ting 5.ia b. In the Unite5 States gi*ts are opene5 in *ront o* the gi.ing a b siness gi*t in the Unite5 States is to limit the price to S(. 5issing b.el manager in a large company o tran2s a 5epartment hea5 *rom a smaller company. In most # ropean co ntries@ a gi*t o* carnations is the most appreciate5.ing the highest ran2ing person to enter last. b. 5.e5 a*ter the main co rse. In all c lt res@ b siness meals are s ally eaten at resta rants. 5. or less. 6hen entering a room@ the lo:est ran2ing person enters *irst@ lea. The mi55le$le.en at the beginning o* *ormal negotiations. c.e :ater :ith meals s ally ser. Tipping is prohibite5 in :hich co ntryQ a.orean resta rants.ing is incorrectQ a. 5. 6hich statement is incorrect regar5ing a gi*t o* *lo:ersQ a. !1. A. spamming 6hich statement concerning c lt ral 5i**erences in 5ining practices is incorrectQ a.e it :itho t ice. b. (4. Fapan c. 9oli. 5.ing gi*ts to the %rench ntil a personal relationship has been 5e. Chrysanthem ms :o l5 be inappropriate in both Fapan an5 Italy. A.e the item a5mire5.ertisementsQ a. !1.c. Tahitian *oo5 is eaten :ith the *ingers. In Italy@ the sala5 is o*ten ser.oi5 gi. 9 siness gi*ts to an o**ice are inten5e5 *or the manager to be ta2en home to share :ith his or her *amily. 5. %rance 6hich statement regar5ing gi*t gi. *laming c.oi5 sen5ing yello:@ re5@ or :hite *lo:ers to a ?e=ican host. I* yo a5mire a personal possession o* an Islamic host@ yo :ill probably recei. 5. 01 . (0. Dogs may be on the men in So th .ing co**ee at the en5 o* the meal is common in most c lt res. The U. In some co ntries gla5iol s are symbols o* mo rning.Pearson #5 cation@ Inc. In %rance bringing 5ogs into resta rants is c stomary. b.elope5.orea@ b siness gi*ts are s ally gi. In . Co ntries besi5es the Unite5 States that ser. c. 6hich statement regar5ing gi*t gi. Unite5 States 5. #=changing gi*ts among colleag es is becoming less common.
01 .Copyright E (11.Pearson #5 cation@ Inc.
In lo:$conte=t c lt res people ha.. /.S. (. People o* the Unite5 States an5 Cana5a e=cel at small tal2C people o* S:e5en an5 %inlan5 5o not. 4. ". T T T % % % Circle T i* the statement is tr eC circle % i* it is *alse. persons :hen bi55ing someone goo5bye@ N<>all come to see s@N is a sincere in. & mor is a ni. T T T T T T T T T % % % % % % % % % Copyright E (11. 1/. People o* the Unite5 States are com*ortable :ith to ching strangers in p blic places. 6earing :hite *or b siness in Thailan5 is inappropriate.S. 1-.e.+ Test C"estions Tr e$%alse.e a se= al component. 14.ary by co ntry an5 by regions :ithin a co ntry. 11. 1. It is :i5ely accepte5 in the Unite5 States that men an5 :omen can ha. U. U. As2ing an Arab man abo t the health o* his :i*e is taboo. 1.e 5e*inite i5eas on :hat constit tes proper maleD*emale beha. 6hile s perstitions are treate5 cas ally in the Unite5 States@ they are ta2en 8 ite serio sly in some c lt res..ior. 1!. e=pressions s ch as Ns reN an5 No2ayN are percei. The e=pression se5 by so thern U. 7ermans 5o not *in5 h mor appropriate 5 ring b siness meetings. The Fapanese are ncom*ortable :ith small tal2. 1". T T T % % % 11. !. One$:or5 U. The soles o* the *eet sho l5 not be sho:n in Arab c lt res. hiring an5 *iring practices are . la:s against bribery are the most restricti.e5 as bl nt an5 abr pt by persons o* other c lt res. C stoms .e a :or2 relationship :hich 5oes not ha.ersal h man characteristicC people o* most c lt res *in5 similar things h moro s.e an5 s bmissi.isit since so thern hospitality is :ell 2no:n. 0( .e in the :orl5. -. 0.itation to .B"siness an( Social C"stoms Chapter .Pearson #5 cation@ Inc. .S. A stereotype o* Asian :omen is that they are nonasserti. 1(.S. T T T % % % 6hen engaging in small tal2 :ith a person o* another c lt re@ remember that 5isc ssing one>s *amily an5 political 5isc ssions are inappropriate topics in all c lt res.ery similar to those in %rance.
b. 9athing on Ne: <ear>s Day :ill :ash a:ay a person>s goo5 l c2. h moro s stories comparing religions 6hich o* the *ollo:ing is an inacc"rate representation o* a c lt ral s perstitionQ a. (-. 5. b. c. Copyright E (11. The U. In ?alaysia pointing :ith one>s in5e= *inger is taboo. Attaching ol5 shoes to the car o* ne:ly:e5s ass res prosperity an5 long li*e.ery conser. c.S.ents sho l5 not be sche5 le5 on T es5ay the thirteenthC this is an nl c2y 5ay.? ltiple Choice. 6hich o* the *ollo:ing statements relate5 to male an5 *emale relationships is incorrectD a.S. In In5onesia the hea5 sho l5 not be to che5 by someone else. c.ely an5 be . In China bo:ing is a c stomary greeting beha.ie:e5 as :ea2. :omen is that they are 5omineering. In the Unite5 States small tal2 may incl 5e 5isc ssions o* one>s *amily or personal li*e. Go2es abo t se= 5. The res lt o* ha.erbal e=pressions is incorrectD a. The general r le *or b siness 5ress in all c lt res@ accor5ing to A=tell@ is to a. e=pression@ N&o:>s it goingQN is con* sing *or persons *or :hom #nglish is a secon5 lang age. 5. 5ress . 6hich o* the *ollo:ing statements is incorrect relate5 to c lt ral taboosQ a. ((. 5.ery Nb ttone5 p. b. Accor5ing to U.ati. (!. c. A stereotype o* U.Pearson #5 cation@ Inc. Pregnant :omen o* ?a5agascar may not :al2 the streets a*ter s n5o:n. A *irm han5sha2e is the norm in the U. American men are . 6hich o* the *ollo:ing statements relate5 to greeting an5 han5sha2ing c stoms is incorrectQ a. 10. (1. c. b. 0! . 6hich o* the *ollo:ing types o* h mor :o l5 be acceptable internationallyQ a. :ear Gac2ets at all times.ie:e5 as r 5e by persons o* other c lt res. 5.N (1. managers :or2ing in ?e=ico@ gen5er 5iscrimination in that co ntry is ncommon.ior.ing three persons in a photograph is that the mi55le person :ill 5ie. Important e. Circle the letter correspon5ing to the correct response. b. b. People o* %inlan5 typically h g each other :hen greeting. c. e=pression@ NDon>t mention it@N in response to a *a.S. In the R ssian States it is taboo to :ear a coat in5oors. h moro s stories abo t gol*ers b. The U..S. 5. cartoons 5epicting 5i**erences in minorities c. an5 7ermany.or is . Small tal2 o*ten incl 5es comments abo t the :eather. 6hich o* the *ollo:ing statements relate5 to .S. A stereotype o* 3atin American males is that they p rs e :omen *or se= al relationships. :ear 5ar2 colors. (. The Nbear h gN is a common *orm o* greeting bet:een males :ho are goo5 *rien5s in the R ssian %e5eration.
6earing cas al attire in Fapanese *irms is common. b.oi5 :earing bright colors. 5. b. U. statement regar5ing c lt ral b siness attire is incorrectQ The %rench are . *irms gi.o2ing cas al 5ress policies beca se their corporate image is s **ering. *oo5@ is consi5ere5 a *oo5 *or animals only in other co ntries. c. 6hich a.. 6omen con5 cting b siness in the Arab co ntries sho l5 :ear pants an5 long$slee.ice personnel :ith co rtesy an5 respect.ing priority to ol5er persons :hen :aiting in line. U. 9 siness 5ress in # rope is the same as in the Unite5 States. Fapanese :omen :ear only m te5 colors to the o**ice.isiting Sa 5i Arabia@ :ear the Arabic :hite@ *lo:ing robe an5 hea5cloth to sho: respect *or the c lt re.er@ :omen sho l5 a. &in5 s 5o not eat any bee*C the co: is consi5ere5 sacre5. 0- . 5.S. !!.ery *ashion conscio s.en 5 ring slo: perio5s. ?any Fapanese companies close *rom April (0 to ?ay .ing5om@ the only gro n5s *or Gob termination are criminal beha. 6hich statement regar5ing b siness cas al attire is incorrectQ a. (/.acation month. 2eeping to the le*t :hen :al2ing on the street. 6hich statement regar5ing o**ice c stomsDpractices is incorrectD a. c. Appropriate p blic beha. In the Unite5 . Strict ? slims 5o not cons me por2.ior in the Unite5 States incl 5es a. b. F ne is a ba5 time to con5 ct b siness in # rope as this is consi5ere5 the . 6hich a. 5ress as people in the host c lt re 5ress. 5. gi. *irms seems to be on the :ane. 6hich statement regar5ing cons mption taboos is incorrectQ a. In the Philippines cas al attire is more common than in many # ropean *irms. !1.S. Per has one o* the longest :or2:ee2s in the :orl5. (0. !(. 6earing blac2 or soli5 :hite in Thailan5 is appropriateC ho:e. companies are re. 5. c.5. !1.S. employees are e=pecte5 to 2eep b sy :hile at :or2 e. 6hich statement regar5ing 5ress an5 appearance is correctQ a. b.ior. 5. b. spea2ing 8 ietly in ele. ?any co ntries celebrate Ne: <ear>s Day. people. treating ser. b.al season similar to ?ar5i 7ras. c. Some U. 6hen . 5. #ating sheep>s eyeballs in Sa 5i Arabia is common. In ?e=ico@ chic2en so p may contain the chic2en>s *eet.Pearson #5 cation@ Inc. Shoes sho l5 be remo. b. c. statement regar5ing holi5ays is incorrectQ 7ermany has a carni. Corn$on$the$cob@ a U. Copyright E (11.e5 blo ses or Gac2ets. (4.S.e5 :hen entering most Asian homes. 6hich statement regar5ing special *oo5s is incorrectQ a. 5. (". c.ators. c. The tren5 to:ar5 cas al 5ress in U. People in Cana5a 5ress more *ormally than 5o U. ?ost co ntries enGoy popcorn.S.e more an5 longer brea2s than 5o most # ropean companies. b.S.
S. persons 5o not eat horse meat beca se o* religio s taboos.c.N U. . Ortho5o= Fe:s eat only cattle or *o:l that has been rit ally sla ghtere5 so that it is N2osher. 5. Copyright E (11. 0.Pearson #5 cation@ Inc.
ely negotiating.ie:e5 as a short$term commitment. Relationship b il5ing in the Unite5 States re8 ires the o* an interme5iary. Copyright E (11.e process. 1". 0.Pearson #5 cation@ Inc. T % Circle T i* the statement is tr eC circle % i* it is *alse.e approach to reaching an agreement.e pragmatists are negotiating gen ine tr st is nee5e5 bet:een the negotiators. A keiretsu gro p in Fapan is .Interc"lt"ral Negotiation Process Chapter #9+ Test C"estions Tr e$%alse. 1!.ations. T T T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % % % Negotiation strategies are plans organize5 to achie. Disc ssions can be both emotional an5 nemotional 5epen5ing pon the c lt res in. Silence is an important part o* Fapanese non. Agen5as are .i5 alistic than people o* other 3atin American co ntries. #stablishing a *rien5ship is a cr cial part o* negotiating :ith the 9ritish. D ring negotiations there is no empathy :ith the opposition.ol. ".e connotation.ercoming c lt ral barriers is relati.ong ro n5 con*erence tables are pre*erre5.e a 5esire5 obGecti.ie:e5 as a competiti. 6hen rectang lar tables are se5 *or negotiations in Fapan@ no one is seate5 at the en5s o* the table.e5 in the negotiation.e site an5 team selection@ relationship b il5ing@ opening tal2s@ 5isc ssions@ an5 agreement. A compromising negotiation style is a competiti. nimportant :hen se (. Negotiation strategies incl 5e the preparation o* 5etails@ tactics@ con*lict resol tion@ me5iation@ an5 obser..ol.e. 4. 14. 1. -. The Fapanese e8 i.alent *or the :or5 indi/idual has a negati. 1-. 11. . 1(. 6hen negotiating :ith 9razilians@ remember that they are more in5i. 1/. 11. /. !. The interc lt ral negotiation process steps in.. In Nigeria@ negotiations are . 0" .ie:e5 positi. 6hen cooperati. In &ong . 1. O.ely aro n5 the :orl5.erbal comm nication an5 sho l5 not be interr pte5.
I* the meeting is hel5 on yo r t r*@ yo ha. 7ermans typically se a han5sha2e at the beginning an5 en5 o* meetings. 6hich o* the *ollo:ing statements concerning negotiation con*lict is incorrectQ a.e more po:er. (!. ho: they concept alize an5 process in*ormation. Some con*lict may be 5 e to the negotiator>s perceptions o* reality an5 his or her ability to bloc2 o t in*ormation. 5. I* the meeting is hel5 at a ne tral location@ each party is responsible *or his or her o:n com*orts.ol.e5 in the negotiations. 10.ol.e5 in the negotiations. 6hen a &ispanic co ntry is in. c. b.e5 in the negotiations. Protocol is . 5. 6hen 7ermany is in.. b. political iss es. The con*lict may be sol. c.ol. The iss es that ta2e p most o* the interc lt ral negotiation time incl 5e all o* the *ollo:ing e)cept a. b. Circle the letter correspon5ing to the correct response. religio s iss es. The con*lict may be seen *rom both negotiators> points o* . (. c.ol. (-. 6hen the Unite5 States is in. legal iss es. 5.? ltiple Choice.ie: or may be seen by only one. strategies@ location@ an5 tactics. 0/ . Relationship b il5ing is important in :hich o* the *ollo:ing sit ationsQ a. 5. Copyright E (11.Pearson #5 cation@ Inc.e more po:er an5 responsibility. ((. their translators.es@ location@ an5 agen5a. c. c. 5. 5. I* the meeting is hel5 on yo r opponent>s t r*@ they ha. b. 6hich o* the *ollo:ing statements regar5ing interc lt ral negotiations is incorrectQ a. 6hich o* the *ollo:ing statements regar5ing negotiation :ith 7ermans is incorrectQ a.e more po:er. St 5ying the psychological 5isposition o* the other negotiator>s c lt re :o l5 help yo to n5erstan5 a. 6hen 7reat 9ritain is in. social e=pectations@ con*lict perspecti. b.es. c. implementation@ contract@ sol tions to iss es@ an5 location. :hy ca se an5 e**ect associations 5o not change *rom c lt re to c lt re. (1. (1. The interc lt ral negotiation process steps incl 5e a. location@ agen5a@ preliminary statements@ an5 con*lict perspecti. Non$negotiation tactics may be se5 to try to change the attit 5es o* the other si5e.ery important an5 *ormal.e5 by the negotiatorLs repeating himsel*Dhersel* :ith the same arg ment. b.e5 in the negotiations. b. the .ariations :ithin the c lt re. I* the meeting is hel5 on yo r opponent>s t r*@ yo ha. social$c lt ral iss es.
(4. !(. 5. b.ery in. %emale negotiators sho l5 be in the bac2gro n5 rather than the *oregro n5 o* negotiations. S:e5en c.erbal an5 non. (". (/. A b siness meeting sho l5 be arrange5 by an interme5iary :ho has a relationship :ith both parties. b. The Fapanese se s btle an5 comple= .ie: a meeting agen5a in a nonpositi&e mannerQ a. 6hich o* the *ollo:ing statements regar5ing negotiation :ith 3atin Americans is incorrectQ a.ery gro p$oriente5. (0.ing more than general principles.i5 alisticC ho:e.e in spea2ing the lang age o* the co ntry :ith :hich they are negotiating. responsibility *or ins rance@ *reight@ an5 import 5 ty. c lt rally insensiti.Pearson #5 cation@ Inc. ma2ing a list o* 8 estions to 5isc ss. The go. c. Copyright E (11. c.ernment is . b. protection o* patents an5 tra5emar2s. R ssians see time as moneyC *rien5ships are not cr cial to b siness.e comments. All o* the *ollo:ing are mista2es commonly ma5e 5 ring negotiations e)cept a.ery important to b il5ing a relationship o* tr st an5 *rien5ship. In In5ia@ gro p orientations are common 5 ring negotiations. Ira8 A=tell s ggests that to be s ccess* l in 5istrib tor agreements all o* the *ollo:ing are necessary e)cept a. 3atins are people$oriente5 rather than tas2$oriente5.ol. b.e@ not absol te@ .erbal c es. 5. !1. b. 6hich o* the *ollo:ing statements regar5ing negotiation :ith Fapanese people is incorrectQ a. 5. Netherlan5s 5. 6hich o* the *ollo:ing statements regar5ing c lt re speci*ic negotiation is correctQ a. The %rench belie.er@ as people they are . People a5G st to another c lt re :hen negotiating interc lt rally. Unite5 States b. b. People o* :hich co ntry :o l5 .eloping personal relationships is not important to the s ccess o* negotiations in Nigeria. n5erstan5ing translation problems.al es. 5. 04 .e5 in 3atin American b siness. In Fapan@ social meetings are . Completing a 5eal 8 ic2ly is important to the Fapanese. 6hich o* the *ollo:ing statements concerning interc lt ral negotiation mo5els is correctQ a. c. ass ming n5erstan5ing by the other c lt re. 5. place o* G ris5iction. In b siness@ 7ermans are typically in5i. 5. c. 7ermans ten5 to be 5etail oriente5 an5 li2e technical people as part o* negotiations. The e**ect o* c lt re in interc lt ral negotiation is one o* relati. non. c.erbal n*amiliarity. !1.c. 3atins emphasize problem sol. De.
c. !!.elop a :in$:in agreement. Cogniti. 5.e agreements are more stable an5 m t ally re:ar5ing. #ach party ma2es concessions on high$priority iss es in e=change *or concessions on lo:$priority iss es. b. Copyright E (11. 00 .c. Integrati.e 5issonance can generate *eelings o* *r stration@ regression@ *i=ation@ an5 aggression.Pearson #5 cation@ Inc. 5. Compromise agreements 5e. 6hy are integrati. The negotiating style is ne tral. <o can learn the other c lt re as yo negotiate.e agreements better than compromise agreementsQ a.
ior than 5o people o* other c lt res. ". 11. 1!. The Unite5 States is one o* the most in5i. T T T % % % Copyright E (11. /. The me5ia is s ally c lt rally o* :orl5 e. An a5. 1/. 1-. 14. 0. The Fapanese are the most gro p$oriente5 c lt re in the :orl5. ( !.i5 alistic c lt res in the :orl5. . 1. Comm nicating a5e8 ately is 5i**ic lt :hen the c lt ral programming o* the negotiators 5i**ers.S.Pearson #5 cation@ Inc. In the b siness :orl5@ :omen are consi5ere5 e8 al to men in all c lt res. nbiase5 in its perception A5. 1(. T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. 11.erbal messages. 111 . -.ertising has been able to cross c lt ral bo n5aries an5 ma2e pro5 cts appeal to a .antage o* sing :omen negotiators is their s2ill at rea5ing non. Americans ma2e more a5G stments to their opponents> beha.e to be matche5 bet:een the t:o si5es. 7ro p$oriente5 negotiators are concerne5 abo t their o:n interests abo.ents.e all else. 4. 6omen :ho :ish to be s ccess* l internationally sho l5 a5G st their beha. The players an5 sit ation 5o not necessarily ha. C lt ral stereotypes are 5angero s e=cept to s ggest pla sible beha.Interc"lt"ral Negotiation Components Chapter ##+ Test C"estions Tr e$%alse.es. Po:er is in5epen5ent o* personal constr cts.iors. Cogniti. 1". 1.e 5issonance re*ers to the psychological con*lict res lting *rom inconsistencies bet:een :hat a person 5oes an5 :hat the person belie. Pre5icting ho: the opponent :ill respon5 is essential to the negotiation process.ior to con*orm to e=pectations o* people in the host co ntry.i5 al$oriente5 c lt res incl 5e China an5 3atin America... U.ariety o* c lt res. Negotiation protocol is 5i**erent *or 5i**erent c lt res. 6omen are :elcome5 on negotiation teams in all c lt res. In5i.
5.ior an5 change their negotiation strategy less. (. 5. c. (-.S. In In5ia an oral *ace$to$*ace agreement is more important than a :ritten contract.i5 als :ho are not gro p oriente5 may *eel that gro p$oriente5 negotiators a. U. c lt re@ common interest@ concern@ an5 compromise. appear to stall@ ma2e in5i. 6hich o* the *ollo:ing statements is incorrect relate5 to the negotiation styles o* . appear to stall@ are not intereste5 in the negotiations@ an5 gi. 6hich o* the *ollo:ing statements concerning po:er an5 a thority is correctQ (1. concern@ compromise@ criteria@ an5 common interest. In5i. Copyright E (11.e beha. U.ior by the host. 5. People in many c lt res :ill only negotiate on a *ace$to$*ace basis. b. se less ethnocentric beha.ior than their opponents an5 se a gro p oriente5 negotiation style. 10.i5 al 5ecisions@ are not intereste5 in the negotiations@ an5 gi. change their negotiation strategy less an5 are less ethnocentric than their opponents. Circle the letter correspon5ing to the correct response.? ltiple Choice.i5 al 5ecisions@ an5 are not intereste5 in the negotiations. common interest@ con*licting interests@ compromise@ an5 criteria. asserti. b. persons ta2e a longer time to establish rapport than 5o the Fapanese. ma2e in5i. b.ario s c lt resQ a.ior.ery rigi5. 6hich o* the *ollo:ing is not tr e concerning *ace$to$*ace strategiesQ a. Stat s is important to Sa 5i Arabians. The *o r Cs o* negotiation are) a. ma2e *e:er a5G stments to opponent>s beha. b.ior by the . The Fapanese . The en.e beha. c. %ace$to$*ace strategies are concerne5 :ith negotiating in person rather than thro gh the mail@ *a=@ telephone@ telegraph@ or other interme5iaries. common interest@ con*licting interests@ criteria@ an5 concern. gi. 5.e ambig o s statements. se a gro p oriente5 negotiation style an5 ma2e *e:er a5G stments to opponent>s beha. 5. ((. b.isiting party.Pearson #5 cation@ Inc. (!. (1. The Fapanese pre*er the telephone to *ace$to$*ace strategies. c. asserti. the host has a *eeling o* s periority.. negotiators ten5 to a. b. c.al e harmonio s relationships.e ambig o s statements.e ambig o s statements@ are not intereste5 in the negotiations@ an5 are .ironment in :hich negotiations ta2e place s ally consists o* all o* the *ollo:ing e)cept a. control an5 responsibility o* hosting the other party. c.S. ?e=icans place less emphasis on technology an5 more on b il5ing a relationship. c. 111 . 5.
Pearson #5 cation@ Inc. In or5er *or po:er to be meaning* l@ it has to be accepte5. c. b.i5 al :ithin an5 across c lt res@N is best 5escribe5 by :hich o* the *ollo:ingQ a. Telling Go2es to relie.ironmental meaning :hich can be 5i**erent *or each in5i. A5G st to the :ay o* li*e in the host c lt re.ior accor5ing to &arris et al. !!.a. b. 11( . b.entory control.e tension is consi5ere5 appropriate.al e5 in some c lt res. !1. China b. 6hich a. ?ost c lt res are not as concerne5 :ith the legal .ersal to p t yo rsel* in the other>s position is recommen5e5. 6hich o* the *ollo:ing 5oes not 5escribe a Fapanese negotiating teamQ a. b. 6hich o* the *ollo:ing c lt res is primarily pl ralistic in its negotiation styleQ a. 5. a share5 perception an5 a goo5 agreement. Co rtesy :ill not clari*y misinterpretations. Distracting tactics can be bene*icial to the negotiation process. Perception 5. c. Using role re. They nee5 to get to 2no: their b siness partners. 5. 6hich o* the *ollo:ing is not a typical *ace$to$*ace negotiator beha.e both a physical size an5 socio$ en. c.ironment c. o* the *ollo:ing is not an interc lt ral negotiation g i5elineQ Determine that the negotiation is *easible. All c lt res consi5er negotiation to be retaliatory. c.ie: as they are :ith a. in*ormation that m st be reporte5 an5 G ris5iction. The statement@ Nstim li ha. 7ermany 5. b. ?e=ico 6hich a.ery . Po:er an5 a thority b. #nglan5 c. It is correct to ha. 5. They allo: ins **icient time *or the negotiations. (".e :ith a me5iator. Personal constr cts o* the ser 5etermine the strength o* the po:er e=erte5. c. (4. Sen5 the proper team incl 5ing yo r o:n interpreter.e *ace is .e concessions that are small. !1. Co rtesy is har5er to achie. 5. 5. Copyright E (11. c. 5. b. G ris5iction an5 the time it ta2es to negotiate. a share5 perception an5 in. They gi.no:ing yo r *acts is more important than co rtesy. statement is tr"e regar5ing co rtesy 5 ring negotiationsQ . Agree to a ba5 5ealC it is better than no 5eal.Q !(. (/. Allo:ing someone to sa. They come to the negotiation table :ith a large contingent o* people. #n. Po:er an5 a thority mean basically the same thing. (0. Tactics 6hich o* the *ollo:ing statements correctly 5escribes tactics se5 in negotiationQ a.e in*l ence yet no responsibility *or the actions ta2en.
11! . 5. b. arg ment 5il tion co nterproposals blame assessment irritators Copyright E (11. c.Pearson #5 cation@ Inc.a.
6hile most o* the Unite5 States practices ci. Copyright E (11. .ol. /. 1/. ?aca lay>s thesis in.erne5 by the la: o* the host co ntry. Renting a car *or tra. T T % % 9 siness comm nication bet:een persons o* 5i**erent national origins is go. T % -. 4.La5s A''ecting International B"siness Tra&el Chapter #*+ Test C"estions Tr e$%alse. 1. 1(. 11.erns research$oriente5 in*ormation *rom being comm nicate5 to *oreigners. In a high$conte=t c lt re@ the sit ation is more important than the :ritten :or5.er>s 3icense. sho l5 obtain an !. 11- .. T T T T T % % % % % 1-.iation *rom the r le. I* yo are going to 5ri.eling in 9razil.Pearson #5 cation@ Inc. 11.e abroa5@ yo International Dri.ity an5 5e.il la:@ ?e=ico practices common la:. Thematization is the process by :hich a *rame:or2 *or m t al comm nication an5 satis*action is reache5.el in China is recommen5e5. T T T % % % 0. In Fapan contracts are al:ays consi5ere5 open *or renegotiation. 1.i5es a :ay to settle international 5isagreements bet:een corporations.ereign Compliance can be se5 as a 5e*ense in yo r home co ntry *or la:s *ollo:e5 in the host co ntry. T T T T % % % % Using city b ses is recommen5e5 :hen tra. 1!. (.es the concept that *irms are loo2ing *or short$term *oreign relationships.. Circle T i* the statement is tr eC circle % i* it is *alse. T T % % ". The Unite5 States is a signatory to the tra5emar2 protection act o* the ?a5ri5 Con. The International #mergency #conomic Po:ers Act o* 10// go. I* a s pplier ships goo5s a b yer has not re8 este5 an5 the b yer accepts them@ the b yer is *orming a contract by accepting the goo5s. The Act o* State Doctrine allo:s each nation to 5o as it :ishes :ithin its o:n bo n5aries :itho t inter*erence *rom other nations. The Doctrine o* So. 1". The 6orl5 Co rt is a bo5y o* the Unite5 Nations that pro. Dra:er reg lations are e=amples o* :ritten b siness la:s. The meansDen5s 8 estion is meas re5 by t:o e=tremes) relati.ention.
5. (!. 11. T % Tra. The 9erne Con. b. Tari** Co5e allo:s the *inal pro5 ct to be bro ght into the Unite5 States :ith only the *inal .antage o* the ma8 ila5ora program. anti5i. The International #mergency #conomic Po:ers Act o* 10// 6hich statement concerning the Presi5ential Decree *or the De. 6hich o* the *ollo:ing ens res *air competition an5 lo: prices to U. (. 5. cons mersQ a. (-. b. host co ntry la:s. home co ntry la:s. 6hen a company becomes global@ it is go. only one party to set terms *or both parties to *ollo:.elopment an5 Operation o* the ?a8 ila5ora In5 stry Program o* 104! is incorrectQ a. The process by :hich a *rame:or2 *or m t al comm nication an5 satis*action is reache5 is a.14. Copyright E (11. b. ? ltiple Choice. The International Co rt o* F stice@ or 6orl5 Co rt@ is a bo5y o* the Unite5 Nations. c. 5.ention b. Paci*ic Rim an5 # ropean co ntries are also ta2ing a5. Uni*ie5 la:s ha. a strong recognition o* a contin ing economic relationship. home co ntry la:s an5 host co ntry la:s.. The #U an5 NA%TA are agreements that are trying to e8 alize the treatment o* organizations 5oing b siness m ltinationally. b. c. 5.S.ention Implementation Act o* 1044 5.al e a55e5 to the goo5s being ta=e5.elers to Fapan sho l5 e=pect some 5i**erences in hotel accommo5ations. U. 5. c.ernance beca se they :ant an arbitrator. The ma8 ila5ora program is go. The #=port A5ministration Act o* 104. The ?a5ri5 Con.ernance.erne5 by a.e pro5 ce5 ni*ie5 G 5icial practices. The Act o* State Doctrine. Antiboycott Reg lations b. #=port A5ministration Act o* 104. Circle the letter correspon5ing to the correct response.ention@ an5 the 'ienna Agreement. :o l5 choose 9ilateral 7o. (1.erne5 by common la:. Tra5ing :ith the #nemy Act o* 101/ 6hich o* the *ollo:ing recognizes the intellect al property licensing o* copyrights by all the signatory nations to the actQ a.ersion. c.S. c. Instit tions intereste5 in ni*orm :orl5 la:s incl 5e the International Chamber o* Commerce@ The &ag e Con. %irms a. It is an international program that allo:s the 5 ty$*ree import o* e8 ipment@ machinery@ an5 materials to assemble parts o* pro5 cts that are then ret rne5 to the home co ntry. thematization. 10. ((. b. . 6hich statement regar5ing international la: is incorrectQ a. (1. c. a contract. ni*ie5 go. Antitr st 3a:s c.Pearson #5 cation@ Inc.
I* possible@ state the G ris5iction that :ill han5le 5isagreements. c.ior as to right an5 :rong. b.ior is not .ations *or nethical con5 ct are a. 6hich o* the *ollo:ing statements concerning contracts is incorrectQ a. b. The agreement can be either oral or :ritten. pro*it@ competition@ G stice@ an5 a5. c.Pearson #5 cation@ Inc. 6hich o* the *ollo:ing statements concerning ethics is incorrectQ a. c. #thical beha. The most important 5oc ment to carry :hen tra. c. #thics G 5gments are base5 on a stan5ar5 o* moral beha. a strong contract. !(. A contract is an agreement bet:een parties to 5o something an5 can be ma5e either by spea2ing@ :riting@ or con5 ct. Copyright E (11.5. b. c. cons late papers. cons mers@ a5. In all c lt res@ the interpretation o* the sit ation is less important than e=ternal r les an5 reg lations. (". 6hich a. The *o r moti. only be trie5 *or a crime accor5ing to the la:s o* yo r home !!.e co ntry is yo r a. The :or5 contract is important to legal en*orceability. I* yo brea2 the la: in another co ntry@ yo may a.S.e rather than s bGecti. In the Unite5 States an oral contract is legally en*orceable i* the parties a5mit that the contract :as ma5e. 5. (/. !1. In lo:$conte=t c lt res :hat is :ritten is consi5ere5 *le=ible@ an5 :hat is oral is consi5ere5 bin5ing.e. 5. birth certi*icate. b.isa. 11" . !1. 6hich o* the *ollo:ing is not co. b. 9ene*its to both parties sho l5 be state5. 6hich statement regar5ing non:ritten la: is incorrectQ a.e 5i**ic lty agreeing as to :here the line sho l5 be 5ra:n bet:een ethical an5 nethical acts.ere5 by the U. 5. b. Fapan is an e=ample o* a high$conte=t c lt re. b. c. pro*it@ cons mers@ a5. Reasonable people ha.ie:e5 the same by all c lt res. In Fapan most contract 5isp tes are 5isc sse5 an5 resol. o* the *ollo:ing Acts is an e=ample o* e=traterritorialityQ Tra5ing :ith the #nemy Act Doctrine o* So. Department o* Commerce>s 100! boo2let@ International Business )ractices@ concerning 5istrib tor agreementsQ a.ention. 5. passport. 5. 5. #thical G 5gments are obGecti. b. cons mers@ pro*it@ G stice@ an5 g i5ance.ertising@ an5 competition. not call anyone other than a la:yer.ertising. 5.ereign Compliance ?a8 ila5oras Act o* State Doctrine (4. c.ertising@ competition@ an5 pro*it. (0. .e5 thro gh legal inter. Co ntries interpret la:s 5i**erently.eling o tsi5e yo r nati. 6hat is legal in the Unite5 States may not be legal in another co ntry.
as2 the cons late to get yo o t o* Gail.c.Pearson #5 cation@ Inc. 11/ . Copyright E (11. as2 the cons late *or legal@ me5ical@ or *inancial a5.ice. co ntry. 5.
. -. 1.. . 1". !(. 4. 1(. (1. 1/. T . ". !(.. (". !. 1(. 0. . ". 11. . D (1. 0. 9 C C 9 A C C 9 D A 9 C D D A Chapter !@ Test Ans:ers Tr e$%alse 1. !. 4. ((. % !.Chapter 1@ Test Ans:ers Tr e$%alse 1. (4. (4. (. 1. 14. T 4. T 0.. (-. 114 . C A D 9 9 D A C C 9 D D A D 9 Copyright E (11. 9 T(4. (!. (!. % 1(. % /. (-. 1-. D C D A C D A C C 9 C D C C 9 Chapter (@ Test Ans:ers Tr e$%alse 1. 1/. 11. (. 11.. !1.. ((. 1!. 1!. C (/. !( !!. 9 (. (1.. C (-. (1. (1.. 1". (!. !1. !!. (0.. !1. % ? ltiple Choice 10. (/. (/. (".Pearson #5 cation@ Inc.. ". A Chapter -@ Test Ans:ers Tr e$%alse 1.. T ". % 11. !!. T T T T % T % % T T % % T % % % T T ? ltiple Choice 10. (0. (/. T (. T 1. 1!. (1. T 1-. (. T 14. 1". (4. (1. 1/. 11. % T % % T T % % T T % T % % % % T T ? ltiple Choice 10. !. T 1/. (. !1. /. 14. D !1. % 1!. 4. 11. !1.. D (0. % T T T T % T % T % T % T % T % T % ? ltiple Choice 10. /. 0. 11. 14. (". 1-. 1-. -. (. D !!. -. C (". /. (-. (. D ((. !1. T 1". C !1. 1(. 9 !(. 1. 9 (1. (0. 9 (!. ((. T -. 11.
? ltiple Choice 10. 4. 1". 1(. (-. % 0. 11. 4. 9 9 C C C C A C D D D 9 A A C Copyright E (11.. 1!... ((. 9 C 9 D C A C 9 C D A 9 A D A 11. (-. (0. (. 1. -. /. % /. T (. (1. !. (!. 1-. 1". 11. !!. (". /. (/. 1. ". T !1. % !1. 14. -. (4. 1!. 1". 1/. (".Pearson #5 cation@ Inc. (. 1(. !(. (0. (/. (1. % % T T T % T % % T % T % T % T % T (0.. !!. !!. /.. T .. (4. !1. (4. ". Chapter "@ Test Ans:ers Tr e$%alse 1. 1. % % T % T % % T % T T T % % % T % T % ? ltiple Choice (1. 0. (1. 110 . T ". % T % % T T T T % T T % T % T % % % ? ltiple Choice 10. 1!. . Chapter /@ Test Ans:ers Tr e$%alse 1. (-. 14. (". !. T !. . (!..@ Test Ans:ers Tr e$%alse 1.Chapter . (!. !. ((. (. 14. 1!. C D A A D C 9 C C A C 9 9 A Chapter 4@ Test Ans:ers Tr e$%alse 1. 1-. (!. 1. T % (0. (. 1-. (1.. 0. (1. 1-. 4.. (". 1/. T % T ? ltiple Choice 10... 1/. !(. 1(. (. 11. C D D 9 9 A 9 D C A 9 C A D 9 11. (. (1. !1. (-. !(. 10. 14. % 4. !1. (1. ". 11. 1/. !1. T !( T !!. 11. !1. -. ((. (/. (. % 11. ((. (4. .. 1". (/. T -. !1. 0. 1(.
(0. 1(. !. -. /. 1!. (. . !(. 1-. 14. (-. T T T % % T % T % T % T T % % T T T ? ltiple Choice 10. (1. 0. 11. (. (/. (/. 1-. (/. -. (0. 14. (-. -. (4. 1!. . (". (!. . (. !1. ((. 11. A 9 C 9 D 9 D C A 9 D D A A C Chapter 1(@ Test Ans:ers Tr e$%alse 1.. !. (!. ((. (". C D D A 9 A C 9 9 9 D C D 9 D Chapter 11@ Test Ans:ers Tr e$%alse 1. 14. 1/. 4. (. !. 11. /. 1/. 1. 11. !1.Chapter 0@ Test Ans:ers Tr e$%alse 1. (1. 4. 11. (4. ". 1. !!. (1. 11. (4. ". !1. ". 1". . !(. 1(. 14. 1. (.. 1(. (1. !1. /. (". 1".. !1.... /. 1!. (. 0. 111 . !1. 11. ((. -. (". A A 9 C 9 A C C D 9 C D A 9 C Chapter 11@ Test Ans:ers Tr e$%alse 1. T T % T T % % T T % T T T T T % % T ? ltiple Choice 10.. (0. 0.. 11. !(. 1!. (0. % T T % % % T T T % T % T % T % % T ? ltiple Choice 10. (/. 4. !!. T % T % T T % % T % T % T % T % T T ? ltiple Choice 10. (1.. !1. 1/. 1(. (-.. 1". (-. !( !!. (4. ((.Pearson #5 cation@ Inc. (!. !. ". (1. A 9 C D C A C C D C C D A C C Copyright E (11. 0. (. 1". !1. !!. (1. (1. (. 1... 1-. 1/. 1-. 4. (!.
111 .Pearson #5 cation@ Inc.Copyright E (11.
People o* the Unite5 States ten5 to nee5 less space than 5o people in 3atin America. T T T T T T T T T T T T % % % % % % % % % % % % Copyright E (11. #thnocentric management 5oes not acco nt *or c lt ral 5i**erences in the :or2 *orce.e pragmatist is concerne5 :ith the o tcome *or all parties concerne5.Pearson #5 cation@ Inc. 0. The term soDourners re*er to people :ho .S. -. A n clear *amily consists o* parents@ chil5ren@ gran5parents@ a nts@ ncles@ an5 co sins. 1-. 1(. The cooperati. 11( . People o* 3atin c lt res 5o not place as great an emphasis on history as 5o people o* the Unite5 States. The Fapanese e5 cational system stresses pragmatic thin2ing. The Fapanese se silence as a bargaining tool :hen negotiating :ith persons *rom the Unite5 States. ". 1/. 3atin Americans a. 11. !. 14. /.ie: social reciprocity as .oi5 negati. People *rom co ntries :ith :ea2 ncertainty a. . 1. People in the U. Negotiation tactics are concerne5 :ith yo r co nterpartLs com*orts.ing *ace than are people in Asia. are less concerne5 :ith sa. 1!. 11.oi5ance are more li2ely to remain close *rien5s in spite o* 5i**ering opinions. ?aintaining ties :ith the home c lt re may c shion the shoc2 associate5 :ith reentry..isit or resi5e temporarily in another co ntry. (..ery important. 1". T T T T T T T % % % % % % % NameWWWWWWWWWWWWWWWWWWWWWWWWWWW Circle T i* the statement is tr eC circle % i* it is *alse.@ ?e=ico@ an5 Cana5a. C lt ral synergy ta2es place :hen a larger c lt re brea2s apart to *orm t:o or more separate c lt res.i5 ality an5 sel*$reliance. In the ?i55le #ast@ eye contact is so intense that it e=cee5s the com*ort zone *or people in the Unite5 States. Americans place great importance on in5i. ?e=icans . 10. International b siness is increasing in the Unite5 States. NA%TA is a tra5e agreement bet:een the U. U.e ne:s completely in their 4.S.Interc lt ral 9 siness Comm nication %inal #=am Tr e$%alse. 1.S.
!4. !1. %rench la:s pre.ent age 5iscrimination.ice.Pearson #5 cation@ Inc. Fapan an5 the Unite5 States ha. The primary 5i**erence bet:een an argot an5 a *oreign lang age is the relationship bet:een so n5s an5 meanings.ol.ior consi5ere5 acceptable in social an5 b siness sit ations. 6hen . (!. In most # ropean co ntries@ a. All c lt res 5o not share the i5ea o* a Nmi55le class. T T T % % % !0.N S perstitions are treate5 cas ally in most Asian c lt res. !-.correspon5ence. (0. The general r le *or b siness 5ress in most c lt res is to :ear Gac2ets at all times. (4.e tension in interc lt ral negotiations as people o* most c lt res *in5 the same things h moro s. One$:or5 e=pressions s ch as Os reP an5 Oo2ayP are percei.isiting Fapan@ tip cab 5ri.oi5 a gi*t o* carnations as they are *or cemeteries only. Syntactic errors are errors in the content an5 meaning o* :or5s in a sentence. T T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % % In many co ntries@ the *acsimile is more 5epen5able than the mail ser. In Fapan@ the n mber o* persons in. 11! .e messages that are lo: in pre5ictability.e a common :or2 ethicC har5 :or2 is appla 5e5.ers genero sly. (". (-. ((. Socioling istics re*ers to the e**ect o* e5 cation on stat s in a c lt re. (. Telling Go2es is a recommen5e5 tactic to relie. !!. (1. (1. In In5ia@ the partic lar caste system a person belongs to is 5etermine5 by pro*ession. The Fapanese lang age teaches people to thin2 in a non$ linear mo5e. !(..e5 in negotiations is larger than in the Unite5 States.. (/. T % Copyright E (11.e5 as bl nt an5 abr pt by persons o* other c lt res. The ma8 ila5ora program allo:e5 the 5 ty$*ree import o* e8 ipment@ machinery@ an5 materials to assemble parts o* pro5 cts that are then ret rne5 to the home co ntry.ol. The 6orl5 Co rt is a bo5y o* the Unite5 Nations that !". !1. !/. !. Restricte5 co5es in. #ti8 ette incl 5es manners an5 beha.
es 5istrib ting goo5s accor5ing to nee5. b.ersity trac2. ?ost o* # rope operates on a t:o$trac2 system :here chil5ren are assigne5 to either a . 5.i5es a :ay to settle international 5isagreements bet:een co ntries. -(.S. 'oting is comp lsory in ?e=ico.pro. Fapan imports o. 5. 5.ersity bigger@ broa5er pict re balance o* contra5ictions -!. T T % % 6ritten b siness la:s are also calle5 5ra:er reg lations. Cana5a has a parliamentary system. c. the 5ominant c lt ral gro p is consi5ere5. 6hich o* the *ollo:ing statements regar5ing e5 cational systems is incorrectQ a. gro p$oriente5 5. Circle the letter correspon5ing to the correct response. C ba>s system in. o* the *ollo:ing 5oes not ill strate a global min5setQ traine5 against s rprises team:or2 an5 5i. In Sa 5i Arabia@ the ni. b. In Fapan@ the emperor has the highest po:er.ereign Compliance. all capital in. c. *acilities are r n 5i**erently by region. c. Copyright E (11. -". -1. --.ocational or ni. A U. b. 6hich o* the *ollo:ing statements relate5 to economic systems is incorrectQ a. Fapan>s biggest e=port incl 5es ra: materials se5 in man *act ring. =enophobic c. ? ltiple Choice. 5.ol. in5i.es more s pport than sec lar -. c. In Iran@ religio s instr ction recei. 6hich o* the *ollo:ing 5oes not *it the typical stereotype o* the Asian c lt reQ a. -1.en tho gh it is illegal to 5o so in the Unite5 States beca se o* the Doctrine o* So. b.ersities are segregate5 base5 on the social stat s o* the st 5ent>s parents. ?e=ico>s economy is 5epen5ent on other co ntries.er hal* o* its *oo5 s pply. ?orocco is r le5 by a 2ing. In a geocentric m ltinational management practice a. 11- . 6hich o* the *ollo:ing statements relate5 to political systems is incorrectQ a.Pearson #5 cation@ Inc. -/.. c. there is a common *rame:or2 :ith regional control.estments are in one co ntry. manager :or2ing in Cana5a may tra5e :ith C ba e. b. intelligent b.i5 alistic 6hich a.
e5 cation. In %rance@ :here yo society.
go to school 5etermines yo r position in
6hich o* the *ollo:ing statements relate5 to marriage an5 *amily systems is incorrectQ a. In %rance 5ating begins aro n5 age 1.. b. There is no 5ating in Sa 5i Arabia. c. In ?e=ico@ *amilies ten5 to be smallC *amily nity is o* tmost importance. 5. Cana5a is generally a patriarchal society. 6hich o* the *ollo:ing statements best 5escribes strong a,oi5anceQ a. Top managers concerne5 :ith 5aily operations b. %e: r les e=pecte5 c. Tolerance *or ambig ity 5. %oc s on 5ecision process ncertainty
6hich o* the *ollo:ing statements regar5ing :or2 attit 5es is incorrectQ a. In the Unite5 ;ing5om@ the only gro n5s *or Gob termination are criminal beha,ior. b. In Fapan@ 14$ho r :or2 5ays are not n s al. c. 6or2ing on :ee2en5s is ,ery common *or # ropean b sinesspeople. 5. Per has one o* the longest :or2 :ee2s in the :orl5. 6hich o* the *ollo:ing statements relate5 to religio s in*l ences is incorrectQ a. In the Unite5 States@ religio s obser,ances rarely inter*ere :ith b siness. b. ? slims stop :or2 *i,e times a 5ay to pray. c. Religio s belie*s may a**ect cons mption patterns. 5. In Sa 5i Arabia@ religio s obser,ances rarely inter*ere :ith b siness. 6hich a. b. c. 5. statement least represents U.S. ,al esQ U.S. Americans ,al e e8 ality o,er ine8 ality. U.S. Americans ,al e time management o,er leis re. U.S. Americans ,al e 5irectness o,er in5irectness. U.S. Americans ,al e history o,er planning *or the * t re.
People o* a polychronic system ten5 to a. concentrate on the Gob. b. ta2e time commitments serio sly. c. borro: an5 len5 things o*ten. 5. ha,e short$term relationships. 6hich o* the *ollo:ing statements regar5ing pro=emics in the U.S. is inacc"rateQ a. The personal zone is reser,e5 *or ,ery close *rien5s. b. The social zone is se5 *or most b siness sit ations. c. The intimate zone may be entere5 :hen sha2ing han5s. 5. P blic 5istance is the most *ormal zone.
Copyright E (11- Pearson #5 cation@ Inc.
6hich a. b. c. 5.
statement regar5ing haptics is incorrectQ In Thailan5@ it is o**ensi,e to to ch the hea5. Fapan is consi5ere5 a N5on>t to chN c lt re. 7reece is consi5ere5 a Nto chN c lt re. In 3atin American co ntries@ to ching bet:een men is
7 i5elines *or NinternationalizingN the #nglish lang age incl 5e all o* the *ollo:ing e)cept) a. Use only the most common meaning o* :or5s. b. A,oi5 slang. c. A,oi5 action$speci*ic ,erbs. 5. Choose :or5s :ith sing lar rather than m ltiple meanings. 6hich o* the *ollo:ing statements regar5ing rHs mHs is incorrectQ a. In %rance@ the rHs mH is similar to that in the Unite5 States. b. 7erman hiring o**icials e=pect the rHs mH to be one to t:o pages long. c. A photograph is not incl 5e5 on a U.S. rHs mH. 5. In Spain the rHs mH is in letter *orm. 6hich o* the *ollo:ing statements regar5ing c lt ral 5i**erences in correspon5ence is correctQ a. 7ermans are s ally 5irect :ith ba5 ne:s. b. The Fapanese a,oi5 negati,e ne:s altogether. c. The %rench consi5er en5ing on a positi,e note ,ery important. 5. #n5ings o* 7erman letters ten5 to be in*ormal.
6hich a. b. c. 5.
o* the *ollo:ing topics :o l5 be a con,ersation taboo in %ranceQ m sic sports boo2s a person>s :or2 se5 in place o* :or5s :ith negati,e
Ino**ensi,e e=pressions that are connotations are a. Gargon. b. slang. c. e phemisms. 5. collo8 ialisms.
7eneral g i5elines to *ollo: :hen con,ersing :ith someone *rom another c lt re incl 5e all o* the *ollo:ing e)cept a. politics is a sa*e topic in most c lt res. b. a,oi5 telling Go2es. c. a,oi5 personal 8 estions. 5. 2eep the con,ersation positi,e. 6hich a. b. c. 5. statement best 5escribes an incorrect han5sha2eQ In the Unite5 States@ a han5sha2e sho l5 be *irm. An Asian han5sha2e is s ally gentle. 7ermans repeat a br s8 e han5sha2e pon arri,al an5 5epart re. A 9ritish han5sha2e is *irm an5 repeate5 *re8 ently.
6hich statement regar5ing gi*t gi,ing in Fapan is incorrectQ a. The Fapanese open their gi*ts in *ront o* the gi,er.
Copyright E (11- Pearson #5 cation@ Inc.
b. c. 5. "-. 6hich a. b. c. 5. "..
Fapanese employees are s ally re:ar5e5 :ith large bon ses 5 ring the gi*t gi,ing seasons. Do not s rprise a Fapanese host :ith a gi*t as it might ca se the person to lose *ace. 6hen gi,ing a gi*t to a Fapanese host@ a,oi5 gi*ts man *act re5 in Asia. statement regar5ing gi*t gi,ing is correctQ 7i*ts o* li8 or or :ine are s ggeste5 *or an Arab. 3atin Americans appreciate gi*ts s ch as a 2ni*e or han52erchie*. A,oi5 gi,ing gi*ts to the %rench ntil a personal relationship has been 5e,elope5. 6hen 5ining in a person>s home in 6estern # rope@ a gi*t sho l5 be presente5 pon 5epart re.
6hich statement regar5ing 5ining practices is incorrectQ a. In ?e=ico@ the main meal o* the 5ay s ally ta2es place bet:een ( an5 - p.m. b. The practice o* ser,ing a glass o* :ater :ith ice at resta rants is common in most co ntries. c. In %rance@ the sala5 is o*ten ser,e5 a*ter the main co rse rather than be*ore. 5. Ser,ing co**ee at the en5 o* the meal is common in most c lt res. 6hich statement regar5ing intro5 ctions is incorrectQ a. %irst names are se5 almost imme5iately by U.S. Americans. b. The 9ritish 5o not a55ress each other by *irst namesC titles are se5. c. In Colombia@ the title NDonN is a55e5 to a person>s name to sho: respect. 5. In the Chinese c lt re@ the s rname comes *irst an5 the gi,en name last.
6hich statement regar5ing b siness attire is incorrectQ a. In the U.S.@ people 5ress more conser,ati,ely an5 *ormally than people in Cana5a. b. In a b siness sit ation@ clothing can enhance yo r cre5ibility. c. In # rope@ 5ress is *ormalC Gac2ets stay on in the o**ice e,en :hen the :eather is hot. 5. Fapanese :omen 5ress conser,ati,ely an5 :ear m te5 colors to the o**ice. 6hich a. b. c. 5. statement regar5ing ,ario s economies is incorrectQ Unemployment is s ally high in %rance. Fapan imports almost hal* o* its *oo5 s pply. The U.S. e=ports more to China than it imports. ?e=ico>s main tra5ing partner is the U.S.
6hich statement regar5ing cons mption practices is incorrectQ a. 6hen eating a meal in another co ntry@ it is a5,isable to s:allo: 8 ic2ly an5 a,oi5 as2ing :hat it is since yo are e=pecte5 to eat :hat yo are ser,e5. b. ? slims cons me alcohol along :ith most meals. c. &in5 s 5o not eat any bee*.
Copyright E (11- Pearson #5 cation@ Inc.
ing technical people as part o* the negotiation team is important. statement regar5ing stages o* c lt ral shoc2 is incorrectQ The *irst stage is re*erre5 to as the NhoneymoonN stage.eloping personal relationships is not important to the s ccess o* negotiations in Nigeria. Completing a 5eal 8 ic2ly is not important to the Fapanese.i5 alisticC ho:e. both si5es pre*er a :in$:in sol tion. People *rom In5ia are o*ten . c.egetarians. In the *o rth phase@ there is acceptance an5 in. /(. 5. /1.er@ as people they are . 5. The %rench e=pect e. &a. 6hich o* the *ollo:ing statements regar5ing c lt re speci*ic negotiation is incorrectQ a. /!. /. c. 6hich statement regar5ing pre5epart re training metho5s is incorrectQ a.ing connections is important.ery gro p$oriente5. b. /". /1.erbal an5 non. 6hich statement regar5ing negotiation :ith 7ermans is correctQ a. b.ity training or T$gro ps.ities o* the c lt re. *r stration :ith the c lt re incl 5ing lang age an5 *oo5.i5 alistic an5 pers asion oriente5. 5.i5eo tapes. The sel*$a:areness approach is also calle5 the h man relations mo5el.eryone to act %rench :hen 5oing b siness incl 5ing spea2ing the lang age. negotiators are more in5i. 6hich o* the *ollo:ing statements regar5ing negotiation :ith Fapanese people is incorrectQ a.ioral aspects o* training. In In5ia@ bribery is commonC an5 ha. D ring the secon5 stage@ e=citement t rns to 5isappointment. The m lti5imensional approach combines cogniti. c.e Approach Negotiation ?o5el ass mes that a. /-.Pearson #5 cation@ Inc. negotiators :ill consi5er national c lt ral 5 ring the process. b.ie:e5 as short$term commitments. Negotiation practices are base5 on 2eirets systems an5 are . the negotiators :ill *orce the other partner to comply.e@ a**ecti. c. 6hich a. n:illingness to n5erstan5 the rationale behin5 the local :ays o* 5oing things. c. D ring the thir5 stage@ people o*ten cope by ma2ing 5isparaging remar2s abo t the c lt re. The interaction approach ses sensiti. b. 9 siness meetings sho l5 be arrange5 by an interme5iary :ho has a relationship :ith both parties. Copyright E (11. NAsiaShoc2N may be 5escribe5 as incl 5ing all o* the *ollo:ing stages e)cept a. De. In b siness@ 7ermans are typically in5i. 5. c.erbal c es. 114 .5. The intellect al mo5el ses a . 5. The Fapanese se s btle an5 comple= . The Competiti.ement in acti. b.ol.ariety o* instr ctional metho5s s ch as lect res an5 .e@ an5 beha. labeling Asians as 5ishonest beca se they seem to say one thing an5 5o another. b. 5. b. *ascination an5 e=citement abo t the ne: c lt re. R ssians see time as moneyC *rien5ships are not cr cial to b siness..
c. 5. 6hich statement abo t contracts is incorrectQ a. To a U. c. In the U. 4(. common interest. 41.@ oral contracts are not legally en*orceable. Trilateral go. b. 9ilateral go. I* a s pplier ships nor5ere5 goo5s to a c stomer :ho accepts the shipment@ by accepting the shipment the b yer *orms a contract. c. b. 5. In Fapan@ a contract is al:ays open *or renegotiation. Act o* State /4.S. *irms to ignore tra5e agreements :ith certain co ntries. c.ernance str ct re is incorrectQ a.ol. c. criteria. c. Acc lt ration 9.Pearson #5 cation@ Inc. Translations sho l5 be chec2e5 *or concise meanings. Instr ctions) WWW 4!.ernance a55s an arbitrator. /0.c. The *o r C>s o* negotiation incl 5e all o* the *ollo:ing e)cept a. prohibits U.S. 5.ise yo on the proper :ay to negotiate contracts in in5i. c lt re. 7ermans *eel personal relationships are an important part o* negotiations. 'al es@ i5eals an5 belie*s that one inherits *rom one>s c lt re Copyright E (11. 5. ?ar2et go. In Uni*ie5 go. b.S. 5. 5. ?atch the *ollo:ing terms :ith their 5e*inition. *irms *rom re* sing to 5o b siness :ith *rien5ly nations or respon5 to a boycott. An oral agreement sho l5 concl 5e the negotiation. *irms *rom 5oing b siness :ith co ntries engage5 in :ar acti. 6hich o* the *ollo:ing statements regar5ing go.i5 al co ntries is recommen5e5.S. 5.ery optimistic. Deci5e on yo r strategy.S. allo:s U. compromise. De*ine :hat yo :ant *rom the negotiation. &a. b. antiboycott reg lation a. Recommen5e5 interc lt ral g i5elines be*ore negotiations incl 5e all o* the *ollo:ing e)cept8 a. Disc ss 5i**erences an5 come to agreements rather than legal settlements. 41. Department o* Commerce o**ers all o* the *ollo:ing g i5elines *or 5istrib tor agreements e)cept) a. Disagreements sho l5 be settle5 thro gh an arbitrator. b.S.ernance has a strong recognition o* a contin ing economic relationship.ernance *its transactions that in. 9ene*its to both parties sho l5 be state5.e. allo:s U.S.S. b.ities. A. person@ 7ermans seem . 110 . //. Research *acts s ch as c lt re$speci*ic in*ormation. employees to respon5 to boycotts. The U. prohibits U. The U.ernance@ only one party sets the terms.ing legal co nsel to a5.e o55 goo5s or a sit ation in :hich the establishment o* the relationship is e=pensi.
#nc lt ration ?. Negotiation Strategies T. WWW 01.e a 5esire5 :or2ing relationship The political principle o* centralize5 social an5 economic control Doctrine C. WWW 04. WWW 0/. A paragraph that begins a U. ba5 ne:s letter #=plains ho: social str ct re a**ects lang ageC speech emerges in restricte5 or elaborate5 co5es Ability o* a corporation to mar2et a pro5 ct any:here in the :orl5 %amily system :here one man has many :i. 7lobalization O. C lt ral noise . Polygyny M. C lt ral &eritage I.e ?etho5 F. National c lt re <. Polychronic 6.S.S. In5 cti.ing that starts :ith *acts an5 goes to generalizations A5apting to the c lt ral patterns o* one>s society 9elie* that lang age * nctions as a :ay o* shaping one>s e=periencesC incl 5es str ct ral an5 semantic aspects o* a lang age Plans organize5 to achie. WWW 4/. bor5er %oc ses on e=planations o* beha. #=traterritoriality N. &igh Conte=t P. WWW 00. Collecti.Pearson #5 cation@ Inc. De5 cti. WWW 01.ism &.ie: o* a person in the host co ntry 7ro ps possessing traits that 5isting ish them *rom others :ithin a larger societyDc lt re Patterns o* personality that e=ist *or gro ps that share a common c lt re Problem sol. 9 **er %. WWW111. Polyan5ry '. 9ernstein &ypothesis #. WWW 0!. WWW 44.. Chronemics 7.erbal #ach nation can 5o as it :ishes :ithin its boundaries Sovereign Compliance Application o* la:s beyon5 U. Copyright E (11.ior *rom the point o* ..WWW 4-. S bgro p WWW 4". WWW 0". WWW 0. WWW 0-. Oc lesics U. ?onochronic S.es Time system :here people ten5 to 5o one thing at a time 7aze an5 eye contact 3ang age that is in5irect an5 non.e ?etho5 R. WWW 4. Doctrine o* 3. Attrib tion Training D.. WWW 40. Sapir$6hor* &ypothesis V. WWW 0(. 1(1 .
!. T T % % T T T T % T T T T T % % T T T T % % T T % (". !0.. -. 5 5 c a 5 c b a 5 c a 5 a c b b a c b c c 5 a 5 c /". . !4. 4-. !1. /0. 1. . 11. 1-. 10.. 4". 41. 111. "4. !. /1. !/... "1. 01. !". -0.1. 0". 01. . ". 04. -/..1. .(. 41. . 0!. 44.. 4.Ans5ers to Final E)am C"estions 1.-. "!. (. /(. (!. 14./. . (-. 1/. /.. !. "/. ". (1. (. . "".Pearson #5 cation@ Inc. -!. -". (1. "(. !!.". 0. 00. 1". 0-. 0(. -1. 4/. /-. -(. 0. 1!..4. 1(1 .. . 11. --. !1. -1. (0. b c c 5 a b 5 & # D N 6 R T O 9 ? C V M P 3 < S 7 Copyright E (11. (/. /!. (4.. !-. ((. !(. "0. T T % T % % T % T T T T % T % T 5 a b 5 b b c a c . /1. -. /. 4(. 4. -4. "1. . "-. 4!. 1(. 40.. .0. //. /4. 0/.
e. 5. b. e. c.e WWW . c.en constr cts that in5i. Comm nication that ta2es place bet:een nations an5 go.es people *rom more than one c lt re. 5. 6hich o* the *ollo:ing is not one o* 9or5enLs se. 7eographic region b.e Polite Arrogant None o* the abo. 6hich o* the *ollo:ing is not one o* the three primary 5imensions o* c lt reQ a. O*ten interc lt ral@ international@ an5 m ltic lt ral are se5 interchangeablyC ho:e.ernmentsC it is *ormal an5 rit alize5. Comm nication :ithin an5 bet:een b sinesses that in.."ltiple Choice Identify the choice that $est completes the statement or answers the 9uestionWWW 1.er@ there are 5istinctions. #gocentric b. 5.S.e WWW !.i5 als m st possess i* they are going to s ccee5 interc lt rallyQ Copyright E (11. WWW (. Comm nication in :hich t:o c lt res learn to a5apt materials an5 a5opt practices *rom each other. Psychological Physical 3ang age WWW-. Interc lt ral b siness comm nication isQ a. Altho gh the Unite5 States 5epen5s on the *oreign economic opport nities@ there are problems that arise *rom U.ol. ProblemAsB that may e=ist is AareBQ a. Tro ble a5apting to the climate %inances A I C only All o* the abo. citizens :or2ing on *oreign assignments. c. c. 7o. 1(( .ernment iss es b. 5. Comm nication among members o* the same c lt re. Demonstrati. 6hich o* the *ollo:ing is a stereotype *or someone in the #nglish c lt reQ a.Pearson #5 cation@ Inc.Interc"lt"ral B"siness Comm"nication E)am #+ Chapters #01 .
WWW ". #nc lt ration b. to 5. A stralia b. c.e. c.Pearson #5 cation@ Inc. 5. 6e are competent in lang ages o* other c lt res. 1(! . % nctional e=pertise Str ct re All o* the abo.ersal 5imensions o* . The *ollo:ing 5escription 5escribes :hich o* the *ollo:ing economies. Re8 ires a common *rame:or2 :ith eno gh *ree5om *or in5i.orea Copyright E (11.al es an5 their interaction :ith the c lt ral orientation mo5el. WWW /. 5. 6e ha.P a. A socialization process yo a. ?an *act ring@ mining@ *ishing@ *arming@ an5 *oo5 processing 5ri.i5 als operate regionally to meet the c lt ral nee5s o* :or2ers. Acc lt ration A5ac lt ration C lt ral synergy None o* the abo. se All o* the abo. is c.a. 5. None o* the abo. 6e 2no: the position o* o r c lt re an5 other c lt res on the *o r ni. Practices consi5er the c lt re o* the co ntry in :hich the *irm locate5. b. e. this e. 5.e go thro gh to a5apt to yo r society isQ WWW 4.e are constr cts. OThe economy is capitalistic :ith socialistic controls in the areas o* health care an5 the retirement system. Practice :hen the *irm is locate5 in one co ntry an5 all its sales are in one co ntry.e the economy.e an n5erstan5ing o* c lt ral similarities an5 can to connect :ith others. c. 6e are c lt rally literate in o r o:n an5 other c lt res. 6hich o* the *ollo:ing is a characteristic o* a global min5setQ a. b. 7eocentric management isQ a. c. Change as opport nity b.e WWW 0. 7ermany Cana5a So th .
a.ices All o* the abo. 5. Social interactions Social hierarchy Interme5iaries Copyright E (11. c. China Unite5 States In5ia WWW 1(. WWW11. e.ote5 on by the peopleQ a.e WWW 1-.i5 al@ an5 the el5erly are highly respecte5 an5 e=pecte5 to be ta2en care o* by their chil5ren. 5. 5. c. c. e. a. Unite5 States Ne: Vealan5 The Netherlan5s WWW 1!. &an5cra*ts ?o5ern in5 stries S pport ser. 5. 7ermany b. Cana5a b.e WWW11. In this co ntry *amily is more important than the in5i. Singapore China #nglan5 None o* the abo. %arming b. 5.Pearson #5 cation@ Inc. c. %rance b. 1(- .erall literacy rate. The :ay *ormal an5 in*ormal comm nications are han5le5 areQ a. %rance se5 in :hich o* the In5iaLs :ell$e5 cate5 people are c rrently being *ollo:ing. c. WWWWWWWWWW has a 01J o. In :hich o* the *ollo:ing co ntries is the political lea5er electe5 by the #lectoral College@ an5 other positions are . a.e. Social reciprocity b.
ernment ma2es a policy an5 also to ma2e them more organize5 in their a5ministration.0 b. b. 5.. S.ie:Q a. Perception b. Theoretically regar5e5 as a :ay o* the go. The :ay in :hich the pro5 cts that meet the material nee5s o* the people are pro5 ce5@ 5istrib te5@ an5 cons me5.e Copyright E (11. WWW 1". In the Unite5 States :omen earn WWW cents *or e. Age b. e. S. c. a.ely stable patterns o* relationship emphasizing the i5ea that society is gro pe5 into str ct rally relate5 gro ps or sets o* roles :ith 5i**erent * nctions@ meanings@ or p rposes. c. 5.4S. c. C lt ral 5i. c.ior *rom another c lt reLs .Pearson #5 cation@ Inc. . 5. 5. Semantics Attrib tion Attit 5es WWW 14.// S. 5.01 WWW 10. Religion Socioeconomic bac2gro n5 A I C only All o* the abo.WWW1.. #thics Stan5ar5s Attit 5es WWW 1/. 'al es b.ern their * nctions. c.ery 5ollar that men ma2e. A complete set o* instit tions@ interest gro ps As ch as political parties@ tra5e nions@ lobby gro psB the relationships bet:een those instit tions are the political norms an5 the r les that go.ersity incl 5es :hich o* the *ollo:ingQ a. The ability to loo2 at social beha. Relationship bet:een 5i**erent gro ps or are en5 ring an5 relati. 1(. a. An economic system is aQ a. WWWW are social principles@ goals@ or stan5ar5s accepte5 by persons in the c lt re.
WWW (1. The Unite5 States c lt re . 9lin5 spot b. 6hat is an aspect o* c lt ral shoc2 that has an a5. Social alienation Social :el*are Un2no:n WWW (.. C lt ral stress b. Fapan b. c.ernment states that its citizens sho l5 be atheist. 5.al es 5irectness. c. a.Pearson #5 cation@ Inc. b. In5ia The Netherlan5s P erto Rico WWW (!. In the Fohari 6in5o:@ :hich pane represents things I 2no: b t others 5o not 2no:Q a. They are in*ormal :hen compare5 to people o* other c lt res.istic incl 5e all o* the *ollo:ing e=ceptQ a. WWW (-. Co ntries that are more collecti.er@ there is an e=ception :hen it comes to e5 cation an5 :ealth. 6hich is not a characteristic o* the Unite5 States c lt reQ a. c. Uncertainty a. ?e=ico b. Po:er in5e= b. 1(" . WWW (1. &i55en Copyright E (11. c. c. The position o* the go.orea Fapan China WWW ((.erse e**ect pon ne:comers to a c lt re :hen they e=perience a *eeling o* isolation *rom home c lt reQ a. WWWWWWWWWW meas res the threat o* ambig ity an5 a. 5. 5. 5. They 5o not place as great an emphasis on the history o* those o* other c lt res.ance in5e= n2no:n sit ations. 5.oi5ance in5e= Threat in5e= C lt ral obser. So th . Claim that all people are e8 al in respect to social stat sC ho:e.
1(/ .ioral aspects o* training. c. #mphasizes a**ecti. 5. c. A concept base5 on the belie* that sing a single training approach is not as e**ecti. 5. Un2no:n Arena WWW (".e goal an5 e=periential process.e :ithin a year *ollo:ing Copyright E (11.Pearson #5 cation@ Inc. 9lin5 spot &i55en Un2no:n n5erstan5ing WWW (/. The crisis or 5isenchantment perio5 b.e goals@ c lt re$speci*ic content@ an5 e=periential processes. c. WWW (4. The secon5 phase o* c lt ral shoc2 isQ a. 5. c. b. 5. Arena b.e traits incl 5eQ a. A mo5el in :hich participants are gi.c. In the Fohari 6in5o:@ :hich pane represents things I 5o not 2no: an5 things that others 5o not 2no:Q a.e as ones that combine cogniti.ariety o* instr ctional metho5s. A5apti. %ascination :ith a ne: c lt re Reentry shoc2 A5G stment phase WWW (0.en *acts abo t the host co ntry sing a . 5.e@ an5 beha. Psychological a5G stments Socioc lt ral a5G stments All o* the abo. ? lti5imensional approach Area training Interc lt ral mo5el WWW !1. 9ase5 on the ass mption that the trainee :ith sel* :ill a5apt to a ne: c lt re. c. Anticipatory a5G stments b. The Area Training ?o5el isQ a.e@ a**ecti.e WWW !1. a. 5. #mphasizes c lt ral insight an5 stresses a**ecti. An estimation o* WWWJ o* managers lea. Sel* a:areness mo5el b.
ersations :ith people in certain c lt res or gro ps.e are stages o* AsiaShoc2. #thnocentricityC people o* the Unite5 States o*ten label Asians as 5ishonest beca se they say one thing an5 5o another@ *ailing to realize that Asians consi5er their beha.er. 5. 3o:$conte=t b. The message is e=plicit an5 may be gi.Pearson #5 cation@ Inc. ?i5$conte=t &igh$conte=t A I 9 both WWW !-. a.oi5e5 in 7ermanyQ a. WWW !!.ersation taboos &igh$conte=t topics Copyright E (11.ior to be *ace sa. 1(4 . c. !1 "/ (1 -.e progressi. 5. repatriation. a. Personal li*e b. WWWWWWWW are topics consi5ere5 to be inappropriate *or con. 6hich is one o* the *i.e stages o* AsiaShoc2Q a. All o* the abo. # phemism b. 5. Repartee con.ersations Con.ationC people o* Asia ten5 to not be as o tgoing an5 *or:ar5 as those in the Unite5 States c lt re. e.e more tolerance to 5enying a 5irect 8 estion. c. International politics &obbies Soccer Tra. b. b. 5. WWW !(.a.el abroa5 WWW !. c.en more than one :ay to ens re n5erstan5ing by the recei. 5. Reser.. c. DenialC people o* the Unite5 States *eel as tho gh :hen as2e5 a 5irect 8 estion one sho l5 ans:er openly an5 honestly an5 they *eel as tho gh Asians ha.ing rather than 5ishonest. c. 6hich o* the *ollo:ing is a topic that sho l5 be a.
elist WWW !4. c.isi. Personal zone Social zone P blic 5istance WWW -1. b.elope5 is aQ a. WWWW is li2e a gamesmanshipC the obGect is to see :ho can gain 5ominance in a *rien5ly 5ebate rather than :ho can impart nee5e5 in*ormation.e meanings Scienti*ic meanings Denotati. WWWWWWWW *rom 14 inches to . c. WWWWWW are 5e*initions s ch as the name o* a type o* crab@ the Fapanese Spi5er Crab. 5. Intimate zone b. The Sapir$6hor* &ypothesis statesQ a. 7aze o* eye contact. Copyright E (11. 3ang age * nctions as a :ay o* shaping a personLs e=perience an5 not G st a 5e.ice *or reporting e=perience. Repartee con.Pearson #5 cation@ Inc.ersation b. Ol*actics isQ a.ersation WWW -1. 5. 3ing ist b. Semanticist 7rammarian No.*eet is se5 *or gi. 3ang age is an e=tension o* o r tho ght process an5 one sho l5 thin2 abo t :hat he is to say be*ore he repeats it. c.e an5 tie people together *rom all 5i**erent regions. 1(0 . Connotati.ing instr ctions to others or :or2ing closely :ith another person. 5. WWW !0. 'erbal 5 eling Disclose con. a. &o: social str ct re a**ects lang ages an5 is the e=tensions o* another hypothesis.e meanings WWW !/.ersations &igh conte=t con. %ig rati. c. c.WWW !". a. 5. 3ang age is ni*ying an5 5i. a.e meanings b. Someone :ho st 5ies the meaning o* a :or5 an5 :hen an5 ho: it :as 5e. 5.
1!1 . Rate b. 5. c. 5. Pitch 'ol me Range All o* the abo. Comm nicating thro gh the a. The pitch o* oneLs .e go thro gh to a5apt to yo r society. c. b. c.ia Unite5 States WWW -!.erbal comm nication is important. The most e=pressi. It is acceptable to to ch :hen comm nicating in :hich o* the *ollo:ing c lt resQ a.al es@ belie*s@ lang ages@ an5 .e WWW -". 5. Socialization process yo None o* the abo.erbal comm nication@ is correct. e. c. 9elie* that yo r o:n c lt ral bac2gro n5@ incl 5ing the :ays o* analyzing problems@ . Smell as a *orm o* non. #thnocentrism is 5e*ine5 asQ a. Copyright E (11. 5. Comm nicating thro gh bo5y contact. Cana5a b.Pearson #5 cation@ Inc.e type o* bo5y lang age is con. 7reece #nglan5 Scan5ina. c. 5. To ch b.erbal@ an5 non.b. Chronemics &aptics Oc lesics WWW -. 5. Paralang age re*ers to all b t :hich o* the *ollo:ingQ a. e. Pro=emics b.oice. Process o* a5G sting an5 a5apting to a ne: an5 5i**erent c lt re.eye5 thro ghQ a. WWW -(. c. 'oice pitch %ace an5 eyes Smell se o* personal space is 2no:n asQ WWW --..
e.(. Are committe5 to the tas2.e regar5 p nct ality in high importance WWW -4.WWW -/. 3atin America b.1. People in :hich o* the *ollo:ing co ntries are more time conscio s then that o* the Unite5 StatesQ a. c. Algeria 7ermany ?e=ico None o* the abo.e WWW . 5. 6hich is a .e an5 embellish *acts. Socioling istics Alternati. 7ermany b.1. c. Costly bl n5ers are o*ten the res lt o* a. Are acc stome5 to short$term relationships.erbal style in the Unite5 StatesQ a. 5.e lang ages Repartee lang ages None o* the abo. 3ac2 o* 2no:le5ge o* another c lt re. e. Interc lt ral comm nication iss es.e WWW . Concentrate on the tas2. WWWWWWWWWW re*ers to the e**ect o* social an5 c lt ral 5i**erences pon a lang age.e WWW -0. e.orea The Netherlan5s All o* the abo. 5.erbal comm nication pattern mis n5erstan5ing. Copyright E (11. WWW . All o* the abo. b. Polychronic people a. ?e=ico So th . c. Non. 5. b. 9orro: an5 len5 things o*ten. They rise abo.Pearson #5 cation@ Inc. 5.ersity b. 1!1 . P nct ality is highly regar5e5 in all co ntries e=ceptQ a. c. a. c. 3ang age 5i.
6hich *ollo:ing pairing is correctQ a.ol. e. Ten5 to plan an5 sche5 le rather than be spontaneo s. Incl 5es i5ioms an5 other in*ormal lang age. c. The D tch a. #nGoy a rela=e5 an5 in*ormal li*estyle. ?en spea2 more an5 more o*ten than :omenC an5 :omen emotion :hen spea2ing. 5.!.. WWW .e WWW . c. They pre*er less tal2ati./. 5.al e silence. 6hich o* the *ollo:ing systems are *o n5 in all c lt resQ a. b. 9elize an5 Cambo5ia are comm nistic S:e5en an5 China are socialistic Unite5 States an5 Fapan are capitalistic WWW .el@ an5 become sensitize5 to 5i**erences. 5. Do not se *irst names nless they are close *rien5s. Collo8 ialisms areQ a.e5 :ith the s bstanti. All o* the abo. Political systems Social hierarchies A I C only All o* the abo. b.-..e persons an5 . 3aos an5 ?arshall se barter b. 5. c.b.e@ c lt ral le. It a55resses proce5 ral@ s bstanti. 'al e tolerance an5 *airness an5 enGoy o:ning property.e@ an5 in*ormal global problems. c. 1!( .". Are seen as *rien5ly an5 o tgoing people. Allo:s yo to :or2 on the proce5 ral iss es o* co ntry$to$co ntry@ 5iplomacy@ an5 legal conte=ts. c. It is important to st 5y interc lt ral b siness comm nication beca seQ a. c. b. Copyright E (11. se more WWW . #conomic systems b. 5. It allo:s yo to become in. In*ormal phrases o*ten associate5 :ith certain regions o* the co ntry. %orme5 *rom initial letters.e WWW .Pearson #5 cation@ Inc.
4. In :hich o* the *ollo:ing c lt res is go.Pearson #5 cation@ Inc. Ne=t@ 5isc ss :hy it is important to n5erstan5 these 5issimilarities an5 :ays to o. 1!! .e a greater ris2 o* *ail re an5 criticism than men. Using the in*ormation 5isc sse5 in the *irst si= chapters o* o r te=tboo2 an5 in*ormation containe5 in the . Iran %inlan5 Unite5 Arab #mirates WWW "1. c. 6omen manage a5.ely. 6omen ha.5. 5. In to5ayLs global mar2ets@ it is important to n5erstan5 otherLs c lt res in or5er to comm nicate e**ecti. c.er All o* the abo. Copyright E (11.e WWW . 5. All o* the abo.e connotations. 6omen a5apt better than men in interc lt ral sit ations. e. 5. 6hich o* the *ollo:ing are re:ar5s *or global managers li. Ino**ensi.i5eos@ 5isc ss the c lt ral 5issimilarities Ae5 cation@ *amily an5 marriage@ political@ religion@ attit 5es to:ar5s :omen@ an5 :or2 attit 5esB that e=ist bet:een the Unite5 States an5 the Fapanese c lt re.0.ercome them. 6hich o* the *ollo:ing characteristics concerning :omen in comparison to men in interc lt ral comm nication is tr eQ a. Cost$o*$li.ing abroa5Q a.e e=pressions that are :ith negati. ?e=ico b. c.e #ssay + estion "1.e ?e5ical Car an5 5ri. se5 to place o**ensi.ernment an5 religion separateQ a.ersity better.e :or5s WWW .ing b. b. &ome$lea.
!4. !!. A A 9 A 9 . 1(. !1. 1. 0. D . D C D 9 9 ". In Fapan :hen a :oman gets marrie5 she is e=pecte5 to 8 it :or2ing@ an5 this is not the case in the Unite5 States.-. In both co ntries@ people get to choose :ho they marry. To get into the best schools@ chil5ren are place5 on :aiting lists at birth. -4. (-. The Fapanese ha. In the Unite5 States@ both the h sban5 an5 :i*e ten5 to :or2 to s pport their *amily@ b t they are not responsible *or their parents. (1.(. -.. The h sban5 is responsible *or ta2ing care o* his *amily an5 his parents.!.ery important in Fapan. (.0. %amily is .Pearson #5 cation@ Inc. 1!. 9oth co ntries ha./.e a m ch more rigoro s e5 cation system as in the lo:er gra5es chil5ren go to school si= 5ays a :ee2.e chosen not to get marrie5 so they can ha. --.e a career..er@ Fapan also has a monarchy that has no po:er.. 9 -(. In Fapan it has only been recent that :omen are beginning to hol5 higher positions in companies an5 not 8 itting :or2 :hen they get marrie5. -1. 9 # # 9 9 9 9 A 9 . 1-.. !1. -0. 10. D 9 . (4. ((. !0. 9 (". . .ery har5@ an5 :or2 is ho: oneLs :orth is meas re5. # . In both co ntries politicians are electe5 by the peopleC ho:e. !".". 11. <o ng people also stay at home ntil they get marrie5 in Fapan :hich is the opposite o* the Unite5 States.. -!. -. !(. 1/. D . (/. D 9 9 A D A C 9 "1. !.1.. A (. the stan5ar5 religion is one o* the Protestant religions@ in Fapan they may be 9 55hist@ Shinto@ or something else.S. A. A !-. A 9 A C 9 4. .e people :ho :or2 . D A 9 # D 9 C 9 9 . A "1. !/. 1!- . 6omen ta2e care o* the home an5 chil5ren an5 basically are responsible to their mother$in$la:s. A 14.Ans:ers to Chapters 1$" #=am 1. (!.. (0. 1". C 9 C D 9 /. ?any yo ng :omen ha. In the U. D -". -1.1. -/. !. . (1. Copyright E (11.4. C 11.
d. ++ $. 6eutral messages d. 4ood ne"s $.**** percent of incoming international messages that are in English. ). Lexitactic errors 2. Syntactic errors c. :nited ?ingdom . 1!. -. Spain d. d. . +.Pearson #5 cation@ Inc. 7loc& letter and modified $loc& c.3uthors of $usiness communication text$oo&s recommend using the direct approach for $eginning all of the follo"ing except1 a. c. 3#oid d"elling on cultural differences. . 'ndented letter and modified $loc& d. -/ 0. Copyright E (11. . 'ndented letter and $loc& letter $. c. Systematic errors $..Inter!"#t"r$# B"siness Comm"ni!$tion% E&$m '% Ch$pters ()*' Multiple Choice 'dentify the choice that $est completes the statement or ans"ers the (uestion. 5irect re(uest!in(uiries c.9he preferred letter "riting styles used in the :nited States are1 a..nly modified $loc& <. a.Multinational $usinesses in the :nited States ha#e found that the ********** is more dependa$le than the mail ser#ice in many countries. :se short> simple sentences. Lexical errors d. :se a colla$orati#e tone. 4ermany $.'n "hich of the follo"ing countries are you li&ely to ha#e a resume of 0/%2/ pages1 a. :se all capital letters to get your point across.Content errors that refer to errors in meaning are1 a. South ?orea c. 7ad ne"s 8. $.Which of the follo"ing "as not included in Lash=s suggestions for "riting email messages to international colleagues1 a.
. 4ermany c. Manners c.When tal&ing on the telephone> the initial impression is formed mainly $y *********> rather than on the "ords spo&en.'n "hich of the follo"ing countries does the surname come first> follo"ed $y the gi#en name1 a.Which of the follo"ing is not a Aneti(uetteC to a#oid1 a. )8.pening $. 9elephone @ax machine Email ser#ice 6one of the a$o#e -. . Gocal (uality. 3ll of the a$o#e +. :se emoticons to express your tone.C d.#er#ie" c. a. c. 9he conciseness of the messageF a#oid ram$ling to get your message across. c. 7e careful a$out the tone and "ord choice. 'taly )2.************ refers to customs and regulations dealing "ith diplomatic eti(uette and courtesies expected in official dealings "ith persons in #arious cultures.Which of the follo"ing is a guideline for AinternationaliBingC the English language1 a. England d.a. Shouting Copyright E (11. Must soften direct "ords such as AexpectC and Are(uire. 7e a"are of the "ords "ith a uni(ue meaning in some cultures.Pearson #5 cation@ Inc. d. @laming $. $. d. $. 6one of the a$o#e> it is $ased on the "ords spo&en. a. Ho" you initially address the recei#er of the telephone call. $. c. d. 3ll of the a$o#e )/. Custom practices d. $. China $. Eegulatory dealings )0. Eti(uette $. 1!" . 4i#e compliments $ased on the department rather than from the "oman directly.************** is a paragraph in a $ad ne"s letter that tells "hat the letter is a$out "ith a pleasant tone $ut says neither yes nor no. c. 'ntroduction d. 3#oid formal tone "hich may $e hard for people in other cultures to understand. 6one of the a$o#e )). a.Women "riting to men internationally must1 a. Drotocol c.
Latin 3mericanF moderate grasp repeated fre(uently c. a. DositionF gift gi#ing c. When choosing an appropriate gift in an 3sian country> it is important to a#oid any gift depicting this animal $ecause it is a sym$ol of cruelty and greed. @inland )+.Pearson #5 cation@ Inc. Dig c. 9iger $. 7ritishF firm Copyright E (11. a. 'nternational eating style 0).9ipping in this country can offend or insult the people of that culture. 6eti(uetteF gender $.9 a proper pairing of handsha&es $y culture1 a.************ and *********** ha#e impacts on the success of intercultural communication encounters. a. MoneyF status d. Japanese c.d. 'ndian d. a.S. DositionF status 0/. @rance d. 3ll of the a$o#e )-. Lion ). @rance d.. eating style c. a. :. 3sianF gentle $. Middle easternF gentle and repeated fre(uently d. 3sian eating style $.9he 3sian countries place a great importance on gift gi#ing. China $. a.'n this culture it is typical that a )/%)<H ser#ice charge is automatically added to the $ill. 1!/ . 4ermany c. Chinese $. Continental eating style d. 9he 6etherlands c..************** place the for& in the left hand and the &nife in the rightF they use the &nife to push food onto the $ac& of the for&> and then mo#e the food into the mouth "ith the tines of the for& do"n. 5issing )<.************ culture dines in a &neeling position on a tatami mat. @rench ). Japan $. Wolf d.Which of the follo"ing is 6.
What is the general rule for $usiness dress e#ery"here1 a. 7uttoned up d. Doland d. I)>///>///FI)/>/// $.< 08. Singapore 0. -< $. 7eliefs that are inconsistent "ith the &no"n la"s of science or "hat a society considers to $e true and rational. d. Latin 3mericaF Saudi 3ra$ia c. .. c. Dractices considered $y a society as unaccepta$le. a. I<//>///F I)>/// c. a. a. Japan c. 6one of the a$o#e 0<. $. 1!4 . . 7lac& and "hite color scheme c.9he highest percentage of people "ho "ould not sho" their emotions openly "ere from1 a.hours "ith $usinesses open at least six days a "ee&.***** percent of :. Din strip professional $. MexicoF Saudi 3ra$ia d./ c. Latin 3mericaF Mexico $. 6one of the a$o#e 0. 4ermanyF Saudi 3ra$ia 02. Ethiopia $. "omen of employment age "or&> they still do not recei#e e(ual pay and responsi$ility. 3ll of the a$o#e 0-. Mexico c. .Companies in the :nited States found guilty of paying $ri$es to foreign officials can $e fined up to **************> and guilty employees may $e fined up to ********.. I)>///>///F I)>/// d.Pearson #5 cation@ Inc.************* has one of the longest "or& "ee&s in the "orld 8. 3rgentina d.Superstitions are1 a./ d. a.'n *********** and ************ it is not only appropriate to in(uire a$out the health of family mem$ers $ut also to ha#e lengthy discussions a$out their "ell $eing. Deru $.00. 6one of the a$o#e Copyright E (11. 7eliefs that are not pro#en to $e accurate.S.
a.9o $e successful in distri$utor agreements> 3xtell suggests you do all except1 a. Compromise agreementF integrati#e agreement c. a.Which is one of the fi#e methods of reaching integrati#e agreements1 a. 9eam selection $. 7arter d. 6one of the a$o#e 20. 3greed%on sales (uotas $. Dor& d. Eesearch c. Dro$lem%sol#ing approachF integrati#e agreement d.'n the Japanese culture> this food is sym$olic of happiness and ser#ed at 6e" Jear=s. Dro$lem%sol#ing approachF competiti#e approach 2<. 5emeanor $. Salmon 2/.3ccording to the text$oo&> "hich of the follo"ing are commonly used pro$lem%sol#ing techni(ues1 a. a. 1!0 .9 a step in the negotiation process1 a. Eesponsi$ility for taxes 28.************in#ol#es a person=s conduct or deportment and is influenced $y culture. . 'ntercultural negotiation c. 4reen #egeta$les $.Which of the follo"ing is 6.************ in#ol#es discussions of common and conflicting interests $et"een persons of different cultural $ac&grounds "ho "or& to reach an agreement of mutual $enefit. Communication 2). Drice fixing c. Dersonality d. 7argaining $.0+.pening tal&s d.Pearson #5 cation@ Inc. Dro$lem%sol#ing approachF compromise agreement $. 4et payment in one lump sum d. 6one of the a$o#e Copyright E (11. Eelationship $uilding 22. 7eha#ior c. Dro#isions for secrecy c. Specified compensation d. 5ried s(uid c. 6onspecific compensation $.
d. 1-1 .3ll exports are controlled $y the go#ernment of the country ************.***************** is reached "hen t"o parties find a common ground $et"een their indi#idual goalsF the result is a lo"er Koint $enefit. $. d. 3ll of the a$o#e 8/. @e"erF less $. $. Derceptual noise $. Cultural noise d. d. Eeduce the amount of money needed for in#estors.. a. Dreliminary statements and limitation consideration d. 3llo"s a person to distri$ute po"er in a $alanced manner to others in the organiBation. 5isrupti#e noise c. 3mericans tend to ma&e ******** adKustments to their opponent=s $eha#ior> and they change their negotiation strategy******** than other cultures "hen dealing interculturally. Dhysical location of the negotiations $. a. 3llo"s each partner to share the decision ma&ing role. $. 3ll of the a$o#e 2+.. :. 3genda or policy issues in the negotiation c. 9o allo" companies to operate glo$ally "ithout the concern of #iolating another country=s "or& la"s.Pearson #5 cation@ Inc.6on#er$al messages> such as $ody language> space> and gift gi#ing that can impede the negotiation process is an example of1 a. Exists "hen t"o different people hold opposing #ie"s "hich $alance each other out.7alanced authority1 a. c. Legal agreement $. 'ntegrati#e agreement d.5etailed outlines of the items in the negotiation process that need to $e constantly o$ser#ed> analyBed> and e#aluated include "hich of the follo"ing1 a. Ee#erse agreement c. 6on#er$al noise 80. Compromise agreement 2. Where they are shipped. MoreF more d. a.S. 9o promote fair competition. Where they are produced. 3llo"s the decisions to $e made after "eighing different options. 6oF less 2-. Where the ra" materials "ere recei#ed. c.Which of the follo"ing is an o$Kecti#e of 63@931 a. 6one of the a$o#e 8).2. Copyright E (11. c. @e"erF more c.
a. 6one of the a$o#e 8-. 3ll of the a$o#e 8. 6one of the a$o#e 8<. 4erman c. 3llo" $oth parties to gain something.*************are maneu#ers used for gaining ad#antage. or Ms.@or negotiations to $e considered successful> it should1 a. 1-1 . c. 6one of the a$o#e 88.Pearson #5 cation@ Inc..3 positi#e side of using interpreters and translators is1 a. @ree trade Bones $. 3LC e. $. $. d. Japanese d. 9rade $locs d. Jou ha#e more time to thin& a$out your next statement "hile your pre#ious statement is $eing translated. 9here is another party in#ol#ed "hich can help mediate any arguments that may arise. 7usiness positions d.C Mto appear professional) c. 3ll of the a$o#e are characteristics 8. 3llo" a decision to $e made s"iftly. style of negotiation1 a.S.82. 6o $arrier Bones c. 9actics c. @rench $.***************** culture has a sense of pride that is sometimes interpreted as supremacy "hen conducting $usiness.Some face%to%face negotiation $eha#iors include1 Copyright E (11. d. 3llo" the negotiator ample time to discuss the conditions to $oth parties. 6one of the a$o#e 8+.****************are Bones of international commerce "here the foreign or domestic merchandise may enter "ithout formal customs duties. 9he translator can anticipate the other cultures reaction and alter the message accordingly.3ccording to 4raham and Her$erger "hich of the follo"ing is not a characteristic of the :. Mediation $. A' can handle this $y myselfC Mto express indi#idualism) $.. a. c. A3ddress me as Mr. a. ASpea& upF "hat do you thin&1C Mto a#oid silence) d.
3ll of the a$o#e <8. c. :ni#ersal go#ernance d. Eelati#ism!a$solutism c. Considers that $oth parties in the negotiation share> ha#e> or "ant something that the other party has. Sanctions d. $. World 'ntellectual Droperty . companies to account for and report international transactions accurately and prohi$its $ri$es that are used to gain a $usiness ad#antage. 'nternational property 3ssociation c.utcomes "hich $oth parties are satisfied "ith.S.3ntidi#ersion re(uirements Copyright E (11. 1-( . 3ll of the a$o#e <). d.************** promotes intellectual property rights "orld"ide and currently administers 02 treaties for )-< mem$er nations. 3ll of the a$o#e <<.a.Pearson #5 cation@ Inc. a.Which is one of the three dimensions of negotiation ethics1 a. d. World Droperty Eights d. Droperty Eight of the World $. 7ilateral go#ernance <2. 9ruth telling d. $.Which of the follo"ing $est descri$es common interest1 a. c.rganiBation <0. Macaulay=s 9hesis c. .. $. Mar&et go#ernance $. d.. Ee(uires that foreign trade $e conducted according to the guidelines outlined $y this act.****************** are rules for the relationship $et"een legal entities and the state that do not ha#e national status> such as pri#ate corporations.@oreign Corrupt Dractices 3ct of )+.Which of the follo"ing is not one of the four go#ernance structures1 a. c. Counterproposals 3rgument dilution 'rritators 3ll of the a$o#e </. Nuasi%international la"s $. 6one of the a$o#e <. :nified go#ernance c. a. Ee(uires :. 3llo"s $oth parties to discuss openly a$out a common su$Kect. Ee(uires the duty%free import of e(uipment> machinery> and materials to assem$le parts of products that are used $y the home company. Means!ends $. a.
3ll of the a$o#e <.5iscuss the negotiation process and descri$e three components that may hinder intercultural negotiation. 4lo$al Eights 3ct $. <-.). Export 3dministration 3ct of )+. $.Pearson #5 cation@ Inc.************** re(uires federal licensing of technical information in $usiness correspondence..a. 5 8. a. )+) c. States that the $ill of lading and the in#oice must clearly display that the carrier cannot di#ert the shipment to a country the :.Which is a $ody of the :nited 6ations that pro#ides a "ay to settle international disagreements $et"een countries rather than corporations1 a. 3 . go#ernment considers restricted. c.9he "orld> "ith **** nations> has numerous la"s that affect international $usiness.. 7 . C 2./. go#ernment. Justice 'nternational d.S. Cannot participate in negotiation "ith a company that is located outside of the regulations and la"s of the :. )-< <+. Eeigning 6ation 3ct d. 3rms Export Control 3ct of )+. 'nternational Emergency Economic Do"ers 3ct of )+.d. c. 1-! . C Copyright E (11. d.$.S. 3ns"ers to Chapters .. 3ct of Homeland 7oundaries . 'nternational Court of Justice $. 0/+ $. 4lo$al Justice court c. 3 0. 7 <. a. Must state the address at "hich the company participating in the negotiation is located. 9rading "ith the Enemy 3ct of )+).%)0 9est ).. )++ d. Court of the World Essay Nuestion . 3ct of State 5octrine c.Which act states> each nation can legally do as it "ishes "ithin its o"n $oundaries "ithout interference from other nations1 a. C -.
8/.. 2. 0/. 8. 02. <... 08. 8. 7 3 3 7 5 5 )<. 2).. 8-. 0. 0<. <. 22./. <0.). 2-. <<. C 3 7 3 3 7 . 7 5 7 3 C 5 7 )0.. <2. . Eelationship $uilding if not done properly can undo a possi$le negotiation. <8. 5 5 C C 3 5 C )/. </. C 3 5 5 3 3 5 )). 2. 5uring discussions it is important to &no" ho" the culture uses English and "hat they are really saying so that they are interpreted properly. 8+..+. 00. 82. 0+. 0). 0.. Coming to an agreement is important> $ut ho" each side #ie"s the agreement long term is e#en more important> including "hether the agreement is open for negotiation. 0-. 2+. <). Select a neutral site. )+. 8. <-. 2/. 3 C 3 5 7 C 3 )2. ). 8). )-. <+. 9his is important in such countries as Japan "here partners meet outside of regular meetings. Many cultures "ould ta&e offense to a change of team mem$ers after they ha#e $uilt a relationship. Copyright E (11.. Many cultures expect you to ha#e a team mem$er to partner "ith each of their team mem$ers.. 80. . 2<. ). 1-- .. 8<.Pearson #5 cation@ Inc..pening tal&s are importantF it is important that you &no" if they are going to $egin "ith small tal& or actually discussing the particulars of the agreement <. 28. 3 5 7 3 3 3 )8. 0. 2. 20. 88. . 7 C 7 5 3 3 ).
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