INTERCULTURAL BUSINESS COMMUNICATION Learning Objectives ‘Undentan eimporanc fiero eommanicaion lf Serene Tal carateratcs tt lect ntersationl ‘Stearic componente fo pocessngcommaniconin ‘Retina tre trad misherettin nest Snlconmanaton Warm-up Dieta yrenerenpenencad cue shoskInahe word. Heretic youd omehing inappropriate because you SiS ‘ets Gecatic? hres + Hoccanknowing about following aspects of anther cole ‘ipyeuehenpeparingtodotuxnes ovens? (ena les dente repo ne hunaneavir communication) + Cobyeupontou aercawalaferscs your ave cei. your yes? ‘Whereardhow do people acai crose-clira sis? J) Siggestanmetasic researc that you shoul do before receiving deer tcforeeveing, What asvesstold you tink bau? ‘Test ‘Read the text, Facus on the words Below the text me Hundreds of multinational companies around the woeld select the lobslietionof business. These ogonizations sre loking fr professionals ‘shops te sills and sensi toechestrat the pete nerningling ‘of clrlly sie inviduals ant unctoneffcvey in dere cules, "Whtspsi that man nterstonally active companies emi naively unaware of how cult dfrences profoundly efectbusnessconmmunation landco-operation. A world-renowned IT company sent a newly cried {young German pcilsto Spin fo an extended tay tocar out seis of joer Notunexpecedl, having received no advance preparation forthe uturalenvzonmenrin which se wouldhaveto cary other tsk, the project ‘vat significantly complicated and delayed the culture shockexprtenced bythe youn iy. ‘When German companies prepare to send an employee ona foreign assignment emphasis sorely the placed ston perfecting ecaica issues then perfiapsatenton sgvento"spplementay skis which endo ses language competence to support peoessiona competence, nd know how. "Son skls" have teirrole to pay aer hows the primary business goal, however, ito identify th problem, peoosean effective solution, nd provide an anaiss othe quickest, most efficient sep towards tha soto, Foreverytingelse,irsamaterof “leamingty dome”. “To mximize the conor level oftheir ntercultaral momen, be tina restavrant aftr hours or in the boardroom, both Miguel Lopez, S.A, and Hans Miller GmbH mast become more avare of the cultural bageae they bring to either encounter, and how this impacts their Behavior and communication se. Spaniard fr example il have to wnesand that ‘Spnish and Genman business cultures find themselves at prety mach 40 ‘kiremes. The Spaniard should therefore not only be aware of his own ‘communication syle tals aniepate diferent one fom his Geman xunterpar, whereac behavior natural flees sown values sem and proses However miconmancainisnenabe de Cenan surged for communicating wih partners wth quite differentexpectaons. ‘One ofthe most noticeable ferences in behioe between the Spanish snd Germans drives rom cir different valuing of tine. Tiss een the [mount fine eachispreparedtospendon apparently nor-business elated cvs or tpic during business ime. How much times needed state ‘ncontrovertbe fact? the Geran wonder, Too mh llc only takes up time, and times money! Fr the Spanish, small ulking isnot necessarily a1.ttking about sal ings Bfunctons (its for mst eonsip-oented ‘lures) as indispensable social lubricant forthe network of ust and ‘mutual obligations win which negotiation remade, and Tats "ase {oreal conditions. Understanding, however tht sal kids space ant {acltatesareaioshp in which rendsp may ake place, Gennats would realize that rendly communication either indieates or invites automatic Friendship. One doesn thave tote a rend tobe friendly ta stranger In reationsnp-oiented cultures, sch asthose in Souther Europe tals in ‘Sout America Asia, and Arabealtres, the we o ime and social etiquette ‘ene precisely to counterbalance the formal one ofthe professional business ‘laionsip "The German businessman or engineer facing the prospect of making 3 resentation in font of Spanish audience would also be well advised to ‘Goble check morethan just isacts and igre nd language competence. Spanish managers often comment on typically overloaded German presenatons or seminars that are much oo fog forthe Spanish tetion, The German, on te other hand seldom observes that the Spanish audience isnot alla interested inthe graphics a they are in ooking at im 383 person! Do the ike in? What feeling or vibe dothey get from hi? Can hey titan henerest of buh ides? They figure he sale, [ptinothe bosom, then his peodoct must he good any way The fact of thesimpe mater tat you haveto work hard taking the Spaniard ike ou, especily business. I you succeed ins, business willaten follow utorscally. Without endestanding his undamentl diferenceinbusnes ommunication noms al he practice wil just benoit ‘Communication saivaysatwo-oay see, deste he aoundingesdeney cof many communicators to barrel dow te see wih single-minded tksermiation toward ther goa, showing ite egal forth restofthe wai Inthe way.” Acting interultral communication competency remit ‘communicafortabestareo hots onmandthe eter rela ssumpions ‘iret impact each communication behavior Ife doesn learn tobe ‘mor ski rcliral commuricar, despite athe polished grammar ‘ocabular inthe foreign language e wil allen for abu ie, ‘Sonex time Miguel Loper S.A. and Hans Miller Grbl! meet ech ‘tran he lol stage ter goal shouldbe to acquire alevelofinteealtiral ‘communication competency that enables them fo communicate across ll ‘atures lly especily in unpredictable sitions. Pacts and figures, roduc quality and technical kno how ae only one kind of vocabulary -16- ‘tsedinour mde global market. Understanding the base pte fala values ferent rom one's oa, and how these values det impactor ‘communication sets thekey to masteringaninercunyal malin encounter n.~(fg) confit cenit, lupe Interminglev. se imbina, a sesmesteca sill abltate, pricepereinderinare frustrate v.~ a zidane pune pied angle ‘overload vastus, a incren exces a mpovsrs boardroom. ~ sila de sedinje astounding.adj~ lux, gocant assumption presupnere, amare iis the flowing questions using the information from the ‘Whatmakesinerstional communication complex? How does he Gear communicaton sty ar behavior dfs the Spanish communication syle and behavior? Which of the two cultures could heeferred tos factorented and selatonship-onented? Why? (Canyou identi hercules hat nay exhibitsinilar behavior or ‘communication yl? 5. Igolate the areas of greatest difference between the German and ‘Spanish communication beavior.Can yo pret the most ily ‘Suaons of misunderstandings you canexpectto encounter in your profesional field? 6. What should people do to become effective intercultural (EL) Understanding Cutral Ditterenoes Values are the ideals society toward which he people ofthe group have an affective regard, Every culture places diferent emphasis cn taiy, love work igo, reso acedocaon Some cules le loyaly and romantic love, Other cultures emphasize independence fom fail and Ted work Sill others emphasize religion and honor inthe community.A. Individually, think of four values that are important in the ‘countries mentioned inthe chart and four values that are important In your eultare 1, Individually read the folowing list of expectations. Decide Which expectations might an American, a Spaniard, a German or @ Japanese have when communicating at am international level. In some ‘anes there maybe more han one answer. Compare your answers with (Compare your list withthe class, Answer the following questions: 1. Arede values youhave chosen describe these counties simlaror ‘ferent rom the ones chosen by you classmates? Discuss each ‘country separately. Provide argumcas for yourchoice. 2 ‘Are there any values that could be common fr all the countries ‘mentioned inthe char? What are thes? 3, Whvnfvenedoes yourommculurehave onthe way you see people Fromother cules? 4, How can you see peopl from other cltures without abiss frm your cowneultie? ‘Your reainshis wit people fom aher ears ae enhanced hen you areaware of cultural ferences. People romdifirent counties working ‘gees hae ther indvidual sie, personality and experiences, bute also Ihave cultural expectations, They expect he people to behave ecording > thei own cultural ways Forexample, in certain coltures eye contact isan important partf communication whet might be es mporantinanatet ‘cule. both parties behave according hirer rules herecan arse misunderstanding. If, onthe oe hand they enicipate adler behavior fromthe counterpart miscommunication couldte avoided, 78. Tate Kingdom the clas. possible, make alist of expectations common to all these countries. France T, Whea peoplear working roger they usually sitclose Germany tocachother Closenes indestes interest and operation. i Tf man should give a woman some physical dance United States Prysteal distance shows respet fora peson's space Your culture 3. People should invite each other to say something conersatlon, One should ask questions o remain set Sothat the ther person has achanceto say someting. “One shovld begin speaking even ifthe other person i speaking fone doesn interrupt one will never peak ‘Silence expreses disineestor boredom. ‘6 Peope often disagree with each here normal vein! opinions 77 People should give their opinions and not wait to be Aske Tes the sindvidul’ responsiblity to say what hhoorshe ele One should express disagreement caeflly. An open Sgreement cou offend orembaras someone 9. isnot polite to speak while someone else is speaking TO, People may be alent fora few seconds If hey are ‘hinking abou someting: One should respecte silence td notre 1 Ifthereisacoafit, one should uy woresolve it indirect sSothat no oneisebarased TE is imposible eave a confi wit aie directly. ea1) Serotyping A stereotype isabel that all peope ftom culture belavein acertain vay Itisan opinion based on one's ow cultural values and prejudices and ‘nlite information about the oher clare. A cultural generalizations Standard way of doing things in acatue Iti based on observation, not [rjc explains the sandal practices of acaltare but doesnot etre how every person in tht culture behaves. Cultural generalizations deserve those standards and the values tht guide those Standards. Te clr _srreralzatlons do not mean weve hater person whotives ins pariclar ult wil do business ina way that isthe generation, Read the following statements. Decide which are stereotypes (S) dnd which dre cultural generalizations (G) Cele the language that ‘makes some of the statements stereotypes. 1. _zibiansarstfish 2. inzibi git areoten presented atthe endof a negotiation, 3, Tray ake ordre days to get an appointment with Zia, 4. ZZibiansneverlet youknow wha they we thinking about. They lays try to confuse you 5. nib many bisnespeope invitee cllegues their honnes Tor dinner to tak about work. 6. __Anivingontinein ibiusally meansarivingenminutesaferthe agreed time, 7. _1n22bi nothing uns on cine. 8. “Pani ifeishaghly valued in Zi 8. “iscammonin7ibitodiscussevery deal of sn agreementbefre igning a contact 10, Initial the power ina corporation stays atthe top. You can never geta middle manager to make an independent decision, 1. _Zibians ae si, EQ) Making Appointments Across Cultures \Whentusinespenpe fiom diferentimecrenttons dobusness ogee, poblemsmay occur especially wih punctual, ince monoctronic altars ‘lepend much more on fixed schedules than do polyehrone calles, Panctualiy means tat when you seta time foran appointment orate, Sou ave ena atthe time stand 0 later ‘A. Imagine you are going 10 do business witha person from a Aliferent time orientation than yours. 1. How would youreactto the differences? 2. How would you prepare youre forthe differences in punctuality sdcedales? |B. Read the brief overviews of diferent valuing of time and say how time is valued in your country. [Never understinte the impontance of peti a German usinesscature. Amvingevenive to fien ‘inute tertham he apo ne perceived a ate {nd cold mean shaky srt 1 any potential business ‘Cations Appoints shoal be made for mosthigs trllinacvance. you mat be te for any reason ronan that you al nd notify the person who 1 ‘Alf frat least 24. iyo can tochange or cancel ‘ppeinments Be reprstooferaplsileesplaton ‘Srany delay or hang Por appoinmentsarenecesay inthe USA, Ponchuality {svery portant or tunes occasions. IF youknow tht you willbe lt, alto et your eootact know. Ifyou ate Inve frames you shou amv prompdy. Whon ted to-acocktal pay usally permissible toarrive afew ‘minutes at On ese occasions, you donot ned toca thei even you willbe 30 minutes ate Germany United Sates TH you need io do busines in Fane ensuethat you make sepeient for bot busines alsa occasions, While Yyoushouldstvetoe punta, you won be censdered Tate i'you arive ten minutes ater the scheduled time ‘Staying late a the office is common, especially for individuals in more senior positions. The best ime 0 ‘Shodulemceings esl 0am. o€3:30 pam. FranceUnited Kingdom | Appsinient sldeate ata few in = advance and, ideally, confirmed on arrival in the UK. Gating rotappeel Teco eso Stour napa pay mi ‘rng ny i and aan 3) 100 Fierce noone aly ne re i efor aonetnone mez On Aen ain npc oarveon be Gonsalves jou spud amo vet Ceci ts tte m "you want tome an appoinencat in apn, bat ne dr thaveaconnecion personal ca will mre ffcctve thn senng eer Mover ter feawesting an appintnent might gounansw Funct ntesary when cing business ere, thelapanesebeevetisrodetobe late. General, ce ours arm 195.0085 90pm Your couniry [ELA Gotan tae rae ri: vid eng pci snes is during Easter and New Years holidays. and summer school Closings as man ofthe office are being protcall deserted daring these periods “Ancrer the following questions: 1. Whtaethe similares and ferences in valuing the tme in hese cule? . 2, Whichof the counties lise above ight be considered monocrnic “rpolyeronic? Addsomemor examples of counties whose cles tentobe monochrans or polyehronic Greece, Poragal, Canada, “Australia, Sweden Spain Norway, Brasil, Denmark, Columbia, ‘Austria, Mexico. 3, Forbusinessandsocil events how lte would youave tobe before ‘you would veto apologize? Compare the examples povidedabove. <2. 4. Whardo your answerstell you abou your cular and punctuality? Doyoutinkyov arom agsrely mansoni poberone 5, In what ways diferent work shea aft business _mmunicatin elephone and fax) beeen inten companies? ‘What aresome shuns tothis communication problem” CQ) FirstName or Tite? “There are many different rations or addressing poplin the woe. some oles peopleuseeach ors fis name mediately Ine ales thefist name is only used by close fends ae fly. Andin some caltures theft name the Family name snd ie second name the given ane ‘Read the information provided below and comment on the importance of addressing people appropriately in business and social seltngs. Complete the chart withthe information from your county. Japan First names are usually reserved fr family and close fren Cee wt iniel or presing [Even if you are ona frst name basis wit a Japanese colleague, ti appropri to uses or her last name in the presence of colleagues, to avoid causing any embarrassment, Be sure to use courtesy tes such a8 "Me". "Ms ote suffix “sa anhoncefc tached 0 aperson'slasi ame, The lapancslen uc profestonal titles mthe place of ae names, san acknowledgment bofaperon ssa. You should never refert yours as “Mr Jones"forexample. Adding an honor to your Germany | Fisinames re usualy reserved for family members as ‘wells iiends andclose colleagues Moreover, inGerman business cule, isnot uncommon for colleagues who have worked together Tor years o remain cma forms lest name basis: This can reflect, onthe one hand, pronounced instutnallicrary in Gaman sat which Fequires a degree of formality much less than i, for “8.United States France United Kingdon) example, ast Asa and South Amerie, but much more So than i very casual Noth Amerceang Austral New Zealand, Again, only switchihento"Du" ithe indi Invites you todo so. fyouare ina situation where you simply ae not sure do nthesitate toaska German of ‘mara yous whats appropiate. ‘When yoo mee someone forthe ist time, wseatie and she lastname unt you are wold to do otherwise. In many eases, Americas wil sit om sing Hrs noes limstimsmodiely ds a cultural nor that fees ore casual busines se raherthanasignof intimacy. Wsimprtant understand the office herarchy and visitor shoul lear the rank ad tiles of ll members of ‘he organization. The names o businesspeople eet ‘Anerica'sdiverity If youmeet someone wide name that isaficalo pronounce or otherwise unfamiliar © You, do notte aid oak how to pronounce sor her Tn accordance with French busines proto use ist names only when invited. Use o st name his become common fercolleaguesat work. Thisises frequent when ge or postion pap is very large. Outsiers, cles, sippliesareusaly refered tos Monsieur or Madame Whenspesking French, dete vous orm ntl you are asked touse tu “Madame’ isa basic tite of courtesy Tall women, is"Monsieu”Tormen The mmedinte ue of Fstramesisinceasnly prevalent nll walks f Bash ie especially the newer ini, butyoushouldalvays ato be invited before doings UUnilthen youshouldbecarefl alow te praca Noone ended by exaggerated coremess whereas premature informality may. be. deemed Presmptuus. Asinpleandeflecive guiding pnp ordinary clrcumsances isto follow the tie given on 8 busines cad orthe one given when fest inreduced. Some professions ~ governint, tho miliary, the Chure, cademia- are sill devoted tiles denoting rank ot ost scaemicachievemencand these shou be respected but tie the realm ofthe Establichmen and arly impinges Beish business praca Your country Answer the following questions. 1. Why is it important to know about dhe traditions for addressing forcgn busines partners? Have you ever Seen called by a wrong name or hid your name pronounced inorectly? How dou fee?” What id you do? Did Sou comes the person orignore the mistake? 3, Howdoyoudares peopl in your own culture? (family fends, collegues, higher ranking managemen, Foreigners, Inabuiness mectng, a elephone conversation, ec) 44, Whatdfferenuils do you use formen, women, persona your business or social level, aboss,asecretary? 5, Dayoutse spel ies fr peopeinan organization depending on thei position oedcaton? 6. Howtdes the dro, second, middle name) ferro county tocounty Wht exactly sould be pad tendon to wher leaning how toadeessa person nacre diferent from yours? CQ cinciving ‘A. Do you think gifts playa important role inthe proces of doing busines (especaly abroad)? If ye, whet woul Be te most prepa sion woul coor for Sour partner? What wil ou ‘eSources on? 1B Following brief overviews of if ging in ifferent counties make up a lst of guidelines businesouan should consider when ‘Clecing and presenting aU. Say how gifts are presented in your county. ts.Japan United Kingdom Displays of warmth and generosity been business associates ae nt the nr in reach business cute Giving pesenssaccepable here, butexercisediseretion Don'theaverly concemed about whether yuri is too expensive or inexpensive: elec something you think the repre will appeciaeoranthing Dat refers ‘of your hss and isepresentaivea your country. French business eciquete dictates that you don't incline your business ead with gift you are invited toa French home, considera rate honor. Bring flowers, quality chocolates or liqueur tothe host, and present your git before the entenaining proceeds Ifyou deeide to bring flowers remember that chrysanthemi are for funerals redsesforlovers. Thankyou cardscan be appropiate, Particularly san expression of thnks to Your business Gift giving isan imporant part of Japanese business rocco The emphasis in Japanese business culties ‘herital of git giving. rahe than the it sell For thie reason, you may receive a git that seems too modes oF conversely, extravagant An expensive gift will nat be perceived a a bribe, The gilt shouldbe wrapped and aiedinasopping bag (osvoidonewaton an mininize ny hin a gts about o be presented. The est tie to presenta gt is toward the end ofthe visit. Before acceping aft iispliteo modesty ee atleast once ‘rtwice before finaly accepting I youreceivea gi be Sire to reciprocate Giving iftsisnota poral part of Bish busines cult ‘Theonly exception would bathe conchision of deal 0 snark he ocasion. Such tems might be gold silver ot poteelain witha suitable inscipon. The object mst be Fesaind stfu and not estrus expensive Ill ‘fen be appreciated you vite your hoster athe ou ‘wish o thank, out fora meal oo the thetrefoper. I ‘may be appropriate to send a card, pariclaly as an expression of tanks to your bisines associates ut also 'aneansof maining valuable cons Inthe unikely United States Your county vent that you yourself receive agit, youshouldbesure toveeiprocate Ifyou are invited oa Besh home, iis "andard practice bing wine, owes andor cookies foryourhoss Theumaleavesapp when giving Bowers: no ed roses whit ier eyeantemums. Presenting gi a ous ese ut itis ot expected Busnes gifs ae often presented ater he dea {sclosed. In mos situations pis are usually unwrapped Insnedtely and shown oa asembled, Inmany ese, thebes gifts are those hat come from your count. ‘When you visitahome tis notnecesary to take git, althoughitsalvays appreciated. Rowers, posted pln, ‘ora bot of wine are good gf chooes. I yousty ina US. home fora few days, apiftisapproprate. You may also write thank-you note. Taking someone out fora thea orother entrainment is another poplar i Gifs forchldenace fen hough appreciated peste, tutte into account the values ofthe parents, Answer the following questions: 1. Acconingto these examples what are some silts of gift-giving practices seross cultures? 2,.Where could misunderstanding ars between businesspeople when sivinggits? What its are appreciatedin diferent counties? ‘4. Could yourhink of gifts that shouldbe avoided?Q Smat tane Sl alk” does othavea sinc social function nacre cules Germany, Unite Sites ast doesn ey laos ented Salus Medtenaean, South Amaia, Aca an idle Baste cout A. a) Choose five topes that are of interest you and you think | ao‘ your spare tone? Would you mind ling] 5 | Wowld yo mind telling me wat oue a sudying? Ti like 1 brow > | Flite to brow where you were Bor ‘Something ele Take [> | Someting ese Pathe 0 Know i which to know te. op star you lke to ten. Notice the way te questions areasked above. The inductor phases ‘change he way the question words are asked. The direct questions ints a) hhavenow become more polit and conversational. Also notice the ue of conotions:T': you're. Tisisnormalin socal English, ') Opening Expressions Sometimes you may want additional information if you don't get ‘enough information right away or you want to extend te conversation Surther. Then you use techniques lke these? Could you tell me a bt more about.? Sorry, but dike to know some more about. Tain’ que follow what you said about. (aking for caiiaton) Sonn toprese you bur could you tlle.” (pushing fr mee inration) ‘That's interesting. Could you explain further? «) Answering Questions Before people answer. question they often use phrases lke these 1 introduce the answer. These phrases are also goad give you time ‘tw think of what to 5a: Wel ler me see Well now =90 Oh, let me think for a moment. That's an intersting question. Sometimes, though, you may want to avoid answering altogether, ‘Then you use phrases Tike these: Tmsorry: Fm not really sure Jean tell you of hand, 'm afraid nvternbly sorts Drealy don’ know Teno idea, Papa. {Lean answer that one, bu el you where you can fad out 1d rather not answer tha, i you don ma very sorry but don’ ike anewering personal question. 48) There are some situations you could easily find yourselfin while socializing. What do you san each situation? Write down your ideas ‘om the Tes provided. When you ae ate 2) Whea yu don't wantto give an answer immediatly '3) When you ask your partner to postpone he contract dealing by awe 4) When your audience wrongly interprets what you have ssi '5) When yous unableto answer question (6) When you wantto eave he room foramina 7) When yor need t leave eal.8) When yu goto your colleague's fice asking him o give you ‘some information '9) When you wish interups your partner daring the meeting, 10) When you wantan explanation ©)Role- Play [Now interview cach other, Take turns asking and answering stons Ty to develop conversation. You could use tsk) a @ Waite ora diferent siudion of your choice Find owas mach argon am aout himiher ak other inieesting questions bul remember, Be potter ‘Don't forget that ina conversation ov interview the exchange of ideas and opinions has toe wonnay ryan keep the aes? General. Rules in Socializing > Keepthe conversation postive > Keepthe conversation ight its not necesary to go ino ‘eal depts; comment mae generally ona broader range of topics than go del ino deshion on specific topic) > Becommuniativ talk aot } Becarefil aboutalkng:00 much about yourself avoid the et heavy "20-minute monologue" unless el interests shown Dotcontnucto tlk about subject when you don’ thear followup questions. Askas many questions as You answer Takecae of others talking time. ‘Add reactive words and phrases, t,o give feedback ‘Don uscas questions fr information; bealso prepared to askouto polenes. one Let's Make « Dealt ‘Thepersonyou send to nepoie acl with foreign partner could actly make or beak the deal Insore countries people with personal and social connections willbe able to get in the door faster than people with no ‘omectons. In oter counties, people with extensive technical Knowledge will make a greater impression on he osher eam than these with persona conetons. Inalmostal counties, negating inteams is more common ‘han negotiating wih only one person, ven the United State stung ore ‘oteam negotiating as US. companies realize itsadvantages. Before negotiating a businessperson shoud certainly esearch the dt, hich mightbe crucial tohisher success. ‘A. Work in groups. Each group should find information about ‘the negotiation process in one of the countries sted in ex. B. Pay fatiention tothe following questions. + Doyourpartnerstendw emphasize short-term results rong termreltonsips? + Daycuhavetabe director indrectin negotiations? ‘Does the busines protocol require constant formality and reserveinnegditios? ‘© Whatis the role of decision making power inthe business allure? Whokis the authority make the ina decision? + What is the role of women, both in business and social ‘+ What are the atts towards age, experience and educational qualifieations inthe business calle? + Whatisthe most common pretce of negotiating Grivdual ‘orteamwork)? ‘+ Iedecision- making quickorslow ?B. After researching the information each group must complet its part of the chart below to find out the most important qualities @ hegoiator should have in der to negotate successfull: Mark the ortantqualtes, Provide arguments for your choice. ‘Next, each group will share the information with the classmates. When the chart is complete decide which are the most important ‘quaiies for a negotiator in your country. rad Tapan ] Mexico rane] Garang] Spain| Your States Coan Eacaad Background Sexcnael ima goto ae Taal Kronos Sesiiy! Exprese Power and Aut Syme Pesionot ‘uhoay Flows Sunda Pessoal Conmestns Socal Competence Social Sanus Answer the following questions 1. Which county woah) youve te ast problems negotting with? 2. Whichcountry would youhave the most problems with? Why? 3. How won information like that affectyour decision of whom to choose to negotiate for your company? Give an example. 44. Doyou think you should consider the characteristic ofthe other ‘ourtzy’s negotiators when deciding whom to send? Why oF Why ot? ‘5. Ingenera, do youthink counties are changing in what ey consider {important ina negoator” Iso, wht sehangig? . Read the following descriptions of three posible people the ‘company dealing in software could send to negotiate a del abroad. Diseuss whom they should send fo what country (use the countries, listed in the char). What are the advantages and disadvantages of ‘each person? Would they have to consider sending a second person? Why or why noe? Candidate 1 Hehas been working forthe company for twenty years. He sity ve ‘yearsold Hehus seniority and eampany respec. He dees not have technical Enowledge of the software He isin the upper-level management ofthe ‘company and haste authority tomake decisions. He knows the company Poly andthe history of te company Hess very good socal sil. Candidate 2 ‘Shehas bee erking atthe company fr iv years Shei the manager of the software division She has some echnical owiedge ofthe softvare because shehas been working wit the project from the star she groduted fom Harvard University witha dere incomputer since Sheis very socal snd well mannered, Shes thirty-two years ok and she has autos to make ‘decisions 9s.Candidate 2 He anew employee who hasbeen working forthe company fortwo cam He atweny ive yean old cep and vrais eos ihe stare berth anyone ie conpanyEecae Fe cea pe selwar He abit answer thoial guson about sofers Fe Scr scan sane ep fini gute clan dai i dors Sotainay flow conpany raat fees ty sonecineran ch, being creative. my ae aa CL). Emtertining for Succesin Bosiness Nhilsitisinavsbet discus vous bnessn public mtbsines wsing cone isa burs anders ems Aa ea fala, na dor ace mitbecoro an en Sopra many tines cater Inotcing sel soaa sbouttduingte ral salen an cosne way feabahog gen ee peronl rations. People who toss olyn ark led eter at find that hey cannot make fens or suscestull condos nee ‘ebohpevened cote ‘Read the following examples and then say what afta the following examples and then say what is done in your South Korea | Dinner panies drinking and singing in Karaoke bars ‘and sometimes kaengs (nightclubs with hostesses) Praying gol ogee: Spouses ze not usualy included eee f oli chor dnerinaresaunng omnes home. Spouses rarely come song. Guess ma sxcompaniederalfeed kes ocutaalexen inner in aretourant ora ome. Spouses are ofen included, Playing git, orracquetal, Guess may be acompaniedoroffere tickets to culo spore Yourcountry | Answer the following questions: 1. What ar the similarities and differences in entertaining business ssinthe counties exemplified above? i {Stmporant enteain foreign business partes? Why’ . 7 3 Whrtieerncranngintones 2 Wat poe woud yon set emer your partners $, YaarGinofsmercning woldyou ret ifyouwereonabusness on ‘tans Practice A. Case Study 1 Responding to Stereotypes An American man tending an ntemationalrelaons banquet wassiting across oman who ooked Asian He wantedto tart conversations Ae Sake te man loudly andinvery simple Eagish, "Like food?" The man rly nodes eu ad nang iat ae perf cron ind an cea an roar winning professor of economics a nmporan oot professor mas to giea sot ak about wold ade aes ash discoson nerf Engl he profesor st dow, He tiesfakedanostohisncighborad ested uly andin very simple Engh, “ikea” amment onthe fling questions: , mete ie Aeicanave abut Aan king mi 2 How did the AsanTooking manrespondtthe stereotype? buyout the way be responded ote streatype? Why or why not? 2 Have yueve been faced with stereotypes? How have you respond! 4) withanger atthe person 1) withangeratthe stereo ©) withajoke &) Midhanexplanaion of why the sereonypeis wong )wihslence soreCase Study 2 Seriking up conversations Imagine ht you ba recently aivedina Westen county stay English ‘Yournoveint a doritry witt Western graduate stdens, Youre he oly intemationaltedenton your hall. The first day there party forall he people ving the hal Fst youaveamneetng whee alle stan’ siti ‘Teicleand inreduce themselves, and whea yousay where your fom, ape ‘theater wormensys"You shave tel sal about yur coun and ‘heater pop al gree. You ae pleased because you want toralkt people, ‘and you watt tll them about your country. Thea, when the party sas, ‘ou Waitfor peopleto come and taka you about your county, but hObOdS Somes ver toa to you Comment onthe following questions ow would you fel ints ston? 2. My doyos ink nobody somes overt ak you about your county? 3. Whatdo you think you should doinshis sation? 4 How diftclts ito make iendsif you gotoanew pace where you on’ talready have fiends or eonnections? 5, People somedimes say tat Wester friendships are “shallow”: ‘westem people tend to mike new fends quickly, but alo leave Tends behind quickly. Why do you tik dhs woul be rue? What athe avantaes and disadvantages ofthis aproachtoendship? (6, Inyyour country how and where do people go about striking up ‘coaversations wih sang? Case Study 3 ‘Theitt {recallacassic example told ome by end shout a Spanish league of hiswho sth long-ime representative in Spin of er lege snd epic ‘Genyan manufacturer of carainsOnone occasion the colleague taveld to the Geman head for a general meetng fall Europe-widerepresentaves ofthe company. Atte beginning ofthe meeting. upon seeing the general Aiecor he warmly congratulated him forthe recent birth of his son and presentdhim with git. Unsure ow be should reaettosachan unexpected psnondl gesture inbistusiness mien, mach embarased he sunbed along dacepted the olen with heating thanks and consierbe discomfort Comment on the following questions: 1 Why didi itcanseerbarassment? 2. Doyouthink both parts haved propery inthis situation? Why or wy na? 3. Why did che general manager feet awkevard in dealing with the 44. Whats therole of “isrton” in acordance withthe diferent oc ala environmen? . Whathad tobe done:oimprove the imation? B. Sitwation Read the station provided below, Which suggestions seem highly Improbable, and whichscem relatively probable? Choaseone or more Interpretation that sem relatively plusible, What would you do if this happened 0 you? Research the aypect of our ealture rete 0 Ihe opie isthe fint dy of your sues and you aregingtomeet anew American profesor Dr James Chan, Yon and your claanates ave heard that Dr anisqterusand aor ny boks Ane man apparel nhs, wlth casand sues the acne by sping "Cod ‘moming. ar James han but would preer if you woulda eal nen ‘ow do you think the students might have fel when they heard the profesor aise toads teas? "Why do youtnk Dr Chan sshisstdentso cali "Tiny "7st. seve posable reaons and hn choore several which soon mst ay. Some sample interpretations: =" Hebelcves eahers and students should weateach other asequals as muchas possible so vans te avoid use ois formal tile — Hewantstoesabish an informa atmosphere Mecngialy emigrated fom China, ut ver poadof sow being »