Directness of communication

The purpose of this reading is to introduce you to the basics of direct and
indirect communication within an intercultural business context. Most cultures
have both methods of communication; however, when in an intercultural setting,
problems can occur when one person is using a direct style and the other person
is using an indirect one. When that occurs, the direct communicator, the person
using a direct style of speech, may think that the indirect communicator, the
person using an indirect style of speech, is too unfocussed or vague. Whereas the
indirect communicator may feel that the other person is rude. This is especially
important in a business context when a business deal or pitch may be on the line.
Therefore, it is important that business people communicating across different
cultures understand the subtleties of communications styles and how they are
influenced by cultural norms and context. Developing that kind of understanding
can help avoid uncomfortable situations and make your intercultural
communication more positive.

Before we begin discussing the differences between direct and indirect

communication styles, it is important to look at what each communication
method separately.

An indirect communication method usually involves metaphors, insinuations,

innuendos, hints, and irony. Using this communication style means that much is
understood from what is not said, by what is implied or hinted at, and direct
confrontation is usually avoided to maintain harmony. Generally, indirect
communications methods are used in cultures where inclusiveness and
collaboration are highly valued. Common linguistic features of indirect
communication include the pronouns “we” and “us”, the use of modal verbs, such
as “could”, “might”, and “may” or modalizers, such as “perhaps, and “maybe”.
Consider this example:

John: It’s a little stuffy in here. We could use some fresh air. Perhaps,
opening the window would help.

In this example, John’s suggestion is politely hinting that he is uncomfortable and

hot and that he would like someone to open the window to let in fresh air. He is
avoiding being too confrontational or direct by using the inclusive pronoun ‘we’,
as well as modals ‘could’ and ‘would’ and the modalizer ‘perhaps’ to indirectly
signal his discomfort.

Cultures that use indirect communication methods tend to focus on relationships

and are concerned with social harmony. Communication is usually personal and
conflict is often dealt with indirectly. This is the case both in and out of business
communications.

A direct communication method usually involves concise and straightforward

language. The goal with a direct approach to communicating is to state the main
point clearly and not digress. Generally speaking, directness and expression of
personal opinions are valued in an individualistic culture. Cultures that value
direct communication methods tend to place value on autonomy, honesty and
being straightforward. Direct communicators often use egocentric pronouns, like
“I” and “me” and do not often use modal verbs, such as “could”, “might”, and
“may” or modalizers, such as “perhaps, and “maybe”. Consider this example:

John: I’m hot. Please open the window.

In this example, the message is clear. You know John is hot and that he would like
you to open the window. Though he is still being polite by using ‘Please’ before
his request, there is little subtlety about his communication style!

Cultures that use direct communication methods tend to focus on accomplishing

a task and communicators usually deliver their message by using a few clear
words. The meaning is obvious and the communication tends to be impersonal. It
is also normal to deal with conflict head on and face to face.

The following diagram illustrates which countries are considered to be direct or

indirect communication cultures.

Direct Communication Cultures

Germany

Netherlands

Eastern Europe

Scandinavia

United States

United Kingdom

France

Canada

Middle East

Latin America

Southeast Asia

Japan

Indirect Communication Cultures

So how do you know when to use direct or indirect communication? Well, there
is no real simple answer to this because there are many factors to consider. But
there are some guidelines available.

Context is especially very important when considering the use of direct or

indirect communication. When you order food at a restaurant, you would most
likely speak directly and say some like, “I would like to have some wonton
noodles please.” It would not make much sense to speak indirectly in this
context.

Knowing a little about the culture of the people you plan to communicate can
also help. Edward T. Hall explains in his book, Hidden Differences: Studies in
International Communication that cultural contexts also play a role in
determining the use of direct or indirect communication methods. Hall
developed the concepts of high-context culture and low-context culture. These
concepts help explain the social expectations that determine communication in a
given cultural context.

In a high-context culture, value is placed on relationships and there are often

unspoken rules that everyone understands. As a result, high-context
communication tends to be more indirect and relies on the listeners to
understand the meaning of what is said. High-context cultures are often found in
Asia, the Middle East, South America, and Africa.

Whereas, in a low-context culture, people compartmentalize their relationships

and one cannot assume that another knows the social rules associated with their
context. And, as a result, low-context communication tends to be more direct.
Examples of these low-context cultures can be found in Western Europe and
North America.

Regardless of whether you are from a high-context or low-context culture, it is

important to understand the styles of both to ensure good communication in an
intercultural setting. By using Hall’s concepts and by understanding the context
in which the communication is taking place can assist you in determining
whether direct or indirect communication is needed or appreciated. Perhaps, a
situation calls for the participants to learn how to observe carefully and pick up
on subtleties spoken by others. Or, the situation may require everyone to be
precise in their language use and the context calls for a direct style of
communication.