2001, 2004 Richard D Lewis Cross-Cultural Management SI-K
Exportcoop SEE 12 March 2015 Michael J. Gates Vice Chairman RICHARD
LEWIS COMMUNICATIONS Associate Fellow, Said Business School,
University of Oxford
Slide 2
1998, 2010 Richard D Lewis Fundamentals of Communication
Slide 3
1998, 2010 Richard D Lewis Getting to the Point
Slide 4
2001, 2004 Richard D Lewis GERMAN I dont agree
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2001, 2004 Richard D Lewis ENGLISH Hmm, thats a very
interesting idea
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2001, 2004 Richard D Lewis AMERICAN You gotta be kidding
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2001, 2004 Richard D Lewis ITALIAN Lets go and have a Campari
and talk about it tomorrow
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2001, 2004 Richard D Lewis FINN
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Arts Fashion Food Mass Media Behaviors social norms taboos The
Iceberg of Culture Communication Patterns speech styles non-verbal
communication listening habits audience expectations Values
national characteristics world views attitudes Use of Space and
Time eye contact interpersonal distance silence Culture hides more
than it reveals, and it hides most effectively from its own
participants E.T.Hall
Slide 11
2001, 2010 Richard D Lewis Homogeneous vs. Diverse Teams/Groups
Based on 1. Creating value with diverse teams in global management,
J.J. DiStefano; M.L.Maznevski, Organizational Dynamics, Vol. 29, No
1 2. Dr C. Kovachs research, UCLA
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2001, 2010 Richard D Lewis
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2001, 2004 Richard D Lewis accurate used consciously
descriptive, not evaluative modified from time to time used as a
first best guess STEREOTYPES SHOULD BE
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1998, 2011 Richard D Lewis Percentage of respondents who said
they would probably NOT lie in court
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2001, 2004 Richard D Lewis PERSONAL CORPORATE ETHNIC
GENERATIONAL RELIGIOUS CLASS GENDER REGIONAL LAYERS OF CULTURE
NATIONAL PROFESSIONAL / EDUCATIONAL
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2001, 2004 Richard D Lewis Areas of Cross Cultural
Misunderstanding 1.Values core beliefs national characteristics
attitudes and world view 2.Communication patterns speech styles
listening habits 3.Concept of time 4.Concept of space 2001 Richard
D Lewis
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2001, 2004 Richard D Lewis
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Human Mental Programming UK
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2001, 2004 Richard D Lewis Human Mental Programming
Germany
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2001, 2004 Richard D Lewis Human Mental Programming
Austria
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2001, 2012 Richard D Lewis Human Mental Programming
Slovenia
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2001, 2012 Richard D Lewis Human Mental Programming
Croatia
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2001, 2012 Richard D Lewis 2001, 2009 Richard D Lewis Human
Mental Programming Serbia
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2001, 2004 Richard D Lewis Cultural Horizons and Aristotles
Liking Principle
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2001, 2004 Richard D Lewis French USA Horizons
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2001, 2012 Richard D Lewis Cultural Categories LINEAR-ACTIVE
MULTI-ACTIVE REACTIVE
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2001, 2010 Richard D Lewis 2001, 2009 Richard D Lewis
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2001, 2004 Richard D Lewis
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2001 Richard D Lewis
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Aristotles Rhetoric LogosEthosPathos + Agora
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2001, 2004 Richard D Lewis National Communication Patterns
Italy
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2001, 2004 Richard D Lewis National Communication Patterns
Finland
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2001, 2004 Richard D Lewis National Communication Patterns
Germany
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2001, 2004 Richard D Lewis National Communication Patterns
Austria
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2001, 2004 Richard D Lewis National Communication Patterns
UK
Slide 38
2001, 2011 Richard D Lewis British Coded Speech What is
saidWhat is meant Hm.interesting idea You could say that We must
have a meeting about your idea We shall certainly consider it Im
not quite with you on that one I agree, up to a point What a stupid
suggestion I wouldnt Forget it We wont do it That is totally
unacceptable I disagree
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2001, 2004 Richard D Lewis National Communication Patterns
USA
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2001, 2010 Richard D Lewis
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2001, 2004 Richard D Lewis Listening Habits Germany
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2001, 2004 Richard D Lewis Listening Habits USA
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2001, 2004 Richard D Lewis National Communication Patterns
Slovenia
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2001, 2012 Richard D Lewis 2001, 2009 Richard D Lewis National
Communication Patterns Croatia
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2001, 2012 Richard D Lewis 2001, 2009 Richard D Lewis National
Communication Patterns Serbia
Slide 46
2001, 2010 Richard D Lewis Homogeneous vs. Diverse Teams/Groups
Based on 1. Creating value with diverse teams in global management,
J.J. DiStefano; M.L.Maznevski, Organizational Dynamics, Vol. 29, No
1 2. Dr C. Kovachs research, UCLA
Slide 47
2001, 2010 Richard D Lewis Success Factors of CREATOR teams:
1.Mapping 2.Bridging 3.Integrating
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2001, 2010 Richard D Lewis Negotiation Styles
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2001, 2011 Richard D Lewis Leadership Styles
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2001, 2012 Richard D Lewis Leadership style Austria
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2001, 2012 Richard D Lewis Leadership style Slovenia
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2001, 2012 Richard D Lewis Leadership style Serbia
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2001, 2011 Richard D Lewis Leadership Styles Russia
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2001, 2004 Richard D Lewis Trust variance
Slide 56
2001, 2004 Richard D Lewis Golden Rules for Interacting with
Linear-Active People (1) Talk and listen in equal proportions Do
one thing at a time Be polite but direct Partly conceal feelings
Use logic and rationality Interrupt only rarely Stick to facts
Concentrate on the deal Prioritise truth over diplomacy Follow
rules, regulations, laws Speech is for information
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2001, 2004 Richard D Lewis Golden Rules for Interacting with
Linear-Active People (2) Maintain word-deed correlation Complete
action chains Stay results-oriented Stick to agenda Compromise to
achieve deal Respect officialdom Respect contracts and written word
Reply quickly to written communication or e-mails Restrain body
language Look for short-term profit Be punctual
Slide 58
2001, 2004 Richard D Lewis Golden Rules for Interacting with
Multi-Active People (1) Let them talk at length Reply fully Be
prepared to do several things at once Be prepared for several
people talking at once Display feelings and emotion People and
feelings are more important than facts Interrupt when you like
Truth is flexible and situational Be diplomatic rather than direct
Speech is for opinions Be gregarious and socialising
Slide 59
2001, 2004 Richard D Lewis Golden Rules for Interacting with
Multi-Active People (2) Think aloud Complete human transactions
Digress from agenda and explore interesting ideas Seek and give
favours with key people Remain relationship-oriented Spoken word is
important Contracts may often be renegotiated Reputation is as
important as profit Overt body language and tactility Accept
unpunctuality
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2001, 2004 Richard D Lewis Golden Rules for Interacting with
Reactive People (1) Good listening is important Do not interrupt Do
not confront Do not cause anyone to lose face Do not disagree
openly Suggestions, especially criticism, must be indirect Be
ambiguous, so as to leave options open Statements are promises
Prioritise diplomacy over truth Follow rules but interpret them
flexibly Speech is to promote harmony
Slide 61
2001, 2004 Richard D Lewis Golden Rules for Interacting with
Reactive People (2) Share as much as you can Utilise networks Talk
slowly Do things at appropriate times Dont rush or pressure them
Observe fixed power distances and hierarchy Show exaggerated
respect for older people Go over things several times Face-to-face
contact is important Work hard at building trust Long term profit
is preferable Be punctual