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Communicating and Negotiating
Across Cultures
Presenter:
Richard R. Gesteland
Global Management LLC
Business Culture: A set of expectations and assumptions
about how to do business.
Two Iron Rules of International Business:
• The business visitor is expected to understand the local culture.
• The seller is expected to understand and adapt to the buyer’s culture.
But there are over 6900 cultures in today’s global marketplace…
Patterns of Cross-Cultural Communication and Negotiating
Behavior
First: How to avoid stereotyping when we compare business cultures?
• Stereotypes are lazy ways of describing people.
• So we will refer to cultural tendencieswhen we compare international business behavior.
Cross-Cultural Communication and
Negotiating Behavior: 5 Key Variables
• Deal-Focus vs Relationship-Focus
• Direct vs Indirect Communication
• Informal vs Formal Business Behavior
• Monochronic vs Polychronic Time
• Reserved vs Expressive Communication
Comparing Deal-Focused and Relationship-Focused Business
Behavior
Deal-Focused Business Cultures:
• United States
• Nordic countries, Netherlands, Germany, Britain, Canada
• Australia/New Zealand
Moderately Deal-Focused Cultures:
• France, Belgium, Southern Europe
• Central Europe, Eastern Europe, Russia
• Hong Kong and Singapore