How to connect with people across borders? Fundamental of Hofstede's method

The Expert in Intercultural Management and Organisational Culture

How to help people To connect across borders ?


Programme •  What is culture? •  Prof Geert HOFSTEDE story? •  What are his findings?

•  Q&A

•  My request : Do you think I can “blend” the NVC with this tool,

to help managers to better communication cross border?

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« We don’t see others as they are, we see them as we are » Anaïs Nin (1903 – 1977)


Universal level

Inherited

Human nature

Collective level

Learned National culture

Corporate culture

Individual level

Inherited + learned

Culture & personality

Human being constitution


Symbols

Hero's

Rituals

Values

To understand a national culture, we must go beyond the visible layers of culture

experiences


Symbols Heroes

Values / Dimensions

VALUES: The implicit part of culture…

Symbols Hero’s

Rituals


The 4D / 5D / 6D Model©

Professor Geert Hofstede

Starting point : IBM Surveys 1967 to 1979 •  116.000 questionnaires, 72 countries, 20 languages

•  4 dimensions

Continuing researches up to now •  Over 60 repeated surveys, confirmed the values

•  + 2 dimensions


The 5D model A navigation tool which explains cultural differences between countries through 5 dimensions

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RELATIONSHIP TO POWER PDI

RELATIONSHIP TO THE GROUP IDV

MOTIVATION ROOTS MAS

RELATIONSHIP TO UNCERTAINTY UAI

RELATIONSHIP TO TIME LTO

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The 5D model A navigation tool which explains cultural differences between countries through 5 dimensions

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RELATIONSHIP TO TIME PRA


PDI Power Distance Index

The extend to which the less powerful members of society accept that power is distributed unequally


PDI (Relationship to power) Illustrations









PDI (Relationship to power) Scores

France 68

US 40

UK Costa Rica

35

Spain 57

Arab Emirates

90 Israel 13

Russia 93

Japan 54

New Zealand 22

India 77

Medium area Extreme area

0 100 75 50 25

EGALITARIAN countries HIERARCHICAL countries

China 80

Extreme area

Italy 50

Norway 31

Belgium 65


PDI (Relationship to power) The impacts of dimension 1 in your daily work

PAYS EGALITAIRES

0 100 50

EGALITARIAN countries HIERARCHICAL countries

COMMUNICATION

INFORMATION FLOW

DECISION MAKING

DELEGATION

TAKING INITIATIVES

CONTROL

Directe

Fluid

Decentralized

Natural

Encouraged

Disliked

Indirecte

Selective

Centralized

Under control

Sanctioned

Expected


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© The 5D model A navigation tool which explains cultural differences







IDV(The relationship to the group) Definitions

Collectivism : People belong to in-‐groups or collectivities which are supposed to look after them in exchange for loyalty. Individualism : People are supposed to look after themselves and their immediate family only. No group is supposed to intervene in individuals’ choices.


Individualism China (PDI 80 / IDV 20)


IDV (Relationship to the group) Illustrations : extremes coexist


IDV : example Another side of collectivism…


IDV(The relationship to the group) KEY IDEAS

COLLECTIVIST countries INDIVIDUALISTIC countries 0 100 50

« We » consciousness

Limited private life

Group opinion prevails

Preference for harmony

Loss of face (shame)

« I » consciousness

Private life is respected

Personal opinion prevails

Preference for freedom

Loss of self-‐respect (guilt)

Relationships before task Task before relationships


IDV(Relationship to the group) Scores

US 91

UK 89

India 48

Costa Rica 15

Russia 39

Japan 46

Arab Emirats 25

0 100 75 50 25

COLLECTIVIST countries INDIVIDUALISTIC countries

China 20

Belgium 75

Norway 69

New Zealand

79

Canada 80

Medium area Extreme area Extreme area


IDV (Relationship to the group) The impacts of dimension 2 of your daily work

PAYS EGALITAIRES

0 100 50

COLLECTIVIST countries INDIVIDUALISTIC countries

COMMUNICATION STYLE

RELATIONSHIP IMPORTANCE

RELATIONSHIP based on…

RECOGNITION

NEGOTIATION

Implicit

Priority

Trust

Collective

Explicit

Secondary

Individual interest

Personalized

What we offer! Who offers it!


IDV (Relationship to the group) Individualists represents 15% of population

0-‐25 26-‐45 46-‐55 56-‐75 76-‐100


IDV (Relationship to the group) Concept of solidarity

0-‐25 26-‐45 46-‐55 56-‐75 76-‐100

GUANXI

UBUNTU

OUMMA KEIRETHSU

CHAEBOL CLAN


Collectivism : bribery is not a sin, it is a illustration of connections


Let’ start to combine dimensions….

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EGALITARIAN INDIVIDUALISTIC

HIERARCHICAL INDIVIDUALISTIC

EGALITARIAN COLLECTIVIST

HIERARCHICAL COLLECTIVIST

INDIA

FRANCE

NETHERLANDS

U.K.

JAPAN

COSTA RICA

US

GERMANY

CHINA RUSSIA

AEM

SPAIN POLAND

FINLAND

PAKISTAN

BELGIUM


Charles de Gaulle (1890 – 1970)

« Every French person wants to benefit from one or several privileges. It’s his way to claim his passion for equality»

Let’ start to combine dimensions….


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MAS (Motivation roots) Definitions MASCULINE societies : The dominant values in society are achievement, success and material goods. FEMININE societies : The dominant values in society are consensual approach, caring for others and quality of life.

Perceptions assertiveness – discretion

arrogance - weakness


MAS (Motivation’s roots) Scores

Belgium

54 US 62

Venezuela 73

Netherlands 14

Norway 8

Russia 36

Japan 95

UK Germany China 66

New Zealand 58

Spain 42

0 100 75 50 25

FEMININE countries MASCULINE countries


Italy 70

Costa Rica 21


MAS (Motivation roots) KEY IDEAS

FEMININE countries MASCULINE countries 0 100 50

Assertive behavior Modest behavior

Work in order to live Live in order to work

Concensus first Decision first

Sympathy for the unfortunate Admiration for success

Do your best Be the best.

Quality of life Perfomance ambition


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UAI(Relationship to uncertainty) Definition

The extent to which people feel threatened by uncertainty and ambiguity and try to avoid such situations or try to control them


UAI(Relationship to uncertainty) Scores

Costa Rica 86

US 46

Germany 65

UK 35

Sweden 29

Belgium 94

Japan 92

Singapore 8

Italy 75 India

40

0 100 75 50 25

RELAXED countries ANXIOUS countries

China 30

Finland 59


Arab Emirates

80 Norway

N-‐Zealand 50


UAI (Relationship to uncertainty) Illustration : Japan 92


EMPIRICISTS

John Locke

Charles Darwin

Francis Bacon

Descartes

Kant

Spinoza

UAI (Relationship to uncertainty) Illustration : 2 ways of seeing the world

Observe & try RATIONALISTS

Think & analyse


UAI(Relationship to uncertainty) KEY IDEAS

RELAXED countries ANXIOUS countries 0 100 50

Fewer worries / health & worries

Emotions are contained

Competition is natural

Failure is natural

Flexibility & newness

Few rules

More worries / health & money

Emotions are expressed

Competition is worrying

Failure scares

Toughness & continuity

Emotional need for rules


UAI The concept of failure

RELAXED countries ANXIOUS countries 0 100 50

Identify the person with the action

“I am what I do ” “I am my work “ “I am my offer “

“ I am my company”

Disconnect the person and the action

“I am who I am,

and what I did is my work”


UAI (Relationship to uncertainty) The impacts of dimension 4 of your daily work

PAYS EGALITAIRES

0 100 50

RELAXED countries ANXIOUS countries

PROJECT PREPARATION

EXPERTISE

CHANGE

INNOVATION

RISK TAKING

Action first

Nice to have

Accepted

Natural

Favored

Reflexion first

Essential

Feared

Forced

Controlled


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A little experience

Long Term Orientation (“LTO”)

Try the fill the missing words My future will start ___________ My present starts ___________ My pass started ____________


LTO (Relationship to time) Scores

Spain 19

Italy 34

U.S. 29

India 61

Norway 44

0 100 75 50 25

SHORT term countries LONG term countries

China 118


Japan Vietnam

80

U.K. 25

New Zealand 30

Belgium 38


Life cycle

Long Term Orientation (“LTO”)

The extent to which society exhibits a pragmatic future orientated perspective rather than a normative historic or near term point of view


LTO (Long Term Orientation) Key IDEAS

L

If A is true, B is not A & B can be true

Matter & spirit integrated

SHORT term countries LONG term countries 0 100 50

Absolute truth

Conventional/traditional

Concern for stability

Quick results expected

Many truths

Pragmatic

Acceptance of change

Perseverance

Matter & spirit separated


PAYS EGALITAIRES

0 100 50

SHORT term countries LONG term countries

Lo

MAIN CONCERN

WORK VALUES

FOCUS

PROFIT

LOYALTY DEPENDS

NEGOTIATION

LTO (Long Term Orientation) in Business

Demand of virtue

Learn, be honest, adapt

Market position

10 years profit

On guanxy, etc..

Possessing the truth

This quarter profit

On bottom line

Freedom/right/achievement

On business needs

Sequential vision Global vision


Symbol of « struggle for life » Illustration : GAMES

SHORT term countries Long term countries 0 100 50

Holistic view


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How to use the model?

POWER PDI 40

INDIVIDUALISM IDV 91

MASCULINITY MAS 62

UNCERTAINTY UAI 46

TIME LTO 29

35

15

21

86

--

54

46

95

92

80

U.S. COS INDIA

77

48

56

40

61

31

69

8

50

44

JPN NOR


Thanks for your attention

All Country values on my blog www.cultureclash.co

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Jean-Pierre Coene [email protected] + 32 475 42 16 29

THIS PRESENTION IS AVAILABLE ON www.slideshare.net

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How to connect with people across borders? Fundamental of Hofstede's method