As a company who plans on staying successful, when doing business in different countries, you have to make sure that your employees are adequately prepared for intercultural interactions. In doing so, I have put together a detailed list of answers to questions that may surface and will serve as a guideline to prepare a few selected employees for encountering different perspectives, expectations, and behaviors in another culture.
What Universal Systems are used, when communicating and negotiating in another culture such as Japan?
Japanese negotiators behave less aggressively and with little or no threats, commands and warnings, instead, they focus on positive promises, recommendations and commitments. Their polite conversational style demonstrates them using the words, “ No” and “ You” as well as more frequent silent periods.( Gale Group 1998 ) The different economic systems in the world today include capitalism, socialism, agrarianism, and barter. The United States and Japan both happen to be capitalistic, which could make the business meeting smoother going in. I is important to know how cultural systems in the United States differ from those of other cultures, this can enhance communication effectiveness when conducting business with persons of
other cultures. While these systems are universal to all cultures, some may deal with an issue in a significantly different way.( Lillian and Chaney 2007 ) This should always be considered.
How important are cultural values?
Values play an important role in communicating effectively with persons from other cultures. Values are the core of any country. They are defined as the goals, social principles, and standards which are acceptable by people of other cultures. An example is, people in various cultures have different attitudes toward women, ethical standards, and work. It is important when in management, to be aware of the values of all workers, especially since many workplaces are becoming more and more diverse. There are many values that are shared by people in the United states that are not shared by people in different cultures, it is never safe to assume values are identical.” People in the United States may claim that all persons are equal and that no person is superior to another simply because of wealth, education, or social status.”.(Lillian and Chaney 2007) Other cultures may base things on sex, race, status and or age to name a few. In the United States, directness and being straight to the point is valued, in Asia however they do not value directness, they suppress their emotions making it difficult for Americans to determine nonverbal and body language.
I don’t quite understand the nature of cultural shock, how do you cope with it?
Being able to identify the typical stages of cultural shock and learning ways to alleviate cultural shock is very important. Hate it or love it, culture shock can occur drastically if one is not prepared for the differences in other countries. It is the trauma one may experience when moving into a culture different from the home culture they may be accustomed to. Cultural shock is a communication problem that involves the frustrations of not understanding
the verbal and nonverbal communication of the culture they may be in. In his story, “In a Far Country” ,author Jack London stressed that a visitor to another culture should be prepared to acquire new customs and abandon old ideals. He suggested that sojourners (people who visit or reside temporarily in another country) should find pleasure in the unfamiliar because those who could not fit into the new culture would either return home or “die” of both psychological and physical ailments. London’s advice is still sound more than a hundred
years later (Lewis & Jungman, 1986). This is a perfect example to use in addressing this question, you must research to see the differences in the culture in which you are visiting, and prepare yourself mentally for the change. I can even encourage practicing; say for instance, certain countries such as Europe don’t use ice. I can say try not using ice for a few weeks before traveling and condition yourself so that the change won’t be or appear so drastic causing culture shock.
Language and thought, how important are they?
Very important, understanding how language affects intercultural business communication and being aware of problems associated with language diversity are a must when preparing to do business in other countries. Language construction, thought, perceptions, and culture are linked and knowing in what ways and how can prove success in doing business with other cultures. One must understand the common language if the plans are to be successful with communicating. Problems may occur when a third party, the translator or interpreter, attempts to convey both the verbal and nonverbal intent of a message. This can also possibly cause issues with getting and earning the trust and respect of possible business partners. While English is considered the language of international business, you may fit in and be able to develop rapport if you are fluent in another person’s language. Not to say this is a requirement, but it may be helpful to make sure accents that are different don’t affect the communication. Unfamiliar accents may present barriers to effective communication (Gilsdorf, 2002).An example of the differences of thought process. In the United States, women seek connections and agreement and are more cooperative in discussions. Men tend to be more individualistic and controlling in their conversations. When women and men have conversations, the men talk and interrupt women more often and focus on their topics rather than listening to the women (Tannen, 2001). This could be perceived differently in other countries, and have a person’s thoughts be muffled about this way of communication.
Social Etiquette is this a priority in many countries?
It is pretty important to be familiar with rules of etiquette that apply to communicating by telephone and electronically with persons of other cultures. Etiquette refers to manners and behavioral patterns considered acceptable in social and business situations. “Proper social behavior includes learning cultural variations in making introductions, exchanging business cards, recognizing position and status, communicating interculturally, dining practices, tipping etiquette, giving gifts, and traveling.”
For example, in one country you may or may not have to call someone by their surname first instead of their first name. Then in another, you may have to refer to a woman by her married name, and no longer her family name. Like in Latin America, when women marry, they drop their mother’s surname and add their husband’s father’s surname. Another important thing about social etiquette is the important aspect of business protocol and knowing the proper procedure for exchanging business cards. While most U.S. businesspeople carry business cards, other countries do not always exchange them when meeting unless there is a reason to contact the person later. It’s important not to get offended if someone refuses or ignores your request to to give them one, or declines it when you offer your card. What’s tradition for the U.S. may not be for all cultures. Keep that in mind, and study the country you are going in to be prepared, once again.
Because people in different cultures have their own way of identifying the classes, position and status may have an impact on the success of intercultural communication encounters. There is no standard definition of social class in other countries, in other words just because you are a big shot in the United States, you may not have the same high ranking in another country.
Business Customs, what are some examples?
In China, I will use them as an example. In an article titled “China,” author Steven Taylor shares some important business customer to keep in mind when visiting this country.
Always arrive on time or early if you are the guest. Do not discuss business at meals. Do not start to eat or drink prior to the host. As a cultural courtesy, you should taste all the dishes you are offered. Never place your chopsticks straight up in your bowl. By placing your sticks upright in your bowl your will remind your host of joss sticks which connotes death. Do not drop the chopsticks it is considered bad luck. Do not eat all of your meal. If you eat all of your meal, the Chinese will assume you did not receive enough food and are still hungry. Women do not usually drink at meals. Lastly, tipping is considered insulting, however the practice is becoming more common.(Taylor 1998)
Negotiation Strategies, what is the best practice?
When preparing to negotiate with another culture, etiquette, languages, and beliefs are of high importance, in addition to product issues cost, and terms must be considered as well. While, the negotiation site is relatively unimportant to U.S. negotiators; they are comfortable negotiating in their office, over the telephone, or in another country. In some countries, however, the location of where the negotiation will take place is of high importance to many different cultures.
(Cohen, 1998).
Negotiations in other countries can be challenging and the uncertainty of the outcome can create much anxiety, but with proper education and reading what the country you are doing business with requires, and also assuring you do it correctly, there is no reason you can’t be a successful business person, anywhere you go.
Tinzley Bradford 9/5/2009
References:
Chaney and Martin,2007, by Pearson Education, Inc.retreived on August 31
S. Taylor, (2008), China, retrieved on September 4,2009 from
http://www.cyborlink.com/besite/china.htm
Gale Group,(1998), Global Negotiations, Gale Group is a Thomson Corporation Company, retrieved on September 4,2009 from
http://www.thefreelibrary.com/Next+for+communicators%3a+global+negotiation.-a053527378
