cross cultural comm. n negotiation

7/28/2019 Cross Cultural Comm. n Negotiation

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Cross-Cultural Communication

and Negotiation


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Verbal Communication Styles

Context is information that surrounds acommunication and helps convey the message

Context plays a key role in explaining many

communication differences Messages often highly coded and implicit in

high-context society (e.g., Japan, many Arabcountries)

Messages often explicit and speaker saysprecisely what s/he means in low contextsociety (e.g., U.S. and Canada)


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Elaborate and Succinct Styles

Three degrees of communication quantity

elaborating,exacting, succinct

Elaborating style most popular in high- context cultureswith moderate degree of uncertainty avoidance

Exacting style focuses on precision and use of rightamount of words to convey message; more common inlow-context, low-uncertainty-avoidance cultures

Succinct style more common in high-context cultures

with considerable uncertainty avoidance where peoplesay few words and allow understatements, pauses, andsilence to convey meaning.


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Contextual and Personal Styles Contextual style focuses on speaker and

relationship of parties; often associated with high

power distance, collective, high-context cultures Personal style focuses on speaker and reduction

of barriers between parties; more popular in low-

power-distance, individualistic, low-context

cultures


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Verbal Communication Styles Affective and Instrumental Styles

Affective style common in collective, high-contextcultures; characterized by language requiring listener

to note what is said/observe how message is

presented; meaning often nonverbal; requires

receiver to use intuitive skills to decipher message Instrumental style: goal oriented, focuses on sender

who clearly lets other know what s/he wants other to

know; more commonly found in individualistic, low-

context cultures


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Communication Epigrams


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Communication Barriers

Language barriers

Cultural barriers

Be careful not to use generalized statements about

benefits, compensation, pay cycles, holidays, policies inworldwide communication

Most of world uses metric system so include converted

weights and measures in all communications

Even in English-speaking countries, words may havedifferent meanings.


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Communication Barriers

(continued)

Cultural barriers (continued)

Letterhead and paper sizes differ worldwide

Dollars arent unique to U.S. Also Australian,

Bermudian, Canadian, Hong Kong, Taiwanese, and

New Zealand dollars. Clarify which dollar.


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Perceptual Barriers

Perception: a persons view of reality

Advertising Messages: countless advertising

blunders when words are misinterpreted by

others

How others see us: May be different than we

think


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Nonverbal CommunicationTransfer of meaning through means such as body

language and use of physical space Chromatics

Use of color to communicate messages

Kinesics

Study of communication through bodymovement and facial expression

Eye contact

PostureGestures


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Nonverbal Communication Proxemics

Study of way people use physical space to conveymessages

Intimate distance used for very confidentialcommunications

Personal distance used for talking with family/close

friends Social distance used to handle most business

transactions

Public distance used when calling across room or

giving talk to group


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Nonverbal Communication

Chronemics: the way time is used in a culture.

two types:

Monochronic time schedule: things done in linear

fashion

Polychronic time schedule: people do several

things at same time and place higher value on

personal involvement than on getting things doneon time


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Communication Effectiveness

Improve feedback systems

Two basic types of feedback systems

between home office and affiliates

Personal (e.g., face-to-face meetings, telephoneconversations and personalized e-mail)

Impersonal (e.g., reports, budgets, and plans)

Language training Cultural training

Flexibility and cooperation


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Managing Cross Cultural Negotiations

Negotiation: Process of bargaining with one or

more parties to arrive at solution acceptable

to all

Two types of negotiation:

Distributive when two parties with opposing goals

compete over set value

Integrative when two groups integrate interests,create value, invest in the agreement (win-win

scenario)


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Managing Cross-Cultural Negotiations

Negotiation: The process of bargaining with

one or more parties to arrive at a solutionthat is acceptable to all


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Steps of the Negotiation Process:

1. Planning

2. Interpersonal relationship building

3. Exchange of task related information4. Persuasion

5. Agreement


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1. identify the objectives negotiatorswould like to attain and explore the

possible options for reaching these

objectives

2. Set limits on single-point objectives

3. Divide issues into short- and long-

term considerations and decide how

to handle each

4. Determine the sequence in which to

discuss the various issues

Planning


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Negotiation: The process of bargaining with one or more

parties to arrive at a solution that is acceptable to all

Get to know the people on the other

side

Feeling out period is

characterized by the desire to

identify those who are reasonable

and those who are not

Planning

Impersonal

Relationship

Building


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Each group sets forth its position

on the critical issues

These positions often change later

in the negotiations

Participants try to find out what the

other party wants to attain andwhat it is willing to give up

Planning

Impersonal

Relationship Building

Exchanging

Task-Related

Information


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Success of the persuasion step

depends on

How well the parties understand

each others position

The ability of each to identifyareas of similarity and differences

The ability to create new options

The willingness to work toward a

mutually acceptable solution

Planning

Impersonal


Exchanging Task-Related Information

Persuasion


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Planning

Impersonal


Exchanging Task-

Related Information

PersuasionAgreement

Grant concessions and hammer out a

final agreement

This phase may be carried out

piecemeal, and concessions and

agreements may be made on issues

one at a time.

cross cultural comm. n negotiation

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