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© Andrew L. Molinsky, 2014

Global Dexterity

Dr. Andy Molinsky Author of Global Dexterity (Harvard Business Press)

[email protected]

Global Dexterity

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The ability to adapt your behavior – smoothly and successfully – to the demands of a foreign culture, without losing yourself in the process


Easy Case of Cultural Adapta=on

3 © Andrew L. Molinsky, 2014

Easy Cases of Cultural Adapta=on


Harder Cases of Cultural Adapta=on


Vietnamese MBA Par=cipa=ng in Class

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I know parQcipaQng in the US is required to get good grades but somehow deep inside I felt like I was doing something very wrong. I was trembling, sweaQng. I just could not look at the professor or my classmates in the eyes. I felt guilty.


Indian Self-‐Promo=ng at Networking Event

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I feel that I am performing a sin, trying to become something that I am not, being arQficial and fake. I try to sell myself bragging about my abiliQes to a stranger and that feels so weird and selfish to me. It makes me feel like I am doing things to achieve my objecQves at all cost.


Three Challenges = Psychological Toll

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AuthenQcity Challenge

Resentment Challenge

Anxiety Embarrassment

Distress Guilt

Anger FrustraQon

Competence Challenge

Psychological Toll


Paradox of Global Dexterity

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To adapt your behavior, you need to be flexible. But the disrupQve feelings you experience while trying to adapt make flexibility very hard to achieve.


How to Develop Global Dexterity?


The Solu=on!


Four Step Plan

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(1) Diagnose the new cultural code

(2) IdenQfy your own personal challenges (3) Customize your behavior

(4) Make the behavior into “muscle memory”


Step 1: Diagnose the Cultural Code

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1. Directness How straighRorwardly you’re expected to communicate in this par=cular situa=on

2. Enthusiasm How much posi=ve emo=on and energy you’re expected to display

3. Formality How much deference and respect you’re expected to demonstrate

4. Asser=veness How strongly you’re expected to express your voice

5. Self-‐Promo=on How posi=vely you’re expected to speak about your accomplishments

6. Personal Disclosure How much you’re expected to reveal about yourself


Describing Achievements to Your Boss

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Enthusiasm Rela=vely High: It’s appropriate to show excitement for what you have done and accomplished.

Low: American style enthusiasm is inappropriate for such a serious and formal discussion.

Asser=veness Rela=vely High: You want to be seen as a “go-‐gefer.” You don’t want to appear weak or Qmid.

Low: American-‐style asserQveness is way too aggressive. Instead, you need to show deference and composure.

Self-‐Promo=on Rela=vely High Within reason, you are expected to promote yourself. Aher all, that’s the whole purpose of the discussion.

Low: Speaking openly about accomplishments is taboo in most situaQons, and comes across as conceited.


Four Step Plan

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Sandeep Learning to Network in US

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Sandeep’s Personal Comfort Zone

1 2 3 4 5 6 7 Low level Moderate level High level of self promoQon of self promoQon of self promoQon

American Zone of Appropriateness 1 2 3 4 5 6 7 Low level Moderate level High level of self promoQon of self promoQon of self promoQon


Sandeep and Raj

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SANDEEP RAJ

Born

Raised

Family Values

University


Raj’s Personal Comfort Zone

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Raj’s Personal Comfort Zone

1 2 3 4 5 6 7 Low level Moderate level High level of self promoQon of self promoQon of self promoQon

American Zone of Appropriateness 1 2 3 4 5 6 7 Low level Moderate level High level of self promoQon of self promoQon of self promoQon


Four Step Plan

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How People Think You Have to Adapt


The Reality of Cultural Adapta=on

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There’s a range, and you just need to find a place somewhere

in the range. © Andrew L. Molinsky, 2014

Customizing Cultural Behavior is Like Having Your Suit Tailored


Adap=ng Behavior is like being a Chef (and especially a fusion chef)


Ways to Create Cultural Fusions

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Tac=c Descrip=on

Addi=on Add extra element that makes behavior easier for you, and s=ll appropriate

Subs=tu=on Subs=tute one element for another –without disrup=ng appropriateness

Blending Create unique blend of two cultural behaviors


Cultural Fusions in the Food World

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Cardomom Crème brûlée!

Kimchi Burrito!


Less Successful Fusions


Create your own Cultural Fusion


Four Step Plan

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Step 4: Develop muscle memory


Step 4: Develop muscle memory

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•  PracQce in realisQc seings

•  Get -‐-‐ and give yourself -‐-‐ feedback


Your Overall Goal!


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Thank you!


Download - Global Dexterity - Dr.Andy Molinsky

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