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Global Real Estate:Local Markets
Chapter 3: Cultural Literacy for Business
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In This Chapter
• Cross cultural business skills• Generalizations and stereotypes • High context/low context cultures
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Generalizations, Expectations, Stereotypes
• Generalizations allow revision of opinions and responses
• Stereotypes interfere with treating people as individuals
• Cultural learning can work both ways• Adapt your outlook and behavior• You don’t have to change who you are or
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High Context/Low Context
High Context• Formality, face-saving,
relationships, slow pace
• Asia/Pacific, Russia, Middle East, Central and South America, Southern Europe, Africa
Low Context• Informality, direct
communication, results, fast pace, punctuality
• USA, Canada, Northern Europe, Australia, New Zealand, South Africa
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Cross-Cultural Business Skills
How can you: •Be sure your behavior is appropriate?•Project a positive attitude?•Adjust to the need for high- or low-context interactions?
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Do’s and Don’ts
• Save face• Talk less, listen more• Relationships first• Formal, slow pace• Punctuality• Attorneys in the background• Contract—end or beginning?
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Do’s and Don’ts
• Respect for hierarchy• Business card etiquette• Family matters are private• Practice with interpreters• Double check software translations• Observe nonverbal signals• Common sense
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Non-verbal Red Flags
• Re-adjusting distance• Averting eye contact• Scowling, frowning• Inappropriate laughter• Covering the face• Silence, no questions• Displaying impatience
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Behaviors to Avoid
• Hands in pockets or on hips
• Intense, prolonged eye contact
• Crossing legs• Showing the soles of
feet or shoes • Pointing or touching
with the foot
• Fleeing or invading personal space
• Initiating any physical contact
• Showing impatience• Pointing or beckoning
with the fingers• Hand gestures
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Negotiations and Decision Making
• Win-win or win-lose?• Consensus, committee, or hierarchy?• Accept and adapt to the client’s practices• Follow up in writing
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Gender Issues
• Cultures that strictly separate sexes may have difficulty adjusting
• Be deferential to women even if their own culture is less so
• Include the spouse or other colleagues in invitations to male clients or colleagues
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Religious Traditions
• Fundamental to cultural identity, norms, traditions
• Learn about others’ beliefs and traditions
• You don’t have to change your own beliefs and traditions
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Active Listening• Facilitates cross-
cultural communication
• Ask open-ended questions
• Invite listeners to explain understanding
• The conversation IS the message
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Active Listening Skills
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Exercise: Where in the World Is…?
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Key Point Key Point ReviewReview