Topic 6

Cross-Cultural Communication
and Negotiation
The Overall Communication Process

Communication
The process of transferring meanings from sender
to receiver.

On the surface this appears straightforward

However, a great many problems can result in

the failure to transfer meanings correctly,
especially in international management.

2
 Verbal Communication Styles

Context
Information that surrounds a communication and
helps convey the message.

high-context societies
Japan, many Arab countries

low context societies

U.S. and Canada

3
Explicit and Implicit Communication
An International Comparison

4
Major Characteristics of
Verbal Styles

5
 Verbal Communication Styles

Indirect and Direct Styles

High-context cultures (indirect): messages
implicit and indirect; voice intonation, timing, facial
expressions play important roles in conveying
information

Low-context cultures (direct): people often meet

only to accomplish objectives; tend to be direct and
focused in communications

6
Verbal Communication Styles

Elaborating style
Exacting style
Succinct style

7
 Verbal Communication Styles

Contextual and Personal Styles

Contextual style focuses on the speaker and the
relationship of parties

Personal style focuses on the speaker and the

reduction of barriers between parties

8
Verbal Communication Styles

Affective and Instrumental Styles

Affective style is characterized by language requiring the
listener to note what is said and to observe how the message
is presented

Instrumental style is goal oriented, and focuses on the sender

who clearly lets the other know what she wants the other to
know

9
 Communication Flows

Downward Communication
Transmission of information from manager to
subordinate.

Upward Communication
Transfer of meaning from subordinate to superior.

10
 Communication Barriers
(1) Language
(2) Perception
(3) Culture
(4) Nonverbal communication

12
 The Impact of Culture
Nonverbal Communication
Nonverbal communication
The transfer of meaning through means such as body
language and use of physical space.

Chromatics
Kinesics

13
 Communication 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 what we think

14
 Nonverbal Communication

Proxemics
Study of the way people use physical space to convey
messages.
Intimate distance used for very confidential
communications
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

15
Personal Space Categories
for Those in the U.S.

16
 Nonverbal Communication

Chronemics
The way time is used in a culture.

Two types
1. Monochronic time schedule
2. Polychronic time schedule

17
 Achieving Communication
Effectiveness
Improve feedback systems
Provide language training
Provide cultural training
Flexibility and cooperation

18
 Managing Cross Cultural
Negotiations
Negotiation
The process of bargaining with one more parties
at arrive at solution acceptable to all.

Two types of negotiation

1. Distributive negotiation
2. Integrative negotiation

19
 Negotiation Styles from a
Cross-Cultural Perspective

20
 The Negotiation Process

1. Planning
2. Interpersonal relationship building
3. Exchanging task related information
4. Persuasion
5. Agreement

21
 Cultural Differences
Affecting Negotiations
When negotiating
1. Dont identify the counterparts home culture too
quickly; common cues such as accent may be
unreliable.
2. Beware of Western bias toward doing. Ways of
being, feeling, thinking, and talking can shape
relationships more powerfully than doing.
3. Counteract the tendency to formulate simple,
consistent, stable images.
4. Dont assume all aspects of culture are equally
significant.
5. Recognize that norms for interactions involving
outsiders may differ from those for interactions
between compatriots.
6. Dont overestimate familiarity with counterparts 22
culture.
 Negotiation Tactics

Location
Time limits
Buyer-seller relationship
Bargaining behaviors

23