Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Cross-Cultural Communication
and Negotiation
2.
3.
Chapter
Cross-Cultural Communication
and Negotiation
5.
6.
Messages
The
Japanese
Arabs
Latin Americans
Italians
English
French
North Americans
Scandinavians
Germans
Swiss Germans
Low-context/explicit
communication
cultures
Major
Variation
Interaction Focus
and Content
Cultures in Which
Characteristic It
Is Found
Indirect vs.
direct
Indirect
Direct
Implicit messages
Explicit messages
Succinct vs.
elaborate
Elaborate
High quantity of
talk
Moderate amount
of talk
Low amount of talk
Moderate uncertainty
avoidance, high context
Low uncertainty avoidance,
low context
High uncertainty
avoidance, high context
Exacting
Succinct
Major
Variation
Interaction Focus
and Content
Contextual
Focus is on the
speaker and role
relationships
Focus is on the
speaker and personal
relationships
Affective
Language is process
oriented and receiver
focused
Instrumental
Language is goal
oriented and sender
focused
Personal
Affective vs.
instrumental
Cultures in Which
Characteristic It
Is Found
10
11
12
Communication Flows
Downward communication
Transmission
Primary
Managers
feedback
The
13
Communication Epigrams
14
Matsushitas Philosophy
Table 73
Matsushitas Philosophy
Basic Business Principles
To recognize our responsibilities as industrialists, to foster progress, to
promote the general welfare of society, and to devote ourselves to the
further development of world culture.
Employees Creed
Progress and development can be realized only through the combined
efforts and cooperation of each member of the Company. Each of us,
therefore, shall keep this idea constantly in mind as we devote ourselves
to the continuous improvement of our Company.
15
Matsushitas Philosophy
Table 73
Matsushitas Philosophy
The Seven Spiritual Values
1. National service through industry
2. Fairness
3. Harmony and cooperation
4. Struggle for betterment
5. Courtesy and humility
6. Adjustment and assimilation
7. Gratitude
16
Communication Barriers
Language barriers
Cultural barriers
Since most of the world uses the metric system, be sure to include
converted weights and measures in all internal and external
communications.
17
Communication Barriers
Language barriers
Cultural barriers
18
Nonverbal Communication
Nonverbal communication
The
Kinesics
The
Eye contact
Posture
Gestures
Chromatics
The
19
Nonverbal Communication
Proxemics
The
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Intimate distance
Personal distance
18
Social distance
Public distance
Adapted from Figure 73: Personal Space Categories for Those in the United States
18 to 4
4 to 8
8 to 10
21
Nonverbal Communication
Chronemics
Monochronic
time schedule
Polychronic
time schedules
22
Achieving Communication
Effectiveness
Improve feedback systems
Two
Language training
Cultural training
Flexibility and cooperation
23
24
25
26
Impersonal
Impersonal
Relationship
RelationshipBuilding
Building
27
Planning
Planning
Impersonal
Impersonal
Relationship
RelationshipBuilding
Building
Exchanging
ExchangingTaskTaskRelated
RelatedInformation
Information
28
Planning
Planning
Impersonal
Impersonal
Relationship
RelationshipBuilding
Building
Exchanging
ExchangingTaskTaskRelated
RelatedInformation
Information
Persuasion
Persuasion
29
Planning
Planning
Impersonal
Impersonal
Relationship
RelationshipBuilding
Building
Exchanging
ExchangingTaskTaskRelated
RelatedInformation
Information
Persuasion
Persuasion
Agreement
Agreement
30
images.
4. Do not assume that all aspects of the culture are equally significant.
5. Recognize that norms for interactions involving outsiders may differ
31
Negotiation Tactics
Location
Time limits
Buyer-seller relations
Bargaining behaviors
Use
of extreme behaviors
Promises,
Nonverbal
behaviors
32
Adapted from Table 7-10: Culture-Specific Characteristics Needed by International Managers for Effective Negotiations
33
Adapted from Table 7-10: Culture-Specific Characteristics Needed by International Managers for Effective Negotiations
34
Case
Wal-Marts Japan Strategy (p. 227)