Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
Presented by:
Prof. Youcef Hdouch
Ibn Tofail University
yhdouch@yahoo.com
Riddle 1
Culture X
Death of a relative is an event that
business associates are expected to view
as significant to the family members;
Culture Y
This is a private affair, but something that
should not affect work.
Riddle 2
Outline
I. Culture: Definition
II.Types of Cultures: Low /HighContext
III. High vs. Low Context Communication
IV. Forms of Verbal Interactions
V. Verbal Communication Styles and Cultural Types
VI. Areas of Nonverbal Communication
VII. Why is Cross-Cultural Communication important?
VIII. Examples of Intercultural Communication:
Negotiation
A-Negotiators from polychronic cultures
B- Negotiators from monochronic cultures
C-Dimensions of difference across national cultures
D-Cross-cultural Negotiations: U.S vs. Nigeria
IX. Conclusion
I. Culture : Definition
. It is the software of the mind. It is
what enables us to process information in
various specific applications.
It is the collective programming of the mind
which distinguishes the members of one
group or category of people from another.
Hofstede
(1993)
Japanese
Arab
African
Korean
Chinese
Greek Spanish
Italian
English
North American
Swiss
German
High-context
cultures
Long-lasting
relationships
Exploiting context
Spoken
agreements
Insiders and
outsiders clearly
distinguished
Low-context cultures
Shorter relationships
Less dependent on
context
Written agreements
Insiders and outsiders
less clearly
distinguished
Cultural patterns
change faster
Cultural Classification-Hall
U.S.
Germany
Asia
Latin America
Middle East
Sub-saharan Africa
Low-context in business
Business
before
friendship
Credibility through
expertise & performance
Agreements by legal
contract
Negotiations efficient
High-context in business
No
business without
friendship
Credibility through
relationships
Agreements founded
on trust
Negotiations slow &
ritualistic
Repartee - Conversation in
which parties take turns
speaking/listening for short
periods. (US, British)
Verbal dueling - Like
gamesmanship; purpose is to
see who can gain dominance in
a friendly debate. (Russia)
Intercultural Business
Communication, 4th ed.,
Chaney & Martin
Intercultural Business
Communication, 4th ed.,
Chaney & Martin
Direct style
Indirect style
Instrumental style
Affective style
Exacting style
Elaborate style
Succinct style
Person-centered
style
Role-centered style
Chronemics (time)
Proxemics (space)
Oculesics (gaze/eye contact)
Olfactics (smell)
Haptics (touch)
Kinesics (body language)
Chromatics (color)
Silence
Intercultural Business
Communication, 4th ed.,
Chaney & Martin
Time (Chronemics)
Attitudes toward time vary from
culture to culture.
Countries that follow monochronic
time perform only one major
activity at a time (U.S., England,
Switzerland, Germany).
Countries that follow polychronic
time work on several activities
simultaneously (Latin America, the
Mediterranean, the Arabs, Africans).
Intercultural Business
Communication, 4th ed.,
Chaney & Martin
Cultural Differences in
Attitudes Toward Time
U.S. persons are very time conscious
and value punctuality.
Tardiness also conveys that the person
is not well organized.
Germans and Swiss people are even
more time conscious.
In Africa, punctuality is not widely
regarded.
Intercultural Business
Communication, 4th ed.,
Chaney & Martin
Space (proxemics)
High context
* Executive offices
shared and open to
all
* May have several
people in their office
at one time
* Stand close to each
other in business
conversations and
may be offended if
someone moves
away
Low context
* Executive offices
separated and access
controlled
* Expect to meet with
one person alone and
not have others
lingering about
* Set boundaries and
will be uncomfortable
if someone moves too
close
Business Opportunities
Job Opportunities
Improves the contribution of employees in a diverse
workforce
Sharing of views and ideas
Talent improvisation
An understanding of diverse market
Increased Selfawareness
One of the most important reasons
for studying intercultural
communication is that it increases
our awareness of our own culture
our cultural identity and cultural
background. And it helps us avoid
ethnocentrism.
Ethnocentrism
is a tendency to
think our own culture is superior to
Creative Problem
Solving
According
Small
Synergistic
Power Distance
Orientation towards
authority
High
Low
Malaysia
Arab Countries,
Sub-Saharan Africa
Mexico
India
France
Italy
Japan
Spain
Argentina
US
Germany
UK
Denmark
36
Power Distance
High
hierarchical structures,
clear authority figures, and
the right to use power with
discretion
Low
shared authority,
Uncertainty Avoidance
Weak uncertainty
avoidance
-Uncertainty: normal feature
of life and each day is
accepted as it comes
-Low stress subjective
feeling of well-being
-Aggression and emotions
must not be shown
-Comfortable in ambiguous
situations and with unfamiliar
risk
-There should not be more
rules than necessary
-Precision and punctuality
have to be learned
-Tolerance to innovation
-Motivation by achievement
-Uncertainty: A continuous
threat that must be fought.
High stress subjective
feeling of anxiety
-Aggression and emotions
may be shown at proper
times
-Fear of ambiguous
situations and of unfamiliar
risk
-Emotional need for rules,
even if they never work
-Precision and punctuality
come naturally
-Resistance to innovation
-Motivation by security
38
Uncertainty Avoidance
Desire for
stability
High
Low
Greece
Japan
France
Korea
Arab Countries
Sub-saharan
Africa
Germany
Australia
Canada
US
UK
India
Denmark
Singapore
39
Individualism
Low individualism
High individualism
High-context communication
Low-context communication
Diplomas increase
economic worth and/or selfrespect
40
Individualism
Hig
h
Australia
US
UK
Canada
France
Germany
Spain
Japan
Mexico
Italy
Korea
Singapore
Lo
w
41
Masculinity
Low masculinity
High
masculinity
Stress on equity,
competition among
colleagues and
performance
42
Masculinity
High
Japan
Mexico
Germany
UK
US
Arabia
France
Korea
Portugal
Denmark
Sweden
Lo
w
43
D-Cross-cultural
Negotiations
Distributive or Integrative
Task or Relationship
Selection of Negotiators
Abilities or Status
Influence of Individual
Aspirations
Individualist or Collectivist
Internal Decision-Making
Process
Independent or Majority
Rule
Orientation Toward
Risk-Taking Propensity
Risk-Averse or Risk-Tolerant
Speed of Trust
Formal or Informal
Style of Communication
Low-Context or HighContext
Nature on
of Persuasion
or Metcalf et al.
Based
Weiss and Stripp Factual-Inductive
(1985, 1998) and
Affective
(2008).
See Handout 1
Practice: See handout 2
Conclusion
A Traveler to Distant Places Should Make No Enemies.
Samuel A.
Spralls III
47