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The Forgotten Factor

C
Carol Webster

This document provides an overview of effective cross-cultural communications for global executives. It discusses why cross-cultural awareness is important for businesses operating overseas and identifies common areas where communications problems can arise, such as names, words, gestures, negotiating styles, and gift giving customs. The document recommends developing cultural competency through gaining factual knowledge about other cultures, recognizing cultural differences and biases, and being open-minded. It stresses the importance of the forgotten factor of cross-cultural communications for business success abroad.

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The Forgotten Factor: Effective Communications for the Global Executive Carol Webster Owner, Cassel International 1
Globalization Defined Tying it All Together Iraq Kuwait England Japan Spain Germany U.S. Brand It Like Beckham! -2-
Why Do Business Overseas? If you want to succeed you should strike out on new paths rather than travel the worn paths of accepted success. John D. Rockefeller, Jr. 14000 Global economy 12000 Expand customer base 10000 Canada Lessen impact of domestic Mexico downturn 8000 UK Tennessee ranks 17th in 6000 China exports among U.S. states Japan 4000 TN exports transportation TOTAL 2000 equipment, computers/electronic products, 0 2000 2001 2002 2003 chemicals, machinery Source: OTEA, ITA, U.S. Dept. of Commerce -3-
Checklist for Doing Business Overseas A journey of a thousand miles must begin with a single step. - Lao Tzu Identifying Specific Potential Markets Assessing Your Companys Potential Selecting the Right Distribution Channels Promoting Your Product Overseas Transportation Foreign Credit & Collections The Forgotten Factor?? -4-
The Forgotten Factor? The Gentle Reader will never, never know what a consummate ass he can become, until he goes abroad. --Mark Twain, part of travelog from his trip to Egypt Mark Cross-Cultural Awareness Difference between success or failure Business environment Personal/social environment MUST be on the checklist -5-
Never Underestimate -6-
Why Cross-Cultural Communications? Offer riches of cultural diversity Come from around the world Speak more than 380 Over 11 % of the U.S. different languages population is foreign-born (1) child in (5) is an immigrant or an immigrant's child Source: www.learnaboutcultures.com -7-
Communications Defined In travelling; a man must carry knowledge with him, if he would bring home knowledge. Samuel Johnson from Boswell, Life of Johnson, 1791 From the Latin root Communis Having something in common Sharing Not the act of sending a message, but the achievement of understanding Source: Donald K. Smith, Make Haste Slowly Developing Slowly, Effective Cross-Cultural Communications -8-
Test Your IQ (International Quotient) What a beautiful vase! Im looking forward to Im working with my English colleagues. Oh, I couldnt possibly drink that now. Source: www.learnaboutcultures.com -9-
Test Your IQ (International Quotient) Why wont they call me back? Would you care for a sweet? Es ist mir eine Freude, Herr Schmidt, Sie kennen zu lernen. Source: www.learnaboutcultures.com -10-
Where do Communications Problems Arise? You gotta know the territory! --The Music Man The Names Words Touch Dress Body Language Negotiating Styles Humor Gift-Giving Dining -11-
Whats In a Name? Coca-Cola - Bite the Wax Tadpole Chevy Nova First names are last names (or not?) China, Latin America Hey Joe! Business Card Etiquette What to include Have them translated! Presentation -12-
Words to the Wise Nothing sucks like an Electrolux. Why Dont They Speak English!!! The soldier decided to desert his dessert in the desert. After a number of injections my jaw got number. The bandage was wound around the wound. The farm was used to produce produce. Learning a Different Language 10 phrases you should know Beware pronunciation and emphasis!!! Effort is rewarded Working with a Interpreter -13-
Globalization through the Internet Fly Naked! - Braniff 60% of all internet users reside outside U.S. Non-U.S. portion of e-commerce almost doubled commerce from 1998 2003 26% 46% Translation vs. Localization Sign, symbol, color, image and date conventions Currency issues U.S. lags behind Translation must be accurate Many Markets, One Message Message≒ Source: International Data Corp. -14-
A Touchy Business Seen in a hotel elevator in Paris: Please leave your values at the front desk. How Cultures Differ Some cultures dont like casual body contact Some cultures touch a LOT! Man-to-man or woman-to to-woman Bow How Youre in my space! -15-
Dress for Success Drop your trousers here for best results. (Seen at a Taiwanese laundry) Drop When in Rome Try not to stand out Dont try to pull off local dress/costume General rule is Conservative! Traditional dark suit w/ white shirt for men Dress or skirt-suit for women suit Informal dress acceptable sometimes Warm cultures Shoes on or off? How to identify an American overseas -16-
Actions Speak Louder than Words Stop -- Drive sideways. (Detour sign in Kyushi, Japan) Eye Contact Look me in the eye .or not Nod Yes for No Facial Expressions Put on a happy face! Poker Face Wave Bye-Bye! Gestures Thumbs up or down Everything is A-OK V for Victory Hook em Horns! -17-
Negotiating Styles . . . .Voyaging through strange seas of thought, alone. --WILLIAM WORDSWORTH Cultural Context High context vs. Low context (Subtlety vs. Lay It On the Line) Collectivism vs. Individualism What is a contract? Starting or ending point When Yes Means No and Vice Versa Friendship first, then business Adversarial relationship or not Time concepts -18-
Funny You Should Ask .. Advertisement for donkey rides, Thailand: Would you like to ride on your own ass? Humor, Religion, Politics and Sex Not forbidden, but tread lightly! Understanding Smiles & Laughter Happiness? Embarassment? Hide True Emotions? -19-
Beware of Colleagues Bearing Gifts In a Budapest zoo: Please do not feed the animals. If you have any suitable food, give it to the guard on duty. When Its Important Potential gift gift-giving gaffes Japan Dozen red roses Middle East, Latin America, Pacific Rim Knife Elsewhere Bottle of alcohol Leather items What to Give Unique products from your state or region Something to represent your city or state Music Parker Pens -20-
Eat, Drink and Be Wary Ill have the chicken with estrogen sauce ..Heard in a Prague restaurant Dont ask Whats for dinner Not knowing is sometimes better Pass the sheeps eye please . Offerings likely to be host countrys specialty Unfamiliarity doesnt mean bad Eat whats offered At LEAST a few bites Slice it thin Tastes like chicken! Be prepared for time differences Alcohol Awareness -21-
Achieving Cultural Competency The most important trip you may take in life is meeting people halfway. --Henry Boye Factual knowledge of country Recognize cultural differences and similarities Identify biases and stereotypes Understand impact of world events Respect cultural differences without necessarily agreeing with them, to empathize, to be open-minded, and to open describe differences without judging Source: University of NC -22-
Recommended Reading Stop worrying about the potholes in the road and enjoy the journey. --Babs Hoffman Cross-Cultural Business Behavior by Richard R. Gesteland Cultural Cultural Issues in Business Communication by Rob Sellin, Elaine Winters, Robert H. J. Sellin Do's and Taboos Around The World by Roger E. Axtell (Editor) When Cultures Collide - Managing Successfully Across Cultures by Richard D. Lewis Global Business Negotiations: A Practical Guide by Claude Cellich, Subhash C. Jain Global Marketing and Advertising: Understanding Cultural Paradoxes by Marieke de Mooij -23-
Cassel International The rewards of the journey far outweigh the risk of leaving the harbor. --Unknown International Business Consulting Firm Marketing Services Global Market Research Competitive Analyses Trade Show Management (Before, During & After) Marketing Planning Go Global and Grow Global! Cross-Cultural www.casselinternational.com Communications Training -24-
Parting Thoughts Travel has a way of stretching the mind. The stretch comes not from travel's immediate rewards, the inevitable myriad new sights, smells and sounds, but with experiencing firsthand how others do differently what we believed to be the right and only way. --Ralph Crawshaw Cross-Cultural Awareness is fatal to prejudice, bigotry and narrow- mindedness. Broad, wholesome, charitable views cannot be acquired by vegetating in one little corner of the earth. --With Apologies to Mark Twain -25-
Questions? 26

More Related Content

The Forgotten Factor

  • 1. The Forgotten Factor: Effective Communications for the Global Executive Carol Webster Owner, Cassel International 1
  • 2. Globalization Defined Tying it All Together Iraq Kuwait England Japan Spain Germany U.S. Brand It Like Beckham! -2-
  • 3. Why Do Business Overseas? If you want to succeed you should strike out on new paths rather than travel the worn paths of accepted success. John D. Rockefeller, Jr. 14000 Global economy 12000 Expand customer base 10000 Canada Lessen impact of domestic Mexico downturn 8000 UK Tennessee ranks 17th in 6000 China exports among U.S. states Japan 4000 TN exports transportation TOTAL 2000 equipment, computers/electronic products, 0 2000 2001 2002 2003 chemicals, machinery Source: OTEA, ITA, U.S. Dept. of Commerce -3-
  • 4. Checklist for Doing Business Overseas A journey of a thousand miles must begin with a single step. - Lao Tzu Identifying Specific Potential Markets Assessing Your Companys Potential Selecting the Right Distribution Channels Promoting Your Product Overseas Transportation Foreign Credit & Collections The Forgotten Factor?? -4-
  • 5. The Forgotten Factor? The Gentle Reader will never, never know what a consummate ass he can become, until he goes abroad. --Mark Twain, part of travelog from his trip to Egypt Mark Cross-Cultural Awareness Difference between success or failure Business environment Personal/social environment MUST be on the checklist -5-
  • 7. Why Cross-Cultural Communications? Offer riches of cultural diversity Come from around the world Speak more than 380 Over 11 % of the U.S. different languages population is foreign-born (1) child in (5) is an immigrant or an immigrant's child Source: www.learnaboutcultures.com -7-
  • 8. Communications Defined In travelling; a man must carry knowledge with him, if he would bring home knowledge. Samuel Johnson from Boswell, Life of Johnson, 1791 From the Latin root Communis Having something in common Sharing Not the act of sending a message, but the achievement of understanding Source: Donald K. Smith, Make Haste Slowly Developing Slowly, Effective Cross-Cultural Communications -8-
  • 9. Test Your IQ (International Quotient) What a beautiful vase! Im looking forward to Im working with my English colleagues. Oh, I couldnt possibly drink that now. Source: www.learnaboutcultures.com -9-
  • 10. Test Your IQ (International Quotient) Why wont they call me back? Would you care for a sweet? Es ist mir eine Freude, Herr Schmidt, Sie kennen zu lernen. Source: www.learnaboutcultures.com -10-
  • 11. Where do Communications Problems Arise? You gotta know the territory! --The Music Man The Names Words Touch Dress Body Language Negotiating Styles Humor Gift-Giving Dining -11-
  • 12. Whats In a Name? Coca-Cola - Bite the Wax Tadpole Chevy Nova First names are last names (or not?) China, Latin America Hey Joe! Business Card Etiquette What to include Have them translated! Presentation -12-
  • 13. Words to the Wise Nothing sucks like an Electrolux. Why Dont They Speak English!!! The soldier decided to desert his dessert in the desert. After a number of injections my jaw got number. The bandage was wound around the wound. The farm was used to produce produce. Learning a Different Language 10 phrases you should know Beware pronunciation and emphasis!!! Effort is rewarded Working with a Interpreter -13-
  • 14. Globalization through the Internet Fly Naked! - Braniff 60% of all internet users reside outside U.S. Non-U.S. portion of e-commerce almost doubled commerce from 1998 2003 26% 46% Translation vs. Localization Sign, symbol, color, image and date conventions Currency issues U.S. lags behind Translation must be accurate Many Markets, One Message Message≒ Source: International Data Corp. -14-
  • 15. A Touchy Business Seen in a hotel elevator in Paris: Please leave your values at the front desk. How Cultures Differ Some cultures dont like casual body contact Some cultures touch a LOT! Man-to-man or woman-to to-woman Bow How Youre in my space! -15-
  • 16. Dress for Success Drop your trousers here for best results. (Seen at a Taiwanese laundry) Drop When in Rome Try not to stand out Dont try to pull off local dress/costume General rule is Conservative! Traditional dark suit w/ white shirt for men Dress or skirt-suit for women suit Informal dress acceptable sometimes Warm cultures Shoes on or off? How to identify an American overseas -16-
  • 17. Actions Speak Louder than Words Stop -- Drive sideways. (Detour sign in Kyushi, Japan) Eye Contact Look me in the eye .or not Nod Yes for No Facial Expressions Put on a happy face! Poker Face Wave Bye-Bye! Gestures Thumbs up or down Everything is A-OK V for Victory Hook em Horns! -17-
  • 18. Negotiating Styles . . . .Voyaging through strange seas of thought, alone. --WILLIAM WORDSWORTH Cultural Context High context vs. Low context (Subtlety vs. Lay It On the Line) Collectivism vs. Individualism What is a contract? Starting or ending point When Yes Means No and Vice Versa Friendship first, then business Adversarial relationship or not Time concepts -18-
  • 19. Funny You Should Ask .. Advertisement for donkey rides, Thailand: Would you like to ride on your own ass? Humor, Religion, Politics and Sex Not forbidden, but tread lightly! Understanding Smiles & Laughter Happiness? Embarassment? Hide True Emotions? -19-
  • 20. Beware of Colleagues Bearing Gifts In a Budapest zoo: Please do not feed the animals. If you have any suitable food, give it to the guard on duty. When Its Important Potential gift gift-giving gaffes Japan Dozen red roses Middle East, Latin America, Pacific Rim Knife Elsewhere Bottle of alcohol Leather items What to Give Unique products from your state or region Something to represent your city or state Music Parker Pens -20-
  • 21. Eat, Drink and Be Wary Ill have the chicken with estrogen sauce ..Heard in a Prague restaurant Dont ask Whats for dinner Not knowing is sometimes better Pass the sheeps eye please . Offerings likely to be host countrys specialty Unfamiliarity doesnt mean bad Eat whats offered At LEAST a few bites Slice it thin Tastes like chicken! Be prepared for time differences Alcohol Awareness -21-
  • 22. Achieving Cultural Competency The most important trip you may take in life is meeting people halfway. --Henry Boye Factual knowledge of country Recognize cultural differences and similarities Identify biases and stereotypes Understand impact of world events Respect cultural differences without necessarily agreeing with them, to empathize, to be open-minded, and to open describe differences without judging Source: University of NC -22-
  • 23. Recommended Reading Stop worrying about the potholes in the road and enjoy the journey. --Babs Hoffman Cross-Cultural Business Behavior by Richard R. Gesteland Cultural Cultural Issues in Business Communication by Rob Sellin, Elaine Winters, Robert H. J. Sellin Do's and Taboos Around The World by Roger E. Axtell (Editor) When Cultures Collide - Managing Successfully Across Cultures by Richard D. Lewis Global Business Negotiations: A Practical Guide by Claude Cellich, Subhash C. Jain Global Marketing and Advertising: Understanding Cultural Paradoxes by Marieke de Mooij -23-
  • 24. Cassel International The rewards of the journey far outweigh the risk of leaving the harbor. --Unknown International Business Consulting Firm Marketing Services Global Market Research Competitive Analyses Trade Show Management (Before, During & After) Marketing Planning Go Global and Grow Global! Cross-Cultural www.casselinternational.com Communications Training -24-
  • 25. Parting Thoughts Travel has a way of stretching the mind. The stretch comes not from travel's immediate rewards, the inevitable myriad new sights, smells and sounds, but with experiencing firsthand how others do differently what we believed to be the right and only way. --Ralph Crawshaw Cross-Cultural Awareness is fatal to prejudice, bigotry and narrow- mindedness. Broad, wholesome, charitable views cannot be acquired by vegetating in one little corner of the earth. --With Apologies to Mark Twain -25-