Cross Cultural Communication and Negotiation
- Cross Cultural Communication and Negotiation
- Intercultural Communication
- “intercultural communication occurs whenever a message produced in one culture must be processed in another”
- Samovar and Porter (1997) cited in Arasaratnam andd Doerfel ((2005)
- Communication Arena
- country to country
- company to company
- with Host Country Nationals, Third Country Nationals and local community
- Across culturally diverse teams
- With customers, clients and suppliers
- In negotiations
- Communication process model
Adapted from Buchanan and Huczynski (2010)
- Questions on context
- Similarity/difference of the norms and values?
- Level of language competence?
- How formal is the interaction?
- Communication behaviour?
- The politics of language
- High and Low context Orientations
Context around culture is critical to meaning:
- The degree to which information is explicit, vested in words, precise and unambiguous……… low context
= the listener know little and needs to be told all
- The degree to which information is implicit, vested in shared experience and assumptions and conveyed through verbal and non verbal codes…. high context
= listener is already contextualised and needs to read cues carefully
Hall, E (1976) Beyond Culture, Doubleday. New York IN Kakabadse, N.K and Kouzmin (2001) Low and High Context Communication patterns: Towards Mapping Cross Cultural Encounters. Cross Cultural Management. Vol 8 no 2
Low-context societies:
- speaker says precisely what he or she means
- people often meet only to accomplish objectives
- message is explicit
- High context
High-context societies:
- Messages highly coded, indirect and implicit
- voice intonation, timing, and facial expressions important in conveying information
- Explicit and Implicit Communication
- Verbal Communication Styles
International Management: Culture Strategy and Behaviour (2005)
Hodgetts, Luthans and Doh
- Elaborating style:
- Exacting style:
- Focus on precision
- the right amount of words
- Succinct Style
high-context cultures
few words and allow understatements, pauses, and silence to convey meaning.
- Negotiations and Culture
- Stages of Negotiation (Graham 1986) cited in Gulbro and Herbig (1999)
- Non Task (building rapport…)
- Task
- Persuasion
- Agreement
- Negotiation style and Culture
Gulbro and Herbig (1999) found in their research, (using Hofstede’s dimensions) that
- Collectivist cultures spend more time on non task and building rapport , positioning, planning before debriefing after negotiations
- Higher power distance cultures spend less time in compromise
- High masculine cultures spend less time persuasion stage
- High uncertainty avoidance cultures spend more time in the agreement phase
- Language barriers
- Perceptual barriers
- Cultural barriers
- Misinterpreted non Verbal cues
- Non Verbal Communication
- Body jewellery, tattoos
- Eating, chewing, spitting, sneezing
- Oculesics
- Kinesics
- Body movement and facial expression
- Proxemics
- Proxemics: your space or mine?
?
- Personal Space in the U.S.
- Non verbal communication
- Chronemics
- How time is used:
- Monochronic…. linear chain of doing things
- UK, USA Canada and Australia
- Polychronic….many things at same time. Higher values on personal involvement than getting it done on time.
- Latin America, Middle East
- Time and timings
- Relationship building
- A “window of opportunity”
- When to eat and drink
- Punctuality
- Private and public time
- Non verbal communication
- Chromatics:
of colour
- Significance and symbolism
- Clothing, flowers, décor
- Implications for product design, advertising, gifts, dress
- Observe this week…….
- Identify non verbal behaviours which you usually find:
- annoying hostile friendly loving neutral
- Identify 3 specific examples of your own territorial behaviour
- Think about the physical distance you are comfortable and uncomfortable with.
- What meanings are conveyed through touch?
- What meanings do you derive from others touching you.
- Consider how this may be interpreted or misinterpreted in a business organisation
Spend the next week observing communication patterns, body language and watch your space!
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