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Chapter 7
Cross-Cultural
Communication &
Negotiation
Offshoring Culture &
Communication
Offshoring, or the practice of a company
moving certain services overseas…
Offshoring enables orgs to capitalize on
other countries cultural advantages…
Examples: IT and India, Design &
Intellectual Property and U.K.
Tips for Managing Offshoring
Avoid an “us vs. them” mentality
Provide T/D to mgrs to meet new
expectations
Foster collaboration between “home
country” & offshore EE’s
#1 Problem- p. 194
Local Winter Park Business
http://www.youtube.com/watch?v=vLg7H2I
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Outsourcing=initiatives of company
Offshoring=Asian country’s to assist in
their product manufacturing
The Overall Communication
Process
Context is information that surrounds a
communication & helps convey the
message
High-context societies as Japanmessages are highly coded, interpret what
the message means by filtering
Low-context societies as Swiss
Germans- messages are explicit, speaker
says precisely what they mean
Explicit and Implicit
Explicit Communication-Low-Context
cultures
Implicit Communication- High-context
cultures
Figure 7-1 p. 198
3 Degrees of Communication
Quality
Elaborate- lots of talking, repeating,
details used in Arabic countries
Exacting- usage of right amount of words,
too many=exaggeration, too
few=ambiguous message , used in
England, Sweden, Germany
Succinct- Say few words, allow
understatements, pauses, silence to
convey meaning, used in Asia
Communication Flows
Downward is mgrs to subordinates
International context has challenges:
1) Asian countries is less direct than US,
orders tend to be implicit in nature
2) US mgrs used it only at work
Figure 7-2 p. 200
10 Suggestions by Harris &
Moran
Use common words
Select words with few
alternatives
Strictly follow the basic
rules of grammar
Speak with clear breaks
Watch for clichés’ like
“that’s dope”!
Avoid use of slang
Don’t use words or
expressions to create a
mental image for others
Mimic cultural flavor
Continually paraphrase,
repeat basic ideas
Ask the other person to
paraphrase
Upward Communication
Transfer of meaning from subordinates to mgrs
US slowly bringing this in, but Japan, Hong
Kong, Singapore have done this for a long time
But, Asian countries not as popular, also South
America and German
http://www.youtube.com/watch?v=mjh-ms2ebvk
Non-verbal Communication
Body language, facial expressions and the
use of physical space
Exhibit 7-6 p. 209
http://www.youtube.com/watch?v=VfDWQ
G47pAQ
http://www.youtube.com/watch?v=FRPzLT
EO3_M
Types of Nonverbal
Communication
Kinesics- study of
body movement
Oculesics- conveying
messages through
the eyes/gaze
Proxemics- Usage of
physical space, 4
types- Intimate,
Personal, Social,
Public
Chronemics- How
time is used in
culture, 2 typesMonochronic (linear)
& Polychronic
(several things at
same time)
Chromatics- Color to
communicate
Ways to Achieve Communication
Effectiveness
Improve Feedback Systems
Provide Language Training
Provide Cultural Training
Increase Flexibility & Cooperation
Types of Negotiations
Distributive- 2 Parties w/opposing goals
compete over a set value, i.e China and
Mexico
Integrative- Cooperation between 2
groups to integrate interests, create value,
& invest in the agreement, aka the win-win
situation
Table 7-7 p. 216
The Negotiation Process- 5
Steps
Planning
Interpersonal Relationship Building
Exchanging Task-Related Information
Persuasion
Agreement
Cultural Differences Affecting
Negotiations- p. 217
1)
2)
3)
4)
5)
6)
Don’t identify the counterparts home too
quickly
Beware of Western bias toward “doing”
Try to counteract tendency to formulate simple,
consistent, stable images
Don’t assume aspects of culture are equally
significant
Recognize norms
Don’t over estimate your familiarity w/
counterparts culture
Negotiation Tactics
Location- A neutral place
1) Limited access to home office
2) Cost of staying on site
3) Negotiators don’t like to return with
nothing to show for efforts
Time Limits
Buyer-Seller Relations
Negotiating for Mutual Benefit
1)
2)
3)
4)
5)
5 General Principles by Fisher and Ury
Separating the People from the Problem
Focusing on Interests over Positions
Generating Options
Using Objective Criteria
Standing Ground
Bargaining Behaviors
Use of Extreme Behaviors
Promises, Threats, & Other Behaviors
Nonverbal Behaviors
Table 7-9 p. 224