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© 2001, 2004 Richard D Lewis Cross-Cultural Management SI-K Exportcoop SEE 12 March 2015 Michael J. Gates Vice Chairman RICHARD LEWIS COMMUNICATIONS Associate.

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Presentation on theme: "© 2001, 2004 Richard D Lewis Cross-Cultural Management SI-K Exportcoop SEE 12 March 2015 Michael J. Gates Vice Chairman RICHARD LEWIS COMMUNICATIONS Associate."— Presentation transcript:

1 © 2001, 2004 Richard D Lewis Cross-Cultural Management SI-K Exportcoop SEE 12 March 2015 Michael J. Gates Vice Chairman RICHARD LEWIS COMMUNICATIONS Associate Fellow, Said Business School, University of Oxford

2 © 1998, 2010 Richard D Lewis Fundamentals of Communication

3 © 1998, 2010 Richard D Lewis Getting to the Point

4 © 2001, 2004 Richard D Lewis GERMAN “I don’t agree”

5 © 2001, 2004 Richard D Lewis ENGLISH “Hmm, that’s a very interesting idea”

6 © 2001, 2004 Richard D Lewis AMERICAN “You gotta be kidding”

7 © 2001, 2004 Richard D Lewis ITALIAN “Let’s go and have a Campari and talk about it tomorrow”

8 © 2001, 2004 Richard D Lewis FINN “…………………”

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10 Arts Fashion Food Mass Media Behaviors social norms taboos The Iceberg of Culture Communication Patterns speech styles non-verbal communication listening habits audience expectations Values national characteristics world views attitudes Use of Space and Time eye contact interpersonal distance silence Culture hides more than it reveals, and it hides most effectively from its own participants … E.T.Hall

11 © 2001, 2010 Richard D Lewis Homogeneous vs. Diverse Teams/Groups Based on 1. Creating value with diverse teams in global management, J.J. DiStefano; M.L.Maznevski, Organizational Dynamics, Vol. 29, No 1 2. Dr C. Kovach’s research, UCLA

12 © 2001, 2010 Richard D Lewis

13 © 2001, 2004 Richard D Lewis accurate used consciously descriptive, not evaluative modified from time to time used as a first “best guess” STEREOTYPES SHOULD BE…

14 © 1998, 2011 Richard D Lewis Percentage of respondents who said they would probably NOT lie in court

15 © 2001, 2004 Richard D Lewis PERSONAL CORPORATE ETHNIC GENERATIONAL RELIGIOUS CLASS GENDER REGIONAL LAYERS OF CULTURE NATIONAL PROFESSIONAL / EDUCATIONAL

16 © 2001, 2004 Richard D Lewis Areas of Cross Cultural Misunderstanding 1.Values –core beliefs –national characteristics –attitudes and world view 2.Communication patterns –speech styles –listening habits 3.Concept of time 4.Concept of space © 2001 Richard D Lewis

17 © 2001, 2004 Richard D Lewis

18 Human Mental Programming – UK –

19 © 2001, 2004 Richard D Lewis Human Mental Programming – Germany –

20 © 2001, 2004 Richard D Lewis Human Mental Programming – Austria –

21 © 2001, 2012 Richard D Lewis Human Mental Programming – Slovenia –

22 © 2001, 2012 Richard D Lewis Human Mental Programming – Croatia –

23 © 2001, 2012 Richard D Lewis© 2001, 2009 Richard D Lewis Human Mental Programming – Serbia –

24 © 2001, 2004 Richard D Lewis Cultural Horizons and Aristotle’s Liking Principle

25 © 2001, 2004 Richard D Lewis French – USA Horizons

26 © 2001, 2012 Richard D Lewis Cultural Categories LINEAR-ACTIVE MULTI-ACTIVE REACTIVE

27 © 2001, 2010 Richard D Lewis © 2001, 2009 Richard D Lewis

28 © 2001, 2004 Richard D Lewis

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30 © 2001 Richard D Lewis

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32 Aristotle’s Rhetoric LogosEthosPathos + Agora

33 © 2001, 2004 Richard D Lewis National Communication Patterns – Italy –

34 © 2001, 2004 Richard D Lewis National Communication Patterns – Finland –

35 © 2001, 2004 Richard D Lewis National Communication Patterns – Germany –

36 © 2001, 2004 Richard D Lewis National Communication Patterns – Austria –

37 © 2001, 2004 Richard D Lewis National Communication Patterns – UK –

38 © 2001, 2011 Richard D Lewis British Coded Speech What is saidWhat is meant Hm….interesting idea You could say that We must have a meeting about your idea We shall certainly consider it I’m not quite with you on that one I agree, up to a point What a stupid suggestion I wouldn’t Forget it We won’t do it That is totally unacceptable I disagree

39 © 2001, 2004 Richard D Lewis National Communication Patterns – USA –

40 © 2001, 2010 Richard D Lewis

41 © 2001, 2004 Richard D Lewis Listening Habits – Germany –

42 © 2001, 2004 Richard D Lewis Listening Habits – USA –

43 © 2001, 2004 Richard D Lewis National Communication Patterns – Slovenia –

44 © 2001, 2012 Richard D Lewis© 2001, 2009 Richard D Lewis National Communication Patterns – Croatia –

45 © 2001, 2012 Richard D Lewis© 2001, 2009 Richard D Lewis National Communication Patterns – Serbia –

46 © 2001, 2010 Richard D Lewis Homogeneous vs. Diverse Teams/Groups Based on 1. Creating value with diverse teams in global management, J.J. DiStefano; M.L.Maznevski, Organizational Dynamics, Vol. 29, No 1 2. Dr C. Kovach’s research, UCLA

47 © 2001, 2010 Richard D Lewis Success Factors of CREATOR teams: 1.Mapping 2.Bridging 3.Integrating

48 © 2001, 2010 Richard D Lewis Negotiation Styles

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50 © 2001, 2011 Richard D Lewis Leadership Styles

51 © 2001, 2012 Richard D Lewis Leadership style – Austria –

52 © 2001, 2012 Richard D Lewis Leadership style – Slovenia –

53 © 2001, 2012 Richard D Lewis Leadership style – Serbia –

54 © 2001, 2011 Richard D Lewis Leadership Styles – Russia –

55 © 2001, 2004 Richard D Lewis Trust variance

56 © 2001, 2004 Richard D Lewis Golden Rules for Interacting with Linear-Active People (1) Talk and listen in equal proportions Do one thing at a time Be polite but direct Partly conceal feelings Use logic and rationality Interrupt only rarely Stick to facts Concentrate on the deal Prioritise truth over diplomacy Follow rules, regulations, laws Speech is for information

57 © 2001, 2004 Richard D Lewis Golden Rules for Interacting with Linear-Active People (2) Maintain word-deed correlation Complete action chains Stay results-oriented Stick to agenda Compromise to achieve deal Respect officialdom Respect contracts and written word Reply quickly to written communication or s Restrain body language Look for short-term profit Be punctual

58 © 2001, 2004 Richard D Lewis Golden Rules for Interacting with Multi-Active People (1) Let them talk at length Reply fully Be prepared to do several things at once Be prepared for several people talking at once Display feelings and emotion People and feelings are more important than facts Interrupt when you like Truth is flexible and situational Be diplomatic rather than direct Speech is for opinions Be gregarious and socialising

59 © 2001, 2004 Richard D Lewis Golden Rules for Interacting with Multi-Active People (2) Think aloud Complete human transactions Digress from agenda and explore interesting ideas Seek and give favours with key people Remain relationship-oriented Spoken word is important Contracts may often be renegotiated Reputation is as important as profit Overt body language and tactility Accept unpunctuality

60 © 2001, 2004 Richard D Lewis Golden Rules for Interacting with Reactive People (1) Good listening is important Do not interrupt Do not confront Do not cause anyone to lose face Do not disagree openly Suggestions, especially criticism, must be indirect Be ambiguous, so as to leave options open Statements are promises Prioritise diplomacy over truth Follow rules but interpret them flexibly Speech is to promote harmony

61 © 2001, 2004 Richard D Lewis Golden Rules for Interacting with Reactive People (2) Share as much as you can Utilise networks Talk slowly Do things at appropriate times Don’t rush or pressure them Observe fixed power distances and hierarchy Show exaggerated respect for older people Go over things several times Face-to-face contact is important Work hard at building trust Long term profit is preferable Be punctual


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