2. CROSS-CULTURE COMMUNICATION “THE REASONABLE PERSON ADAPTS HIMSELF TO THE WORLD, WHILE THE UNREASONABLE ONE PERSISTS IN TRYING TO ADAPT THE WORLD TO HIMSELF”

3. WHAT IS A CULTURE? Culture is the "lens" through which you view the world. It is central to what you see, How you make sense of what you see, How you express yourself. "Culture is the arts elevated to a set of beliefs." – Tom Wolfe

4. What is different? 1. Communication Styles 2. Attitudes toward conflicts 3. Decision making style 4. Approaches to knowing What is hidden below the surface? 1. Beliefs 2. Values 3. Expectations 4. Attitudes Four Fundamental Patterns of Cultural Difference

5. Cross Culture Communication Intercultural Communication is the process of sending and receiving messages between people whose cultural background could lead them to interpret verbal and non-verbal signs differently.

6. WHY CROSS CULTURE COMMUNICATION IS IMPORTANT ? ◦ 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 Globalization: Cross border movement of people, goods and data brings more and more cultures into contact with one another and increases the potential of cross culture communication.

7. Verbal Communication 1.Words2.Voice

8. LANGUAGE AND CULTURE THE WHORF HYPOTHESIS

9. High Context and Low Context Cultures High Context Culture:- Cultures that rely heavily on non- verbal and subtle situational cues in communication. Low Context Culture:- Cultures that rely heavily on words to convey meaning in communication.

10. Welcome Topics of Conversation: Indonesia: Family, travel/tourism, sports, praising the local cuisine, future plans and success of the group or organization Germany: Sports--particularly soccer, tennis, current events, politics, among those who imbibe, beer is often a good topic of conversation

11. Topics to Avoid: Indonesia: Politics, corruption, criticism of Indonesian ways, commenting on Indonesian customs that you find peculiar, religion Saudi Arabia: Middle Eastern politics and International oil politics, Israel, criticizing or questioning Islamic beliefs, women/ inquiries or complimentary remarks about the female family members of your Saudi associates South Korea: Korean politics/local politics, The Korean War, Socialism and Communism, Japan and your contacts in Japan, your host's wife, Personal family matters Germany: World War II, personal questions,

12. TEN Pre-cautions in Cultural Communication 1.Slow Down 2.Separate Questions 3.Avoid Negative Questions 4.Take Turns 5.Write it down 6.Be Supportive 7.Check Meanings 8.Avoid Slangs 9.Watch the humour 10.Maintain Etiquette

13. Business in Today’s Scenario is not a “National Match” but is a “Olympics”, where there are International Players. Only that Individual / Company can survive which has done its homework well & developed its uniqueness.

14. Barriers to Effective Communication Communication breakdowns are “often a difference in values.” Numerous barriers exist that impede effective cross-cultural communication: –lack of knowledge, –fear and distrust, –racism, –bias and ethnocentrism, –ritualistic behavior, –assumed similarity, –nonverbal communication, –verbal language, –differences in perceptions and expectations, –evaluation tendencies, –preconceptions and stereotypes.

15. STEPS IN THE INTERNATIONAL NEGOTIATION PROCESS

16. STEP 1: PREPARATION STEP 2: BUILDING THE RELATIONSHIP STEP 3: EXCHANGING INFORMATION/FIRST OFFER STEP 5: CONCESSIONS STEP 6: AGREEMENT STEP 4: PERSUASION

17. STEP 1: PREPARATION Is the negotiation possible? Know what your company wants Know the other side Send the proper team Agenda Prepare for a long negotiation Environment Strategy

18. DIFFERENCES IN CULTURES IN KEY NEGOTIATING PROCESSES (EXAMPLES) Communication styles—direct or indirect Sensitivity to time—low or high

19. STEP 2: BUILDING THE RELATIONSHIP No focus on business Partners get to know each other Social and interpersonal exchange Duration and importance vary by culture

20. STEP 3: EXCHANGING INFORMATION AND THE FIRST OFFER Task-related information is exchanged First offer

21. STEP 4: PERSUASION Heart of the negotiation process Attempting to get other side to agree to a position Numerous tactics used

22. VERBAL AND NONVERBAL NEGOTIATION TACTICS Promise Threat Recommendation Warning Reward Punishment Normative appeal

23. Negotiation Tactics, Continued Commitment Self disclosure Question Command No Interrupting

24. “DIRTY TRICKS” IN INTERNATIONAL NEGOTIATIONS Dirty tricks are negotiation tactics that pressure opponents to accept unfair or undesirable agreements or concessions

25. PLOYS/DIRTY TRICKS - POSSIBLE RESPONSES Deliberate deception - point out what is happening Stalling - do not reveal when you plan to leave Escalating authority - clarify decision making authority

26. Good guy, bad buy routine - do not make any concessions You are wealthy and we are poor - ignore the ploy Old friends - keep a psychological distance Ploys/Dirty Tricks, Continued

27. STEPS 5 AND 6: CONCESSIONS AND AGREEMENT Final agreement: The signed contract, agreeable to all sides Concession making: requires that each side relax some of its demands

28. BASIC NEGOTIATION STRATEGIES Competitive –The negotiation as a win-lose game Problem solving –Search for possible win-win situations

29. THE SUCCESSFUL INTERNATIONAL NEGOTIATOR: PERSONAL CHARACTERISTICS Tolerance of ambiguous situations Flexibility and creativity Humor Stamina Empathy Curiosity Bilingual