1. Chapter 3 Communicating Interculturally

2. Learning Objectives After studying this chapter, you will be able to
Discuss two trends contributing to the importance of intercultural business communication in the workplace
Define culture and subculture, and summarize how culture is learned
Explain the importance of recognizing cultural differences and list four categories of cultural differences
Define ethnocentrism and stereotyping, then give three suggestions for overcoming these limiting mind-sets
Discuss ways to improve communication with people who don’t speak your language at all
List eight recommendations for improving your intercultural writing

3. What Is Intercultural Communication?
It is the process of sending and receiving messages between people whose cultural background leads them to interpret verbal and nonverbal signs differently.
John V. Thill et al (2004:68)
More precisely, intercultural communication involves interaction between people whose cultural perceptions and symbol systems are distinct enough to alter the communication event.
Larry A. Samovar et al (2004:15)

4. The Importance of Communicating Across Cultures
Market globalization
The Multicultural Workplace

5. IMPROVING INTERCULTURAL SENSITIVITY
Recognize Cultural Differences
Cultural-Diversity Quiz
Contextual Differences
Legal and Ethical Differences
Social Differences
Nonverbal Differences
Geert Hofstede’s study
How do cultures vary?
Overcome Ethnocentrism and Stereotyping

6. Definition of Culture
A system of shared believed beliefs, values, customs, behaviors and artifacts that the members of the society use to cope with their world and with one another, and that are transmitted from generation to generation through learning.
(Bates and Plog :1990)

7. The Nature of Culture Culture Is Learned
Culture Is Transmitted from Generation to Generation
Culture Is Based on Symbols
Culture Is Subject to Change
Culture Is an Integrated System

9. How do cultures vary?
Geert Hofstede’s study shows: people from different cultures have very different views of what is fair, reasonable and proper behavior
Four key dimensions to explain:
Individualism-Collectivism
Power Distance
Uncertainty Avoidance
Masculinity-Femininity

10. Individualism Self-consciousness VS group-consciousness
Individualistic cultures prefer linear logic and tend to value open conflict.
Manifestations of individualism
Champaign reward
Win-lose and Individualism
Decision making and Individualism
Negotiation strategies and Individualism

11. Individualism
Individualism stands for a preference for a loosely knit social framework.
In such cultures, competition rather than cooperation is encouraged and every individual relies more on his/her own opinions and thoughts. These cultures stress individual initiative and achievement, and they value individual decision-making.

12. Collectivism
Collectivism is characterized by a rigid social framework that distinguishes between in-groups and out-groups.
A “we” consciousness prevails: identity is based on the social system; the individual is emotionally dependent on organizations and institutions; and individuals trust group decisions.
Maintaining the integrity of groups is stressed so that cooperation, conflict avoidance, and conformity dominate the culture. Collectivist societies tend to stress abstract, general agreements over concrete, specific issues.

13. Power Distance
The idea of power distance describes the degree of deference and acceptance of unequal power between people.
high power distance cultures are those where some people are considered superior to others because of their social status, gender, race, age, education, birth, personal achievements, family background or other factors.
Cultures with low power distance tend to assume equality among people, and focus more on earned status than ascribed status.

14. Uncertainty Avoidance
The idea of uncertainty avoidance has to do with the way national cultures relate to uncertainty and ambiguity, and therefore, how well they may adapt to change.
High Uncertainty Avoidance cultures：
Arab, Muslim, and traditional African countries
Low Uncertainty Avoidance cultures:
The United States, Scandinavia, and Singapore

15. High Uncertainty Avoidance
High value is placed on conformity and safety, risk avoidance, and reliance on formal rules and rituals.
Trust tends to be vested only in close family and friends.
It may be difficult for outsider negotiators to establish relationships of confidence and trust with members of these national cultures.
Countries with large power distance and weak uncertainty: Singapore, Hong Kong and India
Countries with small power distance and weak uncertainty: Scandinavian and Anglo-Saxon countries

16. Low Uncertainty Avoidance
Members of these national cultures tend to value risk-taking, problem-solving, flat organizational structures, and tolerance for ambiguity.
It may be easier for outsiders to establish trusting relationships with negotiating partners in these cultural contexts.

17. Masculinity-Femininity
The terms masculinity and femininity are used to refer to the degree to which a culture values assertiveness or nurturing and social support and the degree to which socially prescribed roles operate for men and women.
Masculinity cultures
Japan and Latin America
Femininity cultures
Scandinavia countries, Thailand, and Portugal
Moderate: USA

19. Communicating across Diversity
Study Other Cultures (See CHECKLIST on page76)
Overcome Language Barriers

22. Develop Effective Intercultural Communication Skills
Writing Skills
Oral Skills

23. Writing: Neutral/Good-News Messages (Chapter 7)
Routine Inquiries
General Favorable Responses
Personal Evaluation
Adjustment Grants
Order Acknowledgments
Claims