KinesicsKinesics: body movement: body movement ProxemicsProxemics: interpersona sace: interpersona sace ChronemicsChronemics: silences separating : silences separating

verbal conversationsverbal conversations OculesicsOculesics: eye contact or avoidance: eye contact or avoidance HapricsHaprics: body contact: body contact Physical AppearancePhysical Appearance

Types of Non-Verbal Types of Non-Verbal LanguageLanguage

1.1. LANGUAGE : Even if you are negotiating with LANGUAGE : Even if you are negotiating with another English speaking person (U.K., Australian, another English speaking person (U.K., Australian, etc.), not all of our words mean the same to our etc.), not all of our words mean the same to our counterparts.counterparts.

2.2. NON VERBAL COMMUNICATION: Every culture NON VERBAL COMMUNICATION: Every culture has their own gestures (are different from one has their own gestures (are different from one culture to the next). You should research into body culture to the next). You should research into body language, gestures, personal distances, language, gestures, personal distances, appearance and modes of greeting/negotiating appearance and modes of greeting/negotiating styles. E.g. Japanese may nod up and down (but styles. E.g. Japanese may nod up and down (but this means no). this means no).

Negotiation StylesNegotiation Styles

3.) FORMS OF GREETINGS: Handshakes in some 3.) FORMS OF GREETINGS: Handshakes in some cultures are inappropriate. Some cultures do not like cultures are inappropriate. Some cultures do not like to make any physical contact at all.to make any physical contact at all.Business card should be in the visitor’s language on Business card should be in the visitor’s language on the one side and the receiver's language on the other. the one side and the receiver's language on the other. E.g. If a visitor to Japan is greed with a bow, he or E.g. If a visitor to Japan is greed with a bow, he or she should return the bow at the same angle. To make she should return the bow at the same angle. To make a deeper bow confers power upon him/her. a deeper bow confers power upon him/her.

4.) STYLE OF DRESS: Dark business suits are 4.) STYLE OF DRESS: Dark business suits are considered more formalconsidered more formalIn japan, Business people should dress more formal In japan, Business people should dress more formal and wear slip on shoes (you will remove them and wear slip on shoes (you will remove them frequently).frequently).In Brazil, it might be accepted for men to dress more In Brazil, it might be accepted for men to dress more informal however women should be formal.informal however women should be formal.

BUSINESS PROTOCOLBUSINESS PROTOCOL: Rules of correct or appropriate : Rules of correct or appropriate behaviour to follow when meeting with officials or behaviour to follow when meeting with officials or business people in another nation.business people in another nation.

GIFT GIVINGGIFT GIVING: In some countries, the visiting business : In some countries, the visiting business representative is expected to present a gift to the host representative is expected to present a gift to the host (respect). In others, it wuld be considered a bribe. If a gift (respect). In others, it wuld be considered a bribe. If a gift is expected, find out what they would generally like. E.g. is expected, find out what they would generally like. E.g. In many Asian culturs, the number 4 is associated with In many Asian culturs, the number 4 is associated with death (therefore wouldn’t bring them 4 of anything)death (therefore wouldn’t bring them 4 of anything)Japan, traditionally expect a gift during a first meetingJapan, traditionally expect a gift during a first meetingEuropeans generally do not expect/accept gifts. Europeans generally do not expect/accept gifts.

Business ProtocolBusiness Protocol

PUNCTUALITY:PUNCTUALITY: Find out if punctuality is valued. Find out if punctuality is valued.N. Americans, Asian and Europeans value punctualityN. Americans, Asian and Europeans value punctualityMany Latin countries, do not consider it to be rude, if Many Latin countries, do not consider it to be rude, if they show up late for a meetingthey show up late for a meeting

SCHEDULE OF MEETINGS:SCHEDULE OF MEETINGS:France; many businesses are closed in AugustFrance; many businesses are closed in AugustU.K.; many factory towns have a half-day which means U.K.; many factory towns have a half-day which means they are closed for the afternoon (varies)they are closed for the afternoon (varies)Muslim businesses provide two prayer breaks during the Muslim businesses provide two prayer breaks during the days when no appointments are scheduled.days when no appointments are scheduled.Israeli businesses generally do not operate on Saturday Israeli businesses generally do not operate on Saturday (for it is considered a holy day)(for it is considered a holy day)Muslim countries generally considered Friday not a Muslim countries generally considered Friday not a workday because it is a day of worshipworkday because it is a day of worshipBe aware of national and religious holidaysBe aware of national and religious holidays

BUSINESS ENTERTAINING: BUSINESS ENTERTAINING: Many cultures believe that there should be Many cultures believe that there should be entertaining ( lunches, parties, after hours etc.) entertaining ( lunches, parties, after hours etc.)

EMPLOYEE MANAGEMENT:EMPLOYEE MANAGEMENT:

Many cultural values have been incorporated into the Many cultural values have been incorporated into the laws of each country.laws of each country.Mexico, lunch usually starts between 2:00 – 3:30 p.m.Mexico, lunch usually starts between 2:00 – 3:30 p.m.Greek businesses often close for a break between 2:00 Greek businesses often close for a break between 2:00 – 4:00 p.m.– 4:00 p.m.

DECISION MAKING:DECISION MAKING:In N. America and Latin America decisions are In N. America and Latin America decisions are generally made top-downgenerally made top-downIn many Asian cultures, decisions are made from the In many Asian cultures, decisions are made from the bottom upbottom up

RULES OF THUMB FOR DOING BUSINESS RULES OF THUMB FOR DOING BUSINESS GLOBALLY:GLOBALLY:Be preparedBe preparedSlow DownSlow DownEstablish TrustEstablish TrustUnderstand importance for language and culturesUnderstand importance for language and culturesRespect the culture and the way of doing businessRespect the culture and the way of doing business

Many large companies still make mistakes when Many large companies still make mistakes when marketing their products outside of their own marketing their products outside of their own bordersborders

The name Coca-Cola in China was translated into The name Coca-Cola in China was translated into “Bite the tadpole”“Bite the tadpole”In Taiwan, the translation of Pepsi’s slogan “come In Taiwan, the translation of Pepsi’s slogan “come alive with the Pepsi Generation” was “Pepsi will alive with the Pepsi Generation” was “Pepsi will bring our ancestors back from the dead.bring our ancestors back from the dead.In Chinese, the KFC slogan “ finger-licken good” In Chinese, the KFC slogan “ finger-licken good” came out as “eat your fingers off”came out as “eat your fingers off”When GM introduced the Chevy Nova in S. When GM introduced the Chevy Nova in S. America, “nova” means “ it won’t go”America, “nova” means “ it won’t go”In Italian, Schweppes Tonic Water translates into In Italian, Schweppes Tonic Water translates into Schweppes Toilet Water. Schweppes Toilet Water.

Translation Errors!Translation Errors!

- Dutch anthropologist who developed theories to help Dutch anthropologist who developed theories to help business people across cultures work togetherbusiness people across cultures work together

POWER DISTANCEPOWER DISTANCE

-Studies how the difference in power is perceived-Studies how the difference in power is perceived

-Cultures the consider people superior due to social -Cultures the consider people superior due to social status, gender, race, age and education, gamily status, gender, race, age and education, gamily background etc. show a background etc. show a highhigh power distance. power distance.

-Cultures that assume equality among people and focus -Cultures that assume equality among people and focus more on earned status are more on earned status are lowlow power distance. power distance.

High: Mexico, Indonesia and IndiaHigh: Mexico, Indonesia and India

Low: Austria, Israel and CanadaLow: Austria, Israel and Canada

Geert Hofstede- Cultural Geert Hofstede- Cultural DimensionsDimensions

UNCERTAINTY AVOIDANCEUNCERTAINTY AVOIDANCE-re: the way cultures adapt to changere: the way cultures adapt to change

High uncertainty avoidance: countries that tend to High uncertainty avoidance: countries that tend to avoid uncertainty and prefer rules/rituals. They avoid uncertainty and prefer rules/rituals. They place value on conformity and have little tolerance place value on conformity and have little tolerance for outsiders.for outsiders.

Lowe uncertainty avoidance: value risk taking seek Lowe uncertainty avoidance: value risk taking seek change and don’t mind difference.change and don’t mind difference.

Business Implication -> easier to do business with Business Implication -> easier to do business with low uncertainty avoidancelow uncertainty avoidance

MASCULINITY AND FEMINISMMASCULINITY AND FEMINISM

Masculinity – degree to which cultures values, Masculinity – degree to which cultures values, assertiveness competition, ambition and accumulate of assertiveness competition, ambition and accumulate of goodsgoods

Feminity – refers to degree that cultures value Feminity – refers to degree that cultures value nurturing, gamily, social support. nurturing, gamily, social support.

*many cultures still encourage gender notes.*many cultures still encourage gender notes.

MAS: Japan and MexicoMAS: Japan and Mexico

FEM: Scandanavia and Thailand. FEM: Scandanavia and Thailand.

INDIVIDUALISM VS. COLLECTIVISMINDIVIDUALISM VS. COLLECTIVISM

Re: Extent to which people are expected to make Re: Extent to which people are expected to make their own decisionstheir own decisions

Indvidualistic cultures encourage citizens to make Indvidualistic cultures encourage citizens to make personal choices/stand up for themselves.personal choices/stand up for themselves.Collectivist cultures value ....Collectivist cultures value ....

Collectivism -> Cuba and ChinaCollectivism -> Cuba and China

Individualism -> Canada, U.S. and AustraliaIndividualism -> Canada, U.S. and Australia

ORIENTATIONORIENTATION

Long-term orientation: Value thrift and perseverance Long-term orientation: Value thrift and perseverance to achieve long term goals (even future generations)to achieve long term goals (even future generations)

Short-term orientation: “now” is more important than Short-term orientation: “now” is more important than “then”“then”

-These cultures are results oriented, make decision -These cultures are results oriented, make decision based on short termbased on short term

-Outsiders who contribute are welcomed-Outsiders who contribute are welcomed

-Short term will offend long term with deadline-Short term will offend long term with deadline