Body LanguageCross Cultural Negotiations

You know you are like a sister to me, please don’t do that

again

?!

The monster, stay away

Direct communication:Body language = 55%Voice tone = 38 %Content = 7%

Accurate Reading

Accurate Reading

• Gestures in clusters

• Congruence

• Context

• Culture

Accurate Reading

• Gestures in clusters

• Congruence

• Context

• Culture

Accurate Reading

• Gestures in clusters

• Congruence

• Context

• Culture

Accurate Reading

• Gestures in clusters

• Congruence

• Context

• Culture

Low Context High context

Proximity

Low Context High context

Proximity

Low Context High context

Proximity

Low Context High context

Don’t cross

Proximity

Low Context High context

Don’t cross

Setting borders by the hand shake

Proximity

Low Context High context

Don’t cross

When & where to touch Setting borders by the hand shake

Proximity

Low Context High context

Don’t cross

When & where to touch Setting borders by the hand shake

Levels of body space:1- Public2- Social3- personal4- intimate

Low Context High context

Direct Vs. Indirect

Low Context High context

Direct Vs. Indirect

Low Context High context

Direct Vs. Indirect

Low Context High context

Americans

Sorry, we’re not interested

Direct Vs. Indirect

Low Context High context

Direct Vs. Indirect

Japanese

Hai

HaiHai

Hai

Bla Bla Bla ........

Low Context High context

Direct Vs. Indirect

We will study your offer

Japanese

Low Context High context

Direct Vs. Indirect

We will study your offer

Japanese

Low Context High context

Direct Vs. Indirect

Low Context High context

Direct Vs. Indirect

We will put your great offer into consideration

Arabs

Low Context High context

Direct Vs. Indirect

How To spot rejection?

Low Context High context

Direct Vs. Indirect

How To spot rejection?

Arabs

Low Context High context

Direct Vs. Indirect

How To spot rejection?

Arabs

Folded arms

Low Context High context

Direct Vs. Indirect

How To spot rejection?

Arabs

Folded armsCrossed legs

Low Context High context

Direct Vs. Indirect

How To spot rejection?

Arabs

Folded armsCrossed legsThumb supportingthe chin

Low Context High context

Direct Vs. Indirect

How To spot rejection?

Arabs

Folded armsCrossed legsThumb supportingthe chin

Japanese

Hai

Nodding the head& not going into details

Low Context High context

Direct Vs. Indirect

Low P.D. High P.D.

Japanese exchange business cards before meeting to asses each other’s position

Low P.D. High P.D.

Japanese exchange business cards before meeting to asses each other’s position

Low P.D. High P.D.

Low P.D. High P.D.

Low P.D. High P.D.

Low P.D. High P.D.

Exposed palm facing upward

Low P.D. High P.D.

Exposed palm facing upward

To point, use index and thumb together

Low P.D. High P.D.

Exposed palm facing upward

To point, use index and thumb together

Avoid direct eye contact

Low P.D. High P.D.

Exposed palm facing upward

To point, use index and thumb together

Avoid direct eye contact

Low P.D. High P.D.

Exposed palm facing upward

To point, use index and thumb together

Avoid direct eye contact

Palm facing downward

Low P.D. High P.D.

Exposed palm facing upward

To point, use index and thumb together

Avoid direct eye contact

Palm facing downward

Point with index finger

Low P.D. High P.D.

Exposed palm facing upward

To point, use index and thumb together

Avoid direct eye contact

Palm facing downward

Point with index finger

Down hand shake

Masculine Feminine

Masculine Feminine

Masculine Feminine

People from feminine cultures try to establish friendships before conducting business deals

Conclusion

Conclusion

Watch & learn