Global Real Estate:Local Markets

Chapter 3: Cultural Literacy for Business

In This Chapter

• Cross cultural business skills• Generalizations and stereotypes • High context/low context cultures

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Generalizations, Expectations, Stereotypes

• Generalizations allow revision of opinions and responses

• Stereotypes interfere with treating people as individuals

• Cultural learning can work both ways• Adapt your outlook and behavior• You don’t have to change who you are or

your culture3

High Context/Low Context

High Context• Formality, face-saving,

relationships, slow pace

• Asia/Pacific, Russia, Middle East, Central and South America, Southern Europe, Africa

Low Context• Informality, direct

communication, results, fast pace, punctuality

• USA, Canada, Northern Europe, Australia, New Zealand, South Africa

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Cross-Cultural Business Skills

How can you: •Be sure your behavior is appropriate?•Project a positive attitude?•Adjust to the need for high- or low-context interactions?

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Do’s and Don’ts

• Save face• Talk less, listen more• Relationships first• Formal, slow pace• Punctuality• Attorneys in the background• Contract—end or beginning?

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Do’s and Don’ts

• Respect for hierarchy• Business card etiquette• Family matters are private• Practice with interpreters• Double check software translations• Observe nonverbal signals• Common sense

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Non-verbal Red Flags

• Re-adjusting distance• Averting eye contact• Scowling, frowning• Inappropriate laughter• Covering the face• Silence, no questions• Displaying impatience

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Behaviors to Avoid

• Hands in pockets or on hips

• Intense, prolonged eye contact

• Crossing legs• Showing the soles of

feet or shoes • Pointing or touching

with the foot

• Fleeing or invading personal space

• Initiating any physical contact

• Showing impatience• Pointing or beckoning

with the fingers• Hand gestures

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Negotiations and Decision Making

• Win-win or win-lose?• Consensus, committee, or hierarchy?• Accept and adapt to the client’s practices• Follow up in writing

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Gender Issues

• Cultures that strictly separate sexes may have difficulty adjusting

• Be deferential to women even if their own culture is less so

• Include the spouse or other colleagues in invitations to male clients or colleagues

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Religious Traditions

• Fundamental to cultural identity, norms, traditions

• Learn about others’ beliefs and traditions

• You don’t have to change your own beliefs and traditions

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Active Listening• Facilitates cross-

cultural communication

• Ask open-ended questions

• Invite listeners to explain understanding

• The conversation IS the message

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Active Listening Skills

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Exercise: Where in the World Is…?

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Key Point Key Point ReviewReview