PowerPoint slides by R. Dennis Middlemist, Professor of Management, Colorado State University
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Transcript of PowerPoint slides by R. Dennis Middlemist, Professor of Management, Colorado State University
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PowerPoint slides by R. Dennis Middlemist, Professor of Management, Colorado State University
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Cross-Cultural Communication and Negotiation
The specific objectives of this chapter are:
1. DEFINE the term communication, examine some examples of verbal communication styles, and explain the importance of message interpretation.
2. ANALYZE the common downward and upward communication flows used in international communication.
3. EXAMINE the language, perception, and culture of communication, and nonverbal barriers to effective international communications.
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Cross-Cultural Communication and Negotiation
4. PRESENT the steps that can be taken to overcome international communication problems.
5. 5. DEVELOP approaches to international negotiations that respond to differences in culture.
6. REVIEW different negotiating and bargaining behaviors that may improve negotiations and outcomes.
The specific objectives of this chapter are:
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Communication Process and Verbal Communication Styles
Communication The process of transferring meanings from sender to receiver See Diagram
Verbal communication styles Role of context in communication: High or Low Indirect and Direct Styles Succinct vs. Exacting vs.Elaborate Contextual and Personal Styles
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Context: What is it?
Context is information that surrounds a communication and helps convey the message. High-Context Societies
Messages are often highly coded and implicit , such as Japan and many Arab countries
(implicit = implied but not said directly) Low Context Societies
The message is explicit and the speaker says precisely what he or she means such as the United States and Canada
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High Context
Less verbally explicit communication, less written/formal information
More internalized understandings of what is communicated
Long term relationships Strong boundaries- who is accepted as belonging vs wh
o is considered an "outsider" Knowledge is situational, relational. Decisions and activities focus around personal face-to-f
ace relationships, often around a central person who has authority.
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Low Context
Rule oriented, people play by external rules More knowledge is codified, public, external, and acces
sible. Sequencing, separation--of time, of space, of activities,
of relationships More interpersonal connections of shorter duration Knowledge is more often transferable Task-centered. Decisions and activities focus around w
hat needs to be done, division of responsibilities.
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Ways that High and Low Context Differ The Structure of Relationships High: Dense, intersecting networks and longterm relationships, strong boundaries,
relationship more important than task Low:
Loose, wide networks, shorter term, compartmentalized relationships, task more important than relationship
Main Type of Cultural Knowledge High: More knowledge is below the waterline--implicit, patterns that are not
fully conscious, hard to explain even if you are a member of that culture Low:
More knowledge is above the waterline--explicit, consciously organized
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Entering High and Low Context Situations
High contexts can be difficult to enter if you are an outsider (because you don't carry the context information internally, and because you can't instantly create close relationships).
Low contexts are relatively easy to enter if you are an outsider (because the environment contains much of the information you need to participate, and because can you form relationships fairly soon, and because the important thing is accomplishing a task rather than feeling your way into a relationship).
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Explicit and Implicit Communication
High-context/implicit communication
cultures
Low-context/explicit communication
cultures
Germans
Swiss Germans
Scandinavians
North Americans
French
English
Italians
Latin Americans
Arabs
Japanese
Adapted from Figure 7–1: Explicit/Implicit Communication: An International Comparison
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Communication Process and Verbal Communication Styles
Indirect and direct styles In high-context cultures, messages are implicit and
indirect Voice intonation, timing, and facial expressions play
important roles in conveying information In low-context cultures, people often meet only to
accomplish objectives and tend to be direct and focused in their communications
Verbal communication styles
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Communication Process and Verbal Communication Styles
Elaborate and succinct styles Three degrees of communication quantity— elaborate,
exacting, and succinct. The elaborating style is more popular in high-context cultures
that have a moderate degree of uncertainty avoidance The exacting style focuses on precision and the use of the right
amount of words to convey the message and is more common in low-context, low-uncertainty-avoidance cultures
The succinct style is more common in high-context cultures with considerable uncertainty avoidance where people tend to say few words and allow understatements, pauses, and silence to convey meaning.
Verbal communication styles (continued)
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Communication Process and Verbal Communication Styles
Contextual and personal styles Contextual style is one that focuses on the
speaker and relationship of the parties Contextual style is often associated with high-
powerdistance, collective, high-context cultures Personal style focuses on the speaker and the
reduction of barriers between the parties Personal style is more popular in low-power-
distance, individualistic, low-context cultures
Verbal communication styles (continued)
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Table 7–1Major Characteristics of Verbal Styles
Phases of Multicultural Development
Adapted from Table 7–1: Major Characteristics of Verbal Styles
Indirect vs. direct
IndirectDirect
Implicit messagesExplicit messages
Collective, high contextIndividualistic, low context
Succinct vs. elaborate
Elaborate High quantity of talk
Moderate uncertainty avoidance, high context
Exacting Moderate amount of talk
Low uncertainty avoidance, low context
Succinct Low amount of talk High uncertainty avoidance, high context
Cultures in WhichMajor Interaction Focus Characteristic It
Verbal Style Variation and Content Is Found
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Table 7–1Major Characteristics of Verbal Styles
Phases of Multicultural Development
Cultures in WhichMajor Interaction Focus Characteristic It
Verbal Style Variation and Content Is Found
Adapted from Table 7–1: Major Characteristics of Verbal Styles
Contextual vs. personal
Contextual Focus is on the speaker and role relationships
High power distance, collective, high context
Personal Focus is on the speaker and personal relationships
Low power distance, individualistic, low context
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Summary of Verbal Styles
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Nonverbal Communication
Nonverbal communication The transfer of meaning through means such as body
language and use of physical space Kinesics
The study of communication through body movement and facial expression
Eye contact Posture Gestures
Chromatics The use of color to communicate messages
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Nonverbal Communication
Proxemics The study of the way that people use physical space to
convey messages Intimate distance is used for very confidential communications Personal distance is used for talking with family and close
friends Social distance is used to handle most business transactions Public distance is used when calling across the room or giving
a talk to a group
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Personal Space in the U.S.
Intimate distance 18”Personal distance 18” to 4’
Social distance 4’ to 8’
Public distance 8’ to 10’
Adapted from Figure 7–3: Personal Space Categories for Those in the United States
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Nonverbal Communication
Chronemics Monochronic time schedule
Things are done in a linear fashion. Manager addresses Issue A first and then moves on to Issue B Time schedules are very important and time is viewed as
something that can be controlled and should be used wisely Polychronic time schedules
People tend to do several things at the same time People place higher value on personal involvement than on
getting things done on time Schedules are subordinated to personal relationships