I Linear Active Cultures-Those who plan, schedule or organize one thing at a time (Germans,

Swiss, Austrians).

A. Characteristic of Linear Cultures

1. Introverted 6. Rely on facts

2. Patient 7. Unemotional

3. Focus on Business 8. Procedural

4. Methodical 9. Fixed Agenda

5. Confronts with logic 10. Punctual

II Multi-Active Cultures- These are lively, loquacious people who do many things at the same time. They do not restrict their activities to their time schedule, but devote their attention according to the relative importance or emotional attachment connected with what is occurring (Italians, Latin Americans, Middle Easterners).

1. Characteristics of Multi-Active Cultures

1. Extroverted 6. Pulls Strings

2. Talkative 7. Gregarious

3. Not eight hour minded 8. Seeks favors

4. Many Physical Gestures 9. Interrupts

5. Not Punctual 10. Social/Professional

III Reactive Cultures- Cultures that prioritize courtesy and respect, listening quietly and calmly to their interlocutors and reacts carefully to the other side’s proposals (Chinese, Japanese, Finns).

A. Characteristics of Reactive Cultures

1. Introverts 5. Good Listeners

2. Oral Agreements 6. Patient

3. Quiet 7. Punctual

4. Respectful 8. Principle Oriented

IV High Context and Low Context Cultures

1. High Context Cultures- High context refers to societies or groups where people have close connections over a long period of time. Many aspects of cultural behavior are not made explicit because most members know what to do and what to think from years of interaction with each other.

2. Low Context Cultures- Low context refers to societies where people tend to have many connections but of shorter duration or for some specific reason. In these societies, cultural behavior and beliefs may need to be spelled out explicitly so that those coming into the cultural environment know how to behave.

V Business Negotiations with Germans

A. Germans have two terms that are indicative of their culture:

1. Alles Hat Seine Ordnung –Everything has its place (it is so deeply cultural that it almost can

be said that this describes their understanding of the nature of the universe (their worldview).

1. Allles Zu Seiner Zeir-everything has its time.

B. They don’t mix business and pleasure (socializing is done after the business is completed).

C. Germans think of themselves as honest and straightforward. (as a matter of fact in some German

high schools ethics is taught as a compulsory course or as one of several optional courses).

D. They are detail oriented (they are careful about details) thus they prefer lots of information and

instruction to guide performance.

E. Their attention to detail, specifications and instruction tends to make them good listeners.

F. Negotiating Characteristics.

1. Professionally dressed

2. Disciplined

3. Well informed

4. Well versed in the arguments of the counterpart

5. They tend to compartmentalize or specialize

6. Willing to make decisions during the meeting

7. They scrutinize every detail

8. Business is serious not a joking matter