Межкультурная коммуникация в сфере бизнеса. Практикум. Для студентов-бакалавров направления «Лингвистика», профиля «Теория и практика межкультурной ко

Meeting in a formal office with some observance of protocol would be expected, as it conveys respect and shows a seriousness of purpose. In this case, being casual could come across as flippant or glib, or give the impression that the ramifications have not been sufficiently thought through.

The danger here is that someone from an informal culture may unintentionally appear like he didn’t care enough to make an effort, or may inadvertently undermine the topic he needs to discuss. At the same time, a person from a more formal culture might unwittingly up the ante and make her counterpart believe the situation is much direr than originally thought.

When you think of it this way, having a difficult conversation with someone from another culture can appear perilous — and it can be. So, what can you do about it?

Survey the landscape of the conversation you need to have, and identify potential places where these trip wires might ensnare you.

Take stock of what you know about the other person and her culture. If you don’t know anything at all, now is a good time to do some research, because chances are that if it’s a difficult conversation you have to have, then it’s also an important one.

Look for places where you can overlap with their style. For most people, it’s not all or nothing. Someone from a task-oriented culture can preface what they say with five to ten minutes of tea and conversation about the relationship, for example, and someone from a more formal culture can intentionally dial down the seriousness for one conversation.

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Focus on the trip wire that matters the most. If it’s too much pressure to sail over all four of these, prioritize the one you think could be most vital in this particular context.

By definition, it’s never easy to have a difficult conversation. However, when we have these across cultures, it can be downright confounding. By being mindful of these trip wires and delicately stepping over and around them, you can prevent the conversation style from getting in the way of the content.

Task 2. Read the following situations and try to guess the possible solutions of the communication problems. Investigate the problems using additional materials and Internet resources to see if your ideas are correct. Present the results of your investigation.

Situation 1

Teams, hierarchy, and direct versus indirect communication styles

Based in Cleveland, Ohio, Jim is has been managing a software development team in Pune for the past two years. He has been working closely with Aruna, the Indian team leader, to develop a new networking program. While Jim has over 25 years of experience in software development, Aruna knows the program inside and out. While reviewing his work from the previous week, Jim discovers that he made a mistake in the programming code. He notices that Aruna corrected his error, but wonders why Aruna did not bring it to his attention so that he could avoid delays and keep from making the same mistake in the future.

Questions:

1.Should Aruna have informed Jim of his mistake?

2.Why or why not?

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3.If Jim wants to be notified of his mistakes in the future, how should he proceed?

Situation 2

The verbal and non-verbal differences, low context vs high context

George, an American businessman, attended a trade fair in China and was looking for an opportunity to do business in the country. He was successful in his country and prided himself on how he would quickly get things done. Finally, at the trade fair, he realized a company belonging to Mr. Li would be most responsive to his business. George decided to approach the owner of the company. Since he had read somewhere that Chinese business people like to know a person before

conversation that would lead to the topic of his products and how the two companies would benefit from one another. He suggested that he would arrange a meeting with Mr. Li and provide more details about his business. George wanted the meeting to be soon since he knew he only had a few days in the country. Mr. Li told him in reasonably good English that the week was busy. George casually

suggested that they meet the next morning at 10 o’clock. But in a somewhat low and different tone, the Chinese businessman agreed. The next day, George went to the company at the agreed time only to find that Mr. Li was busy with some other business meetings, and when he came back later, he discovered that Mr. Li had already left.

Situation 3

Non-verbal communication

Lekan, a large wholesaler specializing in interior furnishings, needed to boost its sales. Its domestic market was stagnant and

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desperately needed to make a large deal, preferably in the

purchasing floor coverings. The two companies met on several occasions in Tokyo and a large deal was finally made. A dinner was arranged to celebrate the successful conclusion of business. Mr Roberts, the senior sales manager who had headed

25-year-old malt whisky and then Chanel perfume which, he said, was intended for Mrs Takahashi. Mr Takahashi did his best to conceal his anger and disappointment. He left the celebrations, however, without signing the contract.

Why did Mr Takahashi react the way he did?

Task 3. Make a summary of the text “Having a Difficult Conversation with Someone from a Different Culture”

Text 4

Speak about the Ways Culture Affects Ethical Standards & Shapes of Business Behavior in different parts of the world. Use the text below. You may use your own findings and examples.

One of the most significant issues 21st century businesses will face is the differences that exist in multicultural societies. Each culture has its own understanding of ethical behavior, and different cultural standards may apply in the marketplace. Successful businesses have traditionally focused their energy

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on marketing strategy, product development and pricing. The new realities of the 21st century marketplace will force businesses to make allowance in all their operations for both a diverse workforce, and a diverse customer base.

Business In Japan

Companies contemplating operations in Japan should take some time to gain an understanding of how culture affects business in Japan. For example, a Western business executive may use and understand the phrase, "Let's not lose our heads," but her Japanese counterpart may be very confused and bewildered by the use of such a phrase. Other expectations include removing your shoes when expected by your host, not raising your voice or simply understanding that you should accept a gift with two hands. Practical expectations include printing business cards with Japanese on one side and English on the other, and displaying respect for the practice of consensus building when making important decisions.

Business in China

When doing business in China, it is wise to remember that ancient cultural practices are still important to the Chinese business executive of the 21st century. The Chinese expect that each person understands and complies with their proper place in society. The Chinese value the idea of "saving face," which means that in any transaction you will do nothing that diminishes a person's position or authority. The Chinese also follow the practice of granting favors to people with which they have a relationship. If a Chinese businessperson grants you favored status in a business deal, they will expect that at some future date you will return the favor.

Business in the Middle East

Specific Middle Eastern cultural expectations are sometimes difficult to identify because of the large number of nations in this region. The number one rule you must learn to follow is not to offend the religion of the person you are dealing with.

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This will require that you do your homework before entering into any negotiation or business transactions. There are different political, tribal and religious systems that you must understand. In all social and business transactions that include eating a meal, it is essential that you follow the customs of the people with whom you are eating. Violation of the rules of etiquette will adversely affect any business deal you are contemplating.

Business in Latin America

Businesses in Latin America run much like a family through a principle called paternalism. Employees become dependent upon leaders who are responsible to take care of their needs much as a father takes care of his children's needs. This approach requires employees to accept the decisions of company leaders without question, but also creates an environment in which employees avoid confrontational situations. Offensive behavior brings quick and decisive disciplinary action. However, avoid generalizing Latin American cultural influences on business in rapidly developing countries such as Argentina and Brazil. Businesses in developing economies are adopting the business practices of the countries where they are doing business.

Business Responses

Western countries such as the United States, Britain and Germany are experiencing a large influx of people from all parts of the world. These people bring their own cultural identity to the country they are migrating to, and over time have significant influence on the culture of their new home. The liberty people enjoy in the United States has allowed immigrants to maintain and strengthen cultural values they brought from their country of origin. Businesses react to cultural differences by printing instructions in more than one language, by allowing employees time off to celebrate their traditional holidays and by allowing people to wear clothing

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items that allow them to identify publicly with their cultural background.

Text 5

Task 1. Read the text:

Body Language at Work

When the eyes say one thing, and the tongue another, a practical man relies on the language of the first.

Ralph Waldo Emerson

Not all body language at work is created equal.

Some gestures may be acceptable in a manager but not in a lower rank employee e.g. the pat on the back.

Some gestures are perceived as manly, thus acceptable only when men make them, e.g. crossing a leg by placing an ankle over the knee.

The list below is designed to help you decode body language at work.

Facial Expressions

A smile can be genuine when the eyes are also smiling. It appears fake when only the mouth is smiling. If someone holds a smile for too long, they may be seen as dumb or people pleaser types.

Pursed lips generally mean the person is refraining from expressing dislike.

Pouting lips generally mean the person is refraining from expressing a complaint, hurt or dissatisfaction of some sort. Biting lips generally mean the person is worried, or it could be just a habit, their mouth could be dry.

Parted lips mean either the person is flirting or they can’t close their mouth for whatever reason.

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Tight jaws are a sure sign of being stressed out or uptight, perhaps dissatisfied with something you said, or something they are thinking about. People also tighten their jaws to stop their lips from trembling.

When a person’s face turns red: The most common reason is embarrassment, but it could also mean the person is really angry.

When a person frowns, the person could be worried, or angry. Sometimes people have a permanent frown that is not relevant to any given situation, it’s just a habit they got into and may not reflect their current frame of mind.

You’d think that a smooth forehead would mean that the person is serene and content. Not necessarily so. With the popularity of Botox injections, some people don’t frown anymore, so you could be facing an angry person with a smooth forehead.

Body Language at Work: Head Gestures

When someone is nodding their head, they are letting the speaker know that they get the message. If the nodding is excessive, the person is trying to please the speaker. Observe this dynamics in a meeting, where a higher up is speaking and some people are nodding in excess.

Leaning head on hands while tilting head back could mean the person is distracted, daydreaming, or about to fall asleep. It could also mean they are skeptical about what you’re saying.

Leaning head to the side, fully facing you generally means the person is giving you his/her attention, ready to listen.

Head backward or head retracting is usually the result of a habit, but sometimes is done as a defensive or suspicious gesture, as in: “are you trying to fool me?” “what are you saying to me?”

Head bowed down could mean embarrassment, shame, or just respect for authority. Sometimes, the person may be hiding

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something, but the gesture alone can’t tell you that. This is a gesture that is hard to read accurately.

Head shaking side to side means disapproval.

Covering face with hands could mean a number of things: self-consciousness, or hiding something. This is far from conclusive, you may be better off asking the person why they cover their face.

Twirling hair may mean the person is nervous. It could just be a habit.

Touching hair and other self grooming means the person is either self-conscious or flirting with you.

Torso, Arms and Hands

Leaning forward: This gesture, almost unmistakably means the person is engaged and showing interest in what you are saying or doing. But... it could also mean the person is just more comfortable in that position.

Crossing arms means the person is closed to whatever is hearing or seeing. But a person could cross their arms because of being cold. Or because it’s just more comfortable at the moment.

Pats on the back are generally given by someone higher in the hierarchy. I’ve seen top executives cringe when someone that is lower in the totem pole gives them a pat on the back.

A sticky situation arises when your boss is giving you pats on the back that you don’t welcome. Use your judgment about stopping this. If the unwanted pats are infrequent, let it go, but if it’s getting on your nerves, approach your boss about it, otherwise it’ll build unnecessary resentment.

Body language at work includes hugs, which vary among cultures, but are generally:

-Given with the upper body only. Full body contact hugs are not something you do at work

-Using an open body, as opposed to closed

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- Light pressure, instead of bone breaking hugs

When a person puts a hand on his chest, it means real sincerity or they may just be trying to appear sincere.

When someone shows their palms, it’s a gesture of openness and approachability.

When the hands are in their pockets, they may be nervous or trying to appear nonchalant.

Handshakes:

A limp handshake doesn’t really mean anything, but it’s seen as weakness or too much daintiness. A pulverizing handshake is seen as dominant. Somewhere in the middle is a confident handshake, not limp, not pulverizing.

When a person shakes your hand using two hands, as in a sandwich, it means extra care. It could also be a reflection of dominance. Or a mix of both.

Body Language at Work: Legs and Feet

Legs crossed at the knee or at the ankle may indicate closed attitude but they may also mean the crossed legged person is more comfortable that way. No easy conclusions here.

When a person is tapping his/her foot, they may be bored or in a hurry and telling you to hurry, too.

When a person adjusts their feet to pointing out toward the door, it’s likely they are about to (or want to) get up and leave. They may just be waiting for the right moment to take off.

Your Voice

A person using a high pitched voice is seen as child like and emotionally upset. Sometimes the person speaks that way naturally, so don’t hold this against them.

A person speaking in low volume appears as insecure. A person speaking in loud voice is seen as boisterous or energetic.

Voice volume is totally under a person’s control, you decide what level you use when.

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