Motivating a multinational team

Several organisations have been carrying out research to determine the best way to (1)______ a multinational team of employees. The results of this work show that the principal problems are caused by cultural differences. For example, one study, in which members of ten nationalities attended regular (2)______ together, revealed that the French could not understand the practical British (3)______ to conducting business, which they thought indicated a lack of preparation. On the other hand, the Americans found it difficult to accept shaking hands with the French every morning, which they saw as a sign of a more formal (4)_____.

Language can also cause misunderstandings: take the case of an American (5)______ who wrote “quite good” on a report prepared by his British subordinate. This was interpreted as meaning “not very good” when in fact the American had meant “better than good”. To overcome these problems, the successful multinational team should be composed of managers who have the right (6)______ in terms of attitude and experience and who (7)______ the positions that they are appointed to. It should also be a team that understands the basic (8)______ that “difference” should be accepted.

Ex. 9. Below you will find the advice on how to succeed in an international business context. First study the structures in bold in each of the sentences below. Complete the sentences with the expressions from the box.

flexible, open-minded and to listen, start negotiations, less efficient, less educated or less developed, adapt your arguments, try to understand, historical heritage, on an international level, identical systems work differently, future business dealings

1. It is important to remember that every country has its own ______ which defines the context.

2. You should always ______ this context when doing business ______ .

3. Don't forget that ______ in different environments.

4. It is also important to remember when you ______ that he is sending out signals which could help you greatly in your ______ with him.

5. You should always avoid thinking that your local partner is ______ than you are.

6. It is essential to be ______.

7. You have to ______ for each market.

Can you add anything to the list? Are there any international business consultancies dealing with cross-cultural issues in your country? How do they work? Are they necessary? Why?

Ex. 10. Read the following passage and choose the correct word from А, В or С to fill each gap.

Recent research at business schools in the USA has shown that traditional management styles are rapidly becoming obsolete. In the traditional model, senior management exercises its (1)______ to ensure that decisions are carried out by (2)______ at lower levels of the company (3)______. However, in today’s rapidly evolving business environment, it has become clear that (4)______ is something that all managers will have to live with and adapt to. In the modern digital organisation (5)______ is no longer restricted to senior managers, and employees are not expected to blindly (6)______ orders from above. Because of the increasing complexity of business, managers have had to (7)______ tasks to people at lower levels and to (8)______ them to take the necessary decisions. It has become a system where what you achieve, in other words your (9)______, is what determines not only the respect that other people in the organisation have for you but also how you are (10)______ for the work that you accomplish. As one manager puts it, “Today you have to be very careful about what you say to someone who works for you because tomorrow that same person could be your boss!”

1. 2. 3. 4. 5. 6. 7. 8. 9. 10.

A A A A A A A A A A

custom bosses culture initiative knowledge obey reward empower relationship rewarded

B B B B B B B B B B

gesture subordinates hierarchy change communication operate signal infer education scheduled

C C C C C C C C C C

authority partners headquarters etiquette decision-making value delegate familiarise performance measured

Ex. 11. Complete each sentence below with an adjective or a noun of nationality, using the information in the accompanying passages.

1.	Packard Bell has already taken a significant share of the US computer market and has performed better, in some areas, than its main national rivals Compaq and Apple. Compaq, Apple and Packard Bell are American computer companies.
2.	Nordak is currently recruiting a senior manager who will head up the UK office of its first foreign subsidiary. Nordak is not of ______ origin.
3.	The shares of Heineken NV have reached a record level in their home market in Amsterdam, Holland. Heineken is a ______ company.
4.	Whenever we set up a foreign subsidiary, we always make sure that it is managed by someone from the country concerned. That will be the case with our new operation in Finland. Our new subsidiary will be managed by a ______.
5.	The authorities in Japan now allow foreign firms to manage investment funds on the Tokyo market. The Tokyo market was previously restricted to ______ firms.
6.	This year we have decided not to attend the trade fair in Milan as the date coincides with a similar but more important event in Vienna in Austria. We will be attending the ______ trade fair.
7.	Our main markets are Eastern Europe and North America. However, we also do some business with Portugal. The ______ are our best customers in Western Europe.
8.	Although our company was originally from Sweden, four years ago we transferred all of our operations to Switzerland. The company is no longer ______. Today it is ______.
9.	Next year the presidency of the commission will be taken by Spain. The commission’s new president will be a ______.
10.	The country is one of the most attractive destinations for business investment in the EU and its capital, Dublin, has excellent facilities. Many companies are setting up ______ operations.

Ex. 12. Read the dialogue. Act it out. Think of the possible ending.