GM - Chapter 7 - Cross-Cultural Communication and Negotiation Flashcards Preview

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Flashcards in GM - Chapter 7 - Cross-Cultural Communication and Negotiation Deck (24)
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1
Q

Communication:

A

The process of transferring meanings from sender to receiver.

  • On surface appears straightforward
  • However, a great many problems can result in failure to transfer meanings correctly
2
Q

Context

A

information that surrounds a communication and helps convey the message

  • Context plays a key role in explaining many communication differences
  • Messages often highly coded and implicit in high-context society (e.g., Japan, many Arab countries)
  • Messages often explicit and speaker says precisely what s/he means in low context society (e.g., U.S. and Canada)
3
Q

Indirect and Direct Styles

A
  • High-context cultures: messages implicit and indirect; voice intonation, timing, facial expressions play important roles in conveying information
  • Low-context cultures: people often meet only to accomplish objectives; tend to be direct and focused in communications
4
Q

Elaborate, Exacting and Succinct Styles

A
  • Three degrees of communication quantity—elaborating, exacting, succinct
  • Elaborating style most popular in high- context cultures with moderate degree of uncertainty avoidance
  • Exacting style focuses on precision and use of right amount of words to convey message; more common in low-context, low-uncertainty-avoidance cultures
  • Succinct style more common in high-context cultures with considerable uncertainty avoidance where people say few words and allow understatements, pauses, and silence to convey meaning.
5
Q

Contextual and Personal Styles

A
  • Contextual style focuses on speaker and relationship of parties; often associated with high power distance, collective, high-context cultures
  • Personal style focuses on speaker and reduction of barriers between parties; more popular in low-power-distance, individualistic, low-context cultures
6
Q

Affective and Instrumental Styles

A
  • Affective style common in collective, high-context cultures; characterized by language requiring listener to note what is said/observe how message is presented; meaning often nonverbal; requires receiver to use intuitive skills to decipher message
  • Instrumental style: goal oriented, focuses on sender who clearly lets other know what s/he wants other to know; more commonly found in individualistic, low-context cultures
7
Q

Verbal Styles: US, England, Sweden, Australia, Canada, Denmark

A

Direct, Exacting, Personal, Instrumental

8
Q

Verbal Styles: Egypt, Saudi Arabia

A

Indirect, Elaborate, Contextual, Affective

9
Q

Verbal Styles: Japan, Korea

A

Indirect, Succinct, Contextual, Affective

10
Q

Downward Communication

A
  • Transmission of information from manager to subordinate
  • Primary purpose of manager-initiated communication is to convey orders/information
  • Managers use this channel for instructions and performance feedback
  • Channel facilitates flow of information to those who need it for operational purposes
11
Q

Upward Communication

A
  • From subordinate to superior
  • Purposes: provide feedback, ask questions, obtain assistance
  • In recent years a call for more upward communication in U.S.
  • In Japan, Hong Kong, Singapore upward communication has long been fact of life
  • Outside Asian countries, upward communication not as popular
12
Q

Suggestions for Communication

A
  • Use most common words with most common meanings
  • Select words with few alternative meanings
  • Strictly follow rules of grammar
  • Speak with clear breaks between words
  • Avoid using esoteric or culturally biased words
  • Avoid use of slang
  • Don’t use words or expressions requiring listener to form mental images
  • Mimic cultural flavor of non-native speaker’s language
  • Paraphrase and repeat basic ideas continually
  • At end, test how well other understand by asking him/her to paraphrase
13
Q

Communication Barriers

A

1) Language barriers
2) Cultural barriers
- -Be careful not to use generalized statements about benefits, compensation, pay cycles, holidays, policies in worldwide communication
- -Most of world uses metric system so include converted weights and measures in all communications
- -Even in English-speaking countries, words may have different meanings.
- Letterhead and paper sizes differ worldwide
- Dollars aren’t unique to U.S. Also Australian, Bermudian, Canadian, Hong Kong, Taiwanese, and New Zealand dollars. Clarify which dollar

14
Q

Perceptual Barriers

A

Perception: a person’s view of reality

  • Advertising Messages: countless advertising blunders when words are misinterpreted by others
  • How others see us: May be different than we think
15
Q

Nonverbal communication

- Chromatics

A
  • ## Transfer of meaning through means such as body language and use of physical space
16
Q

Chromatics:

A

Use of color to communicate messages

  • -Eye contact
  • -Posture
  • -Gestures
17
Q

Kinesics

A

Study of communication through body movement and facial expression

18
Q

Proxemics definition and 4 types

A

Study of way people use physical space to convey messages

  • Intimate distance used for very confidential communications
  • Personal distance used for talking with family/close friends
  • Social distance used to handle most business transactions
  • Public distance used when calling across room or giving talk to group
19
Q

Chronemics: definition and 2 types

A

the way time is used in a culture.
two types:
- Monochronic time schedule: things done in linear fashion
- Polychronic time schedule: people do several things at same time and place higher value on personal involvement than on getting things done on time

20
Q

Ways to create Communication Effectiveness

A
  • Improve feedback systems
  • Language training
  • Cultural training
  • Flexibility and cooperation
21
Q

Negotiation: Definition and two types

A

Process of bargaining with one more parties at arrive at solution acceptable to all. Two types of negotiation:

1) Distributive when two parties with opposing goals compete over set value
2) Integrative when two groups integrate interests, create value, invest in the agreement (win-win scenario)

22
Q

5 Steps of the Negotiation Process:

A

1) Planning
2) Interpersonal relationship building
3) Exchange of task related information
4) Persuasion
5) Agreement

23
Q

Cultural Differences Affecting Negotiations

A
  • Don’t identify counterpart’s home culture too quickly; common cues such as accent may be unreliable.
  • Beware of Western bias toward “doing”. Ways of being, feeling, thinking, talking can shape relationships more powerfully than doing.
  • Counteract tendency to formulate simple, consistent, stable images.
  • Don’t assume all aspects of culture are equally significant.
  • Recognize norms for interactions involving outsiders may differ from those for interactions between compatriots.
  • Don’t overestimate familiarity with counterpart’s culture.
24
Q

Negotiation Tactics

A
  • Location
  • Time limits
  • Buyer-seller relationship
  • Bargaining behaviors
  • –Use of extreme behaviors
  • –Promises, threats and other behaviors
  • –Nonverbal behaviors