![Page 1: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/1.jpg)
Communicating and Negotiating
Across Cultures
Presenter:
Richard R. Gesteland
Global Management LLC
![Page 2: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/2.jpg)
Business Culture: A set of expectations and assumptions
about how to do business.
![Page 3: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/3.jpg)
Two Iron Rules of International Business:
• The business visitor is expected to understand the local culture.
• The seller is expected to understand and adapt to the buyer’s culture.
![Page 4: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/4.jpg)
But there are over 6900 cultures in today’s global marketplace…
![Page 5: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/5.jpg)
Patterns of Cross-Cultural Communication and Negotiating
Behavior
![Page 6: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/6.jpg)
First: How to avoid stereotyping when we compare business cultures?
• Stereotypes are lazy ways of describing people.
• So we will refer to cultural tendencieswhen we compare international business behavior.
![Page 7: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/7.jpg)
Cross-Cultural Communication and
Negotiating Behavior: 5 Key Variables
• Deal-Focus vs Relationship-Focus
• Direct vs Indirect Communication
• Informal vs Formal Business Behavior
• Monochronic vs Polychronic Time
• Reserved vs Expressive Communication
![Page 8: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/8.jpg)
Comparing Deal-Focused and Relationship-Focused Business
Behavior
![Page 9: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/9.jpg)
Deal-Focused Business Cultures:
• United States
• Nordic countries, Netherlands, Germany, Britain, Canada
• Australia/New Zealand
![Page 10: Communicating and Negotiating Across Cultures · •France, Belgium, Southern Europe •Central Europe, Eastern Europe, Russia •Hong Kong and Singapore. Title: Communicating and](https://reader034.vdocument.in/reader034/viewer/2022052611/5f0680bf7e708231d418501d/html5/thumbnails/10.jpg)
Moderately Deal-Focused Cultures:
• France, Belgium, Southern Europe
• Central Europe, Eastern Europe, Russia
• Hong Kong and Singapore