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TRANSCRIPT
Overcoming Cross Cultural
Differences and Effectively
Working Together in a Global
Marketplace:
Legal and non-legal Aspects
2015 Primerus Global Conference
Overcoming Cross Cultural Differences and Effectively Working Together in a Global Marketplace | Oct. 3, 2015 | 2
Panel
Jonathan Pearce Marriot Harrison, London/UK
Mercedes Tort 1961 Abogados, Barcelona/Spain
Julian Felipe Rojas Rodriguez Pinilla Gonzalez & Prieto Abogados, Bogota/Colombia
Brian L. Davidoff Greenberg Glusker, Los Angeles/USA
Suwit Suwan Navinlaw, Pakkred Nontaburi/Thailand
Andrea Tiedemann, Tina Denso Brödermann Jahn, Hamburg/Germany
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Agenda
• Introduction
• Overview of Main International Legal Systems
• Importance of Understanding the Differences
• Culture Quiz
• Panel Discussion
Overview of the main
international legal systems
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Importance of Understanding Cultural Differences
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Why should we recognize the existence of
cultural differences ?
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Why do we have to overcome cultural
differences ?
Managing cultural diversity
successful work in an international environment
achievement of the clients’ goals
happy clients
and possibly new ones.
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From cultural awareness to skills
AWARENESS
KNOWLEDGE
ATTITUDE
SKILLS
Kirsten Nazarkiewicz:Managing diversity: Interkulturelle Kompetenz für Führungskräfte
Of cultural differences and your own
presumptions of other cultures
About cultures and intercultural
communication
Attitude of openness and
understanding
Apply situation based problem-solving,
instead of focusing on assumed
cultural patterns 8
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The clients expect us to know about
basic cultural concepts and patterns –
let‘s test how much you already know!
Cultural QUIZ
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Cultural QUIZ – TRUE or FALSE?
“Germans like to maintain eye contact during conversations”
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Cultural QUIZ – TRUE or FALSE?
“The thumb sign up means OK in Australia”
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Cultural QUIZ – TRUE or FALSE?
“Maintaining eye contact with seniors is disrespectful in Japan”
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Cultural QUIZ – TRUE or FALSE?
“Chinese prefer sitting face to face while Spanish rather sit side by side when negotiating.”
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Cultural QUIZ – TRUE or FALSE?
“At dinner French start talking business after the
first course”
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Cultural QUIZ – TRUE or FALSE?
“A nod in Bulgaria means <NO>”
Panel discussion: Basic Cultural Concepts and Patterns
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Basic cultural concepts and patterns
(1) The use of space (Proxemics)
(2) Communication through Body
Movements and Gestures (Kinetics)
(3) Touch of physical sensitivity (Haptics)
(4) Eye contact (Oculesics)
(5) Use of time (Chronemics)
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Basic cultural concepts and patterns
The use of space
(Proxemics)
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Proxemics
„PROXEMICS“:
the perception of social and personal space
Actual distances vary according to culture!
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Proxemics
How much or how little space between business
partners is acceptable in your country?
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Basic cultural concepts and patterns
Communication through Body
Movements and Gestures
(Kinetics)
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Kinetics
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Kinetics
Are body movements and gestures acceptable in a
business context in your country?
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Basic cultural concepts and patterns
Touch of physical sensitivity
(Haptics)
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Haptics
The way touch is used to communicate is different:
„Don‘t touch“
cultures
Middle Ground
cultures
„Touch“
cultures
Japan Australia Latin-American
countries
USA, Canada France, Ireland Italy, Spain, Portugal
England, Scandinavia China, India Russian Federation
Other North-European
countries Middle-East countries Some Asian countries
Chaney & Martin: Intercultural business communication
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Haptics
Is it appropriate to touch (kiss, hug, shake hand, pad on
the shoulder) your business partner in your country?
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Basic cultural concepts and patterns
Eye contact
(Oculesics)
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Oculesics
Direct eye contact may mean
• a sign of respect
• a sign of disrespect
• self-confidence
• that you have nothing to hide
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Oculesics
In your country, is it rather a sign of attention or
disrespect if you seek direct eye contact with your business partner?
Is there a difference between men and women?
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Basic cultural concepts and patterns
Use of time
(Chronemics)
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Chronemics
The way of handling and structuring time
Monochronic people Polichronic people
Do one thing at a time, concentrate on the
job
Do many things at once, are highly
distractible and subject to changes
Take time commitments seriously Consider time commitments an objective to
achieve if possible
Are committed to the job Change plans often and easily
Are accustomed to short-term relationships Have strong tendencies to build life strong
relationships
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Chronemics
Are time commitments taken seriously in your country? Do I have to appear in time for a meeting? How fast/soon can I expect a decision to be taken?
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Any other aspects?
Thank you very much
!