Kinesics : body movement Proxemics : interpersona sace

1. Types of Non-Verbal Language • Kinesics: body movement • Proxemics: interpersonasace • Chronemics: silences separating verbal conversations • Oculesics: eye contact or avoidance • Haprics: body contact • Physical Appearance

2. LANGUAGE : Even if you are negotiating with another English speaking person (U.K., Australian, etc.), not all of our words mean the same to our counterparts. • NON VERBAL COMMUNICATION: Every culture has their own gestures (are different from one culture to the next). You should research into body language, gestures, personal distances, appearance and modes of greeting/negotiating styles. E.g. Japanese may nod up and down (but this means no). Negotiation Styles

3. 3.) FORMS OF GREETINGS: Handshakes in some cultures are inappropriate. Some cultures do not like to make any physical contact at all. • Business card should be in the visitor’s language on the one side and the receiver's language on the other. • E.g. If a visitor to Japan is greed with a bow, he or she should return the bow at the same angle. To make a deeper bow confers power upon him/her. 4.) STYLE OF DRESS: Dark business suits are considered more formal • In japan, Business people should dress more formal and wear slip on shoes (you will remove them frequently). • In Brazil, it might be accepted for men to dress more informal however women should be formal.

4. BUSINESS PROTOCOL: Rules of correct or appropriate behaviour to follow when meeting with officials or business people in another nation. GIFT GIVING: In some countries, the visiting business representative is expected to present a gift to the host (respect). In others, it wuld be considered a bribe. If a gift is expected, find out what they would generally like. E.g. In many Asian culturs, the number 4 is associated with death (therefore wouldn’t bring them 4 of anything) • Japan, traditionally expect a gift during a first meeting • Europeans generally do not expect/accept gifts. Business Protocol

5. PUNCTUALITY: Find out if punctuality is valued. • N. Americans, Asian and Europeans value punctuality • Many Latin countries, do not consider it to be rude, if they show up late for a meeting SCHEDULE OF MEETINGS: • France; many businesses are closed in August • U.K.; many factory towns have a half-day which means they are closed for the afternoon (varies) • Muslim businesses provide two prayer breaks during the days when no appointments are scheduled. • Israeli businesses generally do not operate on Saturday (for it is considered a holy day) • Muslim countries generally considered Friday not a workday because it is a day of worship • Be aware of national and religious holidays

6. BUSINESS ENTERTAINING: • Many cultures believe that there should be entertaining ( lunches, parties, after hours etc.) EMPLOYEE MANAGEMENT: Many cultural values have been incorporated into the laws of each country. • Mexico, lunch usually starts between 2:00 – 3:30 p.m. • Greek businesses often close for a break between 2:00 – 4:00 p.m. DECISION MAKING: • In N. America and Latin America decisions are generally made top-down • In many Asian cultures, decisions are made from the bottom up

7. RULES OF THUMB FOR DOING BUSINESS GLOBALLY: • Be prepared • Slow Down • Establish Trust • Understand importance for language and cultures • Respect the culture and the way of doing business

8. Many large companies still make mistakes when marketing their products outside of their own borders • The name Coca-Cola in China was translated into “Bite the tadpole” • In Taiwan, the translation of Pepsi’s slogan “come alive with the Pepsi Generation” was “Pepsi will bring our ancestors back from the dead. • In Chinese, the KFC slogan “ finger-licken good” came out as “eat your fingers off” • When GM introduced the Chevy Nova in S. America, “nova” means “ it won’t go” • In Italian, Schweppes Tonic Water translates into Schweppes Toilet Water. Translation Errors!

9. Dutch anthropologist who developed theories to help business people across cultures work together POWER DISTANCE -Studies how the difference in power is perceived -Cultures the consider people superior due to social status, gender, race, age and education, gamily background etc. show a high power distance. -Cultures that assume equality among people and focus more on earned status are low power distance. High: Mexico, Indonesia and India Low: Austria, Israel and Canada Geert Hofstede- Cultural Dimensions

10. UNCERTAINTY AVOIDANCE • re: the way cultures adapt to change High uncertainty avoidance: countries that tend to avoid uncertainty and prefer rules/rituals. They place value on conformity and have little tolerance for outsiders. Lowe uncertainty avoidance: value risk taking seek change and don’t mind difference. Business Implication -> easier to do business with low uncertainty avoidance

11. MASCULINITY AND FEMINISM Masculinity – degree to which cultures values, assertiveness competition, ambition and accumulate of goods Feminity– refers to degree that cultures value nurturing, gamily, social support. *many cultures still encourage gender notes. MAS: Japan and Mexico FEM: Scandanavia and Thailand.

12. INDIVIDUALISM VS. COLLECTIVISM Re: Extent to which people are expected to make their own decisions • Indvidualistic cultures encourage citizens to make personal choices/stand up for themselves. • Collectivist cultures value .... Collectivism -> Cuba and China Individualism -> Canada, U.S. and Australia

13. ORIENTATION Long-term orientation: Value thrift and perseverance to achieve long term goals (even future generations) Short-term orientation: “now” is more important than “then” -These cultures are results oriented, make decision based on short term -Outsiders who contribute are welcomed -Short term will offend long term with deadline