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Chapter 4 Cross-Cultural Communication and Negotiation. Chapter 4(1)- Cross-Cultural Communication…2 Chapter 4(2)- Conflict & Negotiation…27. Chapter 4(1)- Cross-Cultural Communication. Functions of Communication. Communication is the exchange of meaning.
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Chapter 4(1)- Cross-Cultural Communication…2
Chapter 4(2)- Conflict & Negotiation…27
Communication is the exchange of meaning.
In organizations, it has several functions:
A small class exercise
Process by which people organize and interpret their sensory impressions in order to give meaning to their environment
Perception => Attitudes =>
Motivation & Behavior
Evaluative statements –
favorable or unfavorable –
about objects, people, or events;
reflect how one feels about something
People who hold these stereotypes experience surprises when they meet people from these countries who do not fit the stereotypes
A stereotype can become helpful when it is
Verbal Communication Styles
Verbal Communication Styles (cont.)
Australia Direct Exacting Personal Instrumental
Canada Direct Exacting Personal Instrumental
Denmark Direct Exacting Personal Instrumental
Egypt Indirect Elaborate Contextual Affective
England Direct Exacting Personal Instrumental
Japan Indirect Succinct Contextual Affective
Korea Indirect Succinct Contextual Affective
Saudi Arabia Indirect Elaborate Contextual Affective
Sweden Direct Exacting Personal Instrumental
United States Direct Exacting Personal Instrumental
Body movement (‘Body Language’) adds to, and often complicates, verbal communication
Nonverbal communication: a major role across cultures
18” to 4’
4’ to 8’
8’ to 10’
Public distancePersonal Space Categories for Those In the United States
Cultural factors influence what is or is not considered emotionally appropriate
Seems to be high agreement of meaning by emotions within cultures
What’s acceptable in one culturemay seem extremely unusual or dysfunctional in another
- Attributed to Arthur Balfour, 19th century British statesman, Prime Minister, and Foreign Secretary; speaking on the Middle-east Crisis
Conclusion: organizations that cross national borders and draw managers from many different countries have high conflict potential.
The process in which two or more parties communicate and exchange goods or services in an attempt to rich a mutually agreeable solution
Negotiating styles vary among national cultures; for effective cross-cultural negotiation, you need to understand other party’s communication patterns, time orientations, social behavior and idiosyncratic national issues.
Cultural context significantly influences: