Cross-Culture Communication and Negotiation Ppt

8/13/2019 Cross-Culture Communication and Negotiation Ppt

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Cross-Culture Communication andNegotiation

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MEMBERS

Ameek Sandhu

Ritu Dalal

Tanya Tripathi

Gaurav Kandpal

Deepak Kathkar

Bhupiunder

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Functions of Communication

Communication is the exchange of meaning.

In organizations, it has several functions:

Affecting Behaviorthrough both formal andinformal channels

Emotional expression- fulfillment of social

needs

Information- facilitating decision making

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The Communication Process

Source Encoding Channel Decoding Receiver

FEEDBACK

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Types of Communication

Verbal:

Oral

Face-to-face

Distant (phone, video)

Written

Print

Electronic

Non-Verbal

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Overall Communication ProcessVerbal Communication StylesContext

Information that surrounds a communication andhelps to convey the message

High-context societies

Messages often are coded and implicit

Rely on indirect style

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Overall Communication ProcessLow-context societies

Message is explicit and the speaker says precisely

what s/he means

Rely on direct style

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High- vs. Low-Context Cultures

HIGH CONTEXT

LOW CONTEXT

Chinese Korean Vietnamese Arab

Greek Spanish Italian English French

North American Scandinavian German Swiss

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Non-verbal Communication

Body movement(Body Language) adds to, and

often complicates, verbal communication

Kinesics - Gestures, facial configurations, and other

movements of the body

Intonations- Change the meaning of the message

Facial expression- Characteristics that would never

be communicated if you read a transcript of what issaid

Physical distance- Proper spacing is largely

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Cross-Cultural Communication

Nonverbal communication: a major role across cultures

Distance between people

North Americans: stand 5 1/2 to 8 feet apart

Latin American cultures: people stand much closer

Reactions

Latin American moves close to the North American

North American backs away

Latin American might perceive the North Americanas cold and distant

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Time orientation

Latin Americans view time more casually than North

Americans

Swiss strongly emphasize promptness in keeping

appointments

Egyptians usually do not look to the future

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Time orientation (cont.)

Southeast Asians view the long term as centuries

Sioux Indians of the United States do not have

words for "time" or "wait" in their native language

Potential misunderstandings are large

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Negotiation

The process in which two or more parties

communicate and exchange goods or services

in an attempt to rich a mutually agreeablesolution

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Cultural Differences in

NegotiationsNegotiating styles vary among national

cultures; for effective cross-cultural

negotiation, you need to understand other

partys communication patterns, time

orientations, social behavior and idiosyncratic

national issues

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Successful Negotiators Characteristics

US Japanese Taiwanese Brazilian

Preparation &planning skill

Dedication to job Persistence &determination


Thinking underpressure

Perceive &exploit power

Win respect &confidence

Thinking underpressure

Judgment &intelligence

Win respect &confidence



Verballyexpressive

Integrity Productknowledge

Verballyexpressive

Productknowledge

Demonstratelistening skills

Interesting Productknowledge


Broadperspective



Integrity Verbally

expressive

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Cultural Differences in

Negotiations

Cultural context significantly influences:

History & identity in relation to conflict

Time frame (short/long; deadlines)

Emphasis on rationality/emotion/ideals

The amount and type of preparation for bargaining

Participants: few essential or the more the merrier;

young professional or respectable elderThe relative emphasis ontask versus interpersonalrelationships andformal vs. informalmechanisms (e.g.,lawyers)

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Differences in Negotiations

Where the negotiation should be conducted(business/leisure) and emphasis on entertainment

Communication patterns (verbal/nonverbal);direct vs. non-direct rejection

Thetactics used:

Extent of bargainingInitial offersextreme or moderate

Nonverbal behavior

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Cross-Culture Communication and Negotiation Ppt

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