Communicating in the global village

Today we'll focus on the topic of Intercultural communication. And here are some definitions to start with:

Intercultural (intercultural – межкультурный)  communication is a process in which the degree of difference between people is large and important enough to create dissimilar interpretations and expectations about what are regarded as competent behaviors that should be used to create shared meanings. (Lustig & Koester, Intercultural Communication Competence, 1993).

According to the above definition, there is a degree of interculturalness (from most to least intercultural) in a given instance of communication.

Intracultural Communication (the least intercultural) is communication between members of the same culture. It includes all forms of communication between members of racial, ethnic or other co-cultures.

International Communication is communication between nations and government rather than between individuals.

Cross-cultural Communication (cross-cultural относящийся к культурам разных народов, групп и т. п. связанный с сопоставлением разных культур) is a study of a particular idea or concept within many cultures to compare one culture to another on the aspect of interest.

While intercultural communication involves interactions among people from different cultures, cross-cultural communication involves a comparison of interactions among people from the same culture to those from another. Its charge is to also produce some guidelines with which people from different cultures can better communicate with each other.

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Today’s communication technology brings us together as never before.

In today’s economy, all business is global, all customers are local, and competition comes from everywhere.

As a result, businesses must reach the entire world for customers and suppliers, for partners and labor, for know-how, and finance. Doing business with foreigners poses many unique challenges. Companies that fail to prepare for these constraints lose valuable opportunities to their competitors.

Culture is an important factor shaping how people think, communicate, and behave. It’s people who make or break business, not necessarily the product or the price.

When dealing with foreigners it is tempting to resort to national stereotypes. We make generalisations about foreigners all the time. But they are usually misleading since it is individuals who do business together, not nationalities. Many Japanese speak fluent colloquial English; many Italians prefer to communicate in writing and so on. Within any given country there can be large variations between regions, industries and even generations. Do you have to worry about them every time you negotiate a deal, phone or fax abroad?

The most important advice I’ve ever read was: Think people - not foreigners. Be respectful, polite, cooperative … We’re in the same shoes. Good will and experience will help you overcome the major cultural barriers to getting your message over - so you can concentrate on doing business with the people who want to do business with you.

Nevertheless, there are undeniable differences in the way people communicate and do business.

Case Study

A manager at a growing hi-tech company based in Arizona has been working day and night to conclude a valuable contract with a new Japanese client, Nihonsan. He was asked to fly to Tokyo on Monday to finalize the deal and return to the office the following Monday. After the numbing 14-hour flight to Tokyo, he is met at Narita airport by the friendly people at Nihonsan. While driving him to his hotel, his hosts invite him to be their guest at several Japanese cultural sites, while cordially inquiring about the length of his stay. In his jet-lagged state, he smiles and responds that he will be leaving on Friday.

Result? He has just cost his company several thousands of dollars.

How did that happen?

By revealing his itinerary (i.e. that he is leaving on Friday), he has handed Nihonsan valuable information, which they can use against him. Specifically, if Nihonsan knows that he plans to depart Tokyo on Friday, they can stall negotiations until that time. When Friday arrives, he will be virtually begging for a deal, or at least willing to accept much less.  

How do you deal with this negotiation tactic?

Leave yourself sufficient time to conclude your contract. An international transaction will probably take twice the time of a comparable domestic one.

How should you respond to your host’s questions about your length of stay?

Smile and tell them it is a pleasure to be their guests in their lovely country.

(Source: Making Deals in Strange Places by Douglas Cohen)

The topic of intercultural communication is very wide and very intriguing... It's difficult do discuss all the aspects here. So I decided to set up a special page, where you can find information straight from the horse’s mouth.

Just to give you the taste...

Listening:

Communicating in the global village

Marketing To China

When you are puzzled

Go to our resource page. Click here.

Reading:

An expanded and comprehensive electronic version of the highly successful intercultural reference Kiss, Bow or Shake Hands!. It includes global business practices, cognitive styles, cultural overviews, political information, contacts, religious & societal influences on business protocol, and more for international travelers.

Negotiating Errors
First Impressions in Business.
Bottoms Up!
Dress for Success
Doing Business Abroad Series
etc.

Cultural I.Q. Quizzes

YOUR JAPANESE GUESTS By Etsuko Ueda (Japanese - English translator-interpreter) What happens when Japanese and Americans meet.

Go to our resource page. Click here.

RECOMMENDED BOOKS

English for International Negotiations. A cross-cultural case study approach. By Drew Rodgers (Cambridge).  

Saw it a couple of weeks ago in BRITANIA.

WORDS TO REMEMBER

Go to our resource page. Click here.

Hope it will keep you busy for a while.