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Multinationals and Multicultural Communication
Possible profile of negotiators
1. Communication
formality/informality
assertiveness /interpersonal harmony
relationship building
pluralistic cultures
extended family culture
community culture
Assertiveness /interpersonal harmony
2. Business protocol
2. Business Protocol
3. Entering a Foreign Market
4. Negotiation Styles
Strategies
Sources of truth
Trust
Frictions
4. Negotiation style
Cultural barriers
5. Overcoming cultural barriers
a. national, regional and local identity
b. the use/misuse of language
c. blunders
Cultural barriers
Overcoming cultural barriers(But do not exaggerate!)
Business protocol
In the world of business correct protocol is essential
The elements that help initiate business relationship are:
- appointment seeking
- greeting behaviour
- gift giving
Appointment seeking
In Latin America
- appointments must be made a month in advance, by mail or telephone, and followed up one week before the meeting
- the contact is established as high up in the organization as possible
- a well-connected person should be used
Appointment seeking
In China
- you should establish contacts before investing in a trip (government officials, importers, buyers, agents, distributors, joint venture partners
- many business deals close the week before and the week after the Chinese New Year
Appointment seeking
In Saudi Arabia
- one should have an intermediary as to make appointments and arrange meetings
- no business is conducted during Aid-al-Fitr, the three-day festival at the end of the month of Ramadan, and Aid-al-Adha, the three-day feast of sacrifice.
In Israel
- the Jewish holy day, the Sabbath begins at sunset on Friday and ends at sunset on Sunday
In Japan
- business is not conducted during the New Year’s holidays, Golden Week (April 29-May 5), Obon (mid-August), because many people travel to the graves of their ancestors
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- Business Culture.ppt
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