culture.docx
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culture.docx
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culture
7.1(1:
Interviewer,JT=JeffToms).
Howdoyoupreparepeopletodobusinessinternationally'?
jTHowwepreparepeopletodobusinessinternationallyreallydependsonthetaskthatthey'reundertakingonbehalfoftheircompanyorOrganization.Forexample,ifyou'rebeingsentbyyourcompanytoliveandworkoverseasforaperiodsayoftwoorthreeyears,asanassignee.thenwewouldprovideyoueitherwithaone-ortwo-dayprogrammecoveringsuchissuesas:
culturalawareness.Practicalissuesoflivingin,workingin.aswellashowtodealwithcultureshock,whicheverybodygoesthroughwhentheygoonassignment.We'llalsodealwithparticularissuessuchasschooling.healthcareand.inparticularpartsoftheworldincreasingly.withsecurity.
However.if,asisthecasenow.manymorepeoplearenotactuallygoingtoliveoverseasbuthaveinternationalresponsibility.Youneedadifferentsetoflearningtoolsandthatis,firstofall.ageneralCulturalawarenessandunderstandingofhowyoushouldreallyoperatewhendealingwithpeoplewithothercultures;teachingyouhowtonegotiatecontracts;communication.justgenerallywhetherthat'sbytelephone.bye-mailorevenbythewrittenword.Thewordsthatyouchoosehaveaverydim:
renteffectontherecipientdependingonwhichcultureyou'reconversingwith.
Anotherimportantareathesedaysispresentationskills.Inthepastithasbeenassumedthatyouusethesamepresentationfromyourhomecountrywhenpresentingtoamoremulti-culturalaudience.That'sverymuchnotthecase,andweteachpeopleevendowntothekindofwordsyouuseontheslides,thecoloursyouuse,andindeedhowtodealwithquestionsandanswersandmanageyouraudiencebecauseofcourseindifferentculturesthere'sadifferentresponse.
Finally.it'sveryimportantwebelievehereatFarnbamCastle,tounderpinallthiswithsomeabilitytocommunicateinthehostlanguage.WhilstEnglishisstillverymuchregardedastheInternationallanguageofbusiness.itisincreasinglyexpectedthatpeoplewillmakeatleastsomeeffortandattempttolearnthelanguageofthepeoplethattheyaredealingwith,particularlyinasocialenvironment.Itreallydemonstratesaninterestandanaffinitywiththepeoplethatreallyyouaretryingtobuildrelationshipswithand,ofcourse.businessisallaboutbuildingrelationships.
7.2(1=Interviewer,JT=JeffToms)
Andaretherecertainskillsandtechniquesfordoingbusiness
Internationally.whichcanbeappliedinanyculture'?
JTIthinkratherthanskillsandtechniquestherearesomeverystrong
personalitytraitsthatthosepeoplewhotendtobemoresuccessfulin
anintentionalbusinessenvironmenttendtodemonstrate.For
example,flexibilityandadaptabilitywouldbeaparticularlystrong
requirement,theabilitytoobserve.participateinsomethingand
adaptyourownsetofskillsandknowledgeandyourownwayof
doingthings.
Toactuallylistenmorecarefullywouldbeanotherstrongtraitthat
youreallyoughttodemonstrate.
AdaptabilitylisteningandIthinkreallytotakeanapproachwithaverypositiveattitude.Ithinkanybodywhoapproachesculturalissues
withaverynegativeattitudewillgetaverynegativeresponsefromthepeopletheyaretryingtodobusinesswith.
7.3(1=Interviewer,JT=JeffToms)
IAndcanyougiveusexamplesoftypicalculturalmistakesmadebypeopledoingbusinessinternationally?
JTTherearelotsofquotedexamplesandIthinktheyarereallytodowithattitudes.particularfacetsofcultures.Forexample,timewouldbeaveryimportantculturalaspectthatyoureallydohavetolearnifyouarefromawesternculturethenhowyoudoapproachtimeandhowyoudobusiness.Forexample.inacountrylikeSaudiArabiawouldbeveryimportant.
Otherexamplesarereallyattitudestohierarchy.Forexample:
therearemanyUScorporationswhohaveveryyoung.high-flyingbusiness,verysuccessfulbusinessexecutives.Forexample.ifyousendoneofthoseindividualstomeetanddobusinesswithasenior
Asianbusinessperson.againJapancomestomind,thentheywillbemetwithaverydistinctivelynegativeresponse.andwhatindeedwⅢhappenisthattheseniorAsianbusinesspersonwillseeitverymuchasaninsultprobablyeitherleavethemeetingorrefusetoattendthemeetingandwillactuallysendsomebodywhotheythinkisofequalstatusandagetonegotiatewiththatindividualandbecausethatlowerindividual,morejuniorindividualdoesn'thavetheauthoritythenyou'reveryunlikelytoachieveanythingoutofthatmeeting.
7.4
1Iwasthrowninatthedeependwhenmycompanysentmetorunthe
Germanoffice.Iwasonlygiventwodays'noticetoprepare.
2Wedon'treallyseeeyetoeyeaboutrelocatingthefactory.The
FinanceDirectorwantstomoveproductiontotheFarEast.butthe
restoftheboardwantittoremaininSpain.
3Igotintohotwaterwithmybossforwearingcasualclothestothe
meetingwithourMilanesecustomers.
4Smalltalkisonewaytobreaktheicewhenmeetingsomeoneforthe
firsttime.
5IreallyputmyfootinitwhenImetourJapanesepartner.BecauseI
wasnervous.Isaid'Whoareyou?
'ratherthan:
Howareyou?
'
6lgetonlikeahouseonfirewithourPolishagent;welikethesame
thingsandhavethesamesenseofhumour.
7WhenJvisitedChinaforthefirsttimeIwaslikeafishoutofwater.
Everythingwassodifferent.andI[couldn'treadanyofthesigns!
8Myfirstmeetingwithouroverseasclientswasarealeye-opener.I
hadnotseenthatstyleofnegotiationbefore.\
7.5
ASowheredidyougoforyoursummerholiday?
BItaly.
ADidyouhaveagoodtime?
BYes.ItwasOK.
AAndwhichpartofItalydidyougoto?
BTuscany.
AIwenttoPisa-reallyenjoyedit.Whatdidyouthinkofit?
BNothingspecial.
AOhright.So,...how'sitgoingatwork:
7
BWe'rereallybusy.
AThat'sreallygood.isn'tit?
BIdon'tknowaboutthat.
7.6
1I'msorry.Ididn'tcatchyourname.
2I'msorry.I'mafraidI'mgoingtotheoperaonTuesday.
3Notformethanks;I'mnotverykeenonfish.
4I'msorry.Ireallymustgetgoing.Itwasreallynicetalkingtoyou.
5Welcometoourheadquarters.
6Michael,canIintroduceyoutoJohnPerry?
John'soverfromthe
States.John,thisisMichaelAndrews,myboss.
7letmegetthis.
8Here'stoourfuturesuccess.
9I’mverysorrytohearaboutwhathappened.
10I’msorryI’mlate.Thetrafficwasterrible.
7.7
IsthisyourfirstvisittotheFarEast?
No,icomeherequiteoften.
Oh,really,whatdoyoudo?
I’mthemarketingDirectorforasmallimport-exportcompany.
Howlonghaveyoubeenthere?
Nearlytenyears.
HaveyoubeentoHongKongbefore?
BNo.ThisismyFirsttrip.
ABusinessorpleasure?
BBusiness,I'mafraid.
AHowlonghaveyoubeenhere'?
BAweek.
AAndhowlongareyoustaying'?
BTilltomorrownight.
AWhereareyoustaying?
BAtthePeninsulaHotel.
AWhat'sthefoodlike?
Bit'sverygood,buteatingatthePeninsulacanbequiteexpensive.
ASo.whatdoyouthinkofl-longKong?
BIreallylikeit.There'ssomuchtodo.
7.8(CE=CatherineEng)
CEI'lltalkfirstaboutbuildingrelationshipswiththeChinese.thenmove
ontosuitableconversationtopics.Afterthat,I'llcommentongift-
givingand.finally,mentionacoupleofpointstothinkaboutwhen
dealingwithChinesevisitors.
It'simportanttorememberthatbusinessrelationshipswiththe
Chinesearebuiltonpersonaltrustandrespect.Everythingyoudo
duringvisitsmustshowthatyouconsideryourvisitorstobe
Importantpeople.Developingapersonalrelationshipandhavinga
goodsocialprogrammewilloftenbemoreimportantthanabusiness
meeting.
Rememberthatstatusisimportant.Themostseniorpersonmaynot
speakEnglishaswellasother,morejunior.membersofthegroup.
However.youshouldpaycarefulattentiontoeverythingthatperson
says.
MakeanefforttolearnanduseafewwordsinChinese.Yourvisitors
Willappreciatethis.Ifthere'ssomeoneinyourcompanywhospeaks
Chinese,itmaybebettertousethatpersoninsteadofaprofessional
interpreter.ItwillbecheaperandtheChinesemaytrustacompany
memberofstaffmorequickly.
Becarefulabouttopicsfordiscussionatsocialevents.Don't
embarrassvisitorsbyintroducingdifficult-topics.Theywillbe
eagertoleamaboutlifeinyourcountryandaboutitsculture.
Nowawordaboutgifts.Chinesepeoplewilloftenrefuseagifta
numberoftimesbeforefinallyaccepting.Don'tofferanythingthat's
tooexpensive.Givesimilargiftstopeoplewhoareatthesamelevel
OfimportanceWrapyourgiftsinredpaperwhichisconsidereda
luckycolour.Chinesepeoplewillappreciateanyfamousbrandsof
thecountrythey'revisiting.
Punctualityisveryimportant.Theyexpectpeopletoarriveonrime
forameeting.Toarrivelateshowsalackofrespect.
'Sincerity'ishighlyvaluedbytheChinese.
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