1 “growing global: developing the cultural competencies for success in the 21 st century.” dfa...
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““GROWING GROWING GLOBAL:GLOBAL:
Developing the Cultural Developing the Cultural Competencies for Success Competencies for Success
in the 21in the 21stst Century.” Century.”
DFA Intercultural Global Solutions www.deanfosterassociates.comDean@Deanfosterassociates.com +1.718-287-9890
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“CULTURE IS THE DNA OF A NATION.
EVERYTHING ELSE…POLITICS…
ECONOMICS…SOCIAL & BUSINESS LIFE…
IS CONSEQUENCE”.
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“IF YOU ENTER A REGION, ASK WHAT ITS PROHIBITIONS ARE;IF YOU VISIT A COUNTRY, ASK WHAT ITS
CUSTOMS ARE;IF YOU CROSS A FAMILY’S THRESHOLD, ASK WHAT ITS TABOOS ARE.”
- Li Ji (The Book of Rites)One of the Five Confucian Classics (500 BC)
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GLOBALISATION TRENDS REPORT*:GLOBALISATION TRENDS REPORT*:
60%60% of all cross-border ventures of all cross-border ventures do not work out as planned.do not work out as planned.
30%30% of all expatriates return from of all expatriates return from assignment abroad prematurely.assignment abroad prematurely.
48%48% of all repatriates leave their of all repatriates leave their company within two years of company within two years of returning home.returning home.
* Compiled from various statistics, The Economist, 2005-2008. dfa
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DURING THIS ENCOUNTER...DURING THIS ENCOUNTER...
...ASK MANY PERSONAL QUESTIONS
...TALK LOUDER THAN USUAL ...INTERRUPT WHENEVER YOUR
PARTNER SAYS ANYTHING ...STAND VERY CLOSE TO YOUR
PARTNER
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DURING THIS ENCOUNTER...DURING THIS ENCOUNTER...
...SPEAK VERY SOFTLY ...DO NOT INITIATE ANY TOPICS
OR ASK ANY QUESTIONS ...AVOID EYE CONTACT ...STAND 3-4 FEET AWAY FROM
YOUR PARTNER ...KEEP SMILING
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““CULTURAL FILTERS”...CULTURAL FILTERS”...
Brazilians say...- always in a hurry- serious, reserved- cautious- restrained- composed- methodical
Japanese say...- relaxed- friendly, spontaneous- reckless- uninhibited- emotional- impulsive
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“Culture hides more than it reveals, and
strangely enough what it hides, it hides most
effectively from its own participants.”
- Edward T. Hall dfa
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GlobalGlobalCultureCulture
CorporateCorporateCultureCulture
NationalNationalCultureCulture
FunctionalFunctionalCultureCulture
IndividualIndividualPersonalityPersonality
Influencers of Work Influencers of Work BehaviorsBehaviors
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CULTURAL “ICEBERG”CULTURAL “ICEBERG”
EXPLICIT CULTUREEXPLICIT CULTURE
IMPLICIT CULTUREIMPLICIT CULTURETraditions / Values / Norms
HISTORY RELIGIONHISTORY RELIGION
TOPOGRAPHYTOPOGRAPHY
CLIMATECLIMATE
PERCEIVABLE BEHAVIOURS
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EXPLICIT CULTUREEXPLICIT CULTURE
LanguageLanguage FoodFood ArchitectureArchitecture MusicMusic DressDress LiteratureLiterature Forms of Forms of
RelationshipsRelationships
ReligionReligion Pace of LifePace of Life Ways of WorkWays of Work Etc., etc., etc.Etc., etc., etc.
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EXPLICIT WORK BEHAVIOURSEXPLICIT WORK BEHAVIOURS
PunctualityDressGreeting stylesSocial EtiquetteVerbal CommunicationGiftgivingPersonal SpaceMen & Women
Holidays & traditionsMeeting protocolsNegotiation StylesManagement
techniquesNon-verbal
CommunicationsBoss-subordinate rolesDecision-making
patterns
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IMPLICIT CULTURE...IMPLICIT CULTURE...
• HOW DO WE DEFINE HUMAN HUMAN RELATIONSHIPSRELATIONSHIPS?
• HOW DO WE VIEW TIMETIME?
• HOW DO WE COMMUNICATE OURSELVES TO OTHERS?
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IMPLICIT CULTURE...
HOW DO WE DEFINE HUMAN HOW DO WE DEFINE HUMAN RELATIONSHIPS?RELATIONSHIPS?
- INDIVIDUAL / GROUP
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INDEPENDENCE ... INTERDEPENDENCE
1 5 10
_____________________________________
US UK GER FR INDIA ITY MEX CH JPN
NETH NORD BRAZIL SAUD
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IMPLICIT CULTURE...
HOW DO WE DEFINE HUMAN HOW DO WE DEFINE HUMAN RELATIONSHIPS?RELATIONSHIPS?
- INDIVIDUAL / GROUP- EGALITARIAN / STATUS-RANK
(HIERARCHY)
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Egalitarian / Status-RankEgalitarian / Status-Rank
WESTERN & WESTERN ASIAN & ASIAN
WESTERN & ASIAN
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HIERARCHY…EGALITARIAN
1 5 10
_____________________________________
JPN IND FR MEX BRAZ US UK NOR
SAUD CHN ITY GER NETH
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IMPLICIT CULTURE...
HOW DO WE DEFINE HUMAN HOW DO WE DEFINE HUMAN RELATIONSHIPS?RELATIONSHIPS?
- INDIVIDUAL / GROUP- EGALITARIAN / STATUS-RANK
(hierarchy)- TRANSACTIONAL /
RELATIONSHIP
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TRANSACTIONAL ... TRANSACTIONAL ... RELATIONSHIPRELATIONSHIP
1 5 10
_____________________________________
US UK NORD FR BRAZIL ITY CH
NETH GERM JPN INDIA MEX SAUD
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IMPLICIT CULTURE...
HOW DO WE DEFINE HUMAN HOW DO WE DEFINE HUMAN RELATIONSHIPS?RELATIONSHIPS?
- INDIVIDUAL / GROUP- EGALITARIAN / STATUS-RANK
(hierarchy)- TRANSACT / RELATIONSHIP- OBJECTIVIST / SITUATIONALIST
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SITUATIONALIST…OBJECTIVIST
1 5 10
_____________________________________CH MEX ITY INDIA FR UK US GER
SAUD BRAZ NETH NOR
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TIMETIME
MONOCHRONICMONOCHRONIC
- sequential, progressive- sequential, progressive
-organized, -organized, compartmentalizedcompartmentalized
- clock determines - clock determines actionaction
- one thing at a time- one thing at a time
- time is limited - time is limited commoditycommodity
POLYCHRONICPOLYCHRONIC
- non-sequential, circular- non-sequential, circular
- people & situations - people & situations determine action; determine action; clock is secondaryclock is secondary
- many things at once- many things at once
- time is unlimited- time is unlimited
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COMMUNICATING & TIMECOMMUNICATING & TIMEMONOCHRONIC (US, UK, Germany):
Speaker 1: ***** ****** *****Speaker 2: ***** ******Speaker 3: ******* ******
POLYCHRONIC (Brazil, Italy, Egypt):
Speaker 1: ***** ****** ****** ******Speaker 2: ******* ***** ****** ****Speaker 3: ***** ****** ****** ***** *********
JAPAN:
Speaker 1: ***** *Speaker 2: * ***** *****Speaker 3: * ***** dfa
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POLYCHRONIC…MONOCHRONIC
1 5 10
_____________________________________
MEX BRAZ FR NORD GER
SAUD IND ITY CHN JPN NETH US UK
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IMPLICIT CULTURE...
HOW DO WE VIEW TIME?HOW DO WE VIEW TIME?
-MONOCHRONIC / POLYCHRONIC - PAST (External Control) / FUTURE (Internal Control)
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PAST, PRESENT & FUTUREPAST, PRESENT & FUTURE
BRAZIL NIGERIA
VENEZUELABURKINAFASO
MEXICO ARGENTINA
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PAST, PRESENT & FUTUREPAST, PRESENT & FUTURE
INDO-NESIA
HONGKONG
SINGAP-ORE
CHINA
THAI-LAND
INDIA
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PAST, PRESENT & FUTUREPAST, PRESENT & FUTURE
ITALY SWE-DEN
AUSTRIA GER-MANY
BELGIUM SLOV-AKIA
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EXTERNAL CONTROL…INTERNAL CONTROL
1 5 10
_____________________________________SAUD CHN FR US NETH
IND MEX NORD JPN GER UK
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IMPLICIT CULTURE...
HOW DO WE VIEW TIME?HOW DO WE VIEW TIME?
-MONOCHRONIC / POLYCHRONIC - PAST (Fate) / FUTURE (Control)-RISK-COMFORTABLE / RISK-
AVOIDANT
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NEED FOR CERTAINTY… COMFORT WITH UNCERTAINTY
1 5 10
_____________________________________ JPN FR SAUD CHN US NETH
GER NORD BRAZ UK
MEX IND
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IMPLICIT CULTURE...
HOW DO WE VIEW TIME?HOW DO WE VIEW TIME?
-MONOCHRONIC / POLYCHRONIC - PAST (Fate) / FUTURE (Control)-RISK-TAKING / RISK- AVOIDING- DETAIL-PROCESS (deductive) / DECISIVENESS-RESULT (inductive)
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INFORMATION PROCESSINGINFORMATION PROCESSING
INDUCTIVE (conclusion-oriented):INDUCTIVE (conclusion-oriented):
resultresult DEDUCTIVE (process-oriented):DEDUCTIVE (process-oriented):
resultresult ASSOCIATIVE (non-causal):ASSOCIATIVE (non-causal):
past experience = past experience = future resultfuture result
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IMPLICIT CULTURE...
HOW DO WE HOW DO WE RELATE/COMMUNICATE WITH RELATE/COMMUNICATE WITH THE LARGER WORLD ?THE LARGER WORLD ?
• HIGH CONTEXT (Implicit) / LOW-CONTEXT (Explicit)
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HIGH / LOW-CONTEXT HIGH / LOW-CONTEXT COMMUNICATIONSCOMMUNICATIONS
COMMUNICATION CONTEXT
COMMUNICATION CONTEXT
HIGH-CONTEXT:HIGH-CONTEXT: (“Yes” means “yes”, “maybe”, “I see”, “no”…)
LOW-CONTEXT:LOW-CONTEXT: (“Yes” means “Yes”)
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VERBAL COMMUNICATIONSVERBAL COMMUNICATIONS
HIGH CONTEXT:HIGH CONTEXT:
- Meaning is dependent - Meaning is dependent upon situation, upon situation, individuals, contextindividuals, context
- Can be indirect- Can be indirect
- Non-verbals high- Non-verbals high
- Verbals can be invalid- Verbals can be invalid
LOW CONTEXTLOW CONTEXT
- Meaning is non-- Meaning is non-variable, independent variable, independent of context & situationof context & situation
- Can be very direct- Can be very direct
- Verbal meaning high- Verbal meaning high
- Non-verbals secondary- Non-verbals secondary
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IMPLICIT CULTURE...
HOW DO WE RELATE/COMMUNICATE HOW DO WE RELATE/COMMUNICATE WITH THE LARGER WORLD ?WITH THE LARGER WORLD ?
• HIGH CONTEXT (Implicit)/ LOW-CONTEXT (Explicit)
• CONFRONTATION-DIRECT / HARMONY-INDIRECT
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HARMONIZING…CONFRONTATION
1 5 10
_____________________________________JPN CHN MEX BRAZ FR US GER
SAUD IND ITY NORD UK NETH
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NON-VERBAL COMMUNICATIONSNON-VERBAL COMMUNICATIONS
GESTURES, BODY GESTURES, BODY MOVEMENTSMOVEMENTS
EYE CONTACTEYE CONTACT FACIAL FACIAL
EXPRESSIONSEXPRESSIONS PHYSICALITYPHYSICALITY GREETINGSGREETINGS BODY COMPOSUREBODY COMPOSURE
PERSONAL SPACEPERSONAL SPACE DRESSDRESS USE OF SILENCEUSE OF SILENCE FOOD & HYGIENEFOOD & HYGIENE
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“CUSTOMERS SHOULD NOTE THAT ANY
COMPLAINTS ABOUT RUDENESS IN THE STAFF
WILL BE DEALT WITH VERY SEVERELY”
- British hotel
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“IT TAKES A VIRILE MAN TO MAKE A
CHICKEN PREGNANT”
- Translated chicken advertisement in China
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“SALAD’S A FIRM OWN MAKE; LIMPID RED BEET SOUP WITH CHEESY DUMPLINGS IN THE
FORM OF A FINGER; ROASTED DUCK LET LOOSE; BEEF
RASHERS BEATEN UP IN THE
COUNTRY PEOPLE’S FASHION”
- Warsaw restaurant menu
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“IF PEDESTRIAN OBSTACLE YOUR PATH, TOOTLE HORN
MELODIOUSLY. IF HE CONTINUE TO OBSTACLE, TOOTLE HORN
VIGOROUSLY AND UTTER VOCAL
WARNINGS SUCH AS ‘HI, HI’.”
- Official Japanese Guidelines for English-speaking Drivers in Japan
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“IF YOU FEEL WE HAVE FAILED YOU IN ANY WAY, WE SHALL
BE ONLY TOO PLEASED TO DO IT AGAIN AT NO
EXTRA CHARGE.”
- Hong Kong dry cleaners dfa
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“TO MOVE THE CABIN, PUSH BUTTON FOR WISHING FLOOR. IF THE CABIN SHOULD ENTER MORE PERSONS, EACH ONE
SHOULD PRESS A NUMBER OF WISHING FLOOR. DRIVING THEN
GOING ALPHABETICALLY BY NATIONAL ORDER.”
- Serbian hotel lift
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“THERE WILL BE A MOSCOW EXHIBITION OF ARTS BY
15,000 RUSSIAN REPUBLIC PAINTERS AND SCULPTORS.
THESE WERE EXECUTED OVER THE PAST TWO
YEARS.”
- Russian newspaper announcement
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“PLEASE DO NOT FEED THE ANIMALS. IF YOU HAVE ANY SUITABLE
FOOD, GIVE IT TO THE GUARD ON DUTY.”
- Budapest zoo
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Overcoming Language Barriers Overcoming Language Barriers (Anywhere in the World)(Anywhere in the World)
Slow down, give time, silence OK. Simplify your words: speak in phrases. Avoid slang, sports terms, acronymns. Avoid double negatives & “yes/no”. Remain formal until cued otherwise. Never shout; if anything, tone down. Learn basic ten phrases of their
language. Tune into context & non-verbals.
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