agt nitan juntos nitan revueltos
DESCRIPTION
Cultural perspectives US and Mexico. Some fundamentals concepts to take into account when doing business across borders.TRANSCRIPT
Copyright © 2010 Applied Growth Transitions, Inc.
All Rights Reserved 1
SALVADOR Z. ZAMUDIO
Ph 760.504.5942 Fax 503.623.5260
P.O. Box 7547 Salem, OR. 97303
www.appliedgrowth.com
TEAM DEVELOPMENT CULTURAL CONSULTING
Copyright © 2013 Applied Growth Transitions, Inc.
All Rights Reserved 2
Ni todos son Mariachis Ni Todos son Cowboys
Presentation by:
Salvador Z. Zamudio MBA
President, Applied Growth Transitions
Training/Cultural Consultant
Nitan Juntos Nitan Revueltos
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How to connect in the
U.S.
Objectives
• Growing Business Relationships
• Cultural intersects
• From Business to Business People
• Managing the Fear Stage effectively
• Handling the Incertitude Stage
• Supporting the Transition Stage
• Overcoming the Resistant Stage
• Avoiding the traps of the Resignation Stage
• Maneuvering through the New Business
• Transition Scale to achieve the Integration Stage
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The Total Business
Owner Involvement
business system
“WE CAN ACHIEVE HIGHER RESULTS WHEN
OUR VALUES ARE BASED ON A FOUNDATION OF
INTEGRITY, DEDICATION, RESPECT AND
APPRECIATION.”
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The Communication CYCLE
6
FEAR STAGE New Business Owner
does not understand
world around them
1
INCERTITUDE
STAGE New Owner is not sure
about new situation.
Comparison between the
old and the new take
place 2
TRANSITION
STAGE Adaptation, Participation
-Owner feels he/she
can work with new
conditions and looks for
opportunities to become
involved) 3
RESENTMENT
STAGE Negative event triggers
digression to previous
stage- Owner becomes
disgruntled 4
RESIGNATION
STAGE
Owner accepts new
conditions –Owner could
fall back with a negative
attitude 5
INTEGRATION
STAGE
(Owner assumes
responsibility) Sees value
in learning new things,
language and other
skills) 6
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Business Model
NOVICE
APPRENTICE
JOURNEYMAN
MASTER
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Cultural intersects
and
dynamic challenges
BUSINESS
CULTURE
HISPANIC
CULTURE
U.S.
CULTURE
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Are we different really–
The First Shock in the Fear Stage
Business requires a business plan.
Most information is required in English
instead of the applicant’s native language.
Often, it is impersonal with no interview
process lacking the human touch.
Businesses have to be registered for tax
purposes.
Individualistic meritocracy.
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The owners are Preparing to Go
to open the business
Owner may be experiencing high anxiety levels and high apprehension.
Select someone to help guide you that has some understanding of the business culture.
This cannot be a book to read get someone to help hold your hand.
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Phone use
State your name, name of the business and the reason you are calling.
Be courteous, never use foul language even in Spanish
If nobody picks up, leave a message with a number for people to call you back.
Only call the contact person, escalate to the next level only if absolutely necessary.
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Part of the business
from Day One
Take time to introduce yourself during networking meetings work the room.
Talk about your business, don’t be bashful.
Explain who you are, and what company you come from, most important say why
you are doing what you are doing.
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The “Deer in the
Headlights” Look
Be direct and willing to ask, and to question authority, or ask clarifying questions.
When you are talking to business prospects be direct, look at people in the eyes, this is a meritocracy.
Just because someone speaks, Spanish or English, does not mean they can communicate effectively with the Spanish or English Speaking business owners.
In many cases, the barriers are absolutely basic have all information about your business in English. Most of your business comes from English speakers.
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What to Do During the
Adjustment Period?
Make sure all learn to treat one another with respect in the US men and women are equal.
Discourage favoritism and Nepotism perceptions. (U.S. businesses are very sensitive to this concept.)
As a business owner in the US, you have the power of ownership privileges.
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TRANSITION STAGE
ADAPTATION, NEW HORIZONS DO’s: Do provide all information in English/Spanish.
Do plan and prepare for meetings and provide any estimate in
writing.
Do Prepare contracts to hand to your customers as agreements even if they are only hand written
Do, Stick to a promise once you have made it. Do keep records of everything you do.
Do figure out your cost and once given do not change it.
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TRANSITION STAGE
ADAPTATION, NEW HORIZONS
-(continued)
DO’s: continued
Do After greeting a person for a business meeting, get it going don’t wait.
Do explain why they should do business with you:
Service
Product
Capabilities sheet, this sheet tells the customer what products and services you offer.
Do develop a Suggestion Program where customers can help you improve.
This is called feedback, in US feedback is expected and appreciated.
Do institute the concepts of Team Development and Total
Quality Management controls.
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TRANSITION STAGE
ADAPTATION, NEW HORIZONS
-(continued)
DON’Ts:
Don’t avoid eye contact.
Don’t be late to any meeting
Don’t make fun of people in front of their peers.
Don’t say you are going to do something if you are not going to do it.
Don’t give conflicting instructions.
Don’t disobey the rules, the rules are he rules.
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TRANSITION STAGE
ADAPTATION, NEW HORIZONS
-(continued)
DON’Ts:
Don’t stop a project because of differences of opinion.
Don’t provide written information
without adequate translation and or
interpretation.
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The Concepts of Family, Work,
and Recreation:
Work is often considered utmost importance family come second.
Every business has a bank account, debit or credit cards, Business accounts are separate from family accounts.
Work hard to play hard, risk taking mentality.
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Delegation:
Delegation is a common practice.
God provides the opportunity it is up to me to follow it.
Time is money don’t waist it.
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Delegation: -(continued)
Everything is done with a plan nothing is left to chance.
When you show you can handle more you are given more.
The boss is right but the boss can be questioned.
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Acceptance of
Control:
In the U.S. there are three types of people in business.
Leaders
Managers (often consider leaders)
Followers
Hence the phrase, (lead, follow, or get out of the way)
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Acceptance of
Control:
Since many employees are willing to question authority, Hispanic supervisors often surprised
Control is questioned because the individual may feel they have a better idea.
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Loyalty:
Loyalty is reserved for he company not the person.
Business contracts change quickly if better service or product is offered elsewhere. There is a cost to doing business this way.
Loyalty comes from trust; if trust breaks, loyalty may disappear.
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Competition:
Fierce competition in all aspects of life.
Work hard party hard, Safety is always a guiding principle. (I will drive you drink)
Self reliant, follow own path.
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Time is precious, meetings are planned and follow rigorous agendas
The present does not take center stage over anything else.
Meetings will always start on time regardless of who is missing
Time to eat, time to present, time to dance, time for applause, time to go.
Concept of Time:
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The Concept of
Planning:
Planning is short term, midterm and long term.
Today’s plans are history what counts is what we are going to do tomorrow.
The more unstable of the situation the more there is a need for a long term plan.
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Education:
Most have high school or higher.
Well red, constantly in a book, or some type of self learning.
Classroom education may continue for a lifetime.
Knowledge transfer uses all formats visual, auditory, kinesthetic.
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Ethics:
Honesty and transparency earns you respect.
Communication is direct and unencumbered.
Truth above all else, no ones feelings are going to get hurt with the truth.
Confrontation is learned at a young age.
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Titles:
Titles of authority are often very important as a form of recognition.
The title can denote power, and power means one has more responsibility and obligation with the rest of the team.
The person with the title can command a great deal of respect from a sense of having made it.
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THE RESENTMENT
STAGE
Give up, work harder, or quit.
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THE RESENTMENT
STAGE -(continued)
Could be Accusing somebody of
wrongdoing.
Could be Disrespecting him or her in
public.
Could be Insulting their religion and or
national heritage.
May lead to giving someone Unwanted
responsibilities.
Could lead to Exercising excessive control over
the person.
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Treating him or her differently from
others.
Not including him or her in department
functions, company functions, and/or
other events.
Not including the family in company events.
Major pay differences for similar work.
Tyrannical and abuse of
power.
THE RESENTMENT
STAGE -(continued)
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THE RESIGNATION
STAGE 1. Makes huge effort to show ability and capability (work is work for 8 hours and that is it). 2. Might look for ways to do as little as possible in hard physical labor situations. 3. People are punctual, on time unless a major problem
occurs. 4. Might feel guilty for not being on time. 5. Appears argumentative and highly political.
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SUMMARY:
Each one of these stages may represent a challenge for both the new owner and the customer and other businesses.
Many of us work in this country because we enjoy working with people and owning our business.
May you be successful in
In Growing your Business!
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THANK YOU VERY MUCH
FOR
YOUR ATTENTION
QUESTIONS?
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SALVADOR Z. ZAMUDIO
Ph 760.504.5942 Fax 503.623.5260
P.O. Box 7547 Salem, OR. 97303
www.appliedgrowth.com
TEAM DEVELOPMENT CULTURAL CONSULTING