(c) 2013, Mark Hehl, all rights reserved
SUCCESSFUL CROSS BORDER PROJECT
MANAGEMENT
Mark [email protected]
www.hehlassociates.com203 263 4746
(c) 2013, Mark Hehl, all rights reserved
Agenda Globalization and how it is Changing the
Role of the Project Manager The Importance of Cultural Understanding Highlights of Various World Cultures
• Asia• North America• Europe• Latin America
Applying Cultural Savvy• Leadership / Diversity• Achieving Success
(c) 2013, Mark Hehl, all rights reserved
Globalization Cross Border Activity Increasing
• New players• New cultures• Varied perceptions• More complicated • Leadership Challenge
= Potential for enhanced performance / conflict
Cultural Miscommunication Can Be Deadly!
Serious consequences Directing traffic
(c) 2013, Mark Hehl, all rights reserved
(c) 2013, Mark Hehl, all rights reserved
Cultural Sensitivity
Critical to Success My Exposure
• Growing up• Adulthood• Professional Success
Timex China
Lack of Cultural Awareness = Paying a Higher Price
Asian customer – Chinese Supplier No understanding or engagement
of Chinese culture World recession – late 2008 Material prices dropped
significantly Refusal to lower kit price Reason – Cultural Difficulties
(c) 2013, Mark Hehl, all rights reserved
(c) 2013, Mark Hehl, all rights reserved
Cultural Savvy
Aids Communication• Time zone challenge
Establishes Immediate Rapport Enhances Team Motivation / Buy-in Builds Positive Relationships Enables Cooperation Postures the PM for Success
(c) 2013, Mark Hehl, all rights reserved
On Culture
“It is not right or wrong, good or bad,
it is just different”
Mark Hehl - March, 1996
(c) 2013, Mark Hehl, all rights reserved
Overview of Major World Cultures
North America China India The Philippines Latin America Europe
(c) 2013, Mark Hehl, all rights reserved
North America
Legal• The contract governs; not what is said /
promised• The contract is the contract
Poor at negotiation Direct
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North America
Not warm and friendly at the beginning
Will not joke at the beginning Asks direct questions Insular
(c) 2013, Mark Hehl, all rights reserved
North America
Assertive and forceful Prompt and responsive “Time is Money”
• They really believe this!• Advantage
One language Straightforward Challenges authority
(c) 2013, Mark Hehl, all rights reserved
China
Dignity• Face• “Mianzi”
Mutual respect Respect for authority
• Obedience Humility Courtesy
(c) 2013, Mark Hehl, all rights reserved
China
Considerate Polite Do not show emotion Will not use “No” Contracts
• Different than in the west• Guideline not rule• Open to changes
(c) 2013, Mark Hehl, all rights reserved
China
Develop relationships first• “Guanzhi”
Enquire about family and personal life• Expect personal questions
Invest in relationships• It will pay dividends
The Chinese Green Hat Fiasco
Facility opening Green hats distributed Audience not willing to wear them
A GREEN HAT??????
(c) 2013, Mark Hehl, all rights reserved
(c) 2013, Mark Hehl, all rights reserved
India
Caste System Be on time Slow decisions Family orientation The boss is right Relationship value
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India
Women• Shaking Hands???
Head Shaking Develop Trust Accept refreshments Double Standard???
(c) 2013, Mark Hehl, all rights reserved
The Philippines
Warm Friendly Laid back Positive outlook
• Good during a crisis Eager to please foreigners Non Aggressive Eager to learn
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Latin America
Regionally Diverse• Not all the same!
Warm/Friendly Tactile
• “Abrazo”• Latin America vs. China
Time Attitude
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Latin America
Formality• Señor
Meet with Decision Maker Relationship Orientation Social Conversation First
• Family
(c) 2013, Mark Hehl, all rights reserved
(c) 2013, Mark Hehl, all rights reserved
(c) 2013, Mark Hehl, all rights reserved
Applying Cultural Savvy
Avoid Stereotyping Embrace Diversity Be Genuinely Interested
• Culture• History• Enjoy the Experience
Stop, Look & Listen
(c) 2013, Mark Hehl, all rights reserved
Applying Cultural Savvy
Research & Learn• Culture• History• Language Basics
Ask Questions Communicate their way Show Respect
(c) 2013, Mark Hehl, all rights reserved
Best Investment
Cross Cultural Training All Team Members Both Directions
A Critical Investment!
(c) 2013, Mark Hehl, all rights reserved
Questions
Thank you for allowing me to be of service!
Mark HehlHehl & AssociatesSouthbury, CT USA203 982 6231ww.hehlassociates.com