ib presentation
TRANSCRIPT
MANAGING ACROSS CULTURE
DUYGU NİCE TOKATLI
İBRAHİM KAAN UYANIK
SİNEM ARELİ
ALEKSANDRA KAPAŁA
CONTENT
1.What does culture means?
2. Body Language
3. How does the culture affects the way of managing
the company?
4. Articles, Examples
5. Conclusion
CULTURE
“CULTURE IS A WAY OF LİFE OF A SOCIETY.”
C.WEISLER
Deffinition;
Acquired knowledge that people use to interpret
experience and generate social behavior.
Norms Attitudes Values Influences Behaviors
CHARACTERISTıCS OF CULTURE
Learned
Shared
Transgenerational
Symbolic
Patterned
Adaptive
BODY LANGUAGE IN DIFFERENT CULTURES
Handshakes
Eye Contact
Greetings
Personal Spaces
Touching
Small Talks
Gestures
Personal Dress and Hygiene Lets see it in
video
http://www.you
tube.com/watc
h?v=MJcg_HE
fzgo
HOW THE CULTURE AFFECTS THE PATTERN OF
MANAGING THE COMPANY?
boss or team players
time and priorities approach
centralized or decentralized decision
making
stability or innovation, safety or risk in
decision making
formal or informal procedures
CENTRALIZED VS DECENTRALIZED DECISION
MAKING
In some societies top managers make all important
decisions. In others lower – level managers actively
participate in making decisions
STABILITY VS INNOVATION, SAFETY VS RISK IN
DECISION MAKING
Some countries value stability and resistance to
change, others put high importance on innovation
brought by changes. What is more some societies
are risk averse, in other managers have little
problem with making decisions in condition of
uncertainty.
FORMAL VS INFORMAL PROCEDURES
In some countries procedures are followed rigidly,
in others many things are accomplished on informal
basics.
CROSS-CULTURAL MOTIVATION
Individual vs. Group Rewards
High Organizational Loyalty vs. Low Organizational
Loyalty
Cooperation vs. Competition
INDIVIDUAL VS. GROUP REWARDS:
In some countries, personnel who do outstanding
work are given individual rewards in the form of
bonuses and commissions.
In others, cultural norms require group
rewards, and individual rewards are
frowned upon
HIGH ORGANIZATIONAL LOYALTY VS. LOW
ORGANIZATIONAL LOYALTY
In some societies, people identify very strongly with
their organization or employer.
In others, people identify with
their occupational group,
such as engineer or mechanic.
COOPERATION VS. COMPETITION
Some societies encourage cooperation between
their people.
Others encourage competition between their
people.
MANAGING INTERCULTURAL NEGOTIATIONS
Negotiation: Process of bargaining with one more
parties to arrive at solution acceptable to all.
Two types of negotiation:
Distributive
Integrative
NEGOTIATION TYPES AND CHARACTERISTICS
Characteristics Distributive
Negotiations
Integrative
Negotiations
Objective Claim maximum value Create and claim value
Motivation Individual self-benefit Group-cooperative
benefit
Interests Divergent Overlapping
Relationship Short term Long term
Outcome Win-lose Win-win
NEGOTIATION STYLES FROM A CROSS-CULTURAL
PERSPECTIVEElement U.S Japanese Arabians Mexicans
Group composition Marketing oriented Function oriented Comitee of specialists Friendship oriented
Number involved 2-3 4-7 4-6 2-3
Space of orientation Confrontational;
competative
Display harmonious
relationship
Status Close, friendly
Establishing rapport Short period: direct to
task
Longer period; until
harmony
Long period; until trusted Longer period; discuss
family
Exchange of
information
Documented: step by
step; multimedia
Extensive; concentrate
on receiving side
Less emphasis on
technology, more on
relationship
Less emphasis on
technology, more on
relationship
Persuasion tools Time pressure; loss of
saving/making money
Maintain relationship
references
Go-between; hospitality Emphasis on family
and on social
concerns
Use of language Open, direct, sense of
urgency
Indirect, appreciative,
cooperative
Flattery, emotional,
religious
Respectful, gracious
Decision-making
peocess
Top management
team
Collective Team makes
recomendation
Senior manager and
secretary
Decision maker Top management
team
Middle line with team
sonsensus
Senior manager Senior manager
Risk taking Calculated personal
responsibility
Low group
responsibility
Religion based Personally responsible
STEPS OF THE NEGOTIATION PROCESS
1. Planning
2. Interpersonal relationship building
3. Exchange of task related
information
4. Persuasion
5. Agreement
REFERENCES
http://www.samdiener.com/2009/10/body-language-
in-different-cultures/
http://www.everyculture.com/index.html
http://www.kwintessential.co.uk/
ANY QUESTION?