next >>. 2 when conducting international business, it is important to “build bridges.”
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When conducting international business, it is important to “build bridges.”
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To describe the forms of nonverbal communication
To discuss how culture affects nonverbal communication
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To identify methods for overcoming communication problems and developing effective messages
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Understanding the role of nonverbal communication contributes to building strong relationships.
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nonverbalcommunication
sending messages without the use of words
giftan item given to convey good will
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bribean item or money offered to entice the receiver to do something illegal
expatriatea person who relocates in a foreign country to live and/or conduct business
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acculturationthe process of understanding, adapting to, and operating in a foreign culture
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Forms of Nonverbal Communication
Nonverbal communication can focus on facial expressions, gestures, and posture.
nonverbal communication
sending messages without the use of words
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Forms of Nonverbal Communication
Signals that Send Nonverbal Messages
Culturalfactors
Methods of communication
Specific business activities
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Cultural Factors and Nonverbal Communication
Nonverbal Cultural Factors
Numbers
Emblems
Personal appearanceand dress
Colors
Smells
Foods
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Numbers
In the American culture, the number 13 is unlucky.
In Asia the number 11 is considered unlucky.
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Emblems
Wearing a cross as a piece of jewelry does not evoke much of a reaction in the United States, but it might cause resentment in a country such as Saudi Arabia.
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Personal Appearance and Dress
There are different customs regarding shaving around the world.
The Jewish and Israeli tradition requires that a man must cover his head.
In the United States, men often remove their hats while eating dinner.
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Colors
In China and Taiwan, the color red indicates celebration.
In Italy the color purple indicates penance.
The color white can symbolize death in some cultures.
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Smells
A heavy dose of cologne might bother people in some cultures.
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Foods
Be aware of vegetarian cultures and those that prohibit specific foods or ingredients.
Know when you are being honored or flattered when served a delicacy.
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Nonverbal Methods of Communication
Nonverbal Communication
Methods
Time
Silence
SpaceBodyContact
EyeContact
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Time
Views on time affect punctuality, or habits of being on time associated with good or bad manners.
Dining and resting take place on different schedules in other parts of the world.
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Silence
In Taiwan it is rude to sit quietly and not maintain an active conversation.
In some countries silence may indicate respect and attention.
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Personal Space
In the United States, people tend to stand far apart when they speak.
In Middle Eastern countries, standing far away indicates distrust.
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Body and Eye Contact
In many Arab countries, holding hands is commonplace.
In the United States, failure to make eye contact may be considered rude or evasive.
In many Asian countries, looking away while you speak is a sign of respect.
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Body and Eye Contact
Relate What distance is too close for you when speaking to a new acquaintance?
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Business Behaviors in Other Countries
Building long-term business relationships requires knowing about behavior related to:
Major holidays
Giving and receiving gifts
Business visits and entertainment
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Major Holidays
All international business dealings are affected by the holidays in other countries.
Holidays may involve more than just taking a day off from school or from work.
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Major Holidays
Religious Holidays Secular Holidays
Fasting is important in many religions.Most nations have a national holiday similar to Independence Day.
Many Catholics do not eat meat on Fridays during the season of Lent.
Some countries celebrate their history or culture.
Muslims fast during the entire month of Ramadan.
Some holidays require either giving or eating food.
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Giving and Receiving Gifts
Common and acceptable gifts include:
Flowers
Pens
Books
Chocolates
• Avoid giving flowers that are white or yellow. In many countries, those colors are associated with death.
• In Germany red roses are associated with a romantic attachment.
• Liquor is offensive to people in Islamic countries.
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Giving and Receiving Gifts
In Japan and Asia, good manners dictate bringing a gift when meeting a business partner.
Do not unwrap the gift in front of the gift giver.
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Giving and Receiving Gifts
There is a big difference between a gift and a bribe.
gift
an item given to convey good will
bribe
an item or money offered to entice the receiver to do something illegal
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Giving and Receiving Gifts
The careful study of appropriate business behaviors is a major part of preparing to live in another country as an expatriate.
expatriate
a person who relocates in a foreign country to live and/or conduct business
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Giving and Receiving Gifts
Preparing to relocate to another country requires the process of acculturation.
acculturation
the process of understanding, adapting to, and operating in a foreign country
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Business Behavior and Communication
Doing business internationally also requires understanding two aspects that relate to nonverbal communication:
1. Major business protocols and the proper steps for receiving business visitors
2. Business entertainment customs in various parts of the world
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Business Protocol
Typical Aspects of Business Protocol
Greetings and introductions Acceptable and proper gestures
Use of names and titles Gift giving
Business card etiquette Conducting business meetings
Manners Table manners
Type of dressVisiting the home of a business associate
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Business Protocol
Before a meeting, learn about the businessperson and his or her culture.
Know the proper greetings.
Know the proper forms of address.
Use appropriate gestures.
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Conducting a Meeting
1. Set an appointment.
2. Arrive at the appropriate time.
3. Arrange the office and materials.
4. Make introductions.
5. Present gifts.
6. Greet your business associate.
7. Speak formally or informally.
8. Make eye contact or not.
9. Signal that you have reached or not reached an agreement.
10. Close the meeting and say “good-bye.”
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Business Entertainment
Business entertainment should be carefully planned.
The organizer should create a budget and set a time for the event.
Account for differences in arrival times, depending on the culture involved.
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Location Selection
Arrange transportation for your guests.
Arrange for an appropriate reception of your guests.
Select menu and beverage items carefully.
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Varieties of Business Entertainment
As a visitor, you may find yourself sitting on the floor rather that in a chair at a table.
It may be necessary for you to arrive with a gift and to know how to receive a gift gracefully.
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Successful Communication
Tips for Successful Communication
Act appropriately in business meetings.
Understand the culture of the region you are visiting.
Understand that nonverbal communication involves sending messages without words through time, silence, personal space, and body and eye contact.
Follow proper business protocols.
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3.2
1. What are the cultural factors that affect nonverbal communication?
numbers, emblems, personal appearance and dress, colors, smells, and foods
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3.2
2. What are the basic differences in nonverbal methods of communication across cultures?
There are differences in terms of time, silence, personal space, and body and eye contact. Differences also are found in major holidays, giving and receiving gifts, and business meetings and entertainment.
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3.2
3. How can an expatriate manager adapt to the business behaviors needed to succeed in an international relationship?
The expatriate manager should learn and understand mayor business protocols and the proper steps for receiving visitors as well as business entertainment customs in other cultures.
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