LETS TALK BUSINESS Kent Nethery, SKOPOS CONSULTING

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LETS TALK BUSINESS Kent Nethery, SKOPOS
CONSULTING

• When I am working in our diverse and global
  society, I keep the following three things in
  mind
• I recognize that my natural instinct is to
  evaluate that person from an American cultural
  perspective and judge him or her based upon our
  customs, values, and beliefs.
• I remember that my American perspective may be
  based upon a viewpoint or a stereotype of that
  person's culture that may be incorrect.
• I recall that the other person is likely to have
  a stereotypical view of me based upon his or her
  own cultural background.
• My awareness of these issues has helped me
  develop friends and build successful business
  relationships both here and abroad.

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The Challenges of Business Communication in a
Global and Diverse Society

• I. Language Differences
• Differences in Primary Languages
• Variations in Meanings, Structure, and Use
• II. Nonverbal Communication Differences
• Extensive Differences
• Differences Cause Problems
• III. Other Cultural Differences
• Differences in Values, Attitudes, Religions,
  Political Systems, and Social Orders
• Differences in the Ways People Think and Feel
• Differences in Business Hours and Days and
  Currencies

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Definitions

• International business communication refers to
  the transmission of information between
  businesspeople from two different countries.
• Cross-cultural business communication refers to
  the transmission of information between
  businesspeople of two different cultures whether
  they reside in the same or different countries.
• Cultural relativism is the term used to describe
  the fact that different cultures have somewhat
  different standards of right and wrong.
• Ethnocentrism is the inherent belief that ones
  own group and culture are superior.

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Guidelines for Successful Business Communication
in a Global and Diverse Society (continued)

• 1. Review the Foundations and Principles of
  Business Communication
• Business communication goals
• The communication process
• The KISS principle
• 2. Analyze Your Own Culture
• Know the role of stereotypes
• Know your culture
• Know how others perceive your culture
• 3. Develop the Ability to Be Open and Accepting
  of Other Cultures
• Do not be apprehensive
• Be open to and accepting of differences
• Be patient and tolerant obtain feedback
• KEY GUIDELINE
• 4. Learn All You Can About the Other Culture
  and Apply What You Learn
• Learn the language and nonverbal signals
• Learn about the people
• Analyze differences
• Use your knowledge

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Guidelines for Successful Business Communication
in a Global and Diverse Society(continued)

• 5. Keep Your Message Short and Simple When
  Using English with Members of Another Culture
• Be concise
• Avoid jargon, slang, and colloquial expressions
• Use appropriate technical words
• 6. Enunciate Sounds and Pronounce Words
  Precisely
• Avoid accents
• Speak somewhat more slowly
• Use correct volume
• 7. Use Short, Simple Phrases and Sentences When
  Using an Interpreter
• Avoid complex sentence structures
• Use clear illustrations
• Do not talk to your interpreter

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Guidelines for Successful Business Communication
in a Global and Diverse Society (continued)

• 8. Practice with Your Interpreter
• Learn preferred ways of operating
• Rehearse to become a team
• 9. Select Only Translators Who Are Qualified to
  Translate the Type of Written Message You Are
  Sending
• Seek competency in languages and subject matter
• Translate meaning, not words
• 10. Provide for Back Translation of Your Written
  Messages
• Translate back into English
• Use second translator

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COMMUNICATING SUCCESSFULLY WITH MAJOR TRADING
PARTNERS OF THE UNITED STATES (1)JAPA N

• Conducting Business with the Japanese
• American businesspeople should be gracious and
  diplomatic.
• Bow first and then shake hands.
• Business cards should be printed in English on
  one side and in Japanese on the other side.
• Appointments should be arranged ahead of time.
  Punctuality is important.
• Courtesy and humility are important in
  communicating with the Japanese.

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COMMUNICATING SUCCESSFULLY WITH MAJOR TRADING
PARTNERS OF THE UNITED STATES (2)CHINA

• Conducting Business with the Chinese
• Refer to the country as the Peoples Republic of
  China or simply, China.
• A slight bow followed by a handshake is
  appropriate.
• Business cards should be printed in English on
  one side and in Chinese on the other side.
• Appointments should be arranged ahead of time.
  Punctuality is important. Do not expect a quick
  business decision.
• Business dress in the urban areas is very similar
  to the U.S. Tips and gifts are not expected
  except in the Guangdong and Fujian Provinces.

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COMMUNICATING SUCCESSFULLY WITH MAJOR TRADING
PARTNERS OF THE UNITED STATES (3)GERMANS

• Conducting Business with the Germans
• American businesspeople should be generally be
  formal, serious, impersonal, and thorough.
• Directness can be used in communicating with
  Germans.
• In meeting with Germans, titles and last names
  should be used. Greetings should include a firm
  handshake.
• Appointments should be arranged well in advance
  and arrive on time.
• Business cards are exchanged. English on one side
  and German on the other side. Business dress is
  similar but more conservative than the U.S.

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COMMUNICATING SUCCESSFULLY WITH MAJOR TRADING
PARTNERS OF THE UNITED STATES (4)CANADA

• Conducting Business with the Canadians
• Business people from the US should be more formal
  and reserved than in the US.
• Greetings include a firm handshake and direct eye
  contact.
• If you are in the French speaking area, business
  cards should be printed in English on one side
  and in French on the other side.
• Appointments should be scheduled in advance and
  you should arrive on time.
• Negotiation practices are similar to those in the
  United States.

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COMMUNICATING SUCCESSFULLY WITH MAJOR TRADING
PARTNERS OF THE UNITED STATES (5)MEXICO

• Conducting Business with the Mexicans
• Developing a personal relationship is very
  important.
• Mexicans usually greet another person with a
  handshake.
• Business cards are exchanged at the first
  meeting. One side should be printed in English
  and the other side in Spanish.
• Business appointments should be made in advance
  and arrive on time however, remember Mexicans
  tend to believe individuals are more important
  than schedules and may change a schedule at the
  last minute.
• In your meetings, plan to visit socially at first
  in order to accommodate their need for
  directness. Business contracts are often made
  during lunch.

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Communicating in a Diverse Workplace

• Overview of the Core
• Dimensions of Diversity
• Age
• Gender
• Physically Challenged
• Ethnicity
• Race

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Books

• Dos and Taboos Around the World. Roger E.
  Axtell and John P. Healy. The Parker Pen Company.
  New York John Wiley Sons. 1993.  
• The Dos and Taboos of International Trade. Roger
  E. Axtell. New York John Wiley Sons, Inc,
  1994.
• Dun Bradstreets Guide to Doing Business Around
  the World. Terri Morrison, Wayne A. Conaway, and
  Joseph J. Douress. Englewood Cliffs, New Jersey
  Prentice Hall, Inc. 1997.
• Intercultural Business Communication. 2nd
  edition. Lillian H. Chaney and Jeanette S.
  Martin. Prentice Hall. 2000.
• The International Business Dictionary
  Reference. Lewis Presner, PhD. John Wiley
  Sons. September 1991.
• Managing Diversity A Complete Reference Guide
  and Planning Guide. Lee Gardenswartz and Anita
  Rowe. Business One Irwin. 1993.

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Web Sites

• Business Executive Resources Worldwide.
  http//www.worldbiz.com. 2000.
• CultureGrams. http//www.culturegrams.com.
  Catalog for over 170 countries.
• International Business Resources on the World
  Wide Web. http//ciber.bus.msu.edu/ busres.com
  2000.
• The Web of Culture Web Site http//www.webofcultu
  re. com/. 2000.