36
X W
Managing Across Cultures Semester 1 2015
Sally Anne Gaunt [email protected]
Tel 0405 814 906
Y wk 1: Course introduction
Y wk 2: Understanding the role of culture Y wk 3: Developing a global management team
Y wk 4: Communicating and decision making across cultures
Y wk 5: Negotiation across cultures and dealing with gifts and bribery
Y wk 6: Exam
If you know the enemy and know yourself, you can fight a hundred battles without defeat. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.
The Art of War. 770-475 BC Concise Edition of the Chinese Philosophy
International Management: Managing in a Diverse and Dynamic Global Environment, 2nd edition Also available as an e-book ISBN13: 9780073210575
Y According to the World Bank Rwanda is now consider an easier place to do business then Italy
Y Mongolias capital Ulaanbaatar, is now said to have the worlds second worst air pollution
Y China leads world innovations - China came close to doubling the number of patents filed since 2010
Y According to a recent report by DFAT - Australia still has a poor image in Southeast Asia
Y The number of reported strikes and labor protests in China doubled in 2014 to 1300
Y In 2013 China overtook the US to become the worlds largest eCommerce market and now it looks set to over take the US as the worlds biggest retail market by 2018!
Codes at the bottom left of the page Examples
80
Rifkin, G. 2006
L/O
Page number further information can be found in the textbook
Relevant reading to the subject under discussion
Information covered in lecture only
Research published in 1993 based on 10 years of research with
15,000 managers from 28 countries representing 47 national
cultures
Business relationships
can be based on business alone
Business relationships
exist when there is a trusting personal
relationship in place
Specific
Diffuse
Asia UK, America
and Australia
Business relationships
can be based on business alone
Business relationships
exist when there is a trusting personal
relationship in place
Specific
Diffuse
Theories covered in this lecture: Y Cultural noise Y What makes up communication Y Empathy
Y Internal Society can control outcomes
Y External Outcomes are in the hands of fate
International Management: Managing in a Diverse and Dynamic Global Environment, 2nd edition Also available as an e-book ISBN13: 9780073210575
Person one Consider your dream holiday destination, time and money is
of no object
Person two Ask any questions, except where is your dream holiday
destination?, to find out where the location is
Questioning techniques
Starts with: Is, Are, Would, Can and Will Ends in: YES or NO
Starts with: What, Why, Which, When, Where,
Who, Whom and How
Receiver
Decode Meaning
Noise
Culture
Feedback
Sender
Meaning Encode
Medium
Message
332-333
My job is in danger and
therefore my way of existing
Noise
Culture
Demotivated workforce
The company needs to increase
marketshare and cut costs
Medium
Message
Cultural noise
Dutch
Culture
Clear message The company
needs to increase marketshare and
cut costs
Understanding The company is
expanding this is good there are
more opportunities for
me
Filter Other
Cultures
Understanding Cutting costs
hum I will loose my job
Understanding I am working as
hard as I can now I cant work any
harder
Understanding The market is
saturated,we will have to cut our
quality and that is our competitive
advantage
Clear message The company
needs to increase marketshare and
cut costs
Exercise: what are the percentages? write down what percentage you consider each sector contributes to overall communication
L/O
Exercise: what are the percentages?
WordsTone of voiceBody language
write down what percentage you consider each sector contributes to overall communication
Exercise: what are the percentages?
WordsTone of voiceBody language
write down what percentage you consider each sector contributes to overall communication
Exercise: what are the percentages?
WordsTone of voiceBody language
write down what percentage you consider each sector contributes to overall communication
1. Words 60, Tone of voice 30, Body language 1 0
2. Tone of voice 60, Words 30, Body language 10
3. Body language 60, Tone of voice 30, words 10
4. Words 33, Tone of voice 33, Body language 33
Alon, I & Higgins, JM 2005 p. 5 Govindarajan, V & Gupta, AK 2001p.3
Neutral vs. Affective Y not expressing vs. expressing emotions
Trompenaars value dimensions
127-128
e-mails
337-338
Nguyen Dung
Nguyen Dung
Nguyen Dung
can cause more problems compared to more traditional forms of written communication that allow more time for reflection before tramission
Public self
Private self
Public self
Private self
Intercultural communication: American style
Japanese American
346-347
Perception
345
Stephen Green, HF, Immelt Jeffrey, Marks Michael , and Meiland Daniel 2003 p5-6
is t
is the process of receiving information from the external world around us. we decide what kind of information we should notice carefully, how to categorize the information and hot to incorporate it into our existing knowledge
She's hot Im going to ask her out on a
date
But shes old enough to be
your grandmother
Perception
Stereotyping
345
Stephen Green, HF, Immelt Jeffrey, Marks Michael , and Meiland Daniel 2003 p5-6
is the process of attributing traits to people on the basis of their group membership. stereotypes tend to define people by their demographic, ethnic, organisational and national membership
Kinesic behavior
Proxemics
338-339 This weeks reading: Sebenius, J. K. (2002). "The Hidden Challenge of CROSS-BORDER NEGOTIATIONS." Harvard business Review p7.
body movements (posture, gesture, facial expression, eye contact), meaning are different from culture to another
While Americans get uncomfortable after 10 or 15 seconds of silence, Chinese refer to think the situation over for 30 seconds before
speaking.
Deresky, H. 2011. International Management Managing Across Borders and Cultures 5Edition: Pearson Education Inc.
350 This weeks reading: Sebenius, J. K. (2002). "The Hidden Challenge of CROSS-BORDER NEGOTIATIONS." Harvard business Review p7.
Y Give me a hand? Answer right or left?
Y Contact us = Contact USA
Y United Kingdom = A Kingdom that is united
138
Empathy
354
understanding the other persons point of view that might well be the correct one given his or her national and cultural background
If you know the enemy and know yourself, you can fight a hundred battles without defeat. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle.
The Art of War. 770-475 BC Concise Edition of the Chinese Philosophy
You need to have empathy to achieve this
