Overcoming Cross Cultural

Differences and Effectively

Working Together in a Global

Marketplace:

Legal and non-legal Aspects

2015 Primerus Global Conference

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Panel

Jonathan Pearce Marriot Harrison, London/UK

Mercedes Tort 1961 Abogados, Barcelona/Spain

Julian Felipe Rojas Rodriguez Pinilla Gonzalez & Prieto Abogados, Bogota/Colombia

Brian L. Davidoff Greenberg Glusker, Los Angeles/USA

Suwit Suwan Navinlaw, Pakkred Nontaburi/Thailand

Andrea Tiedemann, Tina Denso Brödermann Jahn, Hamburg/Germany

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Agenda

• Introduction

• Overview of Main International Legal Systems

• Importance of Understanding the Differences

• Culture Quiz

• Panel Discussion

Overview of the main

international legal systems

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Importance of Understanding Cultural Differences

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Why should we recognize the existence of

cultural differences ?

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Why do we have to overcome cultural

differences ?

Managing cultural diversity

successful work in an international environment

achievement of the clients’ goals

happy clients

and possibly new ones.

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From cultural awareness to skills

AWARENESS

KNOWLEDGE

ATTITUDE

SKILLS

Kirsten Nazarkiewicz:Managing diversity: Interkulturelle Kompetenz für Führungskräfte

Of cultural differences and your own

presumptions of other cultures

About cultures and intercultural

communication

Attitude of openness and

understanding

Apply situation based problem-solving,

instead of focusing on assumed

cultural patterns 8

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The clients expect us to know about

basic cultural concepts and patterns –

let‘s test how much you already know!

Cultural QUIZ

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Cultural QUIZ – TRUE or FALSE?

“Germans like to maintain eye contact during conversations”

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Cultural QUIZ – TRUE or FALSE?

“The thumb sign up means OK in Australia”

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Cultural QUIZ – TRUE or FALSE?

“Maintaining eye contact with seniors is disrespectful in Japan”

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Cultural QUIZ – TRUE or FALSE?

“Chinese prefer sitting face to face while Spanish rather sit side by side when negotiating.”

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Cultural QUIZ – TRUE or FALSE?

“At dinner French start talking business after the

first course”

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Cultural QUIZ – TRUE or FALSE?

“A nod in Bulgaria means <NO>”

Panel discussion: Basic Cultural Concepts and Patterns

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Basic cultural concepts and patterns

(1) The use of space (Proxemics)

(2) Communication through Body

Movements and Gestures (Kinetics)

(3) Touch of physical sensitivity (Haptics)

(4) Eye contact (Oculesics)

(5) Use of time (Chronemics)

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Basic cultural concepts and patterns

The use of space

(Proxemics)

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Proxemics

„PROXEMICS“:

the perception of social and personal space

Actual distances vary according to culture!

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Proxemics

How much or how little space between business

partners is acceptable in your country?

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Basic cultural concepts and patterns

Communication through Body

Movements and Gestures

(Kinetics)

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Kinetics

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Kinetics

Are body movements and gestures acceptable in a

business context in your country?

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Basic cultural concepts and patterns

Touch of physical sensitivity

(Haptics)

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Haptics

The way touch is used to communicate is different:

„Don‘t touch“

cultures

Middle Ground

cultures

„Touch“

cultures

Japan Australia Latin-American

countries

USA, Canada France, Ireland Italy, Spain, Portugal

England, Scandinavia China, India Russian Federation

Other North-European

countries Middle-East countries Some Asian countries

Chaney & Martin: Intercultural business communication

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Haptics

Is it appropriate to touch (kiss, hug, shake hand, pad on

the shoulder) your business partner in your country?

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Basic cultural concepts and patterns

Eye contact

(Oculesics)

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Oculesics

Direct eye contact may mean

• a sign of respect

• a sign of disrespect

• self-confidence

• that you have nothing to hide

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Oculesics

In your country, is it rather a sign of attention or

disrespect if you seek direct eye contact with your business partner?

Is there a difference between men and women?

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Basic cultural concepts and patterns

Use of time

(Chronemics)

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Chronemics

The way of handling and structuring time

Monochronic people Polichronic people

Do one thing at a time, concentrate on the

job

Do many things at once, are highly

distractible and subject to changes

Take time commitments seriously Consider time commitments an objective to

achieve if possible

Are committed to the job Change plans often and easily

Are accustomed to short-term relationships Have strong tendencies to build life strong

relationships

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Chronemics

Are time commitments taken seriously in your country? Do I have to appear in time for a meeting? How fast/soon can I expect a decision to be taken?

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Any other aspects?

Thank you very much

!