Business Culture

Multinationals and Multicultural Communication

Possible profile of negotiators

1. Communication

formality/informality

assertiveness /interpersonal harmony

relationship building

pluralistic cultures

extended family culture

community culture

Assertiveness /interpersonal harmony

2. Business protocol

2. Business Protocol

3. Entering a Foreign Market

4. Negotiation Styles

Strategies

Sources of truth

Trust

Frictions

4. Negotiation style

Cultural barriers

5. Overcoming cultural barriers

a. national, regional and local identity

b. the use/misuse of language

c. blunders

Cultural barriers

Overcoming cultural barriers(But do not exaggerate!)

Business protocol

In the world of business correct protocol is essential

The elements that help initiate business relationship are:

- appointment seeking

- greeting behaviour

- gift giving

Appointment seeking

In Latin America

- appointments must be made a month in advance, by mail or telephone, and followed up one week before the meeting

- the contact is established as high up in the organization as possible

- a well-connected person should be used

Appointment seeking

In China

- you should establish contacts before investing in a trip (government officials, importers, buyers, agents, distributors, joint venture partners

- many business deals close the week before and the week after the Chinese New Year

Appointment seeking

In Saudi Arabia

- one should have an intermediary as to make appointments and arrange meetings

- no business is conducted during Aid-al-Fitr, the three-day festival at the end of the month of Ramadan, and Aid-al-Adha, the three-day feast of sacrifice.

In Israel

- the Jewish holy day, the Sabbath begins at sunset on Friday and ends at sunset on Sunday

In Japan

- business is not conducted during the New Year’s holidays, Golden Week (April 29-May 5), Obon (mid-August), because many people travel to the graves of their ancestors