culture.docx

culture.docx

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culture

7.1（1:

Interviewer,JT=JeffToms）.

Howdoyoupreparepeopletodobusinessinternationally'?

jTHowwepreparepeopletodobusinessinternationallyreallydependsonthetaskthatthey'reundertakingonbehalfoftheircompanyorOrganization.Forexample,ifyou'rebeingsentbyyourcompanytoliveandworkoverseasforaperiodsayoftwoorthreeyears,asanassignee.thenwewouldprovideyoueitherwithaone-ortwo-dayprogrammecoveringsuchissuesas:

culturalawareness.Practicalissuesoflivingin,workingin.aswellashowtodealwithcultureshock,whicheverybodygoesthroughwhentheygoonassignment.We'llalsodealwithparticularissuessuchasschooling.healthcareand.inparticularpartsoftheworldincreasingly.withsecurity.

However.if,asisthecasenow.manymorepeoplearenotactuallygoingtoliveoverseasbuthaveinternationalresponsibility.Youneedadifferentsetoflearningtoolsandthatis,firstofall.ageneralCulturalawarenessandunderstandingofhowyoushouldreallyoperatewhendealingwithpeoplewithothercultures;teachingyouhowtonegotiatecontracts;communication.justgenerallywhetherthat'sbytelephone.bye-mailorevenbythewrittenword.Thewordsthatyouchoosehaveaverydim：

renteffectontherecipientdependingonwhichcultureyou'reconversingwith.

Anotherimportantareathesedaysispresentationskills.Inthepastithasbeenassumedthatyouusethesamepresentationfromyourhomecountrywhenpresentingtoamoremulti-culturalaudience.That'sverymuchnotthecase,andweteachpeopleevendowntothekindofwordsyouuseontheslides,thecoloursyouuse,andindeedhowtodealwithquestionsandanswersandmanageyouraudiencebecauseofcourseindifferentculturesthere'sadifferentresponse.

Finally.it'sveryimportantwebelievehereatFarnbamCastle,tounderpinallthiswithsomeabilitytocommunicateinthehostlanguage.WhilstEnglishisstillverymuchregardedastheInternationallanguageofbusiness.itisincreasinglyexpectedthatpeoplewillmakeatleastsomeeffortandattempttolearnthelanguageofthepeoplethattheyaredealingwith,particularlyinasocialenvironment.Itreallydemonstratesaninterestandanaffinitywiththepeoplethatreallyyouaretryingtobuildrelationshipswithand,ofcourse.businessisallaboutbuildingrelationships.

7.2（1=Interviewer,JT=JeffToms）

Andaretherecertainskillsandtechniquesfordoingbusiness

Internationally.whichcanbeappliedinanyculture'?

JTIthinkratherthanskillsandtechniquestherearesomeverystrong

personalitytraitsthatthosepeoplewhotendtobemoresuccessfulin

anintentionalbusinessenvironmenttendtodemonstrate.For

example,flexibilityandadaptabilitywouldbeaparticularlystrong

requirement,theabilitytoobserve.participateinsomethingand

adaptyourownsetofskillsandknowledgeandyourownwayof

doingthings.

Toactuallylistenmorecarefullywouldbeanotherstrongtraitthat

youreallyoughttodemonstrate.

AdaptabilitylisteningandIthinkreallytotakeanapproachwithaverypositiveattitude.Ithinkanybodywhoapproachesculturalissues

withaverynegativeattitudewillgetaverynegativeresponsefromthepeopletheyaretryingtodobusinesswith.

7.3（1=Interviewer,JT=JeffToms）

IAndcanyougiveusexamplesoftypicalculturalmistakesmadebypeopledoingbusinessinternationally?

JTTherearelotsofquotedexamplesandIthinktheyarereallytodowithattitudes.particularfacetsofcultures.Forexample,timewouldbeaveryimportantculturalaspectthatyoureallydohavetolearnifyouarefromawesternculturethenhowyoudoapproachtimeandhowyoudobusiness.Forexample.inacountrylikeSaudiArabiawouldbeveryimportant.

Otherexamplesarereallyattitudestohierarchy.Forexample:

therearemanyUScorporationswhohaveveryyoung.high-flyingbusiness,verysuccessfulbusinessexecutives.Forexample.ifyousendoneofthoseindividualstomeetanddobusinesswithasenior

Asianbusinessperson.againJapancomestomind,thentheywillbemetwithaverydistinctivelynegativeresponse.andwhatindeedwⅢhappenisthattheseniorAsianbusinesspersonwillseeitverymuchasaninsultprobablyeitherleavethemeetingorrefusetoattendthemeetingandwillactuallysendsomebodywhotheythinkisofequalstatusandagetonegotiatewiththatindividualandbecausethatlowerindividual,morejuniorindividualdoesn'thavetheauthoritythenyou'reveryunlikelytoachieveanythingoutofthatmeeting.

7.4

1Iwasthrowninatthedeependwhenmycompanysentmetorunthe

Germanoffice.Iwasonlygiventwodays'noticetoprepare.

2Wedon'treallyseeeyetoeyeaboutrelocatingthefactory.The

FinanceDirectorwantstomoveproductiontotheFarEast.butthe

restoftheboardwantittoremaininSpain.

3Igotintohotwaterwithmybossforwearingcasualclothestothe

meetingwithourMilanesecustomers.

4Smalltalkisonewaytobreaktheicewhenmeetingsomeoneforthe

firsttime.

5IreallyputmyfootinitwhenImetourJapanesepartner.BecauseI

wasnervous.Isaid'Whoareyou?

'ratherthan:

Howareyou?

'

6lgetonlikeahouseonfirewithourPolishagent;welikethesame

thingsandhavethesamesenseofhumour.

7WhenJvisitedChinaforthefirsttimeIwaslikeafishoutofwater.

Everythingwassodifferent.andI[couldn'treadanyofthesigns!

8Myfirstmeetingwithouroverseasclientswasarealeye-opener.I

hadnotseenthatstyleofnegotiationbefore.\

7.5

ASowheredidyougoforyoursummerholiday?

BItaly.

ADidyouhaveagoodtime?

BYes.ItwasOK.

AAndwhichpartofItalydidyougoto?

BTuscany.

AIwenttoPisa-reallyenjoyedit.Whatdidyouthinkofit?

BNothingspecial.

AOhright.So,...how'sitgoingatwork:

7

BWe'rereallybusy.

AThat'sreallygood.isn'tit?

BIdon'tknowaboutthat.

7.6

1I'msorry.Ididn'tcatchyourname.

2I'msorry.I'mafraidI'mgoingtotheoperaonTuesday.

3Notformethanks;I'mnotverykeenonfish.

4I'msorry.Ireallymustgetgoing.Itwasreallynicetalkingtoyou.

5Welcometoourheadquarters.

6Michael,canIintroduceyoutoJohnPerry?

John'soverfromthe

States.John,thisisMichaelAndrews,myboss.

7letmegetthis.

8Here'stoourfuturesuccess.

9I’mverysorrytohearaboutwhathappened.

10I’msorryI’mlate.Thetrafficwasterrible.

7.7

IsthisyourfirstvisittotheFarEast?

No,icomeherequiteoften.

Oh,really,whatdoyoudo?

I’mthemarketingDirectorforasmallimport-exportcompany.

Howlonghaveyoubeenthere?

Nearlytenyears.

HaveyoubeentoHongKongbefore?

BNo.ThisismyFirsttrip.

ABusinessorpleasure?

BBusiness,I'mafraid.

AHowlonghaveyoubeenhere'?

BAweek.

AAndhowlongareyoustaying'?

BTilltomorrownight.

AWhereareyoustaying?

BAtthePeninsulaHotel.

AWhat'sthefoodlike?

Bit'sverygood,buteatingatthePeninsulacanbequiteexpensive.

ASo.whatdoyouthinkofl-longKong?

BIreallylikeit.There'ssomuchtodo.

7.8（CE=CatherineEng）

CEI'lltalkfirstaboutbuildingrelationshipswiththeChinese.thenmove

ontosuitableconversationtopics.Afterthat,I'llcommentongift-

givingand.finally,mentionacoupleofpointstothinkaboutwhen

dealingwithChinesevisitors.

It'simportanttorememberthatbusinessrelationshipswiththe

Chinesearebuiltonpersonaltrustandrespect.Everythingyoudo

duringvisitsmustshowthatyouconsideryourvisitorstobe

Importantpeople.Developingapersonalrelationshipandhavinga

goodsocialprogrammewilloftenbemoreimportantthanabusiness

meeting.

Rememberthatstatusisimportant.Themostseniorpersonmaynot

speakEnglishaswellasother,morejunior.membersofthegroup.

However.youshouldpaycarefulattentiontoeverythingthatperson

says.

MakeanefforttolearnanduseafewwordsinChinese.Yourvisitors

Willappreciatethis.Ifthere'ssomeoneinyourcompanywhospeaks

Chinese,itmaybebettertousethatpersoninsteadofaprofessional

interpreter.ItwillbecheaperandtheChinesemaytrustacompany

memberofstaffmorequickly.

Becarefulabouttopicsfordiscussionatsocialevents.Don't

embarrassvisitorsbyintroducingdifficult-topics.Theywillbe

eagertoleamaboutlifeinyourcountryandaboutitsculture.

Nowawordaboutgifts.Chinesepeoplewilloftenrefuseagifta

numberoftimesbeforefinallyaccepting.Don'tofferanythingthat's

tooexpensive.Givesimilargiftstopeoplewhoareatthesamelevel

OfimportanceWrapyourgiftsinredpaperwhichisconsidereda

luckycolour.Chinesepeoplewillappreciateanyfamousbrandsof

thecountrythey'revisiting.

Punctualityisveryimportant.Theyexpectpeopletoarriveonrime

forameeting.Toarrivelateshowsalackofrespect.

'Sincerity'ishighlyvaluedbytheChinese.