Chapter 7: Cross-Cultural Communication and Negotiation -Learning Objectives and Chapter Summary

Chapter 7: Cross-Cultural Communication and Negotiation Learning Objectives and Chapter Summary 1. DEFINE the term communication, examine some examples of verbal communication styles and explain the importance of message interpretation. Communication is the transfer of meaning from sender to receiver. The key to the effectiveness of communication is how accurately the receiver interprets the intended meaning. 2. ANALYZE the common downward and upward communication flows used in international communication. Communicating in the international business context involves both downward and upward flows. Downward flows convey information from superior to subordinate; these flows vary considerably from country to country. For example, the downward system of organizational communication is much more prevalent in France than in Japan. Upward communication conveys information from subordinate to superior. In the United States and Japan, the upward system is more common than in South America or some European countries. 3. EXAMINE the language, perception, and culture of communication, and nonverbal barriers to effective international communication. The international arena contains a number of communication barriers. Some of the most important are language, perception, culture, and nonverbal communication. Language, particularly in written communications, often loses considerable meaning during interpretation. Perception and culture can result in people’s seeing and interpreting things differently, and as a result communication can break down. Nonverbal communication such as body language, facial expressions, and use of physical space, time, and even color often varies from country to country and, if improper, often results in communication problems. 4. PRESENT the steps that can be taken to overcome international communication problems. A number of steps can be taken to improve communication effectiveness. Some of the most important include improving feedback, providing language and cultural training, and encouraging flexibility and cooperation. These steps can be particularly helpful in overcoming communication barriers in the international context and can lead to more effective international management. 7-1Chapter 07 - Cross-Cultural Communication and Negotiation 5. DEVELOP approaches to international negotiations that respond to differences in culture. Negotiation is the process of bargaining with one or more parties to arrive at a solution that is acceptable to all. This process involves five basic steps: planning, interpersonal relationship building, exchanging task-related information, persuasion, and agreement. The way in which the process is carried out will often vary because of cultural differences. 6. REVIEW different negotiating and bargaining behaviors that may improve effective negotiations and outcomes. There are a wide variety of tactics used in international negotiating. These include location, time limits, buyer-seller relations, verbal behaviors, and nonverbal behaviors. The World of International Management: Offshoring Culture and Communication 1. Summary: This opening vignette highlights issues that many companies today face as they take advantage of offshore opportunities. While moving certain operations offshore can offer companies tremendous savings, it can also create problems as a result of cultural differences and communications issues. Companies that proactively take steps to manage these differences and ensure that communication is strong are more likely to find their offshore operations are successful. 2. Suggested Class Discussion: 1. Why is it so important for companies that choose to offshore certain activities to carefully consider how cross-border communication will be affected by both national and organization differences in culture? 2. How should firms that offshore service tasks address cultural gaps and improve communication between affiliates? How do different communication mediums such as telephone versus e-mail exacerbate cultural divides?