Asians Vs Westerners We Harmony Face saving Hierarchy Shame Relationship Team I Task Competitiveness Equal Guilt Task Challenging Authority
WHAT IS YOUR COMMUNICATION STYLE? INTUITORS want respect. When they object, you might say “point well taken” and communicate your understanding of the seriousness of the comments. The intuitor will know he’s made his point and usually move on. THINKERS are more comfortable with a slower paced, factual approach. Debating or arguing makes them nervous. Instead, ask them questions that encourage them to reexamine their facts in a new context.
WHAT IS YOUR COMMUNICATION STYLE? FEELERS prefer good old fashioned reassurance. They require empathy and your personal guarantee that you’ll come back after the sale, if need be, to make sure things are right. SENSORS like to argue, debate and haggle. They have to feel they’re getting an edge A successful tactic might be to present a case of wine or invite the prospect to brunch at a favourite restaurant as a kind of “bonus” to close.
High Context Society Built on relationships Asian cultures Malay + hati’s Chinese + quanxi Indians + betterment of society A basis for better working relationship & empowerment More in the next session…
Blocks to Cultural Communication Ethnocentrism = my way is the best Discrimination = differential treatment Stereotyping = oh, that’s because she’s Malay Cultural blindness = ignoring the differences Cultural imposition = we know what’s best, if you don’t like it, you can go elsewhere Tone difference = off-putting in different cultures
Avoid using our own assumptions to evaluate others
BUSINESS PROTOCOL AND PROCEDURES Management styles Motivation and rewards Methods of conflict resolution Negotiating styles Nonverbal communication Organizational styles Organizational structure Project scheduling Planning (long term vs short term) Processes of decision making Role of men and women in business Role of third party Style and use of business cards Use of silence and personal space Verbal communication (face to face, written, telephone) View of time Appraisals and assessment Approaches to negotiation Appropriate greetings Attitudes toward harmony, conflict, competition A Boss/Subordinate relationships Business etiquette Concept of time, Punctuality Conducting meetings Differences in business dress Formalities, protocol Forms of agreement Gestures - expressions, eye contact Gift giving Greetings Importance of agendas, rituals Language
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