2. “The collective programming of the mind that distinguishes
the members of one group or category of people from
others.”
- Geert Hofstede
3. • Culture is the "lens" through which you view the world.
• It is central to what you see,
• How you make sense of what you see,
• How you express yourself
- Vergese, 1999
4. Culture
• A shared system of symbols, beliefs, attitudes, values, expectations,
and norms of behaviour. (Bovee and Thill)
• Learned
• Shared by the members who agree
• Teaches values and priorities (which then shape attitudes)
• Prescribes behaviour
12. • Which of the following statements do you most agree with?
• A. What happens to me is my own doing?
• B. Sometimes I feel I don’t have control over the direction my life is
taking
• For A – Americans – 89%
- Chinese – 35%
13. Cultural Dimensions by Geert Hofstede
• Power Distance
• Individualism
• Masculinity
• Uncertainty Avoidance
• Long term Orientation
• Indulgence
16. Conflict/Negotiation Style
Assertive behavior/Value on own interests & concerns
Cooperative
/Value
on
others’
interests
Low High
High
Avoidance Compete
Compromise
Accommodate Collaborate
Indian
Focus -
1
Western
Focus -1
Western
Focus - 2
Indian
Focus - 2
18. Linear-Active
• Task-oriented, highly-organized planners, who prefer getting things
done, one task at a time in a planned sequence. Arguments are made
with logic, while rules are to be followed.
19. Characteristics
• Talks half the time
• Does one thing at a time
• Plans ahead step by step
• Polite but direct
• Partly conceals feelings
• Confronts with logic
• Dislikes losing face
•Rarely interrupts
•Job-orientated
•Uses many facts
•Truth before diplomacy
•Sometimes impatient
•Limited body language
•Respects officialdom
•Seperates the social and professional
20. Multi-Active
• Emotional, loquacious and impulsive who see family, feelings and
relationships ahead of following an agenda. They are comfortable do
many things at the same time.
21. Characteristics
• Talks most of the time
• Does several things at once
• Plans grand outline only
• Emotional
• Displays feelings
• Confronts emotionally
• Has good excuses
•Often interrupts
•People-orientated
•Feelings before facts
•Flexible truth
•Impatient
•Unlimited body language
•Seeks out key person
•Interweaves the social and professional
22. Reactive
• Polite, attentive listeners, who rarely initiate action or discussion,
instead react to it and form their own opinion. Harmony and avoiding
embarrassment to themselves or others is core.
23. Characteristics
• Listens most of the time
• Reacts to partner’s action
• Looks at general principles
• Polite, indirect
• Conceals feelings
• Never confronts
• Must not lose face
•Doesn’t interrupt
•Very people-orientated
•Statements are promises
•Diplomacy over truth
•Patient
•Subtle body language
•Uses connections
•Connects the social and professional
30. Identity Negotiation Theory
• The process of communicating one’s own desired identities while reinforcing or
resisting others’ identities as the core of intercultural communication.
• Face Negotiation (Collectivist vs. Individualist)
42. Ethnocentrism
How Many U.S. Persons View
Themselves
Informal, friendly, casual
Egalitarian
Direct, aggressive
Efficient
Goal- and achievement-oriented
Profit-oriented
Resourceful, ingenious
Individualistic, progressive
Dynamic, identify with work
Enthusiastic, prefer hard sell
Open
How Many Foreigners View U.S.
Persons
Undisciplined, too personal
Insensitive to status
Blunt, rude, oppressive
Opportunistic, obsessed with time
Promise more than they deliver
Materialistic
Deals more important than people
Self-absorbed
Driven
Deceptive, fearsome
Weak, untrustworthy
43. Cultural intelligence
• Accept that your own perceptions are coloured by your own culture
• Empathise with the views of others
• Actively try to understand other cultures and cultural complexity
• Be open-minded – don’t stereotype
