READING and Questions for class discussion Reading Assignment Please note: the order and chapters are based on the course readings posted on CULearn Chapter II -- Conceptualizing Equality and Conceptualizing Rights 2. Miriam Smith, “Social Movements and Human Rights: Gender, Sexuality and the Charter in English-Speaking Canada in Taking liberties: a history of human rights in Canada, David Goutor and Stephen Heathorn (eds) (Don Mills, Ont: Oxford University Press, 2013) 213-229. 3. Ratna Kapur, “Human Rights in the 21st Century: Take A Walk on the Dark Side” (2006) 28 Sydney Law Review 665- 687 And re-read the first article in Chapter II - 1. Martha Minow, "Sources of Difference", in Making All the Difference: Inclusion, Exclusion and American Law (N.Y.: Cornell University Press, 1990) 49-78 QUESTIONS Miriam Smith, “Social Movements and Human Rights:Gender, Sexuality and the Charter in English-Speaking Canada 1.Smith asks a series of question sin the first paragraph of her chapter.What answers does she provide over the course of her chapter? Are these useful/important questions… and answers??? 2.What is historical institutionalism? Is this a helpful tool for analysis? In what ways? What are its limitations? 3. Smith argues that the relationship is interactive. How has the women’s movement social mobilization shaped political institutions and public policy? What institutions? What policies? How has the policy and legal framing of human rights influenced the women’s movement? 4. How has the relationship between political institutions, social movements and policy legacies played out in the LGBT movement? Ratna Kapur -- “Human Rights in the 21st Century: Take a Walk on the Dark Side” 1. What are the empirical and theoretical flaws that Kapur exposes in the narrative of human rights progress? Can you think of additional flaws? Can you think of any responses to the flaws that she identifies? 2. What is the reactionary critique of human rights that has emerged? How might this critique be framed in relation to domestic rather than international human rights? Are there domestic examples comparable to the examples of Iraq and Afghanistan that Kapur discusses? 3. Why is history so key to understanding contemporary human rights? What is the argument that Kapur is making and what are its human rights implications? 4. Can you think of domestic examples of the liberal project of assimilation? Of human rights responses rooted in essentialism and/or paternalism? Examples of Canadian incarceration, internment and/or elimination of the “other”? 5. Kapur argues it is important to confront the dark side of human rights. Why is it important? Do you agree? 6. What are the ways Kapur suggests we might move forward with thoughtful reflection on both the critique and the potential of human rights? Can you think of additional ways forward? 2.4 International and Inte ...

1. READING and Questions for class discussion
Reading Assignment
Please note: the order and chapters are based on the course
readings posted on CULearn
Chapter II -- Conceptualizing Equality and Conceptualizing
Rights
2. Miriam Smith, “Social Movements and Human Rights:
Gender, Sexuality and the Charter in English-Speaking
Canada in Taking liberties: a history of human rights in
Canada, David Goutor and Stephen Heathorn (eds) (Don
Mills, Ont: Oxford University Press, 2013) 213-229.
3. Ratna Kapur, “Human Rights in the 21st Century: Take
A Walk on the Dark Side” (2006) 28 Sydney Law Review 665-
687
And re-read the first article in Chapter II -
1. Martha Minow, "Sources of Difference", in Making All
the Difference: Inclusion, Exclusion and American Law
(N.Y.: Cornell University Press, 1990) 49-78
QUESTIONS
Miriam Smith, “Social Movements and Human Rights:Gender,

2. Sexuality and the Charter in English-Speaking Canada
1.Smith asks a series of question sin the first paragraph of her
chapter.What answers does she provide over the course of her
chapter? Are these useful/important questions… and
answers???
2.What is historical institutionalism? Is this a helpful tool for
analysis? In what ways? What are its limitations?
3. Smith argues that the relationship is interactive. How has the
women’s movement social mobilization shaped political
institutions and public policy? What institutions? What
policies? How has the policy and legal framing of human rights
influenced the women’s movement?
4. How has the relationship between political institutions, social
movements and policy legacies played out in the LGBT
movement?
Ratna Kapur -- “Human Rights in the 21st Century: Take a
Walk on the Dark Side”
1. What are the empirical and theoretical flaws that Kapur
exposes in the narrative of human rights progress? Can you
think of additional flaws? Can you think of any responses to
the flaws that she identifies?
2. What is the reactionary critique of human rights that has
emerged? How might this critique be framed in relation to
domestic rather than international human rights? Are there
domestic examples comparable to the examples of Iraq and
Afghanistan that Kapur discusses?

3. 3. Why is history so key to understanding contemporary human
rights? What is the argument that Kapur is making and what are
its human rights implications?
4. Can you think of domestic examples of the liberal project of
assimilation? Of human rights responses rooted in essentialism
and/or paternalism? Examples of Canadian incarceration,
internment and/or elimination of the “other”?
5. Kapur argues it is important to confront the dark side of
human rights. Why is it important? Do you agree?
6. What are the ways Kapur suggests we might move forward
with thoughtful reflection on both the critique and the potential
of human rights? Can you think of additional ways forward?
2.4 International and Intercultural
Interpersonal Communication
l.carning Ob.icclivc ll 4: What adclitional challcnges arc
prescnl in intcrnati,onal anci intcrcultural
interpcrsonal corlntun ication'l
('ollclur;ting busincss in toclav's nrtlclenr business cnvironntcnt
prrcscnts cxciting opportruritic:; fbr
busittesses ancl inciividr-rals. 4arkcts ancl sales cxpand as
ncu'social contilcls arc nraclc ancl
undiscovercd cr.tlturcs arc cxplorcd. both w'ithin a natior-r's
bounclarics and vl'ith potcntiirl

4. cu:il()ntcr:i i lt olltcr ctrtrrtlt'ics.
Many {J.S. conrpanics rccognizc thc cxistcncc ol'two dislinct
potcntial arlvantagcs pre:icnt cluc 1o
cullural dill-ercnces rvithin thc nation's borderr,;. Iiirsl. a rich
pclol o1'ncw crtrplor,,ccs rvith divcrsc
pcrspcctir,'cs itttcl intcrcsts inluscs clrcrgv into rr conrpar'rv's
opcralions. Scconcl. rlanv culturaI
groLlps., irrcluding Ilispanics ancl Asian Anrcricans. oll'cr
valLrablc talgcrt nrarkct scgn-rcnts thiLt
may bc lcachccl.
lnternatiottztl business progranrs olicn bcgirr rr,,ith expansion
lnto cor-rntrie's,witlt ntiurv ol'thc same
cultural c,otrditions. suclr as a ('anadiarn firnr sclling
proclLrcts in thc llnitccl lstatcs. Soon.
howcl'cr. an intcrnatiottal prognll'u clur nrtlvr'iuto cor-rnlric:;
with dil-lcrcnt languugcs and cullurcs.
lrr both circlttnstanccs. cl'lcctir''c busincss cor.r.rr.r.runiclrtion
inr,'oll'cs r-rnclcrstlLnclinI o1' ancl
adaptation to cultural lruAnccs ancl clif'lcrcnccs.
Cultural Dimensions
'l'o undcrstancl individual contmunication wliilc accor,rnlinll
lur cultLrral clil'f'crcrrccs. takc notc ol'
thc prirnarl'tvpcs ol'cLrllural clil'lcrcnccs. Iior lrcars. thc nrost
wiclcll-citcr.l rlirrcnsions o1'culturc
havc bccn tliose proposecl by (iccrt llol.stcdc.,as displaycd
in'l'ablc l.l l. (llorc dertail can bc
1b Lr n d a t : !,1tp : I u,' 1,r1 .i;qc r! ! o !.s!e:q!q. c r 11I . )
'l'ablc 2.1l: Hof.stcde's value dimcnsittns ttf culturc
lr,lvcr l)istance l)istancc bctwccn lcadcrs ancl Iollorvcrs:
authoritirrian crsus
c()l llln()ft ttt Vc t',.'li.ltl()llsll I ps

5. lndividualism ur
Collectivism Vltlttc trl'pcrsonal status vcrstls
lo1 11[11 t,.r tllr-' sl'()Llp
Masculinity-F'emininity [l[li)"t'nalccl
societY vcrstts ]tnorc cqual stattts bctwcen
tJncertainty Avoidance I{isk-taking rersLls risk-avoidranr.:c
sociclics
Short- or ['ong-'ferm
Irnn-rcdiatc VCr]sLrS long-term. rstr,atcgic olltcourcs
Orientation
Porver distance afl'ects ctlntntunication pattcrns between
individuals anci in -qrolrp scttings. A
culture: e;<hibiting high powcr clistance is one in which
managers are far less appoachable by,
lou'-ranking eniployces. In such a culture. rank a1'fects
patter:ns ol'collarboration. LJse o1'firrmal
language becomcs nlorc Iikely in higher powrlrdistance cultural
rsettin6rs. C-'onvcrselv. in low
power dilltance cultures. leaders are seen nrore as peers and
;ralterns of'collaboration are,rore
allable and inlitrnial.
IncliviclueLlistrl/collectivisrtt afl-ccts comrnunicution in tcrms
o1'lrow langr,ragc is lscd as rvcll as
how it is trallsnrittcd. In inc'lividLralistic culturcs. personal
pronoLurs (1. rlyf arc rrore lil<elr,:
collcctive cullures erhibit grcatcr rel-crcncc tr) "w'e," "us." altd
"our grt)Lr1l/orgaliz'tion."

6. Indiviclualislic culturcs litr''or ttnc-t)n-onc interactions;
collcctile (lLlltllrrlsi nrorc likclv leaturcr
!tr()ups. tcilms. lrrrd ntcctirrgs.
Mascr-rline cullurcs holcl rnLrch in conrn'ron with highcr
povu'e r clistancc r:ircu1rsla1ccs. iualcs
dontinatc larnily'nrattcrs. busincss cliscr-rssiorr,,. uncl other
asprccts ol'socictr. wonrcn in those
settings plav subnrissivc rolcs. licrliniltity assr.rciatcs with
nt'.rrc curing. iptclpc;serral c,onpccti6ns
anlong all tllcnrlrct's of'socicty. lvhich in turn is ref'lectccl irr
t,hc w'r:rvs pcoplc ancl cntployccs
corttrnrrrriclrtc n ith orrc lrrrotltcr.
lJncertrainlv itvoidaltcc al'l'ccts worcl choicc. ('ultLrrcs with
high lcvcls of',Lrnccrtaintv avoiclancc
exhibit wclrcls that inclicatc cronllclcncc in.lLrdu,nrcnts
rcgarcling virliotrs rrutctrrncs. More
disparaging languagc fitcuscs ort risky sitLlilti()ns.
Short-/long-ternt oricnlation all'ccts thc t1,pcs
rJl'con'rrnunicalitrrr nrcssi-ritcs scnt rs wcll as tltc
conteltl. ol-thosc Incssilgcs. A cornpanl,in a lorrgcr-tcrnt
oricntation culturc is rnost inclincd to
dcvclo;:r strategic plans r'r,ith a larthcr-rcachinpllinrc horizon.
Inspirational langtrage rcllects the
dcsirc 1o builcl thc long-tcnn lLtLrrc ol'thc orgr,rr-rizalion.
Shrlrt-tr:r'nt oricnrlatiort results in nrorc
inttlccliatc planning proccsscs. grcater lcr,'cls,of'contingcncv
thinlting and plartning. and language
lbcLrscd on thc hcrc ancl norv.
Ilolitcdc's dinrcnsions rctrair-t wiclely usccl ilr a nunrbcr
ol'cont,;xts. including business
cotttt't-tutticitlion. althouglt incrcasing criticisrrs havc
cnrcrgcd. llol.stcclc r:ollcctccl thc clata itr thc

7. latc l9t50s ancl. w'hilc culturc is nornrall,' slou to changc. tlhc
nrrn-rbcrs prcclalc thc introdLrction of'
thc pcrsonal contputcr. thc Intcnrct. thc lirll ol'cornnrunisrr.
untl nranr otlhcr sisnillcant global
cvellts (ltapp, []crnarcli. & Ilclsco.20l l). At thc samc timc. thc
dinrcnsions do providc intportant
consiclcralions rvhen cxanrining thc challcnge:iassociated rvith
cclmmuni,cating with pcoplc liont
other culturcs.
For Review
Name and define lftrfstede's five main dimcnsions of cult,ur,e.
Cultural Differences and Nuances That Affect
Communication
Several key areas require consideration and adaptation when
conrmunlcating in intematiolal
s':ttings as rvcll as fbr intcractiorts bctwr:en people lrom
clifferent cultures in thc same countrl,(cle
N4oo.ii,2010)' Hol.stccle's dintensions do not clLearl-"- spcll
out all o1'thc:;c. Iior cramplc. olcler
persons nray tre highll'rcspected in one culture and
disresper:tccl in anothcr. t:r'en asking
questions about a person's agc can rnakc the rcceiver
uncomlbrtablc in We stern cultures.
Further. cultural g,3nder cquality' and inequalitl' strongly af
fbcts; pattcrns s1'c.rnrrunicati.n
between malcs and l-emalcs intcrttationa.lll. Perccntagcs o1'a
populatiorr that arc rvell-cdLrcated
vary

8. "vidcly
across;cottntrics. thereby allccting status lcvels. I)errsonalitics
arc inllucnccd by
cultural surroundittgs as rvcll.
-['he
rnost colrnron arcas in wliich conrrlunicalion in intcrnuti.nal
and intcrcultr.rral sr:ttings recluircs exarni natiou incluclc:
a
a
a
a
a
a
a
a
a
a
a
lartguage ancl slang
grcclings
dircctrress o l' acldrcss
speaki ng vrll'sus si lcncc

9. cyc conlacl
cthnoccntrisnr
stereotypir.rg
clillcrcnccs in thc rncanings ol'nr.rnl,cr[:'al cucs
pcrsttttal sFacc issucs
r-rsc ol'syntbols anrl cultLrlul icons
cultural contcxt
lior Review
What communication issues are lrrese'ln.1|-11futcgAlg4:r.Llnd
intercultural settings?
Language and Slang
Languagc atic'l slang dillcr among culturcs. In thc IJnitcd
Statcs. thc mosl prontinent languagc is.
ol'coursc. lrnglish: howcver. rcsiclcnts speak a r,aricty
ol'additionral langLrages. In terms ol'
business comrnunication. many'cmplo.vr:rs now list.job
opcnings;in both Irnglish and Spanish.
and training progran-ls havc bccn aclaptcd to accontrr-roclatc
thosc rvhosc prinran, languagc is
Spanish. L'ompanv advcrtisctlcnts und othe r communicalion
n.)cssi.igcs harc lreen sirlilarly'
rloclillecl.
'l'hc sanrc holcls truc lor intcrrratiunal communication. An
indil'id,ual who only' spcaks Spanish is
likcly to cxperience dill'iculties when a husincss partner speaks
only Russian. cvcrl when a
translatclr is prescrLt. Sonrc languagcs. such as Nlanclarin. erre
writlen using charactcrs rathcr than
lcttcrs. which adcl

10. 'aclditional
con-rplicaLions. Also. son-rc printed lansua,ses are reacl liom
right to
leli; rvl-rereas lrngllish and othcrs are read lnrrn leli to right.
Slang within both langurages can further complicate
communicr,rti,rn.
'l'he
phrase "our business is
rc:d hot" serves as iln cxanlple . Although it rnal secrn stranBe
" itttsrnational buvers cor"rld
rLisundcnitanclthe meanins of this plirase and think that it
litcrall'v'means that the business is on
llre' Alu'ays choose words carefully. In the Philippines.
rcfcrrrngr to a r.r,.rr.r.r :rs . ,'hostess,,
translaleri into calling lier a prostitute. r1 l"ilipino iinrnigrant
rvould likely, l-ecl insr.rlted in a
similar nranner whcn cngagcd i' a conrrersati,on in his or her
nerv coll.tr)r.
In many business conversations. tlie person spcaking has onlv
partial knon'leclge ol'a lalguagc.
l'his can lead to rrrisspokcn icleas or worcrs or poor giu,-
,..,,.,.rur. csp,:cially in arca--s such as
singular/pltlral or noun-r.'erb agrcemcnl. 'l'he persorr may
apprcciltc a il"icncll' corrcction.
althor-rgh trormalll'at lcast sonre familizrrity'nith tl-re pcison
iis tLd'visable bclbic doing s9.
'l-hc
attcnnpl to speak in a lureiglt languagc. ercn jf'only fbr thcr
purpost:s of grecting a potential

11. business paflncr. olien builds rapport with that person.
k.nowing how to 1lrcc1 sottrcottc c{ur be a valLrablc businc:ss
lLssct. ('LrltLrrcs such as thc IJ'itccl
Statcs ofien exhibit inlbnnal nrcthods o1'grccting. inc;luclins
phrascs such us,,llcy,,, ',lli.,,or
"IlowclY.'' ManY inlltligl'altts rvithin LJ.Si. bordcrs qrricklv
adapt to suclr clif lcr.cnccs; 59wcvcr.
otllcrs nray n0t. In bttsitlcss cilnrnrultication. a wisc cours,c
ol'action is tg bc ilwarc.l'p'tcntiiil
difl'ercncr:s in grectings rvhcn clcaling u'ith solteopc ll'ent a
dil'lcrcnt culturc but thc same
country. )rror exanlplc. ntlltty Muslin grir)ups lirrbid
lrancl:;haf:cs hctwce:n lr llilp and a wernan.
N'lorc dranlatic clillcrcrlccs appcar in inlcrnational bu:;incss
c()nu.lrLlnicati6p. Irer cxlntplc. i.vSilc
it is conrtuon knor.vlcdgc that. in Asia pcoplc bor,v rnd in
Wcsterrn cultrrlcs indiricluals shakc
hallds iis ia li)rlr o1'grceling. tttlrcr kcy dil1'crcnccs rcmain. In
Kurca. a pcrsop t9r-rcltcs his clbow
r,r'hile shaking Itancls ats lt sign ol'rcspect-. In.lapan. a ()0-
clLcgrcc b9w 6ltcl lccer.lparics r-r
handshakc lilr thc siitttt: rcasott. Woltrcn clo not shakc
harrds'l,r,il.h caclt othcr in l)akistan. (irecting
a bltsitless contact with a kiss tttt thc chcck is it conlr.ron
1:,csturi: in ccrtain l:uropcan cettptrics.
C.are Iuust bc given to an initial contact. lior c;xantplc. in
Gcrman'r, if'sonrconc grccts you as.
"t.iood m,:rrning. iVlr..loncs." it lvill probablr lrc a bacl iclca
to sar'. "Oh plcasc. call nte .lacl.."
(]crnrans prclcr nrorc firrnrul rclationships u,ith busir-rcss
piirtncrs.
Iiltrthcr. lbllowing art initial inlt'ttcluction, in sonrc corrntnics.

12. thc purtncrs iurnrcdiatclv mor.'c on to
tlrc ptrrposc o1'tlrc Incctittr:. In Iiinlancl. lirr cxanrplc. u
popullrr sir., ing is,x11,t1'111111 liikclointitttuu,
u'hich me)alts "slraight to business." In rithcr cr.runtrics. cloing
su ir; consiclcrcd rLrdc. Iiirst. takc
tittte to cstablish a relalionship with the ncrv bLrsincss partner.
Ilu:sincsspcoplc in Clhina grcatly'
vlluc thc conccpt o1'1rus1. ancl any Westcrn buLsinessp,erson
sccking 1o concluct busincss in tlhina
n-rust llrst work to cstablish rclationships. not onlv trc,lr,r,cr:n
con-rpanics. lrut also bctwccn pcople.
Company reprcserLlativcs ntust undcrstand that the
relationshrips fregin bclirrc busincss deals are
nradc and continuc wcll afler anv specilic tlansaction takcs
p,lace ([]aacl<. llarris. & Baack.
2C12).
Irven so. r,rsking a personal qucstion r-nil'r' bc considercd
irnpolitc. Asking abor-rt sonteone's family
or childrcn may be inappropriatc in ccrlain. nrorLr rcscrvccl
culturcs with highcr levcls of pow,er
distance.
Directness of Address
Directness o1'address is culturallv basecl. [,anguage anc]
conver.sation can ,arv drastical6 from
culture to culture. SUch tlifferenccs aplear in the t.rnrired s,ri*.
i-1";*.';j;;;;;;11,,il;.
olien mo,re direct in the Irast and r-noreconversationa.l in the
I)cep Sor_rth.
In Asia.-rsonleonc's persona likely inclr,rdcs thc conccpt
()1'"lace.', which cssenliallv reli:rs t0 one,s

13. scnse of honor' sell'-respcct, respect from others. and standing
in a social se:tting. In that context.
language that avoids dircctly challcnging a perrson or nrakinlr
that inc-liviclLral look bad. or seenr
clisrespccted (c'g.. lose lhce) is conttnort. I)i.sagrecrncnt is
exprcsrsed in thc nr.st m.clest tcrnrs
prossible' Instcad o1'sayillg. "Wc can't tneet your pric;."
the'r,cndr:lr uscs tcrrlinology sLrch as ,,1
anl aliaicl that trying to ttrecl your pricc will bc r,'cry rJil'ficult
lirr.oLrr ci)1r1.ran1,.,,
In tlittions such as Ilolland" thc oppositc is trurc. IJrrlcss rhc
pcr:;on r-rscs stronc. clircct language.
hc or slte nttry bc,",iewecl as wcak or not rcliablc.
Speaking Vcrsus Silcncc
Irl thc [Jnited Statc's, nlost vicw silencc as lrr-rcomfortablc. Ar
thc rsanrc 1ir-nc. s.nre tJ.S.
subcultures embrace greatcr dcgrccs ol'silcncc'. Whcn asl<cd a
qLl,JStion- lur ernplol'ec nright
ellcourag'c a dcgrcc ol'silcncc r,vhctt tolrl, "'['akc 1,orrr tirnr:."
bclirrc zrpswcring.
Similar dill'crenccs takc placc intcrrrationallv. In .lapan.
cxccr.rtivcs takc tilnc to consicler a
proposal. bclicving it signals sinccrity. lluycrs in Swcdcn tcrrd
to bc cgprfbrtablc rvith pauses ancl
silcnce during ncgotiations. Impaticncc at this lime potenliallv
displavs a lack.1'respect.r
inrpolitcncss. Marny cultrtrcs havc varying pcrspcctivcs orn thc
rrcaning ol'silcncc cllring a
cr.rllvcrsation or Itcgotiattion. At thc opposilc c;<trentc. a
n,uis),hr.tusc in'l'aiwan indicatcs a 6appy.
Ir,'lrlthl crrr inrrrrnc'nt.

14. Elve Corrtact
Irye oontaLct ntay bc closcly rclatcd to
tinitcd Statcs and (lanada. thc lailLrre
untrustwurthy. 1'hcsc pattcrns tcncl to
a',,"ay displays dclbrencc- and rcspcct.
clircctncss ol'aciclre:;s. lr'r :;onrc culturcs. such as in thc
1o make cvc colttact makcs a pcrsolt secrn suspicit'rus and
run natiorrrvidc. In rlt['li:r cclr,rutrics. sLrclt as .la;lan. looking
(jcltclcr plavs a signilicant rolc in cy'c contacl as wcll. In marrr
Micicllc [.astcrn culturcs. a malc
drles not tnakc cYc conlact with or comrnent on thc ctrlur ol'i,L
wr)rnitn's crcs. unlcss she is a
fiLnlih'ntcmbcr.'l'his holcls true whethcr thc inrclividual Ii,res
in SaLudi Arirbia or intnrigratcs ttr
San Francisco. Whilc ntcn makc dircct eyc-to-cvc c:orrtact. a
ntuut docs no1 ckr so when
conversing with a wontan.
Ethnocentrism
Ethnocentrism, ttre bclicl'that or-rc's culture is inhercntlv
suprerior. nrav cilllse either the scnder
or receir,'e,r to con'c) a seltse of l-celing superior. It wor"rlc[
not be :;r,rrprising that
rLisunderslandings, conllicts. and conlitlntations nrlr) enrerge
when someonc cxpresses such a
view.
Irthnocentrism off en af'ffcts
l-rtrnrc-base cr)untr). it is not
"best." l-ransmitting sLrch an

15. resistanc,; or resentmcnt.
management conrmunication. vihen a m,ltin.tional companr. has
a
lurusual fbr managcrs to belic.u,e tlieir countn''s stvlc of
leadership is
attitude to persons in other nations licqLrerrtlr meels u,ith sorre
It variati'ln of ethnocentrism takes place r.vlien a person lionr a
culturc *,i1hin a country inrplies
tliat his or hcr cttlture is superior to other cultural backgror-
rnds t1,om thc samc country. Somc of'
thc racial tcnsitln betwcctl Aliican Amcricans and CiLLriasians
in thc t,nitcd States rndicalcs this
t;ipe o1'br:lief in ar culturc's supcriority (e.g." "actir-rg vvhitc"
as iln ilsult or r'cially c6argccl
rr:f-crenccs b1'Ciaucasians). even thor-rgh tlrcse ideai arc not
tiiccl to intcrnational busincss.
Stereotvping
Stercotyping exists whcrl a pcrson assulnes things aboLrt
anolher basccl on that pcrs6n,s r1cc.
gcndcr. or trational hcritagc. Stcrcotvping occln's within
natienal beupdarics basccl on nrarr
cultural values ancl clcttrctlls. IIt thc tlnitccl Statcs.
stercor.yping ol'rcligions. politicul all'itiirtio's.
ancl rcgiOtlal l-rcritagc allccts conrtttunication r.r.s r,rcll. liol
cranrplr-'. assLrpripgsoprc()nc rvhr lo.ks
I:[ispanic actually rspcaks Spanislr is stcrcot.vpins. as is
assurning irll nrcr;bcns 9f a rcligion. such
ari Islant, havc contnton (ancl ncgativc) chararctcristics.
IIt itltcrnatioltal scttings. crtltltral stcrcot,v-ping tilkcs placc
bclr,vccr"r cor-rltrics. Ilclicving all
(iicrnlans are rigicl. strttctltrcd. rational thinlicrs lunrps, tltcrnt

16. into a groLtp thlt unclgublcclly clocs
rlot trLrly r:xist. ('tlrrcspollding ttrcthocls of spcirf:ing ure
al'lcctecl hy sLrch ap lssirltptiop. llapy
tinlcs wotl'lcll arc thc l'ictinls ol'stcrcotl'1-lin!. cvcrr tltouuh
thc rtrttrrc ol'tltc stcrcgtv;lilg clifil'rs
in r"ariott:; culturcs.'l'ypically lcnrininity has bcr-'n associutccl
with nurtLrring alcl suppert. whcrc
mascr"rlinity rcllecls aggrcssion ancl dontinancc b1'rnlllcs.
cvcn lhgugh thcsc characteristics erre
n,Jt truc ol'rlanv rtrcn ancl womcn.
Nonverbal Cues
Nonvcrba,l cLlcs vary widcll,by cLrltLrrc. Nodding ")'cs;" ilt
onc corrntry ntcalts "r'lo" ilt other.s. ln
rriany Mi<Jcllc Irastcrlt ttittions. thc act ol'crossiltg ol'rc's lcss
is it sign ol'clisrcspcct and nralcs
holcling hancls as part ol'rt busincss rclattionsirip inclicatcs
trlrst. (icstLrrcs ulso l,arv widcll'. What
may havc a benign ntclning in trt.tc c()un1rv nrin lrc an obsccnc
gcrstLlrc in anothcr. I:xarnples
inch-rdc thLc "V fbr victorl"'with two lingcrs sign ancl use ol-
thc nricldlc linger to point. In
Indortesia. por.rnding your fist into the palnr of your han,l rlay
be ,lonsiclcrccl an obsccnc gcsture.
Personal Space
Personal :;pace is the distancc bellrccn t,ro pcrsorrs in a
corrvcrsal.irln. Stancling tw() to thrce lbet
away fiortr another pers()n tnay bc thc nornr in onc cultur,:
such a:i limr.rcc. Spairr. or the L.lnited
States whcre greater personal space exists. I'hat samc distancc
may ir-rdicate shiliiness or clistrust
in Centrall Afiica and thc Midclle lrast. As an extension olf
persc,nal distancc. in thc culture of

17. Japan a business partncr nright flnd a pat on thc back to be
disconccrting. as the .lapanese tend to
not makc physical contact in business relationships. other than,a
handshake 'uvith a 'estern
partner.
Symbols and Cultural lcons
Not long ago, Pepsi began to losc
team dis,;overed that changing the
light blue was the problcrr. In that
(Flcndcrs;on. 20I I).
Cultural contcxt may bc r icwecl its ai contirtuunr.
re liancc o,n slmbols ancl r isLral clcntcnt:;. Othe'r':;
liequentl,,' used ancl valr"rcd. 'l'he samc holds triu:
valuatiorr rnay be louncl. Misunderstanding tht:sc
conr''crsations ( l Iall. 1 99.+).
markel sharer to C,'oke in Sor-rtheast rsia. 'fhc ntanasement
outsidc color of'v,:ndring nrzLchines fi.nr a dark reg-irl blue to
rcgion. lighl blue is associated witli death and rn.umi'{.r
cultural sy'nrbols inclLrdc religious items. sLrpcrstilions.
colors. ol-r.jccts. anirnals. and an crdlcss
varietl, of itenrs. A whitc horsc svrnbolizcs dcath in sion"rrJ
cultlrrcs: a hlack horsc in others.
Various llltlwers havc clrl'l'crcnt rttr'altings. dcpcrrcling un lhc
cullurc inr,,olr,,ccl. Krowlcclgc,1-thc
belicl's attd associations ol'a culturc liclp vou a,,'oid cloing
sonrcthing that r,voulcl nrakc a perso'
uncolllortable or thal hus a dil'fcrcnt ntr:aning to thc,uthir
pcr.son than it clocs to ),ou.

18. ]'hc leli hand has nlcanitlg in rttanv cullurcs. llalal'sians
consiclcn thc lcfi hancl Lr.clear. L Inclia.
thc lclt lir:md is considcrertl lcss irrtportant. ancl clignitarrie:s;
pcrlirrrn actions u,,ith thc right ha'd 1ilr
c:crcnronics such as a ribbott-cutting. cvcn il'thc pcrson is lcfi-
lralclccl.
Higher- and Lower-Context Cultures
[)il'f'crcnt culturcs placc r.'aryins lcvcls ol'cnr1-rhirsis 6n thc
rrctual worcls i'r,.1'ccl in
courmunication.'l'hc tcrrns highcr- ancl luu'cr-ci)nrcXr arc
appliccl to thcsc cultural clilfbrcnccs in
languagc Lrsagc.
l,ower-ctlntcxt cLtltttres llrc charltctcrizcd hv c::plicir r,'crlral
ntcs:iagc:i'nrltcrc rncntlrcrs laluc ancl
havc positiVe itttitudcs abottt r,vttrtls.'lhc nrcarring ol'u
l).r(JSSilgc isr rlaiply ceptainc4 in thc w'rds
thetllsclvi-'s. Mucli ol'thc Wcstcrlr wttrlcl is historicull'r.rich
with rltctolic.'l'his. in turn. contiltr-rcs
to ctrlphasizc thc irllptlrtaltcc o1'r'crbal n-lcssagcs. (icrntan.
Sq,it;rcrlapcl. ald t6e tinitccl Statcs
arc cxantplcs ol' lorvcr'-conlcrt crrIturcs.
Higher-contcxt culturcs rcly lllorc on svmbols and lunguagc
with lcss crplicit or spellccl-out
codcs.'l'hc mcaniltgs ol'tltcsc nrcssages are nrninlv conlainccl
in thc nonvcrbal componcnls ol'thc
ll'lcssagc. l'his incltrclcs lircial cxpt'cssior-ts. bocll larrguauc.
thc l.rclson plcserrtinl 1hc utcssagc.
and thc contcxt in which thc ntcssagc is transnrittcd. llighcr-
contr-'rt conrnrunicatiun nl()'cs
qLrickly and clllcicr-rtl1. IJnlirrtunatcly. olicn thc vcrbi,rl
nrc:isagcs arc lcss conrplctc. and lirrthosc
r-rot f amiliLar with thc syrnbols in a givcn arc:A. the

19. inli:,rnrution beconrcs clilllcult to accuralcly
dcciphcr. llighcr-contcxt socictics arc lcss acccrssiblc to
olrlsidcrs. Manv Asian cultures errc
hishcr-conte xt.
'l'hc highcst-context culturcs crhibit thc grcatesl
lcan tor,r'arcl a high colttcxt. r,ct lvurcls arc utore
lbr lolrer-conlc:lt cultures; dcgrccs of word
di11i:rinq elcmcnts nral lcad to problcmatic
Beyoncl the role nonverbal communication plays in highLer-
cr)ntext rcgions. business partners inthese countries tend to bc
more lenient with iss;ucs ,,,.1, o, the tirncliness ol'meetings. In
India orchina' fbr exanlple. it mav not appear to be ruilc to be a
lbw mirrutes latc to a sales meeting.
In the united Slates or l:ngland. tardiness is fiownedL up(ln. A
salesperson rnight lose. sale duc
1? Tiiq.l"te
fora..meeti.ng in a lower-contcrtr,rgion. aitliough within some
sub-cultures in theunltcu slatcs lurdrncss ts ln()rc acccntetl.
Ileing Llnawarc o1'tintc prcscrrts an obvior,rs
thcse dilf'crcnccs. Whcn a salcs lcad is larc
means that thc lcad docs not carc about thc
'l'hc salcspcrscln nccds to know this priur to
pr'.blerr lirr so're.nc
'n'ho
is rr.1 *cll accustornecl 1ir
lirr ir nrccting. thc salcspcrsun nright lvonder il'it
nrct-'ting. or whether it is u ntatter ol'thc honrc culturc.

20. tl-rc nrcet;ing (Baack. llarris. & Ilaack. 201T.
Responding to Intercultural Differ€)nces
I'll'fcctivc c0mmunicitlOt's opcratc cl'fcctivclv in clonre's1ic
anil intcnrational sctlirgs. adapting to
cultural cli{l-crcnccs. Within tlrc tJnitccl Statcs. nrany Iirnrs
of'f'er culttrr.al scpsitir,,it;- trairiipg to
assist in developing cnlployecs ancl managers viilh hcightcnccl
conrntur.rication skills. Culrural
sensitivity programs norrnally litcus on
a^'arencss o1'onc's owr-r cullural world r,icu
knowledgc: about cLrltLrral pracliccs
analysis ol'onc's rcaction ltl cultrrnrl clil'lcr-cnccs
relining and bLrikling cross-cultural skills
Mally ol'thc same skill scts arc usclirl in intcrnaLlional
bursincss as wcll.
Whcn condLrcting internatiortal busiltcs:;. translaturs ancl
r:ultural assintilators arc kcv individ.als
who hclp voll ovcrconlc ititcrcLtltural comtlLrnication
barricrs.'lnurslators ptust speak thc natiyc
langr-ragc ol'thc htlst ctlt-ttlLt'y. Manl'lint,-'s tltr: br:st choicc
lirr it trlLnslator is sollcoltc rvlto livcs in
the liost colrntry. and uscs its langr-ragc as it lrrst langLragc.
Cultural assimilators arc cmployccs who cxtunine n-lcss,ilgcs
and prcpare inclir.'iclLrals fbr
inlcractions with membcrs o1'other countrics.-l'hey can hclp a
pcrsorl avoid an,Llncomlbrlablc
lapscs it-i tnanners as rvell as cxplain hor,v til sfrow
liicncllincss aLnd rcspcct in a host coLlntrv.
Selection proccsscs shor-rlcl be clcsigncd 1o idcntil'y thosc who
arc rrost aclaptablc to ncu,

21. situations.'l'hose r.vho cxhibit cthnoccntrisrl or slcrcotl'ping
shoulcl cluicklv bc scrcenccl out.
Itrnployees will ol'ten idcntifl,'tlrenrsclvcs as bcing cxcitecl
about rlaking on intcrnational
assignmcnts. Any intenrational assignment rcclr-rires cultural
trainring. C'ompany lcaders shor,rld
prepare q'orkers fbrthc possibility o1'culturc shock when
entcring a ncw'natiolt. Expatriate
employees, or those senl to w'ork in othr:r countries. rreccl tintc
to assinrilalc to r-rcr.v
circumstances.
Interpersot.tal communication skills are 'i'aluabler i,vhen
clealing with dil'ersity issues within a
collntry ars weil as lvith business people in othr:r coun:[ries;.
Oper:ating clltctir,cll wjth those ll'ont
a
a
a
a
other culturcs requires scveral commuttication skills.
L:mplovees can efi'ecti'el' adapt to culturalnuances tlrrough an
undcrstanding of the r''arious dif-[-crences.*plo;;Ji; ,rri, ,..ri""
In domcr;tic settings. cultural awarencss antl s;ensitivitr,.help
vou become a more cl1bctive
comtnunicaloron behall'of a contpanv, Man1,t[J.S. contpariies
haue cliscoverecl the value of atli),:ttt u'ork forcc and thc
lucrative r-ratulc o1'r'ca.ching nralket scgmcnts hasccl on
cultural

22. 0 lI I Cl'enC r-S.
In itltcrtl;ttional settirlgs. cultural dilltrcncc:;:;houlcl bc
carclulll,unclerstood. [:r.cn thc sinrplc ac1
o1'giving a business carcl calt erclrcratc an unci.)rnlbrtiLblc
monlsnl whcn thcy are not. Sonreo.e
rvho takes thc card and stull! it in his pockcrt insLrlls his
I(orcan host. bccausc the action treals
that indiriidual as bcing irlsignilicant. lryc conlrrct. clircctness
ol'adclrcss. gcsturcs. and other
nonverbiil cucs rcquirc attcntion prior l.o anv busincs:; nrt.,ctir-
u,.
Would vrlu know rvhal trt clo il'sonret)nr;'Bavc y,oLr a ilil't rrt
thc frcginning o['a busircss nrceting in'l'aivitn'l'l'hc
alrsr'r,cr rr'tlrtlcl bc to tltank thc givr:r arrJ thcn sct tlrc gili
asiclc llithoLrt opc'i'g it.
YoLr will cmbttrrass alld instrll the givcr il'r,ou takc a lool<
and ilrc clisappointcd bt,what yeu lind.
A oulttrra:l assinrilator hclps clnployecs ancl
rranagcrs;cliscovcr thcsc ancl othcr custorrs. lf'one is
nol ar''ailablc. clJ'cctiVc bttsincss cotrnrunicirtors takc thc tirnc
1o lLcarn thcsc nuanccs.nd
dilltrcncr:s inclepcndcntll' prior to travcling lo, anothc,r
ct.runtrv.