1.
Cultural dimensions based on how we
relate to other people
Affective & Neutral

2.
Characteristics
 Neutrals
 Avoid overt displays of emotion
 Believe they are being rational and ‘civilized’
 Try to identify intellectually first
 Still have emotions!
 Affectives
 Overtly display emotion
 Identify with feelings first
 Still think logically!

3.
Styles of communication
 Neutrals
 Turn taking and silence = respect
 Steady tone of voice = seriousness & integrity
 Reflected in non-verbal communication?
 Affectives
 Interruptions = interest
 Exaggerated tone = passion for topic
 Reflected in non-verbal communication?

4.
Reconciliation
 Often the hardest dimension to reconcile
 Reserve judgement
 Recognise & acknowledge difference
 Learn about culture
 Comfort comes with experience

5.
Dealing with neutrals
 Lack of tone or expresson ≠ lack of interest
 Topics are about objects not people
 Prepare the facts
 Avoid overtly expressive behaviour
 Look out for small signals of emotion

6.
Dealing with affectives
 Don‘t judge theatrics as unprofessional
 Don‘t be intimidated by theatrics
 Enthusiasm/ disagreement ≠ decision
 Topics focused on people rather than objects
 Avoid being cool or detached

7.
The End
Based on the work of Fons Trompenaars & Charles
Hampden-Turner: Riding the Waves of Culture.
Bachelorinternationalmanagement.eu
Michael Medlock MBA