There are six categories in this survey which correspond to six dimensions of cultural competence. BF = Behavioral Flexibility KD = Knowledge Discovery CA = Communicative Awareness RO = Respect for others TA = Tolerance for ambiguity E = Empathy Part 1 For questions 1 – 7 score yourself in the following way: (a) Never (1 pt) (b) Sometimes (2 pts) (c) Frequently or always (3 pts) 1. In restaurants I often eat dishes with ingredients that I don’t know. BF 2. I often seek contact with other people in order to learn as much as possible about their culture. KD 3. When other people don’t feel comfortable in my presence, I notice it. CA 4. I find it easy to adapt to people from diverse origins. RO 5. I am comfortable with not understanding things if I am in a strange place or foreign country. TA 6. When there are colleagues in my work area who constitute an ethnic minority, I try to involve them in the majority group. E 7. When colleagues or superiors from different cultures criticize my work, I consider changing my work habits accordingly. BF Part 2 For questions 8-12 score yourself using the number of points beside the option you chose. The highlighted initials represent which dimension those scores go into. You have been selected to take part in an international work project with an associate European company. This will involve you spending 3–4 months in a country which you have not visited before (although it is possible that you learnt some of the language at school). KD 8. What kind of information do you think you would need before departure? a. I don’t know, I would wait until I got there. (1) b. I would use a guide book or other sources to find information about housing, healthcare, travel.(2) c. I would learn or review the language and look for official sources on history and culture (3) You have been appointed to a placement in another country for training purposes. Early in your placement, you discover that the system of hierarchy is totally different from that practiced in your own country. For example, you are used to people dressing informally, using first names, eating in the same canteen. Here there is much more formality, rules and regulations, and people don’t even speak the same way to each other. It is very strange and you cannot help feeling that your own way is much better. 9. What are some things you might do? (RO) a) Make an effort to maintain familiar practices, Try and change things, Explain that our ways are better (1) b) Admit homesickness, Look for positive side, even though own way is best (2) c) Seek explanation from superiors in order to understand reasons, Make an effort to be patient, tolerant, Try out a different way of behaving to fit in, co-operate, adapt self to others (3) A young person from a different country comes to work at your firm for 6 months. You are aware that he is rather isolated and you consider the idea of inviting him to join you and your friends. The problem is that your group of frie.

1. There are six categories in this survey which correspond to six
dimensions of cultural competence.
BF = Behavioral Flexibility
KD = Knowledge Discovery
CA = Communicative Awareness
RO = Respect for others
TA = Tolerance for ambiguity
E = Empathy
Part 1
For questions 1 – 7 score yourself in the following way:
(a) Never (1 pt)
(b) Sometimes (2 pts)
(c) Frequently or always (3 pts)
1. In restaurants I often eat dishes with ingredients that I don’t
know. BF
2. I often seek contact with other people in order to learn as
much as possible about their culture. KD
3. When other people don’t feel comfortable in my presence, I
notice it. CA
4. I find it easy to adapt to people from diverse origins. RO
5. I am comfortable with not understanding things if I am in a
strange place or foreign country. TA
6. When there are colleagues in my work area who constitute an
ethnic minority, I try to involve them in the majority group. E
7. When colleagues or superiors from different cultures criticize
my work, I consider changing my work habits accordingly. BF
Part 2
For questions 8-12 score yourself using the number of points
beside the option you chose. The highlighted initials represent
which dimension those scores go into.
You have been selected to take part in an international work
project with an associate European company. This will involve
you spending 3–4 months in a country which you have not
visited before (although it is possible that you learnt some of

2. the language at school).
KD
8. What kind of information do you think you would need
before departure?
a. I don’t know, I would wait until I got there. (1)
b. I would use a guide book or other sources to find information
about housing, healthcare, travel.(2)
c. I would learn or review the language and look for official
sources on history and culture (3)
You have been appointed to a placement in another country for
training purposes. Early in your placement, you discover that
the system of hierarchy is totally different from that practiced
in your own country. For example, you are used to people
dressing informally, using first names, eating in the same
canteen. Here there is much more formality, rules and
regulations, and people don’t even speak the same way to each
other. It is very strange and you cannot help feeling that your
own way is much better.
9. What are some things you might do? (RO)
a) Make an effort to maintain familiar practices, Try and
change things, Explain that our ways are better (1)
b) Admit homesickness, Look for positive side, even though
own way is best (2)
c) Seek explanation from superiors in order to understand
reasons, Make an effort to be patient, tolerant, Try out a
different way of behaving to fit in, co-operate, adapt self to
others (3)
A young person from a different country comes to work at your
firm for 6 months. You are aware that he is rather isolated and
you consider the idea of inviting him to join you and your
friends. The problem is that your group of friends have known
each other for a long time and a stranger would find it difficult
to fit in. (E)
10. What would you probably do?
a) Ask friends whether they would welcome a stranger before
taking action, Find out from conversation whether the person

3. would have similar interests, Invite if interests are similar (2)
b) Invite even if interests are different, Tell friends that you are
bringing a stranger and explain why, Find out whether the
person would like to join your group of friends, Invite because
you would like to be invited if you were in the same position.
(3)
c) Mention the problem to a colleague, Wait to see whether the
person suggests meeting (1)
You have been working in a foreign country for six months and
you speak the language well enough for everyday needs. At
work, difficult procedures are explained to you in your own
language, so there are no problems here. However, it is almost
impossible to understand your colleagues when they talk to each
other as they talk quickly about situations you do not
understand. It is also difficult to understand jokes and casual
remarks where people seem to speak in a local dialect.
Therefore you often feel out of your depth and confused.
11. How do you feel? (TA)
a) I would feel unhappy, I would feel very left out, I couldn’t
deal with that (1)
b) I would talk only to fellow nationals (2)
c) As long as I wasn’t being deliberately excluded it would be
OK (3)
12. How would you describe a familiar but complicated task
involving the use of a piece of machinery as if to a foreigner
who did not speak the language very well? (CA)
a) Speak slowly and loudly (1)
b) Use gestures (2)
c) Have him/her demonstrate understanding at the end (3)
Part 3
For questions 13 – 16 score yourself using the number of points
beside the option you chose, just like you did for part 2. The
highlighted initials represent which dimension those scores go
into.
Question EM (Empathy)
13) Mr Parker is interrupted in his description of the problem:

4. Wang: Mr Parker, if you should have any problems whatsoever,
please let Mr Wang know. We will do our best.
What could Mr Wang mean by this ?
a. Mr Wang will talk to Mr Li about the problems, but doesn't
think they need to be discussed at executive level. If the
problems persist, Mr Parker should get back to Mr Wang as
soon as possible (1)
b. Mr Wang doesn't think this meeting is the place to talk
business. He only wants to get to know Mr Parker, but doesn't
take him seriously as a negotiation partner. (3)
c. Mr Wang can't really help with the hotel problems, but he is
being polite with his guest. So Mr Parker should not discuss his
problems further. (2)
Question KD (Knowledge discovery)
14) ) Comment on Mr Wang's question: ‘Have you any children
yet?’
a. Mr Wang is just being curious. (1)
b. Perhaps a man's status is higher in China if he has children.
(2)
c. He wants to get to know Mr Parker better because that makes
business easier. (3)
Question AT (Tolerance for Ambiguity)
In the conversation the following dialogue occurs:
Wang: Therefore Mr Wang hopes that our … that the
negotiations will take place on the basis of mutual trust and that
they will be fruitful due to our joint efforts. Parker: So do I.
You know that our company has a high level of expertise in
technological products. Since we are convinced that our Chinese
partners will appreciate this, I hope that we will be able to
conclude our negotiations successfully and soon.
15) Why does Mr Wang laugh when Mr Parker makes this
remark?
a. Mr Wang is embarrassed because Mr Parker is so eager to
conclude a deal. (3)
b. Mr Wang is hiding his irritation that Mr Parker may think his
company can't keep to deadlines. (2)

5. c. Perhaps Mr Wang is nervous because he may not be able to
keep to deadlines. (1)
Question RO (Respect for otherness)
Mr Wang and Mr Parker briefly discuss cultural activities:
Wang: Mr Parker, have you had a chance to get to know the
Chinese culture in more detail yet ? Parker: No, I'm afraid not.
But I am not here on holiday. This is strictly a business visit.
16) Which statement best describes this situation in your
opinion?
a. Mr Wang is just trying to keep the conversation going, but he
knows that Mr Parker has no time for cultural activities on such
a short business trip. (1)
b. Mr Parker knows that culture is important to the Chinese, but
he is under pressure. He would like to discuss Chinese culture,
but only after the deal has been concluded. (2)
c. Neither Mr Wang nor Mr Parker are aware that they have
completely different expectations. The meeting would be more
successful if each of them tried to adapt to the other's priorities.
(3)
Question BF (Behavioral flexibility)
17) Why does Mr Wang repeatedly tell the English manager to
discuss business issues with Mr Li?
a. Mr Wang isn't aware of the details of the contract. Mr Parker
should give Mr Wang more information and ask him to make the
most important decisions. The details can then be worked out
with Mr Li. (1)
b. Mr Wang expects Mr Parker to negotiate with a Chinese
colleague of his own status, as is customary in China. Mr Parker
should not feel offended, but accept it and negotiate with Mr Li.
(2)
c. Mr Wang has delegated the negotiations to Mr Li and does
not want undermine Mr Li by discussing the contract with Mr
Parker. Mr Parker should respect this and try to solve any
problems with Mr Li. (3)
Question CA (Communicative awareness)
18) What statement best expressed the difficulties between Mr

6. Parker and Mr Wang?
a. Mr Parker acted as you would normally act in a business
meeting, and he expected Mr Wang to do the same. But the
Chinese don't say what they mean, and it's hard to read between
the lines if you don't speak Chinese. (1)
b. Mr Parker and Mr Wang each followed the rules of their own
culture. Mr Parker should have explained himself better and
asked Mr Wang to say more clearly what he means. (2)
c. The different cultures are not a problem, but Mr Wang and
Mr Parker should have known that communication works
differently in each culture. They should have tried to talk about
these differences instead of trying to talk business. (3)
INCA SURVEY
Please answer honestly what you think or would do. There is no
“correct” answer.
Afterwards, use the INCA Survey key to calculate your scores.
Part 1 (Questions 1-7)
Choose:
(a) Never
(b) Sometimes
(c) Frequently or always
1. In restaurants I often eat dishes with ingredients that I don’t
know.
2. I often seek contact with other people in order to learn as
much as possible about their culture.
3. When other people don’t feel comfortable in my presence, I
notice it.
4. I find it easy to adapt to people from diverse origins.
5. I am comfortable with not understanding things if I am in a
strange place or foreign country.
6. When there are colleagues in my work area who constitute an
ethnic minority, I try to involve them in the majority group.
7. When colleagues or superiors from different cultures criticize
my work, I consider changing my work habits accordingly.
Part 2 – Scenarios (Questions 8 – 12)

7. You have been selected to take part in an international work
project with an associate European company. This will involve
you spending 3–4 months in a country which you have not
visited before (although it is possible that you learnt some of
the language at school).
8. What kind of information do you think you would need
before departure?
a. I don’t know, I would wait until I got there.
b. I would use a guide book or other sources to find information
about housing, healthcare, travel.
c. I would learn or review the language and look for official
sources on history and culture
You have been appointed to a placement in another country for
training purposes. Early in your placement, you discover that
the system of hierarchy is totally different from that practiced
in your own country. For example, you are used to people
dressing informally, using first names, eating in the same
canteen. Here there is much more formality, rules and
regulations, and people don’t even speak the same way to each
other. It is very strange and you cannot help feeling that your
own way is much better.
9. What are some things you might do?
a) Make an effort to maintain familiar practices, Try and
change things, Explain that our ways are better
b) Admit homesickness, Look for positive side, even though
own way is best
c) Seek explanation from superiors in order to understand
reasons, Make an effort to be patient, tolerant, Try out a
different way of behaving to fit in, co-operate, adapt self to
others
A young person from a different country comes to work at your
firm for 6 months. You are aware that he is rather isolated and
you consider the idea of inviting him to join you and your
friends. The problem is that your group of friends have known
each other for a long time and a stranger would find it difficult
to fit in.

8. 10. What would you probably do?
a) Ask friends whether they would welcome a stranger before
taking action, Find out from conversation whether the person
would have similar interests, Invite if interests are similar
b) Invite even if interests are different, Tell friends that you are
bringing a stranger and explain why, Find out whether the
person would like to join your group of friends, Invite because
you would like to be invited if you were in the same position.
c) Mention the problem to a colleague, Wait to see whether the
person suggests meeting
You have been working in a foreign country for six months and
you speak the language well enough for everyday needs. At
work, difficult procedures are explained to you in your own
language, so there are no problems here. However, it is almost
impossible to understand your colleagues when they talk to each
other as they talk quickly about situations you do not
understand. It is also difficult to understand jokes and casual
remarks where people seem to speak in a local dialect.
Therefore you often feel out of your depth and confused.
11. How do you feel?
a) I would feel unhappy, I would feel very left out, I couldn’t
deal with that
b) I would talk only to fellow nationals
c) As long as I wasn’t being deliberately excluded it would be
OK
12. How would you describe a familiar but complicated task
involving the use of a piece of machinery as if to a foreigner
who did not speak the language very well?
a) Speak slowly and loudly
b) Use gestures
c) Have him/her demonstrate understanding at the end
Part Three : Roleplay (Questions 13-18)
Mr Parker, a department director of a company in Southern
England, has traveled to China in order to conduct negotiations.
He is welcomed by the Managing Director of the Chinese
company. But Mr Parker is not satisfied with the way the

9. negotiations are going…
For three days Mr Parker has been negotiating with Mr Li, Mr
Wang’s department director. These negotiations have been quite
difficult and tiring. So Mr Parker is looking forward to this
meeting and wants to seize the opportunity to clarify a few
issues face to face with the director of the company.
Parker: I am delighted to meet you.
Wang/Interpreter: (takes his business card and hands it over to
Mr Parker) Here is Mr Wang’s business card.
Parker: (takes Mr Wang’s card and puts it in his pocket) And
here is mine. (he hands Mr Wang his card)
Wang/Interpreter: (Wang reads the card very attentively) Oh,
you have even got Chinese characters on your visiting card!
That's most kind of you. We have a saying in China: ‘When a
friend has come from very far away, then that is a very joyful
event.’ Mr Wang is therefore very glad to be able to welcome
you here today.
Mr Parker, what would you like to drink? Tea or coffee?
Parker: Coffee please.
Wang/Interpreter: Mr Wang would like to know how you have
spent the past few days in Shanghai. Have you been able to
settle in and get used to the climate? Parker: Thank you for
asking. I do have a few problems with my hotel. The air
conditioning doesn’t really work, so I’ve caught a cold. And
also there are … some problems with the negotiations with your
company…
Wang/Interpreter: Mr Parker, if you should have any problems
whatsoever, please let Mr Wang know. We will do our best.
Parker: Thank you very much.
Mr Parker is interrupted in his description of the problem:
Wang/Interpreter: Mr Parker, if you should have any problems
whatsoever, please let Mr Wang know. We will do our best.
Wang/Interpreter: Mr Parker, are you married?
Parker: (slightly surprised) Yes.
Wang/Interpreter: Have you any children yet?
Parker: No, I don’t have any children yet … You know, with all

10. this travelling I have to do … (forces a smile)
Wang/Interpreter: Mr Parker, Mr Wang has been reading your
business card. And he has noticed that you are sales director,
and you are still so very young. There is, as we say in China, a
bright future lying ahead of you.
Therefore Mr Wang hopes that our … that the negotiations will
take place on the basis of mutual trust and that they will be
fruitful as a result of our joint efforts.
Parker: So do I. You know that our company has a high level of
expertise in technological products. Since we are convinced that
our Chinese partners will appreciate this, I hope that we will be
able to conclude our negotiations successfully and soon.
Wang: (laughs)
Parker: What I would particularly like to know, Mr Wang, is
how your company performs on delivery dates? Will you
manage to keep to deadlines?
Wang/Interpreter: Oh, Mr Parker, there is your coffee. It is
getting cold.
Parker: Thank you. (drinks) But what about the delivery dates?
Wang/Interpreter: You are welcome to discuss these questions
tomorrow with Mr Li in more detail.
Wang/Interpreter: Mr Wang would like to know why you have
not brought your wife with you this time?
Parker: Well, my wife is not all that interested in my business,
and then she doesn’t really like long journeys.
Wang/Interpreter: Mr Wang thinks that is a pity, since Shanghai
is a very nice city. There are many beautiful sights in the
Shanghai area. So you really must bring your wife next time.
Parker: I will try to convince her. But that is going to be very
difficult.
Wang/Interpreter: Mr Parker, have you had a chance to get to
know the Chinese culture in more detail yet?
Parker: No, I'm afraid not. But I am not here on holiday. This is
strictly a business visit.
Wang/Interpreter: Mr Parker, I am sure you have heard that the
Chinese have a very long cultural tradition. So Mr Wang will

11. tell Mr Li to take you to the 'Yuyuan’ tomorrow for a visit.
There you will find also many shops that sell objects of cultural
interest.
Parker: (growing rather impatient) Thank you very much, Mr
Wang. But … perhaps we can return to that later?
Wang/Interpreter: Mr Wang has been very glad to welcome you
here today. He hopes that our co-operation will be fruitful. The
car that we have ordered for you has just arrived. Mr Wang
would like to show you out.
Parker: Now, that’s a bit sudden. We haven't talked about
business yet.
Wang/Interpreter: As Mr Wang just said, you will be able to
talk business with Mr Li tomorrow.
Parker: (disappointed) All right.
13) Mr Parker is interrupted in his description of the problem:
Wang: Mr Parker, if you should have any problems whatsoever,
please let Mr Wang know. We will do our best.
What could Mr Wang mean by this ?
a. Mr Wang will talk to Mr Li about the problems, but doesn't
think they need to be discussed at executive level. If the
problems persist, Mr Parker should get back to Mr Wang as
soon as possible
b. Mr Wang doesn't think this meeting is the place to talk
business. He only wants to get to know Mr Parker, but doesn't
take him seriously as a negotiation partner.
c. Mr Wang can't really help with the hotel problems, but he is
being polite with his guest. So Mr Parker should not discuss his
problems further.
14)Comment on Mr Wang's question: ‘Have you any
children yet?’
a. Mr Wang is just being curious.
b. Perhaps a man's status is higher in China if he has children.
c. He wants to get to know Mr Parker better because that makes
business easier.
15) In the conversation the following dialogue occurs:
Wang: Therefore Mr Wang hopes that our … that the

12. negotiations will take place on the basis of mutual trust and that
they will be fruitful due to our joint efforts. Parker: So do I.
You know that our company has a high level of expertise in
technological products. Since we are convinced that our Chinese
partners will appreciate this, I hope that we will be able to
conclude our negotiations successfully and soon.
Why does Mr Wang laugh when Mr Parker makes this
remark?
a. Mr Wang is embarrassed because Mr Parker is so eager to
conclude a deal.
b. Mr Wang is hiding his irritation that Mr Parker may think his
company can't keep to deadlines.
c. Perhaps Mr Wang is nervous because he may not be able to
keep to deadlines.
16) Mr Wang and Mr Parker briefly discuss cultural activities:
Wang: Mr Parker, have you had a chance to get to know the
Chinese culture in more detail yet ? Parker: No, I'm afraid not.
But I am not here on holiday. This is strictly a business visit.
Which statement best describes this situation in your
opinion?
a. Mr Wang is just trying to keep the conversation going, but he
knows that Mr Parker has no time for cultural activities on such
a short business trip.
b. Mr Parker knows that culture is important to the Chinese, but
he is under pressure. He would like to discuss Chinese culture,
but only after the deal has been concluded.
c. Neither Mr Wang nor Mr Parker are aware that they have
completely different expectations. The meeting would be more
successful if each of them tried to adapt to the other's priorities.
17) Why does Mr Wang repeatedly tell the English manager to
discuss business issues with Mr Li?
a. Mr Wang isn't aware of the details of the contract. Mr Parker
should give Mr Wang more information and ask him to make the
most important decisions. The details can then be worked out
with Mr Li.
b. Mr Wang expects Mr Parker to negotiate with a Chinese

13. colleague of his own status, as is customary in China. Mr Parker
should not feel offended, but accept it and negotiate with Mr Li.
c. Mr Wang has delegated the negotiations to Mr Li and does
not want undermine Mr Li by discussing the contract with Mr
Parker. Mr Parker should respect this and try to solve any
problems with Mr Li.
18) What statement best expressed the difficulties between Mr
Parker and Mr Wang?
a. Mr Parker acted as you would normally act in a business
meeting, and he expected Mr Wang to do the same. But the
Chinese don't say what they mean, and it's hard to read between
the lines if you don't speak Chinese.
b. Mr Parker and Mr Wang each followed the rules of their own
culture. Mr Parker should have explained himself better and
asked Mr Wang to say more clearly what he means.
c. The different cultures are not a problem, but Mr Wang and
Mr Parker should have known that communication works
differently in each culture. They should have tried to talk about
these differences instead of trying to talk business.