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