This document summarizes Day 2 of an IAP Certification training. The agenda includes recapping Day 1, providing an overview of the IAP profile and online system, demonstrating how to use IAP materials in different scenarios, and answering questions about the IAP research and development. Key objectives are to help participants understand how to use the IAP profile and supporting materials with clients and learn about the technical features of the IAP Online system.

1. IAP Certification
Day 2
Barbara Blokpoel
Riana van den Bergh
6-7 December, 2010
Amsterdam

2. Recap: Objectives for Day 1
• Gain a deeper understanding and background of 7Dimensions of
culture model and the Corporate Culture Model
• Practice Mapping Cultural Dimensions
• Reflect on how our own cultural orientations and how this impacts
our work with others
What key points or learnings standout from yesterday?

3. Objectives for Day 2
Today we aim to provide you:
• An clear overview of IAP profile and Online system
• A broad sense of how to use the IAP profile and supporting
materials with your clients
• A clear understanding of the features and supporting materials the
IAP Online system, as well as the practical logistics of setting
passwords up, printing profiles etc..
• Opportunity to demonstrate how you could use the IAP and
materials in different scenarios.

4. Agenda Day 2 – The Intercultural Awareness Profiler (IAP)
09.00 Recap of Day 1
Distribution of IAP profiles
IAP supporting materials and features
11.00 Break
11.15 IAP questionnaire and profile – Q&A
Technical Aspects of the IAP Online
13.00 ~ Lunch ~
14.00 Practice / Playback
15.15 Break
15.30 Q&A Fons Trompenaars – background IAP research and
development
17.00 Wrap up
17.30 End of program

5. Intercultural Awareness Profile (IAP)
An introduction to the IAP

6. Intercultural Awareness Profile (IAP): The tool
Benefits of the IAP questionnaire
• Based on 20 years of research
• Active database of over 80,000 managers
• Regular testing for continued reliability and validation
• Used worldwide
• Various methods of administering the questionnaire, depending on
client needs
• Gets people thinking about the subject of culture and talking with
others before they come a program
• Model and dimensions fully explained in the book Riding the Waves of
Cultures (translated into 14 languages)
Can be used in conjunction
with the Culture Compass
OnLine (CCOL) self-paced,
e-learning tool and the
Better Business Guide
(BBG)

7. Where does IAP fit in with other THT questionnaire for Individuals?
Component Description Application
IAP Intercultural Assessment Profiler Personalized feedback report based on
comparisons with our cross cultural database
Available in several languages Used when assessing consistency with
Diagnostic tool corporate values, identity development
Self –Assessment
No good or bad scores
Not for use in selection
ICP Interultural Competence Profiler Fully inter-active with online profiles and pdf
development reports Training needs analysis
Competency assessment tool, and/or basis for prioritizing personal
Can be used for 360 development Central to our ICAD learning
process
PVP Personal Values Profiler Used when assessing consistency with
corporate values, identity development .
Frequently completed prior to
training/conferences.
ITI Integrated Type Indicator Training needs analysis, self-awareness and
development

8. THT Intellectual Capital
Our cultural intelligence is stored in a number of databases
7 dimensions of culture
Intercultural Competence
Individual level models Servant Leadership
Personal Values
Extended MBTI (Personality)
Ecological database
65,000 managers in
Extended Belbin (Team roles) 100 countries
Extended Kirton (Innovation)
Team level models Reconciliation of team dilemmas This is our principal
Diversity/Inclusion
cross-cultural
database where the
focus is on cross-
cultural awareness
and training
Corporate Culture (4 quadrant model)
Extended Corporate Culture (12
Organisation level segment model)
models Golden Dilemmas and DRP
Corporate values

9. THT Publications
Seven Dimensions Culture for Business – Series 2004 - 2005
1997 2000
Innovating in Organizations
2007 2009
Leadership
Mergers & Acquisitions
2010 2001 2008 2009

10. IAP: example of an individual profile (previously)

11. IAP: example of an individual profile (new online version)

12. Key features of New Online process
Which utilities the Online process offers you as a trainer/licensee
• Track completions and access/re-create profiles
• Profile available immediately as PDF download
• Create Group Distribution charts for presenting at training workshop
• Dummy profiles
• Country profiles
Future developments
• Different languages
• Function profiles
• Industry profiles
• Voucher codes

13. Intercultural Awareness Profile (IAP)
Individual 7dimension profile, with personalized feedback
text

14. IAP Profile: Part One – 7 Dimension profile
• There are no ‘right’ or ‘wrong’
profiles!
• We urge you to use your profile as
a tool to think about your own
cultural preferences, basic
assumptions and habitual
behaviours and how these are
similar to, or different from, the
orientations and preferences of
others you are in contact with.
• Thus, do not be shy to share your
profile with others and discuss
with them their perceptions as
well.

15. IAP - Individual Culture Maps
Self-reflection
1. As you look at your results, were you surprised?
2. What areas confirmed your expectations? Why?
Exercise
3. Think of ONE situation/example in the past where your cultural
orientation may have influenced your work.
-(e.g. organizing meetings, getting your point across, working as a team,
negotiation, managing conflict, handling contracts, etc...)
- Discuss this example with someone else in the group.

16. IAP- Discussion in Pairs
• What kinds of questions could you ask your partner to see if they
are more or less oriented towards individualism than you?
• For each question, ask your partner to further explain why they gave
the answer they did.
• Do this at least 3 times.
• What worked well and worked less well?

17. IAP- Discussion in Pairs
Comparing Profiles
Pick a different partner
- Before you compare your profiles, try to identify one dimension where do
you think that the two of your might scores similarly and one where do you
think you might be different. Discuss why.
In which situations do you think that the two of you might share similar
assumptions or work similarly?
- How could a different perspective help both of you to be
more successful?
Find at least one dimension where you are different. What kind of
problems might this difference create?
- How could the two of you manage these differences?

18. Your homework examples of cultural incidents
In pairs:
Discuss one or two of the situations you prepared before you arrived.
1. Referring to both your IAP profile and your situation (or a recurrent
challenge you face at work), are there cultural orientations you might have
been, or currently be, overusing?
2. Are there cultural orientations you might have been overlooking?
3. What might you have done differently, how might you in the future develop a
sustainable and workable approach to this challenge, through creatively
integrating different orientations?
4. What will you do differently in the future?

19. Corporate Culture
Organizational culture is shaped not only by
technologies and markets, but by the cultural
preferences of leaders and employees.

20. Corporate Culture
Egalitarian
Incubator Guided missile
ORG. CHAOS STRATEGY
MBPassion MBObjectives
LEARNING PAY FOR
PERFORMANCE
Person oriented Task oriented
NETWORK STRUCTURE
Hierarchical
MBSubjectives MBJobDescription
PROMOTION/ EXPERTISE
POWER
Family Eiffel tower

21. National patterns of corporate culture
Egalitarian
Denmark
Norway
Switzerland USA
Sweden the Netherlands
Canada
UK
Finland
Person Task
Belgium
Hungary
Australia
Italy
Greece
Venezuela
France
Israel
Germany Nigeria
China
South
Korea
Hierarchical

22. My Profile: Part Two - Corporate Culture Score

23. Current versus Ideal Corporate Cultures
Size of box is
determined by the
relative
importance you
placed on each of
the questions

24. Consulting Program - Guidelines
Culture Change programs, using the Corporate Culture Profile
• At the team level in a change process.
• Use of the Current and Ideal as an indication of the direction group
members wish to change. Useful for to start the discussion. In this
case, the average can be used.
NB: When an element of uncertainty and mistrust exists within M&A
projects the use of the CC profile may cause more harm than good.

25. IAPOnline Supporting Materials:
The Better Business Guide (BBG)

26. Better Business Guide to Intercultural Management (BBG)
The BBG is a pocket-sized handbook
which provides a summary of the
Seven Dimensions of Culture model
including practical tips for doing
business across cultures.
The guide is a quick reference for
managers when preparing yourself for
international business discussions
and also features the four corporate
cultures to help identify the types of
corporate culture one could encounter
within companies.

27. IAP - Individual Culture Maps
Self-reflection
Identify one dimension where you score more extreme than the rest (in this
case reflect on your NE-AF score).
– Look up this dimension in the Better Business Guide(BBG).
What might you need to pay special attention to in order to
maintain effective relationships with others in your
international team?
Exercise
4. Think of ONE situation/example in the past where this
cultural orientation may have influenced your work.
-(e.g. organizing meetings, getting your point across, working
as a team, negotiation, managing conflict, handling
contracts, etc...)
- Discuss this example with someone else in the group.

28. IAPOnline Features:
Group Distribution Charts

29. Excercise - Group distribution
Exercise
In a line, try to arrange yourselves according to how you
think you scored in relation to the others on the
dimension.....
Individualism - Communitarianism
Without referring to your profiles!!

30. Individualism - Communitarianism

31. Reading the IAP Group Distribution chart
Number of
responses
No. of responses in
this range
(i.e. 5 people answered within
this range)
Individual's
dimension
score
* Actual group scores 6-7December 2010

32. Reading the IAP Group Distribution charts- the curve
The position of the maximum
The shape of the height of the peak
curve is corresponds to the mean
determined by (average) of the group.
the spread of the
answers
The area under the curve
* Actual group scores 6-7December 2010 represents the size of group.

33. Reading the IAP Group Distribution chart
some who are more
ascription oriented
some who are more
achievement oriented
* Actual group scores 6-7December 2010

34. Example of a homogenous group
* Actual group scores 6-7December 2010

35. Example of a diverse group
* Actual group scores 6-7December 2010

36. Reading the IAP Group Distribution chart
Questions for the group:
• Do you recognize yourself in your
7D profile?
• Can you place yourself on this
graph?
* Actual group scores 6-7December 2010

37. The exception- Time

38. Time horizon – Past-Present-Future
* Actual group scores 6-7December 2010

39. IAPOnline Features:
Creating Different Country Profiles
and or ´Dummy` Profiles

40. Country Profile for France

41. Country Profile for Belgium

42. Country Profile for the Netherlands

43. Country Profile for the UK

44. Country Profile for South Africa

45. Exercise
• Notice your own country’s position on each of the 7
dimensions and appreciate the comparison with similar
and dissimilar nations. Please make notes about your
country’s score on each dimension.
• Think of experiences you have had that illustrate these
comparisons.
• Begin reflecting on how this information can help explain
some of the experiences you may already have had in
dealing with people of other (national) cultures.

46. Group exercises to test 7D and IAP profiles - Examples
TV Commercial:
Creation of a commercial for a particular kind of
profile
Marketing strategy:
Using the 7 Dimensions of Culture Model,
please explain how you would market this
Heineken product for one of the countries
profiles below.
Feedback sessions
Practice giving feedback to someone from with
profile X (can be generated for any country in
the database, or for a dummy slide)

47. Dummy IAP Profile

48. IAPOnline Supporting Material:
CULTURE COMPASS ON LINE
(CCOL)
http://www.thtconsulting.com/iaponline/welcomeback.asp?pc=1d2xBy9arMPZKi
Wl&cp=HFJGGDDN&ss=LicenseeCert26Aug_pom144_BB_RvdB&l=THT

49. Example email that can be setup to send to participant and/or trainer

50. With rejoin link...

51. Culture Compass OnLine

53. Module 1: Welcome

54. Module 2: Concepts of Culture
Introduction, Layers of Culture, Cultural
Dimensions, Test yourself

55. Module 3:
Intercultural Awareness Profiler
CLOSED TO YOUR PARTICIPANTS AS
THEY HAVE ALREADY DONE THE IAP

56. Module 4: Your Cross-cultural Profile
Click on dimension bars for
explanations and definitions

57. Module 5: Compare your profile to
other cultures
The Trompenaars database, Compare
profiles, Country Guides
Select one of 55 countries

58. Module 5: Compare your profile to other cultures
e.g. What would it mean for me when doing business with
Japan or managing in Japan?
Click on marker bars for an interpretation for YOU.

59. Module 6: Country specific data
Choose a country for detailed Country
Guides

60. Module 6: Country specific data
Detailed country information per
dimension

61. Module 7: Bridge Culture Gaps
Introduction to Reconciliation,
Case Studies

62. Module 7: Bridge Culture Gaps
Test yourself Case Studies on dealing
with dilemmas

63. Exercise – Using the CCOL
Based on what you have so far learned about the CCOL, please think of
different scenarios where you could use the tool, and create an
exercise for each scenario?
• Define the target group and the target situation?
• What are the objectives of your exercise?
• What kind of materials would you need?

64. Benefits of the CCOL
For participants:
Participants are in charge of their own learning
Universal access anytime, anywhere
Modular learning process
Immediate feedback
For your clients:
• Low set-up costs and speed of deployment
• Post-session learning increases reduced cost per individual
participant, and overall cost to the company
• Reduction of travel requirements for trainers and participants
• Stratifying the needs of the different populations and participant
groups in terms of learning styles and needs

65. About the IAP
Explanation of the questionnaire and profiles

66. Distributing the IAP with your participants / clients
• When to distribute?
• Confidentiality
• How to read the profiles

67. IAP: Issue of confidentiality
THT will not:
• Store your name or other details together with your profile in our database
• Provide your contact details or profile to unsolicited third parties
• Your e-mail address will only be used so we can send you a link to your
profile so you can access it
• We only distribute your profile to the trainer, no other persons will have
access to your profile
• Should anyone want to access your profile (such as your manager), they
will have to obtain your informed, written consent
• Respondents are not being assessed. By completing the tool we aim to
help people understand how they view the world, and how their view may
differ from other people, especially from other cultures.

68. Using the IAP
THT approach to using the IAP
Learn to
Learn about Learn about work with
myself others
others
Exercise
Discussions 7D with IAP
IAP Cases Roleplays
Exercises Reflections

69. IAP: the questionnaire
• 3 options for questionnaire set
• ‘Complete’ or full IAP questionnaire - 57 questions
• IAP without CC questions - 43 questions
• Alternative IAP questionnaire – 43 Questions
•Divided into 9 sections
•Relationship between questions and profile ‘scores’
•Forced-choice answers
•Language options: French, Dutch, German, Spanish, Japanese

70. IAP: reading your profile
The middle of the bar indicates
your specific score, but
Your score on UN-PA remember, you have both UN
dimension in relation to and PA in you. Your score is not
the our cross culture absolute.
database.
Average of all country culture in
our cross cultural database

71. IAP: reading your profile
Universalism 33
100 0
0 100
Particularism 67

72. Licensee Support Page
Via THT main webpage with password: licenseesupport

73. Trainer requests an IAP password via Online Support system
Trainers access the Licensee support system by going to our
website www.thtconsulting.com and entering the
password: Licenseesupport

74. Licensee Support Page

75. Setting up a Password
Via the Licensee Support Page
Or, via the THT main page with password: IAPsetupform

76. Supply your Licensee Reference Code and go to the Setup form

77. IAP and CCOL Setup Form
Welcome to the IAP and CCOL setup form
Depending on your training needs and circumstances for your
clients/workshops, the system can be set up in different ways.
Please specify below what combination you require for this current
assignment. Once you have done so, a password will be set up
automatically and will be immediately active.
Please note that the IAP questionnaire is being made available in
several languages. Users will be able to select which language
version they want to use to answer the questionnaire ~ this is
intended to help users answer more effectively. However, all
subsequent feedback and analysis will be in English. The CCOL is
available in English only.

78. Background Info

79. IAP Question set

80. Do you want to be notified when participants submit their answers?

81. Option 1 - How do the participants access the profile (and CCOL)?

82. Option 2 - How do the participants access the profile (and CCOL)?

83. Option 3 - How do the participants access the profile (and CCOL)?

84. Example email that can be setup to send to participant and/or trainer

85. Additional Materials

86. Submit your request

87. An on screen confirmation, the password has been set up!
This is your password
Test the password by
clicking this link

88. Sending your participants a password
Password: the password is generated through the system
and mentioned in the confirmation screen and confirmation
e-mail sent to you.
Using a sample instruction template available on the licensee support page,
we suggest you send your participants instructions with the password, at
least 3 weeks in advance

89. Particpant access the IAP
Participants receive instructions for the IAP prior to a session.
They access the IAP by going to our website
www.thtconsulting.com
Enter their password: (for example) Training240910

90. Option 1: Profiles to be distributed during the session
Participants answer the questionnaire, upon submitting their answers, they see this screen:

91. Participants are sent a rejoin link that is active from specified date

92. Options 2: Participants have instant access to their online profile
and requested to print off their own profile to take to the session

93. Downloading and printing personal Profile

94. Participants are sent a rejoin-link for future re-entering the profile.

95. Monitoring and Creating IAP profiles
Via the Licensee Support Page,
Or via the THT home page with the password:
IAPonlinetrainer

96. Monitoring and Printing Profiles

97. To search monitor responses and retrieve / print profiles
Password you used - IAPONLINE31U29K25L

98. Choose your participant

99. Click download PDF profile

100. Creating a name for the profile

101. Download or print the profile

102. To retrieve more profiles, click access all profiles

103. To access more profiles
Here you can access all profiles by clicking the links,
for saving or printing

104. Group Distribution charts
Password: IAPonlinetrainer
How to create Group Distribution charts

105. Group Distribution Chart

106. Creating a Group Distribution chart
Go to www.thtconsulting.com
Enter the password: IAPonlinetrainer

107. Creating a Group Distribution chart
Enter the password that you have
given to your group
(i.e. IAP280710)

108. Creating a Group Distribution chart
You must also download a copy of the
Excel sheet that makes the charts
Click on the
button that (IAPonlinescoregraphics.xls)
says Excel.
This will create
an
Excel summary
sheet of all
participants
scores.

109. Creating a Group Distribution chart
Once you have downloaded and saved the TWO Excel spreadsheets
you need, you will be able to create the IAP distribution charts.
Note that this must have your security settings in Excel to allow
the macros to run.
N.B. If already running, first close Excel and all open worksheets

110. Creating a Group Distribution chart
Open the saved Excel summary sheet of
all participants scores. Delete any test
responses (including your own).

111. Creating a Group Distribution chart
Copy the first 11 columns of data
containing the participant's name and
7D scores.

112. Creating a Group Distribution chart
Enable macros
Open IAPonlinescoregraphics.xls and
paste the data into the sheet labeled
'Dimension Scores'

113. Creating a Group Distribution chart
Run the macro and a chart of each
dimension will be created
automatically with the groups data.

114. Creating a Group Distribution chart
Copy/Paste the new charts for the workshop group into
your PowerPoint slide.
N.B. Always 'Paste special' as windows metafiles or bitmaps in to Powerpoint,
never as Excel graphics, as this may prevent PPT running in a strict environment.

115. Creating a Group Distribution chart
Paste it into PowerPoint as an image file. If you paste
in it as an excel chart, the macros will be copied and
potentially cause serious problems with your slide
pack.

116. Creating a Group Distribution chart
Finished!

117. IAP profiles
Creating ‘Dummy’ profiles
Password: iaponlinetrainer
Creating “Dummy” profiles

118. Make your own 7D graphic

119. Make your own 7D graphic

120. IAP profiles
Creating ‘Country’ profiles
Password: iaponlinetrainer
Creating “Country’’ profiles

121. Retrieve Reference Country Profiles in 7D graphics

122. Retrieve Reference Country Profiles in 7D graphics

123. Pictures of key THT persons you may have contact with and their
responsiblities
Carla Boom Marian Mulder
Receptionist Finance
Languages: Languages:
Dutch, English Dutch, English
Marjan Vriesman Sanne van den Berge Sonya Nagels
THT-IT/Tools THT-IT/Tools THT-IT/Tools
Languages: Languages: Languages:
Dutch, English Dutch, English, English
Spanish

124. LUNCH

125. Practice Playback Sessions

126. Giving Feedback
Ground rules for feedback
– Hard on the facts, soft on the person.
(Combination of specific and diffuse)
Elements of feedback
– Content: Explanation of IAP and 7 Dimensions
– Presence (eye contact, voice, etc)
– Engagement with coachee or participants
– Time management

127. Q&A WITH FONS

128. Wrap-up
• Any additional questions?
• Does anyone need a taxi?
• Feedback forms
• Certificates
• Books

129. Thank you for your participation
Give man a fish,
you feed him for a day;
teach him how to fish,
you feed him for a lifetime.
Laozi