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When conducting international business, it is
important to “build bridges.”
2
To describe the forms of nonverbal
communication
To discuss how culture affects nonverbal
communication
3
To identify methods for overcoming
communication problems and developing
effective messages
4
Understanding the role of nonverbal
communication contributes to building strong
relationships.
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nonverbal
communication
sending messages without the
use of words
gift
an item given to convey good
will
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bribe
an item or money offered to entice the
receiver to do something illegal
a person who relocates in a foreign
expatriate country to live and/or conduct
business
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acculturation
the process of understanding,
adapting to, and operating in a
foreign culture
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Forms of Nonverbal Communication
Nonverbal
communication can
focus on facial
expressions, gestures,
and posture.
nonverbal
communication
sending messages
without the use of
words
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Forms of Nonverbal
Communication
Signals that Send Nonverbal Messages
Cultural
factors
Methods of
communication
Specific business
activities
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Cultural Factors and
Nonverbal Communication
Nonverbal Cultural Factors
Numbers
Colors
Emblems
Smells
Personal appearance
and dress
Foods
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Numbers
In the American culture, the number 13
is unlucky.
In Asia the number 11 is considered
unlucky.
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Emblems
Wearing a cross as a piece of jewelry does
not evoke much of a reaction in the United
States, but it might cause resentment in a
country such as Saudi Arabia.
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Personal Appearance and Dress
There are different customs regarding
shaving around the world.
The Jewish and Israeli tradition requires
that a man must cover his head.
In the United States, men often remove
their hats while eating dinner.
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Colors
In China and Taiwan, the color red
indicates celebration.
In Italy the color purple indicates penance.
The color white can symbolize death in
some cultures.
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Smells
A heavy dose of cologne might bother people
in some cultures.
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Foods
Be aware of vegetarian cultures and those
that prohibit specific foods or ingredients.
Know when you are being honored or
flattered when served a delicacy.
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Nonverbal Methods of
Communication
Time
Eye
Contact
Nonverbal
Communication
Methods
Body
Contact
Silence
Space
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Time
Views on time affect punctuality, or habits
of being on time associated with good or
bad manners.
Dining and resting take place on different
schedules in other parts of the world.
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Silence
In Taiwan it is rude to sit quietly and not
maintain an active conversation.
In some countries silence may indicate
respect and attention.
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Personal Space
In the United States, people tend to stand
far apart when they speak.
In Middle Eastern countries, standing far
away indicates distrust.
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Body and Eye Contact
In many Arab countries, holding hands is
commonplace.
In the United States, failure to make eye contact
may be considered rude or evasive.
In many Asian countries, looking away while you
speak is a sign of respect.
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Body and Eye Contact
Relate What distance is
too close for you when
speaking to a new
acquaintance?
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Business Behaviors in Other
Countries
Building long-term business relationships
requires knowing about behavior related to:
Major holidays
Giving and receiving gifts
Business visits and entertainment
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Major Holidays
All international business dealings are
affected by the holidays in other countries.
Holidays may involve more than just taking
a day off from school or from work.
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Major Holidays
Religious Holidays
Secular Holidays
Fasting is important in many religions.
Most nations have a national holiday
similar to Independence Day.
Many Catholics do not eat meat on
Fridays during the season of Lent.
Some countries celebrate their history or
culture.
Muslims fast during the entire month of
Ramadan.
Some holidays require either giving or
eating food.
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Giving and Receiving Gifts
Common and acceptable gifts include:
Flowers
Pens
Books
Chocolates
• Avoid giving flowers that are white
or yellow. In many countries, those
colors are associated with death.
• In Germany red roses are
associated with a romantic
attachment.
• Liquor is offensive to people in
Islamic countries.
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Giving and Receiving Gifts
In Japan and Asia, good manners dictate
bringing a gift when meeting a business
partner.
Do not unwrap the gift in front of the gift
giver.
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Giving and Receiving Gifts
There is a big
difference between a
gift and a bribe.
gift
an item given to convey
good will
bribe
an item or money
offered to entice the
receiver to do
something illegal
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Giving and Receiving Gifts
The careful study of
appropriate business
behaviors is a major
part of preparing to live
in another country as
an expatriate.
expatriate
a person who relocates
in a foreign country to
live and/or conduct
business
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Giving and Receiving Gifts
Preparing to relocate
to another country
requires the process
of acculturation.
acculturation
the process of
understanding,
adapting to, and
operating in a foreign
country
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Business Behavior and
Communication
Doing business internationally also requires
understanding two aspects that relate to
nonverbal communication:
1. Major business protocols and the proper
steps for receiving business visitors
2. Business entertainment customs in
various parts of the world
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Business Protocol
Typical Aspects of Business Protocol
Greetings and introductions
Acceptable and proper gestures
Use of names and titles
Gift giving
Business card etiquette
Conducting business meetings
Manners
Table manners
Type of dress
Visiting the home of a business
associate
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Business Protocol
Before a meeting, learn about the
businessperson and his or her culture.
Know the proper greetings.
Know the proper forms of address.
Use appropriate gestures.
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Conducting a Meeting
1.
Set an appointment.
2.
Arrive at the appropriate
time.
3.
Arrange the office and
materials.
4.
Make introductions.
5.
Present gifts.
6.
Greet your business
associate.
7. Speak formally or
informally.
8. Make eye contact or not.
9. Signal that you have
reached or not reached an
agreement.
10. Close the meeting and say
“good-bye.”
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Business Entertainment
Business entertainment should be carefully
planned.
The organizer should create a budget and
set a time for the event.
Account for differences in arrival times,
depending on the culture involved.
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Location Selection
Arrange transportation for your guests.
Arrange for an appropriate reception of
your guests.
Select menu and beverage items carefully.
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Varieties of Business Entertainment
As a visitor, you may find yourself sitting on
the floor rather that in a chair at a table.
It may be necessary for you to arrive with
a gift and to know how to receive a gift
gracefully.
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Successful
Communication
Tips for Successful Communication
Act appropriately in business meetings.
Understand the culture of the region you are visiting.
Understand that nonverbal communication involves sending messages without
words through time, silence, personal space, and body and eye contact.
Follow proper business protocols.
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3.2
1. What are the cultural factors that affect nonverbal
communication?
numbers, emblems, personal appearance and dress,
colors, smells, and foods
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3.2
2. What are the basic differences in nonverbal methods
of communication across cultures?
There are differences in terms of time, silence, personal
space, and body and eye contact. Differences also are
found in major holidays, giving and receiving gifts, and
business meetings and entertainment.
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3.2
3. How can an expatriate manager adapt to the
business behaviors needed to succeed in an
international relationship?
The expatriate manager should learn and understand
mayor business protocols and the proper steps for
receiving visitors as well as business entertainment
customs in other cultures.
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