6/16/2015
How many ways to peel a banana
Cultural Considerations
in International Trade
JIM ELLIS
ellijam@gmail.com
www.linkedin.com/pub/james‐ellis/10/165/562/
6/2015
And then which end is up?
Cultural Perspective - Local/Global
Cultural considerations
• What cultures?
• How do you define culture?
• What are the components of culture?
• How does your/their cultural knowledge impact business?
International Expansion International Expansion Target markets Target markets Decide on the target languages for the translation of website(s).
Decide on the target languages target
languages
for the translation of website(s).
REGIONS
COUNTRIES
http://www.translated.net/en/languages-that-matter?sortBy=countries#results
http://www.translated.net/en/languages-that-matter?sortBy=countries#results
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Culture defined.
International Expansion Target markets Decide on the target languages target
languages
for the translation of website(s).
LANGUAGES
http://www.translated.net/en/languages-that-matter?sortBy=countries#results
Culture components
Aesthetics
Physical
environments
Education
Personal
communication
Culture
It is the learned, shared, interrelated set of symbols and patterns of basic assumptions that are invented, discovered, or developed by a given group of peoples, nations, businesses or other institutions.
businesses or other institutions.
Culture is they myriad of patterned ways of thinking, feeling and reacting, acquired and transmitted.
Culture is the guide for the selection of appropriate responses in social situations, social interactions, business interactions.
The Culture Iceberg
Values &
attitudes
Manners &
customs
Social structure
Religion
Understanding culture and managing culture awareness: a paradox
Not all members of a culture have the same behavior. Make no assumptions!
• Some differences can be based on
– Age and its role in society
– Religion (personal, local, national, global )
– Dialect/language spoken, pronunciation, terms, translations…
– Gender identity and roles – Socioeconomic background – Geographic location of country of origin and/or national politics both internally and globally.
– Amount and type of interaction between younger and older generations , people from other cultures
– Degree of adoption of values and experiences with other values
How is silence viewed in different cultures during discourse?
In general it may indicate a lack of understanding, stubbornness, apprehension, or discomfort. But then
– Among American Indian, Chinese, and Japanese cultures, it may be contemplation or “receptiveness”. – In Russian, French, and Spanish cultures, it may be In Russian French and Spanish cultures it may be
used to indicate agreement between parties. – In Asian cultures, it may indicate a sign of respect. – Mexicans may use it when they disagree with a person of authority. http://www.napavalley.edu/people/pcarroll/Documents/cultural%20enthnic%20considerations.pdf
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It gets complicated ?
How to prepare?
Gestures Tapping your finger to your temple is a gesture to show memory in North America, but suggests insanity in Russia. Even nodding yes or shaking one’s head no can be misunderstood abroad. The yes‐no gestures are reversed in countries like Bulgaria and Albania. In Turkey, “no” is gestured by nodding the head up and back.
M
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Tr
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Interactive Language Training
Factual
Books
Lectures
Area Briefings
Symbolic
Verbal
Culture Shock
the-classic-5-stage-culture-shock-model
Avoiding Blunders
http://www.slideshare.net/levi22usa/international-marketing-mistakes-related-to-culture
Participative
Observational
Verbal
Behavioural
Focus
Indian Headshake https://www.youtube.com/watch?v=Uj56IPJOqWE
http://www.telegraph.co.uk/education/educationadvice/10055769/International-body-language-a-language-with-no-words.html
Field Experience
Experiential
Simulation
Field Trips
Role Plays
Analytical
Sensitivity Training
Cultural Assimilators
Low
Eye Contact In many Middle Eastern countries, same‐gender eye contact tends to be more sustained and intense than the western standard. In many Asian, African, and Latin American countries, however, this unbroken eye contact would be considered aggressive and confrontational. These cultures tend to be quite conscious of hierarchy, and avoiding eye contact is a sign of respect for bosses and elders. In these parts of the world, children won’tt look at an adult bosses and elders. In these parts of the world, children won
look at an adult
who is speaking to them, and nor will employees to their bosses.
Training Rigour
High
Touch: Britain, along with much of Northern Europe and the Far East, is classed as a “non‐contact” culture.
An Introduction to the Cultural Aspects of International Trade
Adjustment strategies
References:
Addressing Culture Shock
THE CULTURAL DIMENSION OF INTERNATIONAL BUSINESS
Comparing Cultures
THE HOFSTEDE CENTRE
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Comparing Cultures
Comparing Cultures
THE HOFSTEDE CENTRE
Comparing Cultures
THE HOFSTEDE CENTRE
Differences to consider
Power Distance & Individualism vs. Collectivism
THE HOFSTEDE CENTRE
Business card culture to consider
•
•
•
•
•
•
Business cards are recognized around the world as means of presenting not only your professional information but also as a personal form of contact, so ensure you have a plentiful supply. This is an evolving culture in itself and therefore makes sure to check before your meeting(s). Some tips:
When travelling abroad for business it virtually a requirement to have your business card translated into the appropriate language of the country(ies) you will be doing business in.
Business cards are generally exchanged at the beginning of or at the end of an
Business cards are generally exchanged at the beginning of or at the end of an initial meeting and the formality of the ceremony varies around the world. Minimally it is always advisable to give and receive cards with the right hand. In Asia in particularly you should hold the card with both hands when exchanging cards, bowing slightly as you do so. RECEIVE the card from your host in the same way.
It is best to formally introduce yourself and exchange cards with the most senior person first and move down in the order of seniority if evident or known. Good business etiquette requires you present the card so the recipient's language is face up so they can read the card upon receiving it. See handout for more ….
THE HOFSTEDE CENTRE
Crossing Cultures and Managing Expectations
Before first contact:
FIRST KEY - Global Awareness
Research • Pre-meeting Strategies • Negotiating • First Impressions are Lasting •
Importance of Rank & Status • the Role of Gender in International Business •
Business Card Protocol • Business Customs & Terminology • Gift Giving Protocol
Work towards Proactive Cross-Cultural Communication - Avoid Reactive
Communication, become familiar with the role of technology in Communication
Etiquette. Be aware of the role of language, idioms, etc…. Humor does not
necessarily translate.
SECOND KEY - Bridge the Cultural Gap
Third party introductions, In Person, On the Phone, by Email, Video conference
For you first meeting prepare for and learn about: business Introductions •
Handshakes • Forms of Address • Role of Eye Contact Across Countries •
Communication Styles & Interaction protocol (i.e. seniority, interrupting, etc,) •
Conversation Skills • general protocol for meals, tours, etc. (i.e. when to conduct
business and when not to!),
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Crossing Cultures and Managing Expectations
Perceptions/Perspectives and Reality
After first contact:
THIRD KEY ELEMENT - Organize for Productive Interactions
Review what you learned, Strengthen your understanding of cultural sensitivities,
Avoid conflict and misunderstanding. Follow-up, in person, etc.. build
FOURTH KEY ELEMENT - Your staff!
Work with your staff at home to help them develop strategies to help strengthen the
relationship, help them understand: Cultural Beliefs, Values, Rules, High-and-Low
Context Communications & Cultures, Strategic Dos and Don’ts
FIFTH KEY ELEMENT – Challenges Leave Clues
Review what happened, why it happened and how to proceed. Including the
humorous mistakes you or others made. If they did not happen the WILL happen,
be ready for them.
Handouts
1.Crossing Cultures with Business Cards
When you change the way you look at the
world, the world you look at changes.
Cultural Considerations
in International Trade
2.General Cultural rules for International
Cooperation
3.From the news, examples – some
excerpts and resources
4.Sample resource information
Remember: cultures do change over time always keep up to date
Our Alumni ‐ Our future ‐ Our world
Thank You – Questions?
JIM ELLIS
ellijam@gmail.com
www.linkedin.com/pub/james‐ellis/10/165/562/
Persons Obtaining Legal Permanent Resident Status During Fiscal
Year 2012
by State of Residence and Selected Characteristics
State: Alabama
Jonathan Hursh
USA Grad & Boren Sch. http://included.org/
http://www.cmcchina.org/index.php?page=home&hl=en_US
• Videos: http://v.youku.com/v_show/id_XMjc3NzUyMDQ4.html the original
video - is in English...5:16)
• http://vimeo.com/4655760 (3:58) http://www.youtube.com/watch?v=3P0pHx-QC4 (7:19)
http://www.chinadaily.com.cn/video/2011-02/16/content_12025727.htm
(6:53) 2014 JUNE
The Economist: Doing good
Business: http://included.org/the-story/partners
A• foreign
charity
shows how to thrive in
https://jpmorganchasecc.com/events.php?city_id=25&page=events083112
China
Characteristic
Total
Total
3,873
Male Female
1,816
2,057
New arrivals
Adjustments of status
1,702
2,171
725
1,091
Age
Under 18 years
18 to 24 years
25 to 34 years
35 to 44 years
45 to 54 years
55 to 64 years
65 years and over
Unknown
797
498
1,015
754
440
215
154
‐
404
222
463
373
195
97
62
‐
977
1,080
393
276
552
381
245
118
92
‐
Marital status
Single
Married
Other
Unknown
1,277
2,438
145
13
692
1,083
34
7
585
1,355
111
6
Occupation
Management, professional, and related occupations
Service occupations
Sales and office occupations
Farming, fishing, and forestry occupations
Construction, extraction, maintenance and repair occupations
Production, transportation, and material moving occupations
Military
No occupation/not working outside home
Homemakers
Students or children
Retirees
Unemployed
Unknown
407
134
114
38
287
75
54
34
38
38
‐
142
‐
1,940
595
1,067
24
254
1,060
115
‐
698
23
547
11
117
515
27
‐
1,242
572
520
13
137
545
Broad class of admission
Family‐sponsored preferences
Employment‐based preferences
Immediate relatives of U.S. citizens
Diversity
Refugees and asylees
Other
h
530
815
2,096
142
225
65
258
430
883
82
125
38
272
385
1,213
60
100
27
Leading countries of birth
Bangladesh
Canada
China
Colombia
Ethiopia
Germany
Guatemala
India
Iraq
Jamaica
Japan
Kenya
Korea, South
Mexico
Nepal
Nigeria
Pakistan
Philippines
Russia
Vietnam
Other
Unknown
68
61
299
73
50
78
134
330
56
56
45
143
325
561
45
67
45
145
47
153
1,086
6
30
25
114
26
29
30
65
178
38
29
13
76
161
271
26
41
24
38
19
60
520
3
38
36
185
47
21
48
69
152
18
27
32
67
164
290
19
26
21
107
28
93
566
3
120
59
60
4
http://www.economist.com/news/china/21604609-foreign-charity-shows-how-thrivechina-doing-good
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