Unlocking the World's Business
Cultures
Barry Tomalin
www.culture-training.com
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
HOW TO UNLOCK
• There are five things you need to look for.
• Ask the LOCALS. Your best resource
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
SAY HELLO
• Say Hello to someone
you don’t know.
- Who are you?
- Where are you from?
- What do you do?
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
REMEMBER
THE CULTURAL TRIANGLE
TRUST
Expectations
•
•
RAPPORT
Behaviour
CREDIBILITY
Communication
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
EXPECTATIONS
GOOD IMPRESSION/BAD IMPRESSION
1 Find out other’s expectations.
What makes a good impression on you?
What makes a bad impression on you?
What does that tell me about you?
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
COMMUNICATION
WORDS
• The words people use tell you how they think.
• Listen to them.
• Use them.
BODY LANGUAGE
• The body language can tell you how they feel.
• Observe it.
• Don’t misunderstand it.
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
COMMUNICATION QUIZ 1
Buying signals
What words show agreement, disagreement or
non-commital in your language?
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
BEHAVIOUR
•
•
•
•
•
•
•
How do I find out what is important?
Use ECOLE ©
E Expectations
C Communication
O Organisation
L Leadership
E tiquette
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
EXPECTATIONS
• Expectations
• Fears
• Space
• Time
• Motivation
(money, status, power, security, - fun personal
development and good working conditions)
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
COMMUNICATION
•
•
•
•
Presentations
Meetings
Negotiations
networking
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
COMMUNICATION QUIZ 3
Silence
What is the role of silence in a British, German,
Japanese negotiation?
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
ORGANISATION
•
•
•
•
Business day
Holidays
Time
Teams
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
COMMUNICATION QUIZ 3
Conf. calls
What is the best way to ‘get the floor’ in a
conference call in English?
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
LEADERSHIP
•
•
•
•
Management style
Decision making
Feedback
The position of women in management
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
ETIQUETTE
• Greetings and first meetings
• Gift giving
• Hospitality
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
RESOURCES
• Books
Tomalin B and Nicks M
‘The World’s Business
Cultures and How to
Unlock Them’
Thorogood London 2010
• Blogs
www.culturetraining.com/blog
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
COURSES
• Courses
The Business Cultural
Trainers Certificate
(BCTC)
International House
London
www.ihlondon.com/exe
cutive-centre/culturaltraining
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
CONCLUSION –
HOW TO UNLOCK
• Use ECOLE
• USE THE LOCALS
-
- Who’s from there?
- who’s been there?
- What can I read?
EXPECTATIONS
COMMUNICATION
ORGANISATION
LEADERSHIP
ETIQUETTE
BARRY’S WEEKLY BLOG
BLOG www.culturetraining.com
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
AND FINALLY …..
VOTE SOPHIE
X FACTOR
ITV1 SATURDAY
20.00
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com
CONTACT
Barry Tomalin
Director of Cultural Training,
International House London
16, Stukeley Street
London WC2B5LQ
E
barrytomalin@ihlondon.c
om
W
www.ihlondon.com/exec
utive-centre/culturaltraining
(c) COPYRIGHT Barry Tomalin 2011
www.culture-training.com