Chap007 Cross-Cultural Communication and Negotiation International Management Culture , Strategy and Behavior 国际企业管理文化战略与行为课件.pptVIP

Cross-Cultural Communication and Negotiation Six Chapter Objectives: DEFINE communication; examine examples of verbal communication style; explain importance of message interpretation ANALYZE common downward and upward communication flows of international communication EXAMINE language, perception, culture of communication; nonverbal barriers to effective international communication PRESENT steps to overcome international communication problems DEVELOP approaches to international negotiations that respond to differences in culture REVIEW negotiating and bargaining behaviors that can improve negotiations and outcomes Overall Communication Process Communication: The process of transferring meanings from sender to receiver. On surface appears straightforward However, a great many problems can result in failure to transfer meanings correctly Verbal Communication Styles Context is information that surrounds a communication and helps convey the message Context plays a key role in explaining many communication differences Messages often highly coded and implicit in high-context society (e.g., Japan, many Arab countries) Messages often explicit and speaker says precisely what s/he means in low context society (e.g., U.S. and Canada) Explicit and Implicit Communication Major Characteristics of Verbal Styles Major Characteristics of Verbal Styles Verbal Communication Styles Indirect and Direct Styles High-context cultures: messages implicit and indirect; voice intonation, timing, facial expressions play important roles in conveying information Low-context cultures: people often meet only to accomplish objectives; tend to be direct and focused in communications Verbal Communication Styles Elaborate and Succinct Styles Three degrees of communication quantity—elaborating, exacting, succinct Elaborating style most popular in high- context cultures with moderate degree of uncertainty avoidance Exacting style focuses on precision and use of right amount of words to convey m