Cross-Cultural Communication

Achieving Communication Effectiveness

• Improve feedback systems
• Two basic types of feedback systems between home office and affiliates
• Personal (e.g., face-to-face meetings, telephone conversations and personalized e-mail)
• Impersonal (e.g., reports, budgets, and plans)
• Language training
• Cultural training
• Flexibility and cooperation

Flexibility Cooperation: Intercompany Interaction and Negotiation

• Table 7–7
• Negotiation Styles from a Cross-Cultural Perspective

• Adapted from Table 7–7: Negotiation Styles from a Cross-Cultural Perspective

Flexibility Cooperation: Intercompany Interaction and Negotiation

• Table 7–7
• Negotiation Styles from a Cross-Cultural Perspective

• Adapted from Table 7–7: Negotiation Styles from a Cross-Cultural Perspective

Managing Cross-Cultural Negotiations

• Negotiation: The process of bargaining with one or more parties to arrive at a solution that is acceptable to all

• identify the objectives negotiators would like to attain and explore the possible options for reaching these objectives
• Set limits on single-point objectives
• Divide issues into short- and long-term considerations and decide how to handle each
• Determine the sequence in which to discuss the various issues

• Planning