Chapter07_HodgettsRev

Chapter07_HodgettsRev - 1 PowerPoint slides by R Dennis...

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1 PowerPoint slides by R. Dennis Middlemist, Professor of Management, Colorado State University
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Chapter 7 Cross-Cultural Communication and Negotiation The specific objectives of this chapter are: 1. DEFINE the term communication, examine some examples of verbal communication styles, and explain the importance of message interpretation. 2. ANALYZE the common downward and upward communication flows used in international communication. 3. EXAMINE the language, perception, and culture of communication, and nonverbal barriers to effective international communications.
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Chapter 7 Cross-Cultural Communication and Negotiation 1. PRESENT the steps that can be taken to overcome international communication problems. 2. 5. DEVELOP approaches to international negotiations that respond to differences in culture. 3. REVIEW different negotiating and bargaining behaviors that may improve negotiations and outcomes. The specific objectives of this chapter are:
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4 Communication Process and Verbal Communication Styles Communication The process of transferring meanings from sender to receiver Verbal communication styles Context is information that surrounds a communication and helps convey the message Messages are often highly coded and implicit in high-context societies, such as Japan and many Arab countries The message is explicit and the speaker says precisely what he or she means in low-context societies such as the United States and Canada
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5 Explicit and Implicit Communication High-context/implicit communication cultures Low-context/explicit communication cultures Germans Swiss Germans Scandinavians North Americans French English Italians Latin Americans Arabs Japanese Adapted from Figure 7–1: Explicit/Implicit Communication: An International Comparison
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6 Table 7–1 Major Characteristics of Verbal Styles Phases of Multicultural Development Adapted from Table 7–1: Major Characteristics of Verbal Styles Indirect vs. direct Indirect Direct Implicit messages Explicit messages Collective, high context Individualistic, low context Succinct vs. elaborate Elaborate High quantity of talk Moderate uncertainty avoidance, high context Exacting Moderate amount of talk Low uncertainty avoidance, low context Succinct Low amount of talk High uncertainty avoidance, high context Cultures in Which Major Interaction Focus Characteristic It Verbal Style Variation and Content Is Found
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7 Table 7–1 Major Characteristics of Verbal Styles Phases of Multicultural Development Cultures in Which Major Interaction Focus Characteristic It Verbal Style Variation and Content Is Found Adapted from Table 7–1: Major Characteristics of Verbal Styles Contextual vs. personal Contextual Focus is on the speaker and role relationships High power distance, collective, high context Personal Focus is on the speaker and personal relationships Low power distance, individualistic, low context Affective vs. instrumental
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This note was uploaded on 03/22/2011 for the course MGT 4478 taught by Professor A during the Spring '11 term at Troy.

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Chapter07_HodgettsRev - 1 PowerPoint slides by R Dennis...

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