R8. International Negotiating Styles - Foster - ch 8 pp 264 - 293.pdf

Verbal behavior while low context cultures rely more

Info icon This preview shows pages 9–10. Sign up to view the full content.

View Full Document Right Arrow Icon
~ verbal behavior, while low-context cultures rely more or less on verbah~1 communication. The antennae oflow-context individuals are oRen sim~:~ ply not tuned in to receive information being broadcast nonverbally by':?? high-context individuals. This can cause misunderstandings at the ne~j~ gotiating table .. High-context individuals are seeking information on¡~ many levels in addition to the spoken word, yet when they negotiat~;! with Americans, the spoken word is primarily all they get. Lo~:\~ conte~t in~ividuals are someti~es quite confuse.d by the a~bi~u,it~l; contamed 10 the spoken or wntten answers of hlgh-context mdlvlq,:f .~. 21Hall, Edward T., The SUent Language, Doubleday, New York, 1973. ,',:', . ~:~ }nternational Negotiating Styles 281 i'ijals, for high-context individuals are perhaps communicating more ~;thformation (possibly even contrary information) nonverbally. Each ~t$j~!e's inability to accurately "read" the other can send it offwith mis- Mnformation. ¡~ Nonverbal communication takes many forms: the use of silence, eye- ~~9ntact, body language, body space, greetings, and che nonverbal as- ~~_~cts of verb~l comm~nicatio~, such a~ speed, voI~me, interspeaker ~¡$:pace and pacmg, and lOtonaUon. Amencans are umquely uncomfort- l~ple with silence. ~e ten~ to. ~ll u~ the spa~es betwe~n us with words. i'lYie have a reputatlon for 'sptlhng" mformatlOn; that lS, othen can turn ~~Jlr willingness too talk.<and to talk endlessly) against us, b~ making us so t'4ncomfortable ~lt~ sde~ce that we ofte~ put our fooe m our mouth ~r.nerely by openmg lt up. ~\ __ Differences in body language need to be understood culture by cul- ~jhlre. In many cultures, heckoning to someone with the forefinger 'is ~€onsidered ill-mannered, yet beckoning Co them with the palm down is ~¡,pot. Never touch a Malay on the top of the head, for that is where the ~~ul resides. Never show the sole of your shoe to an Arab, for it is dirty fi~nd represents tbe bottom of the body, and never use your left hand in f~uslim culture, for it is the hand reserved for physical hygiene. Touch ~¡~9.e side of your nose in ltaly and it is a sign of distrust. Always look ~t~irectly and intently into your French associate's eye when making an ~(mportant point.. Direct eye contact in Soutbeast Asia, however, should ~1?eavoided until the relationship is firmly established. Ifyour Japanese ~~ssociate has just sucked air in deeply through his teeth, that's a sign f~bu've got real problems. Your Mexican associate will want to embrace iY~u at the end of a long ~nd successful n~gotiation; so will your ~entral ~~nd Ea~t European ass~clates, who may ~ve you a bearhug and klSS you ~<t~ree times on alternattng cheeks. American ofien stand fartbe.r apart ~!:han ~heir middle La?n and Arab associates but closer than their Asían !\i.fl:ssoclates. In the Umted States people shake hands forcefully and en- ~W'uringly; in Europe a handshake is usually quick and to the point; in ~~.t,\sia, it is often rather limp. Laughter and giggling in the West indicates ~rumor; in Asia, it more often indicates embarrassment and humility.
Image of page 9

Info iconThis preview has intentionally blurred sections. Sign up to view the full version.

View Full Document Right Arrow Icon
Image of page 10
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern