7. Communication
Click the headings below to find details
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The challenge for every business person working internationally is to develop a flexible style of communication which takes account of the needs of different audiences. Here are the key questions to ask yourself when you are preparing to communicate across cultures in a business context.
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Presentations | |
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1. InformationHow much does the audience want to hear? (In some cultures, people will expect a detailed presentation. In others they will prefer something short and concise.)
How much information will they expect in the handouts? (In some cultures, people will expect your talk to be brief but will expect a lot of detail in your handouts.)
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2. SeriousnessHow formal do I need to be? Will the audience appreciate a joke or two? (e.g. Can I take off my jacket? Can I make a reference to the audience or not? Jokes are very risky, especially if you are working in a foreign language.)
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3. InteractionWill people in the audience expect only to listen or would they like to play a more active part? Can I expect much audience feedback? (Some audiences would be shocked if you put a direct question to them. Others would see this as helpful.)
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Meetings | |
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1. PurposeWhat will the objective of the meeting be? Will the other participants see it as a chance to discuss / to make decisions / to inform / to get to know each other? (Many intercultural clashes arise because of different expectations. For example, someone who expects the meeting to be about concrete issues will find it hard to appreciate the value of a discussion designed to help the participants to understand each other better. )
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2. RolesWill participants expect one person (the chair) to direct and control the meeting, or will everyone have responsibility for its success (as in many brainstorming meetings)? (In some cultures, there is a clear expectation or desire for a strong leader. Others prefer a more consensual or participative approach.)
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3. Process
Should we get down to business immediately or allow some time to get to know each other? Can I expect the meeting to start early / on time / late? Should someone take minutes? (Some cultures see structure as a pre-condition for success. Others may see it as unnecessary.)
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Negotiations | |
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1. TimeHow much time must I give to this process? Can I expect a decision during the meeting? (A lot of frustration can arise if expectations are unrealistic.)
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2. RolesWho is the decision-maker? Do they work as a team or individually? (Sometimes it may not be clear who the real decision-maker is: often it is someone you have never met.)
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3. TacticsHow direct or indirect should I be? How personal or impersonal should I be? (You need to decide on your negoatiating style: whether to keep your own perferred personal style or whether to adapt.)
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