Intercultural Business

INSTRUCTORS MANUAL
WITH TEST BANK AN
INTERCULTURAL BUSINESS COMMUNICATION

Sixth Edition
Lillian H. Chaney
The University of Memphis
Jeanette S. Martin
The University of Mississippi
TABLE OF CONTENTS
PART I. INTRODUCTION . . . . . . . . . . . . . . . . . . . . Organization . . . . . . Teaching Strategies . . Sample Syllab s . . . . Instr ctional Reso rces PART II. #ND$O%$C&APT#R ACTI'ITI#S The Nat re o* + estions . . Cases . . . . Acti,ities . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 1 1 1 ! " 1( 1( 1! 11. 1" 1/ 10 (1 (1 (( (! (. (" (/ (4 !1 !1 !(
. . . . . . . . . . . . . ral . . . . . . Comm nication . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chapter 1)
Interc lt . . . . . . . . . . . . . . .
Chapter ()
Uni,ersal Systems + estions . . . . . . . . . . . . . . . . . . Cases . . . . . . . . . . . . . . . . . . . . Acti,ities . . . . . . . . . . . . . . . . . Contrasting + estions . Cases . . . Acti,ities C . . . lt ral 'al es . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chapter !)
Chapter -)
C lt ral Shoc2 + estions . . . . . . . . . . . . . . . . . . Cases . . . . . . . . . . . . . . . . . . . . Acti,ities . . . . . . . . . . . . . . . . . 3ang age + estions . . . . . . . . . . . . . . . . . . Cases . . . . . . . . . . . . . . . . . . . . Acti,ities . . . . . . . . . . . . . . . . . Oral an5 Non,erbal Comm + estions . . . . . . . Cases . . . . . . . . . Acti,ities . . . . . . nication Patterns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chapter .)
Chapter ")
Chapter /)
6ritten Comm nication + estions . . . . . . Cases . . . . . . . . Acti,ities . . . . . 7lobal #ti8 + estions . Cases . . . Acti,ities
Patterns . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
!! !!. !4 -1 -1 -( -! --. -" -/
Chapter 4)
ette . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . C . . . stoms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
Chapter 0)
9 siness an5 Social + estions . . . . . Cases . . . . . . . Acti,ities . . . .
Chapter 11) Interc lt ral + estions . . Cases . . . . Acti,ities .
Negotiation . . . . . . . . . . . . . . . . . .
ii Chapter 11) Interc lt ral + estions . . Cases . . . . Acti,ities . Negotiation . . . . . . . . . . . . . . . . . . Components . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .
-4 -0 .1
Chapter 1() 3a:s A**ecting International 9 siness an5 Tra,el + estions . . . . . . . . . . . . . . . . . . Cases . . . . . . . . . . . . . . . . . . . . Acti,ities . . . . . . . . . . . . . . . . . PART III. T#ST 9AN; AND ANS6#R ;#<S . . . . . . . . . . . . .
.( .( .! .. .. 0( 0. 11( 11! 11( 11! 1(1
Chapter Tests . . . . . . . . . . . . . . . . . . . Ans:ers to Chapter Tests . . . . . . . . . . . . . . %inal #=am . . . . . . . . . . . . . . . . . . . . . Ans:ers to %inal #=am + estions . . . . . . . . . . Chapters 1$" Test . . . . . . . . . . . . . . . . . . Ans:ers to Chapters 1$" Test . . . . . . . . . . . . Chapters /$1( Test . . . . . . . . . . . . . . . . . Ans:ers to Chapters /$1( Test . . . . . . . . . . . .
iii
PART I INTRODUCTION Organization The Instr ctor>s ?an al is 5i,i5e5 into three parts. Part I contains teaching strategies an5 s ggeste5 instr ctional reso rces. Part II contains ans:ers to 8 estions at the en5 o* each chapter as :ell as comments to *acilitate 5isc ssion o* cases an5 completion o* acti,ities. Part III incl 5es s ggeste5 test 8 estions *or each chapter@ a comprehensi,e *inal e=amination@ an5 ans:ers to the test 8 estions. Teaching Strategies A co rse in Interc lt ral 9 siness Comm nication sho l5 emphasize organizational an5 interpersonal comm nication an5 negotiation s2ills nee5e5 in an integrate5 :orl5 economy. Topics selecte5 *or Intercultural Business Communication :ere those consi5ere5 important or essential by three Delphi panels o* e=perts) international employees o* m ltinational corporations@ college pro*essors :ho teach interc lt ral comm nication@ an5 members o* the Aca5emy o* International 9 siness. Since the topics :ere recommen5e5 by e=perts in the three areas@ all topics sho l5 be incl 5e5 in the co rse. AOther appropriate co rse titles are International 9 siness Comm nication an5 Negotiation@ ? ltic lt ral Comm nication@ Cross$c lt ral Comm nication@ ? ltic lt ral ?anagement@ International ?anagement@ 7lobal Comm nication@ an5 7lobal ?anagement.B The amo nt o* time 5e,ote5 to each topic :o l5@ o* co rse@ 5epen5 on the n mber o* class meetings@ the le,el an5 bac2gro n5 o* the st 5ents@ the instr ctor>s interc lt ral bac2gro n5 an5 e=pertise@ an5 the *oc s o* the co rse. The or5er o* topics@ ho:e,er@ co l5 be change5 some:hat to accommo5ate the special interests o* the instr ctor or st 5ents. %or e=ample@ the t:o chapters on negotiation co l5 be co,ere5 earlier in the co rse. #ach chapter contains e=ercises *or st 5ent sel*$e,al ation :ith ans:ers in Appen5i= 9. + estions are pro,i5e5 at the en5 o* each chapterC they are appropriate *or o t$o*$class assignment or in$class 5isc ssion. Cases pro,i5e5 *or each chapter co l5 ha,e se,eral pla sible e=planationsDsol tionsC they are inten5e5 to stim late tho ght an5 ser,e as a basis *or class 5isc ssion. Acti,ities pro,i5e5 *or each chapter may be assigne5 at the instr ctor>s 5iscretion. An Interc lt ral 9 siness Comm nication co rse sho l5 be acti,ity$oriente5. 3ect res an5 class 5isc ssion relate5 to chapter material sho l5 be s pplemente5 by s ch acti,ities as) 1. Using *ilms@ ,i5eotapes@ an5 other me5ia as appropriate. ?any times <o $ t be c rrent e,ents are also goo5 *or 5isc ssions. Possible ,i5eo recor5ings incl 5e) Working with Japan@ 100(@ is a si=$ part ,i5eo series concerning preparation@ negotiation@ :omen in b siness@ b siness entertaining an5 2eys to long$term s ccessC a,ailable *rom 9ig 6orl5 ?e5ia. Negotiating in Todays World: Successful eal !aking at "ome and #$road@ 100(. This t:o$,i5eo set *eat res ma2ing global 5eals an5 se,en
Copyright E (11- Pearson #5 cation@ Inc.
principles o* negotiatingC it is a,ailable *rom 9ig 6orl5 ?e5ia. oing Business in #sia@ 1001@ *eat res *o r ,i5eocassettes@ each abo t one ho r an5 each containing a case st 5y on Fapan@ &ong ;ong@ Tai:an@ an5 So th ;orea. Originally prepare5 by North:est Airlines@ these ,i5eos are no: a,ailable *rom 9ig 6orl5 ?e5ia. oing Business in Southeast #sia@ 1004@ *eat res ,i5eos on ?alaysia@ Singapore@ an5 In5onesia. They are a,ailable *rom 9ig 6orl5 ?e5ia. oing Business in the #mericas: #rgentina% Bra&il% Chile% and !e'ico@ 100/C a,ailable *rom 9ig 6orl5 ?e5ia. (en for a ollar: oing Business in #sia @ (111@ is a *o r$part series o* (/ min tes each. This series ma2es an e=cellent intro5 ction *or *oreigners to the s btleties an5 challenges o* s ccess* lly con5 cting b siness in Asia by pro*iling lea5ers o* some o* the biggest companies in the region :ho are e=amples o* the ne: tren5s s:eeping the continent. http)DD:::.srp blications.com.%%?9'3!11(!'. (our Cultural )assport to International Business@ 100.. People :ho ha,e :or2e5 in 5i**erent c lt res o**er insights into international b siness. http)DD**h.*ilms.com. (. In,iting *oreign st 5ents to share personal e=periences on s ch topics as interc lt ral protocol@ c lt ral shoc2@ lang age problems@ an5 c lt ral 5i**erences in non,erbal comm nication. Panel 5isc ssions@ in :hich U.S. st 5ents are incl 5e5 along :ith st 5ents o* other c lt res@ :o l5 also a55 interest to many topics. Using critical inci5ents Ashort s mmaries o* speci*ic e,entsB@ to ill strate ho: people o* 5i**erent c lt res interact. Inci5ents co l5 be selecte5 *rom tele,ision ne:s reports@ ne:spaper or Go rnal articles@ or *rom personal acco nts by *rien5s or *amily members. The class co l5 be 5i,i5e5 into small gro ps o* three to *i,e members :ith each gro p assigne5 an inci5entC a*ter allo:ing abo t (1 min tes *or gro p 5isc ssion@ gro p members :o l5 e=plain their analysis o* the inci5ent an5 possible sol tion to problems presente5. Assigning st 5ents a fau' pas that may ha,e ca se5 o**ense@ res lte5 in embarrassment@ or con,eye5 the impression that the person lac2s social s2ills. St 5ents :o l5 research the topic to 5etermine :hat :as inappropriate abo t the beha,ior an5 :hat the person sho l5 sai5 or 5one. %or e=ample@ a fau' pas reporte5 by A=tell A1004B :as the se by a U.S. b sinessman o* a b siness car5 o* a Fapanese colleag e to 5islo5ge *oo5 *rom bet:een his teeth. Research :o l5 re,eal that b siness car5s are treate5 :ith great respect by the Fapanese an5 that they sho l5 not be :ritten pon@ place5 in a bac2 poc2et@ or se5 as a toothpic2. St 5ents co l5 also be enco rage5 to share an e=ample o* a fau' pas they ha,e obser,e5 or committe5 relate5 to interc lt ral comm nication. Pro,i5ing n mero s interc lt ral cases@ in a55ition to those incl 5e5 at the en5 o* each chapter@ to help st 5ents i5enti*y an5 n5erstan5 iss es 5ealing :ith c lt ral 5i,ersity an5 interaction. In,iting g est spea2ers :ho represent m ltinational *irms@ go,ernment agencies@ an5 e5 cational instit tions to share *irst$han5 2no:le5ge o* interc lt ral enco nters.
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Assigning as a term proGect *or st 5ents to st 5y a co ntry in :hich they :o l5 li2e to :or2 an5Dor ,isit an5 s bmit a :ritten report incl 5ing in*ormation on c lt ral 5i**erences in oral an5 non,erbal comm nication. As2ing st 5ents to :rite a rHs mH an5 letter o* application emphasizing their 8 ali*ications *or a partic lar Gob :ith a m ltinational corporation or go,ernment agency. Using role play to help st 5ents i5enti*y potential problems in interc lt ral enco nters an5 to increase their a:areness o* ho: perception can a**ect comm nication e**ecti,eness. %or e=ample@ role play may be se5 to ill strate ,ario s stages o* the negotiation process or to 5emonstrate ho: U.S. e=ec ti,es intro5 ce themsel,es to b siness associates an5 ho: the Fapanese intro5 ce themsel,es. Sample S lla!"s #
4.
0.
The *ollo:ing syllab s has been Co"rse Description
se5 at The Uni,ersity o* ?emphis.
?7?T -.11. INT#RNATIONA3 9USIN#SS CO??UNICATION AND N#7OTIATION. St 5y o* the importance o* b siness comm nication to con5 cting global b siness e**ecti,ely. #mphasis on organizational an5 interpersonal comm nication an5 negotiation s2ills nee5e5 in an integrate5 :orl5 economy. Incl 5es c lt re$ base5 ass mptions@ contrasting c lt ral ,al es@ negotiation strategies@ ,erbal an5 non,erbal patterns@ c lt ral shoc2@ an5 b siness an5 social eti8 ette an5 c stoms. Prere8 isites) #N73 1111 an5 111(@ #nglish Composition@ an5 ?7?T !.11@ 9 siness Comm nication. $eneral O!%ecti&es 1. (. To pro,i5e a theoretical an5 practical basis *or con5 cting e**ecti,e global comm nication. To e=amine the role o* managing c lt ral synergy :ithin the global b siness en,ironment :ith emphasis on organizational an5 interpersonal comm nication an5 negotiation s2ills.
Speci'ic O!%ecti&es 1. To 5e,elop an n5erstan5ing o* c lt res an5 s bc lt res an5 the role they play in comm nicating an5 negotiating e**ecti,ely in a global b siness en,ironment. To increase n5erstan5ing o* ni,ersal systems as they relate to comm nicating an5 negotiating in a global setting. To e=amine contrasting c lt ral ,al es an5 their impact on the international comm nication an5 negotiation process. To e,al ate ,erbal tho ght patterns an5 non,erbal c es as they relate to con5 cting b siness abroa5 or in a m ltic lt ral 5omestic en,ironment. To increase comm nication an5 negotiation e**ecti,eness across c lt res by e=amining lang age 5i,ersities@ ,erbal 5 eling@ high an5 lo: content
(. !. -. ..
lang age@ an5 con,ersation taboos. ". /. To sharpen interpersonal an5 gro p comm nication s2ills as they relate to con5 cting :orl5 b siness. To e=amine co ntry$speci*ic 5ress@ beha,ior@ taboos@ an5 other b siness an5 social c stoms as they relate to con5 cting b siness :ith persons *rom other c lt res. To st 5y international la:@ as :ell as home co ntry an5 host co ntry la:s@ that relate to con5 cting b siness in m ltic lt ral en,ironments. To a55ress aspects o* c lt ral shoc2 an5 re$entry shoc2 as they a**ect e**ecti,e interc lt ral comm nication an5 negotiation.
4. 0.
Co"rse Content The Nat re o* Interc lt ral Comm nication Uni,ersal Systems Contrasting C lt ral 'al es C lt ral Shoc2 3ang age Oral an5 Non,erbal Comm nication Patterns 6ritten Comm nication Patterns 7lobal #ti8 ette 9 siness an5 Social C stoms Interc lt ral Negotiation Process Interc lt ral Negotiation Components 3a:s A**ecting International 9 siness an5 Tra,el S"ggeste( Te)t Chaney@ 3. &.@ I ?artin@ F. S. A(11-B. Intercultural $usiness communication. A"th e5.B. Upper Sa55le Ri,er@ NF) Prentice &all. Testing an( E&al"ation %inal gra5e in the co rse :ill be base5 on the *ollo:ing) ObGecti,e an5 short$ans:er essay e=aminations on co rse content A.1JB Reports on Go rnal articles A11JB Term proGect on co ntry o* st 5ent>s choice A(1JB Other acti,ities as assigne5 A(1JB Sample S lla!"s *
The *ollo:ing syllab s has been se5 at the Uni,ersity o* ?ississippi 5 ring the t:o$:ee2 intersession co rse. Interc"lt"ral B"siness Comm"nication+ ,$,T -.* ,a Intersession /,0F+ 10. p2m23 Co"rse Description St 5y o* the importance o* b siness comm nication to con5 cting global b siness e**ecti,ely. #mphasis on organizational an5 interpersonal comm nication@ an5 negotiation s2ills in an integrate5 :orl5 economy. Te)t!oo4 Chaney@ 3. &.@ I ?artin@ F. S. A(11-B. Intercultural Business Communication@ A"th e5B. Upper Sa55le Ri,er@ NF) Prentice &all. O!%ecti&es
1. To learn ho: c lt res are similar an5 5i**erent. (. To learn :here to *in5 materials concerning other c lt res. !. To learn ho: to comm nicate ,erbally an5 non,erbally an5 in other
c lt res.
-. To learn global eti8 ette. .. To learn ho: to negotiate interc lt rally. ". To :rite an interc lt ral b siness comm nication term paper an5 gi,e a
presentation on the paper.
Atten(ance an( ,a4e"p Polic Since ?7?T !0( is an acti,ity$oriente5 co rse@ atten5ance :ill be ta2en. I* yo 5o not sign in@ it :ill be yo r problem. Fo"r a!sences 5itho"t e)c"se( a!sences 5ill re("ce o"r 'inal gra(e ! 672 I* yo nee5 assistance@ please meet me a*ter class or call *or an appointment. Class assignments can onl !e ma(e "p i' prior arrangements are ma(e or there is a certi'ia!le illness. 3ate :or2 :ill be accepte5 only i' prior arrangements are ma5e :ith the instr ctor. I* there is an emergency@ please call as soon as possible. The policy pertains to ma2e p e=aminations an5 reg lar co rse :or2. E&al"ation E)ams8 One e=am an5 a *inal e=am are -1J o* the *inal gra5e. These e=ams :ill be m ltiple choice an5 essay. Assignments8 In$class assignments or o t$o*$class :ritten assignments :ill be 1.J o* the *inal gra5e. Assignments complete5 o tsi5e o* class m st be 2eye5 an5 s bmitte5 on time. Paper8 (.J o* the *inal gra5e Paper Oral Presentation8 1.J o* *inal gra5e Oral8 The remaining .J :ill be *or class 5isc ssion@ participation@ an5 presentation o* the :ritten report. T5o percentage points 5ill !e (e("cte( 'or each (a o' presentations that is misse(2 Final $ra(ing Scale A 9 C D % K K K K K 01 to 111J 41 to 40J /1 to /0J "1 to "0J 1 to .0J Assignments Intro5 ction@ 7ap Test Chapter 1@ The Nat re o* Interc lt ral Comm nication Complete Acti&it #+ page *9+ !e'ore class2 /All acti&ities sho"l( !e 4e e(23 Choose co"ntries or topic 'or paper+ Disc"ss paper re:"irements2 Cop sample report an( report gra(e sheet 'rom Blac4!oar( an( !ring to class2 Chapter (@ Uni,ersal Systems 6atch ,i5eo@ *ung "o Chapter !@ Contrasting C lt ral 'al es Chapter -@ C lt ral Shoc2 Chapter .@ 3ang age Complete Acti&it *+ Page ##*+ !e'ore class 6atch ,i5eo@ Cross Cultural +nderstanding &D"(.-.C/@ 1000 Chapter "@ Oral an5 Non,erbal Comm nication Patterns Re,ie: *or #=am I@ Chapters 1 thro gh " E)am I 6atch ,i5eo@ The Wall Street Journal !anagement Bl"n(er S4its+ Acti&it *+ page #-12
Date ?on.@ ?ay 11
T es.@ ?ay 11 6e5.@ ?ay 1(
Th rs.@ ?ay 1!
%ri.@ ?ay 1?on.@ ?ay 1/
"
Pair o** :ith another classmate an5 se yo r t:o co ntries to 5emonstrate a c lt ral 5i**erence. T es.@ ?ay 14 Chapter /@ 6ritten Comm nication Patterns Chapter 4@ 7lobal #ti8 ette Papers D"e Chapter 0@ 9 siness an5 Social C stoms Chapter 11@ Interc lt ral Negotiation Process Chapter 11@ Interc lt ral Negotiation Strategies Complete Negotiation S4ills Sel'0Assessment E)ercise /pp2 *6;0*6<32 T"rn in a cop o' the graph on p2 *6<2 Chapter 1(@ 3a:s A**ecting International 9 siness Tra,el Presentations
6e5.@ ?ay 10
Th rs.@ ?ay (1 %ri.@ ?ay (1
T"es2+ ,a *6 Final E)am carefully Watch personal grooming and expressions and Instr"ctional Reso"rces Althen@ 7. A(11!B. #merican ways A(n5 e5.B. <armo th@ ?#) Interc lt ral Press. Asselin@ 7.@ I ?astron@ R. A(111B. Press. A=tell@ R. #. A100!B. A=tell@ R.#. A1000B. 6iley. #u Contraire, <armo th@ ?#) Interc lt ral
os and ta$oos around the world. Ne: <or2) 6iley. os and ta$oos of humor around the world. Ne: <or2)
A=tell@ R. #. A1004B. *estures: The dos and ta$oos of $ody language around the world. Ne: <or2) 6iley. A=tell@ R. #.@ 9riggs@ T.@ Corcoran@ ?.@ I 3amb@ ?.#. A100/B. os and ta$oos around the world for women in $usiness. Ne: <or2) Fohn 6iley I Sons@ Inc. A=tell@ R. #. A100-B. The dos and ta$oos of international trade. Ne: <or2) 6iley. A=tell@ R. #.@ 9riggs@ T.@ Corcoran@ ?.@ I 3amb@ ?. 9. A100/B. os and ta$oos around the world for women in $usiness- Ne: <or2) 6iley. 9al5rige@ 3. A100!B. .etitia Baldriges new complete guide to e'ecuti/e manners- Ne: <or2) Ra:son Associates. 9erger@ ;.P. A(11"B. )ri/ate dispute resolution in international $usiness: Negotiation% !ediation% ar$itration% 0olume 11: "and$ook. The Netherlan5s) ;l :er 3a: International. 9ermont@ F. A(11-B. "ow to 2urope: the complete tra/elers hand$ook. ?i5lan5@ ?I) ? rphy I 9roa5 P blishing Company. 9lac2@ F. S.@ 7regersen@ &. 9.@ I ?en5enhall@ ?. #. A100(B. *lo$al assignments: Successfully e'patriating and repatriating international managers. San %rancisco@ CA) Fossey$9ass.
9lac2@ F. S.@ 7regersen@ &. 9.@ ?en5enhall@ ?. #.@ I Stroh@ 3. ;. A1000B. *lo$ali&ing people through international assignments. Rea5ing@ ?A) A55ison$6esley P blishing. 9or5en@ 7. A. A1001B. Cultural orientation: #n approach to understanding intercultural communication. Upper Sa55le Ri,er@ NF) Prentice &all. 9osroc2@ ?. ?. A100-B. )ut your $est foot forward: #sia. St. Pa l@ ?N) International #5 cation Systems. 9osroc2@ ?. ?. A100.B. )ut your $est foot forward: 2urope. St. Pa l@ ?N) International #5 cation Systems. 9osroc2@ ?. ?. A100.B. )ut your $est foot forward: !e'ico3Canada. St. Pa l@ ?N) International #5 cation System. 9osroc2@ ?. ?. A100/B. )ut your $est foot forward: South #merica. St. Pa l@ ?N) International #5 cation Systems. 9ra5enb rger@ A.?.@ I Naleb **@ 9.F. A100"B. Co4opetition. Ne: <or2) Do ble5ay. 9raganti@ N. 3.@ I De,ine@ #. A100(B. 2uropean customs and manners. Ne: <or2) ?ea5o:broo2. 9rett@ F. ?. A(11/B. Negotiating glo$ally: "ow to negotiate deals% resol/e disputes% and make decisions across cultural $oundaries A(n5 e5.B. San %rancisco) Fossey$9ass. 9rislin@ R.6. A1041B. Cross4cultural encounters: 5ace4to4face interactions. Ne: <or2) Pergamon. CI# 5act$ook A(111).
http !!""".cia.go#!li$rary!pu$lications!the%"orld% fact$oo&!print!ca.html
Casse@ P.@ I Deol@ S. A1001B. !anaging intercultural negotiations. 6ashington@ DC) Sietar. Casse@ P. A1041B. Training for the cross4cultural mind DC) Sietar. A(n5 e5.B. 6ashington@
Chaney@ 3. &.@ I ?artin@ F. S. A(11.B. Interc lt ral comm nication) 9ri5ging c lt ral 5i**erences. In S. OL9rien A#5.B@ Communication for a glo$al society% 6778 NB2# (ear$ook App. 111$11-B. Reston@ 'A) National 9 siness #5 cation Association. Chaney@ 3. &.@ I ?artin@ F. S. A(11/B. The essential guide to $usiness eti9uette. 6estport@ CT) Praeger. Cohen@ R. A1004B. Negotiating across cultures. 6ashington@ DC) Unite5 States Instit te o* Peace Press. Collin@ P. &.@ 3o:i@ ?.@ I 6eilan5@ C. A(11(B. Beginners dictionary of #merican 2nglish usage. 3incoln:oo5@ I3) National Te=tboo2 Company.
Con5on@ F. C.@ I <o se*@ %. A1004B. #n introduction to intercultural communication. <armo th@ ?#) Interc lt ral Press. Culture*rams- A(111B. Ann Arbor@ ?I) Pro+ est CSA. De,ine@ #.@ I 9raganti@ N. 3. A100.B. The tra/elers guide to #frican customs and manners. Ne: <or2) St. ?artinLs Press. De,ine@ #.@ I 9raganti@ N. A1004B. The tra/elers guide to #sian customs and manners. Ne: <or2) St. ?artinLs 7ri**in. De,ine@ #.@ I 9raganti@ N. A(111B. The tra/elers guide to .atin #merican customs and manners. Ne: <or2) St. ?artinLs 7ri**in. De,ine@ #.@ I 9raganti@ N. 3. A1001B. The tra/elers guide to !iddle 2astern and North #frican customs and manners. Ne: <or2) St. ?artinLs Press. De'ries@ ?. A. A100-B. Internationally yours: Writing and communicating successfully in todays glo$al marketplace. 9oston) &o ghton ?i**lin. Do55@ C. &. A100/B. ynamics of intercultural communication A.th e5.B. Ne: <or2) ?c7ra:$&ill. Do55. C. &.@ I ?ontal,o@ %. %. A#5s.B. A104/B. Intercultural skills for multicultural society. 6ashington@ DC) Sietar International. Dosic2@ 6. A(111B. The $usiness $i$le. P blishing. 6oo5stoc2@ 'T) Fe:ish 3ights 6iley.
Dresser@ N. A(11.B. !ulticultural manners. &obo2en@ NF)
#arley@ P. C.@ ? rnie2s@ C.@ I ?osa2o:s2i@ #. A(11/B. C lt ral intelligence an5 the global min5set. In ?. Fa,i5an@ R.?. Steers@ I ?.A. &itt A#5s.B@ The glo$al mindset A'ol. 10B. O=*or5@ #nglan5) #lse,ier. #lashma:i@ %.@ I &arris@ P. A1004B. !ulticultural management 6777. &o ston@ TM) 9 tter:orth$&einemann. #ngholm@ C.@ I Ro:lan5@ D. A100"B. International e'cellence. Ne: <or2) ;o5ansha International. #ngholm@ C. A1001B. When $usiness east meets $usiness west6iley I Sons@ Inc. Ne: <or2) Fohn
%ast@ F. A1001B. Body language in the workplace. Ne: <or2) Peng in. %erraro@ 7. P. A(111B. The cultural dimension of international $usiness :;th ed<. Upper Sa55le Ri,er@ NF) Prentice &all. %isher@ 7. A100/B. !indsets: The role of culture and perception in international relations. <armo th@ ?#) Interc lt ral Press. %isher@ 7. A1041B. International negotiation. <armo th@ ?#) Interc lt ral Press. %or5@ C. A(11!B. 61st4century eti9uette. 7 il*or5@ CT) Peng in P tnam P blishing.
%oster@ D. A. A100.B. Bargaining across $orders. Ne: <or2) ?c7ra:$&ill. % na2a:a@ A. A100/B. Transcultural management: # new approach for glo$al organi&ations. San %rancisco) Fossey$9ass. % ssell@ P. A104!B. Class. Ne: <or2) 9allantine. 7lassman@ A. A1004B. Can I 5#= a thank4you note> Ne: <or2) 9er2ley. &all@ #. T.@ I &all@ ?. R. A1001B. +nderstanding cultural differences. <armo th@ ?#) Interc lt ral Press. &en5on@ D. 6.@ &en5on R. A.@ I &erbig@ P. A1000B. Cross4cultural $usiness negotiations. 6estport@ CT) Praeger. &o5ge@ S. A(111B. *lo$al smarts: The art of communicating and deal making anywhere in the world- Ne: <or2) Fohn 6iley I Sons. &o*ste5e@ 7. I &o*ste5e@ 7. F. A(11.B. Cultures and organi&ations A(n5 e5.B. New (ork) ?c7ra:$&ill. &o se@ R. F.@ &anges@ P. F.@ Fa,i5an@ ?.@ Dor*man@ P. 6.@ I 7 pta@ '. A(11-B. Culture% leadership% and organi&ations: The *.?B2 study of ;6 societies. Tho san5 Oa2s@ CA) Sage. Fan5t@ %. #. A(111B. Introduction to intercultural communication A"th e5.B. Tho san5 Oa2s@ CA) Sage. Fanner@ 7. A10//B. The $usinessmans guide to letter writing and to the law on letters A(n5. #5.B. 3on5on) 9 siness 9oo2s. ;enton@ S. 9.@ I 'alentine@ D. A100/B. Crosstalk: Communicating in a multicultural workplace. Upper Sa55le Ri,er@ NF) Prentice &all. ;lop*@ D. 6. I ?cCros2ey@ F.C. A(11/B. Intercultural communication encounters 9oston@ ?A) Pearson. ;lop*@ D.6. A(111B. Intercultural encounters A.th e5.B. #ngle:oo5@ CO) ?orton. ;ozic2i@ S. A1004B. Creati/e negotiating. &olbroo2@ ?A) A5ams ?e5ia Corporation. 3eaptrott@ N. A100"B. @ules of the game: *lo$al $usiness protocolCincinnati) Thomson #=ec ti,e Press. 3e:ic2i@ R. F@ Sa n5ers@ D. ?.@ I 9arry@ 9. A(111B- 2ssentials of negotiation :.th e5.B. Ne: <or2) ?c7ra:$&ill. 3e:is@ R. D. A(11"B. When cultures collide: .eading across cultures. 9oston) Nicholas 9realey International. 3e:is@ T.F.@ I F ngman@ R.#. A#5s.B A104"B. ?n $eing foreignA culture shock in short fiction- <armo th@ ?#) Interc lt ral Press. 3 *t@ F. A104-B. *roup processes: #n introduction to group dynamics. Palo Alto@ CA) ?ay*iel5 P blishing Company.
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?artin@ F. S.@ I Chaney@ 3. &. A(11(B. *lo$al $usiness eti9uette: # guide to international communication and customs A(n5 e5.B- 6estport@ CT) Praeger. ?artin@ F. S.@ I Chaney@ 3. &. A(110B. )assport to success: The essential guide to $usiness culture and customs in #mericas largest trading partners6estport@ CT) Praeger. ?cCormac2@ ?. A104-B. What they dont teach you at "ar/ard Business School. Ne: <or2) 9antam. ?iller@ S. A(111B. 24mail eti9uette. Ne: <or2) 6arner 9oo2s. ?issner@ ?.@ A1041B. 2thics of the $usiness system. Sherman Oa2s@ CA) Al*re5. ?itchell@ ?. A(111B. The complete idiots guide to eti9uette. Ne: <or2) Alpha 9oo2s. ?oran@ R. T.@ &arris@ P. R.@ I ?oran@ S. '. A(111B. !anaging cultural differences A4th e5.B. 9 rlington@ ?A) 9 tter:orth$&einemann. ?oran@ R. T.@ I Stripp@ 6. 7. A1001B. ynamics of successful international $usiness negotiations. &o ston) 7 l*. ?orrison@ T.@ I Cona:ay@ 6. A. A(11"B. Biss% $ow% or shake hands A(n5 e5.B. A,on@ ?A) A5ams ?e5ia. Nishiyama@ ;. A(111B. &a:aii Press. oing $usiness with Japan. &onol l ) Uni,ersity o*
Peterson@ 9. A(11-B. Cultural intelligence: # guide to working with people from other cultures. <armo th@ ?#) Interc lt ral Press. Po:ell@ ?. A(11.B. Beha/e yourself, The essential guide to international eti9uette- 7 il*or5@ CT) The 7lobe Pe8 ot Press. Prosser@ ?.&. A104.B. The cultural dialogue. 6ashington@ DC) Sietar. Rensha:@ F. R. A1000B. Bimono in the $oardroom: The in/isi$le e/olution of Japanese women managers. Ne: <or2) O=*or5 Uni,ersity Press. Rhinesmith@ S. &. A100"B. # managers guide to glo$ali&ation: Si' skills for success in a changing world. Ne: <or2) ?c7ra:$&ill. Ric2s@ D. A. A(11"B. Blunders in international $usiness A-th e5.B. ?al5en@ ?A) 9lac2:ell. Ritzer@ 7. A(11/B. The glo$ali&ation of nothing 6. Tho san5 Oa2s@ CA) Pine %orge. R ch@ 6. '. A1040<- International hand$ook of corporate communication. Fe**erson@ NC) ?c%arlan5. Sabath@ A. ?. A(11(B. Business eti9uette: 171 ways to conduct $usiness with charm and sa//y- %ran2lin 3a2es@ NF) Career Press. Sabath@ A. ?. A(11(B. International $usiness eti9uette: #sia and the )acific @im. Ne: <or2@ N<) ASFA Press.
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Sabath@ A. ?. A1000B. International $usiness eti9uette: 2urope. %ran2lin 3a2es@ NF) Career Press. Sabath@ A. ?. A(111B. International $usiness eti9uette: .atin #merica. %ran2lin 3a2es@ NF) Career Press. Samo,ar@ 3. A.@ Porter@ R. #.@ I ?cDaniel@ #. R. A(110B. Communication $etween cultures A/th e5.B. 9elmont@ CA) Thomson 3earning. Samo,ar@ 3. A.@ I Porter@ R. #. A(11!B. Intercultural communication: # reader :17th ed-<- 9elmont@ CA) 6a5s:orth. Schmi5t. 6. '.@ Cona:ay@ R. N.@ #aston@ S. S.@ I 6ar5rope@ 6. F. A(11/B. Communicating glo$ally. 3os Angeles@ CA) Sage. Schnei5er@ S. C.@ I 9arso =@ F. 3. A(11(B. !anaging across cultures A(n5 e5.B. Upper Sa55le Ri,er@ NF) Prentice &all. Segalo**@ N. A1004B. The e/erything eti9uette $ook. &olbroo2@ ?A) A5ams ?e5ia Corporation. Singer@ ?. R. A1004B. )erception C identity in intercultural communication. <armo th@ ?#) Interc lt ral Press. Smith@ A. 7. A10""B. Communication and culture: @eadings in the codes of human interaction- Ne: <or2) &olt@ Rinehart I 6inston. Ste:art@ ?. <. A100/B. The new eti9uette. Ne: <or2) St. ?artinLs. Ste:art@ #. C.@ I 9ennett@ ?. F. A1001B. #merican cultural patterns. <armo th@ ?#) Interc lt ral Press. Tannen@ D. A(111B. (ou Dust dont understand: Women and men in con/ersationNe: <or2) + ill. Terpstra@ '.@ I Da,i5@ ;. A1001B. The cultural en/ironment of international $usiness. Cincinnati) So th$6estern. Thomas@ D. C.@ I In2son@ ;. A(11-B. Cultural intelligence: )eople skills for glo$al $usiness. San %rancisco) 9errett$;oehler P blishers@ Inc. Ti=ier@ ?. A100(B. Tra/ailler en 2urope. Paris) #5itions 3iaisons. Trompenaars@ %.@ I &amp5en$T rner@ C. A1004B. @iding the wa/es of culture A(n5 e5.B. Ne: <or2) ?c7ra:$&ill. T r2ington@ C. A1000B. The complete idiots guide to cultural eti9uette. In5ianapolis) Alpha 9oo2s. 'ernon@ R. A10/1B So/ereignty at $ay: The multinational spread of +-S2nterprises- Ne: <or2) 9asic 9oo2s. 'ictor@ D. A. A100/B. International $usiness communication. Ne: <or2) &arperCollins. 6ilson@ D.@ I P r shothaman@ R. A(11!B. 6787- Ne: <or2) 7ol5man Sachs. reaming with the B@ICs: The path to
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6ea,er@ 7. R. A#5.B. A(111B. Culture% communication and conflict: @eadings in intercultural relations. 9oston) Pearson. 6eiss@ #.&. A(11.B. The elements of international 2nglish style. Armon2@ N<) ?.#. Sharpe. 6ilen@ T. A(111B. International $usiness: # $asic guide for women. N.p.) Mlibris Corporation. <ager@ F. A(111B. Business protocol: "ow to sur/i/e C succeed in $usiness. Ne: <or2) 6iley.
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PART II END0OF0C=APTER ACTI>ITIES Chapter # The Nat"re o' Interc"lt"ral Comm"nication + estions 1. The term Nmelting potN means a socioc lt ral assimilation o* people o* 5i**ering bac2gro n5s an5 nationalitiesC the term implies losing yo r ethnic 5i**erences an5 *orming one large society. 6hen a *irm is re*erre5 to as being global@ it means that the corporation is pro5 cing an5 mar2eting pro5 cts in n mero s parts o* the :orl5. %or an e=ample o* ho: pro5 cts ha,e been globalize5 b t ha,e maintaine5 the stat s 8 o o* the area to :hich they :ere intro5 ce5@ st 5ents sho l5 be instr cte5 to cons lt s ch re*erences as A=tell>s boo2s an5 #d/ertising #ge@ :hich co,ers ne: mar2eting ,ent res o* corporations. A comparison sho l5 be ma5e bet:een ho: the pro5 ct selecte5 is mar2ete5 in the U.S. an5 in a *oreign co ntry. Norms are c lt rally ingraine5 principles o* correct an5 incorrect beha,iors that@ i* bro2en@ carry a *orm o* o,ert or co,ert penalty. R"les are *orme5 to clari*y clo 5y areas o* norms. A role incl 5es the beha,ioral e=pectations o* a position :ithin a c lt re an5 is a**ecte5 by norms an5 r les. Net5or4s are *orme5 :ith personal ties an5 in,ol,e an e=change o* assistance. S"!c"lt"res are gro ps o* people possessing characteristic traits that set them apart an5 5isting ish them *rom others :ithin a larger society. #=amples o* s bc lt res in the U.S. incl 5e senior citizens@ baby boomers@ 3atin Americans@ Catholics@ tra5e associations@ an5 sel*$ help gro ps. C"lt"ral s nerg ta2es place :ith the merging o* t:o c lt res to *orm a stronger o,erri5ing c lt re. Corporate c lt res are an e=ample o* a synergy o* 5i,erse c lt res. Interc"lt"ral comm"nication is comm nication bet:een persons o* 5i**erent c lt resC intrac"lt"ral comm"nication is comm nication bet:een members o* the same c lt re. The three main 5imensions o* c lt re as i5enti*ie5 by 9or5en are lang ages@ physical@ an5 psychological. The lang age 5imension is se5 to comm nicate :ith those :ith ,al es an5 belie*s li2e o rs. The physical 5imension 5eals :ith the physical reality o* o r en,ironmentC it is meas re5 obGecti,ely. The psychological 5imension is meas re5 s bGecti,ely. 9arriers to comm nication incl 5e physical@ c lt ral@ percept al@ moti,ational@ e=periential@ emotional@ ling istic@ non,erbal@ an5 competition.
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To sho: :hether b siness c lt res are aligne5 to national c lt res the ans:er sho l5 incl 5e in*ormation on ho: partic lar b sinesses either mirror the national c lt re@ 5e,elop their o:n ni8 e c lt re@ or are someplace in bet:een. The ans:er sho l5 sho: an n5erstan5ing o* the 5i**erence bet:een ethnocentric@ polycentric@ regiocentric@ an5 geocentric management orientations.
Case 1 In a reception *or a political can5i5ate@ the e=planation o* the c lt ral phenomenon :o l5 incl 5e the *ollo:ing. People ten5 to brea2 into gro ps :ith :hich they *eel com*ortable :here comm nication barriers :ill be minimal. The gro p 5isplays a lac2 o* socioc lt ral assimilation. The gro ps ha,e not ha5 to come together an5 there*ore 5o not ha,e c lt ral synergy. The gro ps are practicing ethnocentrism an5 *eel their c lt ral bac2gro n5 is correct an5@ there*ore@ they ha,e a pre*erence *or people :ho belie,e as they 5o. The gro ps@ beca se they are ethnically 5i,i5e5@ *orm s bc lt res :ithin the macroc lt re o* the political party. Case ( An e=planation o* the globalization o* the a tomoti,e in5 stry sho l5 incl 5e the *ollo:ing *actors. As *irms globalize@ it becomes ,ery 5i**ic lt to say i* a car is U.S.@ 7erman@ Fapanese@ ?e=ican@ or something else beca se it is ma5e literally :ith parts an5 labor *rom all o,er the :orl5. The Fapanese 5i5 their mar2eting home:or2 an5 *o n5 o t :hat the U.S. mar2et :ante5 an5 ga,e it to them. As Fapan is a ,ery small co ntry an5 yo m st pro,e yo ha,e a place to par2 a car in the larger cities be*ore yo can p rchase a car@ the Fapanese ob,io sly nee5 ,ehicles :hich are ,ery 5i**erent *rom the large a tomobiles most o* the U.S. man *act rers ma2e. Also the Fapanese are assembling many o* their a tomobiles in the U.S. that are 5estine5 *or the U.S. mar2et thereby pro,i5ing U.S. citizens :ith Gobs. It may be *air to as2 ho: many U.S. cars are assemble5 in Fapan gi,ing Fapanese :or2ers Gobs. As *irms globalize another point is that they are raising the stan5ar5 o* li,ing in those co ntries :here they 5o man *act ring@ :hich :ill in t rn allo: those co ntries to p rchase more o* o r goo5s an5 ser,ices in the long r n. Case ! In the U.S. :e e=pect others to honor their obligations to s. There*ore :hen the Shah :as ill@ it :as correct *or the U.S. to o**er him me5ical assistance. The Christian religion is base5 on a n mber o* comman5ments@ one o* :hich is O3o,e thy neighbor as thysel*.P The U.S. *eels it is their responsibility to help anyone in nee5 any:here in the :orl5@ b t partic larly *rien5s. The Iranian min5set is base5 in the Islamic religion :hich has a ,ery strict co5e o* an eye *or an eye@ et cetera. The Islamic Iranians *elt that the Shah ha5 sol5 them o t to the U.S. economic concerns@ an5 there*ore *elt the Shah sho l5 pay *or his :rong 5oings. They also *elt that i* the me5ical *acilities :ere goo5 eno gh *or the rest o* Iran they sho l5 be goo5 eno gh *or the Shah. 9oth the U.S. an5 Iran sa: their positions as correct base5 on their religio s philosophies@ an5 neither loo2e5 at the sit ation *rom the otherLs perspecti,e. ObGecti,ity is 5i**ic lt to maintain beca se :e consi5er o r ,ie:s correct an5 the other c lt reLs ,ie:s as :rong.
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Case ?e5ia has ma5e it possible *or the :orl5 to 2no: :hat is going on in any part o* the :orl5 at any time. The only limit is i* the me5ia has limite5 access. The general p blic 5i5 not 2no: :hen 5ignitaries tal2e5@ met@ agree5@ or 5isagree5. It :as m ch easier be*ore satellites *or the go,ernments to 2eep in*ormation *rom the p blic. Politicians an5 :orl5 lea5ers no: ha,e to 5eal :ith the ,ie:s o* their constit ents. It has also ten5e5 to change the ,ie:s o* the p blic concerning their lea5ers. People *ormerly belie,e5 their lea5ers :ere almost s perh man an5 :ere praise5 *or the 5e,otion. People hear m ch more to5ay abo t their lea5ers an5 realize they are only h man beings an5 ha,e ten5e5 to become more cynical abo t politics in general. In the Unite5 States people realize that :hen they ha,e Ohelpe5P other co ntries in the past@ the rich got richer an5 the poor remaine5 in po,erty. The money ne,er tr ly tric2le5 5o:n to the poor to help them. Imel5a@ in the Philippines@ is probably one o* the best e=amples o* lea5ers sing money@ e8 ipment@ an5 the li2e meant *or the people at large. The lea5ers are no: in a glass bo:l :here e,eryone can see :hat they are 5oing. It has become more 5i**ic lt *or lea5ers to hi5e political manip lation o* the p blic. Case . The se o* an ethnocentric management style :o l5 be ,ery 5i**ic lt *or Asians i* it :ere coming *rom North America or # rope beca se this style 5oes not acco nt *or c lt ral 5i**erences in the :or2*orce. #thnocentric management :o l5 not ta2e into acco nt the collecti,istic nat re o* Asians. I* polycentric management practices are *ollo:e5@ then :hiche,er c lt re :o l5 be :or2ing in any other co ntry in the tria5 :o l5 consi5er the 5i**erences in the co ntryLs c lt re an5 :o l5 change their management practice to *it the c lt re o* the co ntry. Regiocentric management consi5ers a smaller area o* a co ntry@ a region. 7eocentric management allo:s locations to operate in5epen5ently. It may be 5i**ic lt *or North Americans or # ropeans to a5G st to the co ntry c lt re or the regional c lt res in Asia. It might also be 5i**ic lt *or some o* the # ropeans or North Americans to a5G st to the co ntry or to regional c lt ral 5i**erences. # rope an5 North America ha,e ,ery 5i,erse c lt res themsel,es. ?any companies no: hire *rom :ithin the c lt re to a,oi5 these problems. Acti,ities 1. Instr ctors may pro,i5e an abstract *ormat *or st 5ents to se@ :hich :o l5 incl 5e :hat the interc lt ral problem is an5 a synopsis o* the article. Instr ctors may :ant to s ggest 8 estions on min5sets@ roles@ s bc lt res@ norms@ an5 net:or2s that the *oreign st 5ent co l5 a55ress. The Chamber o* Commerce :o l5 be a possible contact *or i5enti*ying persons in the local comm nity that con5 ct b siness globally. Instr ctors may :ish to s ggest c lt res :here roles o* :omen an5 chil5ren are mar2e5ly 5i**erent *rom those in the U.S.
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Proposals *or impro,ing relationships bet:een the U.S. an5 *oreign st 5ents :o l5 nee5 to a55ress the iss es o* #nglish as a secon5 lang age@ perceptions@ an5 en,ironment. Ann al reports are s ally 2ept in the libraryC instr ctors may :ish to s ggest s ch m ltinational corporations as 7eneral ?otors@ Sharp@ an5 Coca Cola.
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Chapter * Uni&ersal S stems + estions 1. Uni&ersal c"lt"ral s stems are *orme5 o t o* common problems o* all c lt res. Systems that are ni,ersal to all c lt res incl 5e economic@ political@ e5 cation@ marriage an5 *amily@ an5 social hierarchies an5 interaction. A c lt re 5e,elops an economic system in or5er to meet the physiological nee5s o* its people. These nee5s are met by establishing a system *or pro5 cing or proc ring goo5s an5 a proce5 re *or 5istrib ting them. Fapan>s economy is the strongest in the :orl5C it is a capitalisticD*ree mar2et base5 on man *act ring@ *ishing@ an5 e=porting. Cana5a>s economy is strong :orl5:i5eC it is capitalistic :ith socialistic controls in the areas o* health care an5 the retirement system. The economy is 5ri,en by in5 strial plants@ mining@ *ishing@ an5 agric lt re. Fapan has *e: nat ral reso rces@ an5 Cana5a has many nat ral reso rces. #nglan5 is r le5 by a constit tional monarchy :ith a parliament. The &o se o* 3or5s are noblemen :ho are li*e appointees an5 Ch rch o* #nglan5 bishops an5 is the highest co rtC the &o se o* Commons is electe5 by citizens age 14 an5 o,er. The prime minister is the lea5er o* the maGority party in the &o se o* Commons an5 appoints a cabinet that r ns the go,ernment. ?e=ico has a *e5eral go,ernment :ith the presi5ent electe5 by the people 14 years o* age an5 abo,e A,oting is comp lsoryB. The states o* ?e=ico are hea,ily controlle5 by the *e5eral go,ernment in the areas o* e5 cation an5 certain in5 stries. #5 cational systems may be *ormal@ in*ormal@ or a combination o* the t:o. #5 cation is *ree an5 comp lsory *or certain age gro ps in the U.S.@ Fapan@ %rance@ #nglan5@ Cana5a@ an5 ?e=ico. 7ermany>s e5 cational system is a bit 5i**erent. People m st choose bet:een technical training an5 college at age 1!C e5 cation is *ree *rom 2in5ergarten thro gh the ni,ersity. In Iran religio s instr ction recei,es more s pport than sec lar e5 cationC only recently has their e5 cational system incl 5e5 *emales. In Sa 5i Arabia@ males an5 *emales atten5 separate schools a*ter age si=@ incl 5ing ni,ersities. The *amily system in the U.S. incl 5es the n clear *amily A*ather@ mother@ an5 chil5renB an5 the e=ten5e5 *amily Agran5parents@ ncles@ a nts@ an5 co sinsB. In other c lt res the *amily may incl 5e secon5$@ thir5$@ an5 *o rth$generation relationships. The Arabs may ha,e o,er a h n5re5 close relati,es. In ?e=ico go5parent relationships are consi5ere5 *amily. People in the U.S. ha,e monogamo s or serial monogamo s marriages. Dating begins at 1! to 1. years o* age. Premarital se= is common@ an5 many co ples li,e together prior to marriage. In Sa 5i Arabia@ on the other han5@ marriages are arrange5 altho gh some people are being allo:e5 to choose their mates. 9eca se o* the separation o* gen5ers@ there is no 5ating. Altho gh Islamic la: allo:s a man to ha,e *o r :i,es :ith the :i*e>s permission@ most Sa 5i
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men ha,e only one :i*e. In Fapan most marriages :ere arrange5 in the pastC ho:e,er@ no: most people choose their mates. /. Social reciprocity is important in ?e=ico@ Fapan@ an5 Sa 5i Arabia. ?e=icans are goo5 hosts an5 place great importance on being a goo5 employer@ employee@ an5 *rien5. The Fapanese are also concerne5 :ith social reciprocity that can be seen in the importance they place on gi*t gi,ing. The Sa 5i Arabians are also *rien5ly an5 hospitable@ b t their personal pri,acy is important. Interme(iaries are people :ho act as go bet:eens :ith other people. C lt res that se interme5iaries generally 5isli2e con*rontations an5 are gro p oriente5. Altho gh interme5iaries are not se5 in the U.S.@ they are se5 in Fapan@ especially in negati,e sit ations. Property can be ,ie:e5 as pri,ate@ tilitarian@ or comm nity. In the U.S. people thin2 o* property as an e=tension o* the sel* an5 are ,ery possessi,e o* it@ :hile ?e=icans thin2 o* property o:nership in relation to *eelings an5 nee5. Property is important to the Fapanese@ perhaps beca se it is ,ery e=pensi,e beca se so many people li,e in s ch small geographic areas. The term e:"alit in the U.S. re*ers to e8 ality o* opport nity@ not to e8 ality in terms o* :ealth@ position@ or mental ability. In some c lt res@ people are born into a certain social class AmonarchiesBC e8 ality in that c lt re :o l5 imply the person is e8 al in terms o* social class.
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Case 1 1. The role o* U.S. ni,ersities :ill contin e to be important. Anyone can get into college in the U. S. since some postsecon5ary schools ha,e lo: a5missions stan5ar5s@ in contrast to other nations :here applicants :o l5 not ha,e access to their colleges. The attit 5e to:ar5 higher e5 cation in the U. S. is that all persons :ho are aca5emically 8 ali*ie5 sho l5 ha,e access to higher e5 cation. #,en those :ho criticize the U. S. school system ha,e to conce5e that something m st be right abo t the system since people o* the U. S. :ere able to p t men on the moon. The *act that (. percent o* the U. S. pop lation 5oes not gra5 ate *rom high school is important in light o* :hat is happening in other co ntries o* the :orl5. Perhaps U. S. secon5ary schools sho l5 pro,i5e a stronger *o n5ation in the basics Area5ing@ :riting@ an5 calc latingB so that U. S. st 5ents :o l5 be on a more e8 al *ooting :ith s ch c lt res as Fapan@ :here 00 percent complete high school. The presence o* so many *oreign st 5ents in U. S. colleges is probably seen primarily as positi,e. The g i5ing i5eal o* the U. S. e5 cational system is base5 on the principle that as many people as possible sho l5 ha,e access to as m ch e5 cation as possible. The U. S. system is geare5 to accommo5ate st 5ents o* ,ario s aca5emic aspirations as :ell as the physically impaire5@ an5 those *or :ho #nglish is a secon5 lang age. %oreign co ntries :ill be able to 5e,elop e5 cational systems similar to the U.S. in the * t re not re8 iring as many o* their st 5ents to st 5y abroa5.
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Chil5ren o* other nationalities :ho ha,e been a5opte5 by U.S. Americans o*ten 5o ret rn to their nati,e co ntry to learn abo t their o:n ethnic heritage. C lt ral problems :o l5 incl 5e typical types o* c lt ral shoc2@ incl 5ing c stoms an5 belie*s@ *oo5 an5 5iet@ ho sing@ lac2 o* mo5ern con,eniences@ an5 stan5ar5s o* cleanliness. Case ! The people :ill ha,e to learn to accept ris2. %ormerly comm nist states ga,e e,eryone necessities an5 Gobs. No: in5i,i5 als :ill ha,e to learn ho: to compete an5 be part o* the ne: economic an5 political systems.
Case The *easibility o* 5e,eloping one monetary system to 5o a:ay :ith e=change rates is 8 estionable@ beca se o* :i5ely *l ct ating economies in ,ario s co ntries@ 5i**erences in 7DPs@ 5i**erences in costs o* li,ing@ an5 5i**erences in political str ct res. Case . 1. I* yo chose to ta2e one o* the positions@ :hat :o l5 yo :ant to 2no:Q The ans:er sho l5 incl 5e in*ormation on the ni,ersal systems s ch as political sit ation@ economic sit ation@ e5 cation sit ation@ *amily sit ations@ an5 social hierarchies an5 interaction. A pre5epart re training program on these iss es sho l5 be a re8 irement. (. &o: :o l5 yo prepare *or the :elcoming an5Dor the hatre5 yo :o l5 e=perienceQ Thro gh pre5epart re training@ a person sho l5 be prepare5 *or the Ira8is :ho :elcome s an5 the ones :ho 5o not. Part o* the preparation sho l5 be arg ments to se :ith those :ho 5o not :ant s there. !. 6hat characteristics that yo possess :o l5 be a strength or a :ea2nessQ This :ill be in5i,i5 al in response@ b t sho l5 incl 5e s ch items as lang ages@ physical@ an5 psychological 5imensionsC the *act that c lt re is learne5 an5 the :illingness to learn a ne: c lt reC not being stereotypicalC n5erstan5ing enc lt ration@ acc lt ration ethnocentrism@ an5 min5setsC an5 a :illingness to be open an5 learn ne: i5eas an5 :ays o* li*e. -. Do yo *eel that e,eryone :ho is in Ira8 as a *oreign :or2er sho l5 train an Ira8i to replace himDherQ The ans:er to this 8 estion :ill ,ary b t sho l5 incl 5e arg ments *or the U.S.Ls not staying longer than necessary in Ira8 Aor any co ntry staying in another co ntryBC the reasons :hy it is 5i**ic lt *or a people to be occ pie5 A*ree5om@ o tsi5ers@ c lt ral 5i**erences@ social hierarchy an5 interaction 5i**erencesBC the *act that the Ira8 people nee5 to ha,e incomes an5 be part o* the process o* reb il5ing their o:n nationC the *act that only the Ira8i people can *orm a ne: political an5 economic str ct re *or Ira8. C rrent e,ent articles can also be bro ght in *or this part o* the 8 estion. .. 6hat are the interc lt ral relationship problems in this c rrent sit ationQ Di**erent religion@ 5i**erent *amily str ct re@ 5i**erent e5 cation@ political@ an5 economic str ct re than :hat the U.S.
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people consi5er normal. The lang age problem is ,ery large. The *act that the U.S. is one o* the strongest nations in the :orl5 an5 *ear by the Ira8is that :e :ant their oil an5 o r reason *or being there may not be altr istic. Acti,ities 1. The local international st 5ent organization may be a goo5 contact *or *in5ing names o* Asian or 3atin American st 5ents to inter,ie:. Instr ctors may :ish to pro,i5e a list o* co ntries *rom :hich st 5ents co l5 choose to ass re a ,ariety@ an5 so that t:o st 5ents 5o not select the same co ntry. Pro,i5ing a list o* co ntries :o l5 again be recommen5e5 to a,oi5 possible 5 plication o* co ntries on :hich reports are ma5e. The Culture*rams series :o l5 be an e=cellent so rce *or locating this in*ormation on patriarchal an5 matriarchal *amily systems. Possible re*erences to s ggest incl 5e the Culture*rams series or the encyclope5ia. ". Instr ctors may :ish to 5i,i5e the class into teams to con5 ct research on ho: property is ,ie:e5 R pri,ate@ tilitarian@ or comm nity R in selecte5 co ntries an5 ha,e st 5ents ma2e oral reports to the class. Iss es st 5ents may i5enti*y incl 5e se o* s ch property as clothing@ *oo5@ boo2s@ an5 other school s pplies.
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Chapter Contrasting C"lt"ral >al"es + estions 1. 'al es are *orme5 by contacts :ith *amily members@ teachers@ an5 religio s lea5ers. The me5ia also has an impact on the *ormation o* ,al es. 'al es hel5 by people in the U.S. incl 5e e8 ality@ in*ormality@ in5i,i5 alism@ an5 5irectnessC the U.S. is a time$@ * t re$@ an5 :or2$ oriente5 society. Persons in other c lt res 5o not share these U.S. ,al es. #8 ality@ in*ormality@ in5i,i5 alism@ an5 5irectness are not ,al e5 in Asian c lt res. 3atin c lt res 5o not place the same importance on time as 5o people o* the U.S. In the Asian an5 Arab c lt res@ the past is re,ere5C the people are not * t re$oriente5. Semantic 5i**erences can a**ect interc lt ral comm nication :hen the :or5 se5 has m ltiple meanings an5 :hen the #nglish :or5 5oes not ha,e a co nterpart in a *oreign lang age. An e=ample o* semantic 5i**erences is the se o* the :or5 homely@ :hich in the U.S. means plain b t to the #nglish it means *rien5ly@ :arm@ an5 com*ortable. A stralians :o l5 se the :or5 $loke *or man an5 sandshoes *or sneakers. The term attri!"tion means the ability to loo2 at social beha,ior *rom another c lt re>s ,ie:. Comm nication problems occ r beca se 2no:n e=periences *rom yo r o:n c lt re are se5 to e=plain n2no:n beha,iors o* those in another c lt re. C lt ral roots in*l ence attit 5es to:ar5 :omen. In the U.S.@ %rance@ an5 Cana5a@ :omen are consi5ere5 e8 al to men an5 hol5 lea5ership positions in go,ernment an5 in5 stry. In 3ibya@ ho:e,er@ :omen are consi5ere5 s bor5inate to men. Co ntries in the %ar #ast are beginning to a5,ance :omen in b siness@ :hile in the ?i55le #ast progress is slo:. In the U.S. people ,al e :or2 an5 s bscribe to the :or2 ethic@ :hich means that har5 :or2 is re:ar5e5 an5 *ail re to :or2 is ,ie:e5 negati,ely. In m ch o* # rope@ attit 5es to:ar5 :or2 seem more rela=e5@ as e,i5ence5 by the c stom o* closing b sinesses 5 ring the month o* A g st so that people can go on ,acation. The Fapanese :or2 long ho rs ?on5ay thro gh %ri5ay b t 5o not s ally :or2 :ee2en5s as 5o U.S. b sinesspeople. Attit 5es to:ar5 ethics are c lt rally 5i,erse. Accepting bribes :o l5 not be consi5ere5 ethical in the U.S.@ :hile in some 3atin American co ntries the practice o* sing gi*ts to ass re s ccess in sealing an agreement is an accepte5 :ay o* con5 cting b siness. O7reaseP payments are consi5ere5 ethical by the %oreign Corr pt Practices Act o* 10//. Religion plays a minor role in con5 cting b siness in the U.S. Altho gh b siness is not con5 cte5 on s ch religio s holi5ays as Christmas an5 #aster@ people 5o not *eel obligate5 to participate in religio s ceremonies since the U.S. has ne,er ha5 an o**icial state ch rch. In Sa 5i Arabia the o**icial religion is Islam. ? slims obser,e the
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rit al o* stopping :or2 *i,e times a 5ay to pray@ so meetings :ith Sa 5is :o l5 nee5 to be *le=ible to allo: *or this rit al. Con5 cting b siness 5 ring the month o* Rama5an is not recommen5e5 as ? slims are re8 ire5 to *ast *rom 5a:n to s nset. 0. In(i&i("alism re*ers to the attit 5e o* ,al ing o rsel,es as separate in5i,i5 als :ith responsibility *or o r o:n 5estinies an5 actions. C lt res that are primarily in5i,i5 alistic incl 5e the U.S.@ A stralia@ Unite5 ;ing5om@ Cana5a@ an5 the Netherlan5s. Collecti&ism emphasizes common interests@ con*ormity@ cooperation@ an5 inter5epen5ence. Co ntries that are collecti,istic incl 5e So th an5 Central American co ntries@ Pa2istan an5 In5onesiaC the Fapanese an5 Chinese ,al e the gro p approach o,er in5i,i5 alism. Ethical relati&ism proponents maintain that ethical principles ,ary :ith the c lt re. %or e=ample@ people o* the Unite5 States belie,e in telling the tr th@ :hile people o* s ch co ntries as Fapan belie,e that sa,ing *ace is more important than telling the tr th. Ethical "ni&ersalism proponents belie,e that certain ,al es are ni,ersal across c lt res@ s ch as the Unite5 NationsL Uni,ersal Declaration o* & man Rights.
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Case 1 The beha,iors Ching 3ee obser,e5 o* the U.S. :or2ers that may ha,e le5 to the concl sion that :or2ers :ere not gi,ing him the proper respect co l5 ha,e incl 5e5) a55ressing him by his *irst name AAsians typically :o l5 not a55ress s periors by their *irst nameBC stea5y eye contact AAsians 5o not *a,or 5irect eye contactBC :or2ers may ha,e prece5e5 him :hen entering an ele,ator or room AAsians permit those o* higher ran2 to enter *irstBC an5 the :or2ers may ha,e been asserti,e or 5irect in their comm nication style AAsians pre*er being in5irectB. Case ( C lt ral attit 5es an5 beha,iors 3a ra 7reen co l5 e=pect as a :oman negotiating a contract *or *ast$*oo5 resta rants in Sa 5i Arabia incl 5e separation o* males an5 *emales in the society. 6omen 5o not socialize :ith men in p blicC they 5o not 5ri,e a carC an5 many o* their restrictions apply to :omen *rom other c lt res. ?s. 7reen :o l5 nee5 to n5erstan5 that most Arabs@ altho gh they :ill 5o b siness :ith a :oman@ :ill 5o so only i* they 2no: an5 tr st her. Case ! ?r. & nt nee5e5 to learn abo t *amily ,al es in ?e=ico. Unli2e the U.S. :here chil5ren 5o not necessarily contin e to li,e near their relati,es as a5 lts@ in ?e=ico most people stay near their e=ten5e5 *amilies. Also bosses are consi5ere5 to be a parental *ig re an5 :o l5 be e=pecte5 to 2no: that i* the s bor5inate is not at :or2 there is a ,ali5 reason. &elping oneLs *amily is a ,ali5 reason *or missing :or2 in ?e=ico. In the U.S. *or the most part *amily members ta2e care o* themsel,es. A parent :o l5 not e=pect chil5ren or other e=ten5e5 *amily members to accompany them to the 5octor or school. In the U.S. :or2 is *irst an5 *amily is secon5C in ?e=ico *amily is *irst an5 :or2 is secon5. Case Copyright E (11- Pearson #5 cation@ Inc.
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%irst Disney m st learn abo t the 5i**erent # ropean c lt res an5 n5erstan5 they are 5ealing :ith many 5i**erent c lt res. 'acation str ct res an5 *amily str ct res :ill be ,ery important consi5erations. Disney :ill nee5 to re,amp parts o* the par2 :ith par2s an5 picnic *acilities. 6hile the %rench may not snac2@ they 5o enGoy their pastries@ co**ee shops@ cheese shops@ an5 :ine shops. I* only one 5ay a :ee2 is 5e5icate5 to *amily o tings in %rance@ then Disney m st attract people *rom other c lt res to se the par2 the other si= 5ays o* the :ee2. People ,isiting %rance :o l5 realize that most o* the %rench employees in the co ntry are not o,ertly *rien5ly to strangersC other # ropeans partic larly :o l5 realize this *act. Disney co l5 se interns or * ll$time employees *rom O*rien5lyP co ntries to *ill some o* the 2ey positions. Case . The Tai:anese :o l5 *eel they are being polite by listening intently an5 not ma2ing con,ersation. The Tai:anese not interacting :ith the U.S. b sinesspeople ma5e them *eel as i* the Tai:anese :ere arrogantC ho:e,er@ the Tai:anese :ere trying to sho: the U.S. people that they :ere impresse5 :ith their presentation. The silence :as being se5 to sho: attention an5 respect an5 :as mis n5erstoo5 as arrogance an5 a lac2 o* being :illing to share i5eas. In5i,i5 alistic c lt res :ant to tal2 an5 5o b siness imme5iately :hile collecti,istic c lt res :ant to listen@ 5isc ss among themsel,es@ then come bac2@ an5 5isc ss :ith the other si5e. The t:o si5es loo2 at 5oing b siness *rom ,ery 5i**erent perspecti,es. Acti,ities 1. To ass re consistency o* *ormat@ the instr ctor may :ish to pro,i5e a *orm on :hich all st 5ents :o l5 recor5 responses. The res lts co l5 then be combine5 an5 statistically analyze5 to 5etermine 5i**erences bet:een attit 5es to:ar5 :or2 among the *i,e gro ps. Instr ctors may :ish to pro,i5e an abstract *ormat to ass re consistency. %oreign pro*essors or pro*essors o* *oreign lang ages are goo5 so rces to tal2 on attit 5es to:ar5 :omen in other c lt res. P blic relations 5epartments@ personnel agencies@ an5 ne:spapers are goo5 so rces *or *in5ing names o* :omen in high$ran2ing positions in go,ernment or b siness. WhoEs Who in Business is another possible so rce. To i5enti*y :omen in high$ran2ing positions in another co ntry@ embassies :o l5 be a goo5 so rce. Responses :ill ,ary. The instr ctor co l5 s ggest *oreign ne:scasts as so rcesC st 5ents :ho ha,e li,e5 in 5i**erent parts o* the U.S. an5 *oreign st 5ents *rom other #nglish$spea2ing co ntries are also possible so rces. Instr ctors may :ish to s ggest to st 5ents that they prepare a *orm to se in their inter,ie:s listing the 1. ,al es ,ertically an5 the *i,e$ point scale horizontally@ similar to the *orm in #=ercise -.1 in chapter -. Di**erences in responses o* U.S. st 5ents an5 international
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st 5ents :ill perhaps be consistent :ith c lt ral ,al es. International st 5ents :ill probably gi,e higher ran2ings to leis re@ *amily@ teams@ *ormality@ an5 respect *or the el5erly than :ill U.S. st 5ents.
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Chapter ; C"lt"ral Shoc4 + estions 1. The term c"lt"ral shoc4 is se5 to 5escribe the tra ma yo e=perience :hen mo,ing into a c lt re 5i**erent *rom yo r home c lt re. C lt ral shoc2 incl 5es the *r strations that accompany a lac2 o* n5erstan5ing o* the ,erbal an5 non,erbal comm nication o* the host c lt re@ their c stoms@ an5 ,al es. The stages o* c lt ral shoc2 incl 5e) e=citement or initial e phoria@ crisis or 5isenchantment@ a5G stment@ an5 acceptance. The *irst stage can last a *e: 5ays or se,eral monthsC yo are *ascinate5 :ith the *oo5 an5 people an5 ten5 to o,erloo2 minor problems an5 incon,eniences. D ring the secon5 stage@ yo r e=citement t rns to 5isappointment as some o* the problems no: appear to be o,er:helming. In the thir5 stage@ yo begin to ma2e a5G stments to the ne: c lt re an5 can see the h mor in sit ations yo cannot change. In the *o rth phase@ yo *eel at home in the ne: c lt re an5 become in,ol,e5 in acti,ities o* the c lt re an5 ma2e *rien5s :ith the nationals. In the *inal stage@ yo ret rn to the home c lt re an5 e=perience reentry shoc2@ :hich may go thro gh the initial *o r stages o* c lt ral shoc2. ? ltinational *irms can alle,iate c lt ral shoc2 by selecting employees *or o,erseas assignments :ho possess certain personal an5 pro*essional 8 ali*ications an5 by pro,i5ing training programs *or employees prior to o,erseas 5eployment. Approaches to interc lt ral training o**ere5 by m ltinational *irms incl 5e) intellect al mo5el or classroom mo5el Aparticipants are gi,en *acts abo t the host co ntry sing a ,ariety o* instr ctional metho5sB@ area training mo5el or sim lation mo5el Aemphasizes a**ecti,e goals@ c lt re speci*ic content@ an5 e=periential processesB@ sel*$a:areness mo5el or h man relations mo5el Abase5 on the ass mption that the trainee :ith sel*$ n5erstan5ing :ill n5erstan5 the ne: c lt re better an5 :ill there*ore be more e**ecti,e in the o,erseas assignmentB@ c lt ral a:areness mo5el Aemphasizes c lt ral insight an5 stresses a**ecti,e goals an5 an e=periential processB@ interaction approach Aparticipants interact :ith people in the host co ntryB@ m lti5imensional approach@ Aconcept that sing any single training approach is not as e**ecti,e as is sing an approach :hich attempts to combine cogniti,e@ a**ecti,e@ an5 beha,ioral aspects o* trainingB. Types o* c lt ral stress that may con*ront persons :ho are li,ing abroa5 incl 5e a5G sting to ne: *oo5s an5 problems :ith ho sing@ climate@ ser,ices@ or comm nication. Positi,e coping s2ills to alle,iate stress incl 5e 5i,ersions@ s ch as ta2ing p a hobby@ planning *amily e,ents@ sharing problems :ith *rien5s an5 *amily members@ changing one>s mental o tloo2@ e=ercise an5 me5itation@ an5 spirit al copers. Social class an5 po,erty$:ealth e=tremes can be so rces o* c lt ral shoc2 *or U.S. Americans in o,erseas assignments beca se the U.S. is mainly one large mi55le classC an5 in many 5e,eloping co ntries@ no
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mi55le class e=ists. U.S. people li,ing o,erseas are then gro pe5 :ith the pper class. The po,erty o* the lo:er class in other c lt res ma2es people o* the U.S. ncom*ortable@ an5 they o*ten 5eal :ith po,erty in socially nacceptable :ays@ s ch as paying a mai5 t:ice the s al rate G st beca se the person is poor. 4. Types o* *inancial a5G stments associate5 :ith c lt ral shoc2 incl 5e rate o* e=change@ ban2ing practices an5 se o* cre5it car5s@ cost an5 a,ailability o* ho sing@ an5 costs o* schooling *or employees :ith *amilies. The employee may inc r a55itional e=penses relate5 :ith a higher stan5ar5 o* li,ing@ s ch as hiring 5omestic help an5 in,esting in appropriate *ormal attire. The Fohari 6in5o: is se5 to 5epict ho: people in ,ario s c lt res 5i**er :ith respect to ho: m ch o* the inner sel* is share5 :ith others. The panes o* the :in5o: are se5 to represent things others 2no: that I also 2no: Aarena or openB@ things others 2no: that I 5on>t 2no: Ablin5 spotB@ things others 5on>t 2no: that I 2no: Ahi55enB@ an5 things others 5on>t 2no: that I 5on>t 2no: A n2no:nB. The maGor 5imensions o* the Fohari 6in5o:@ :hat is 2no:n to sel* an5 to others@ can be translate5 into one>s p blic sel* an5 pri,ate sel*. In some c lt res@ s ch as the Fapanese@ the p blic sel* is 8 ite small@ :hile the pri,ate sel* is rather large. People in the U.S. ha,e a larger p blic sel* :ith the pri,ate sel* being relati,ely small. The types o* reentry problems enco ntere5 by persons ret rning to the home c lt re incl 5e rea5G stment to the Gob Ao*ten percei,e5 as a 5emotionB@ reestablishing *rien5ships@ rea5G sting to the li*estyle@ changes in social li*e@ an5 a change in the stan5ar5 o* li,ing. Reentry shoc2 can be alle,iate5 some:hat by correspon5ing reg larly :ith members o* the home c lt re an5 by s bscribing to the home ne:spaper to stay abreast o* c rrent happenings. ;eeping in to ch :ith pro*essional organizations an5 other gro ps :ith :hich yo :ill :ant to a**iliate is also help* l. Sharing yo r *eelings :ith other people :ho ha,e li,e5 abroa5 an5 :ith sympathetic *amily members an5 *rien5s can also help co nteract reentry shoc2.
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Case 1 3arry ma5e se,eral mista2es :hile trying to ma2e a goo5 impression on his Fapanese hosts. These incl 5e) as2ing the Fapanese to call him by his *irst name@ telling se,eral Nh moro sN stories@ bringing gi*ts :ith the company logo@ an5 as2ing abo t the state o* the Fapanese economy. The Fapanese are rather *ormal :hen compare5 to the U.S. AmericansC there*ore@ it is not appropriate to a55ress persons by their *irst names in b siness sit ations. Fo2es 5o not translate :ell in other lang agesC American h mor is o*ten mis n5erstoo5 by people in other c lt res. 3arry sho l5 ha,e also in8 ire5 into appropriate gi*t gi,ing practices :ith the local sta** :ho :ere more *amiliar :ith the Fapanese c lt re. % rther@ spea2ing abo t the Fapanese economy is an inappropriate topic *or con,ersation in Fapan. 9etter topics *or small tal2 :o l5 ha,e been history@ c lt re@ or artC 3arry sho l5 ha,e also 2no:n that the Fapanese are com*ortable :ith silence. Case ( ;arl an5 his *amily ha,e a big a5G stment to ma2e an5 sho l5 prepare *or it * lly. ;arl sho l5 or5er the local Chicago ne:spaper to catch
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p on the e,ents o* the area. &e may also tal2 to *amily members in the U.S. :ho can 2eep him p to 5ate on any e,ents that he may ha,e misse5. ;arl sho l5 also be prepare5 *or a possible 5emotion in Gob title as :ell as salary pon ret rning to the U.S. ;arl>s son is an important consi5erationC he sho l5 become in,ol,e5 :ith acti,ities in,ol,ing other chil5ren an5 ne: *rien5s as soon as possible to help lessen the reentry shoc2 *or him. Case ! %ran2 ha5 not prepare5 *or his trip to ?e=ico by learning abo t the ?e=ican b siness c lt re. I* %ran2 ha5 prepare5@ he :o l5 ha,e realize5 that l nch is aro n5 ()11 p.m.@ an5 that it is *or rela=ation an5 getting to 2no: each other not *or a b siness 5isc ssion. F an 5i5 not apologize *or being late beca se he :as not late. ?e=icans also ta2e a lot o* pri5e in their history an5 :o l5 e=pect anyone intereste5 in a b siness partnership :ith them :o l5 also be intereste5 in ?e=ican history. 6hereas in the U.S. :e ten5 not to 5rin2 as m ch 5 ring l nch@ 5rin2ing 5 ring l nch in ?e=ico is still ,ery normal. ?e=icans also 5o not 5o b siness :ith someone they 2no: nothing abo t. The *irst *e: meetings are getting to 2no: each other meetings. 9eca se *amily is so important in ?e=ico@ F an :ante5 to 2no: abo t %ran2Ls *amily an5 :ante5 to tell %ran2 abo t his *amily. %ran2 sho l5 ha,e realize5 this :as the *irst o* many getting to 2no: each other meetings an5 ha5 nothing to 5o :ith F anLs interest. I* F an ha5 not been intereste5 in a propose5 partnership@ F an :o l5 not ha,e met :ith %ran2 at all. Case 6ith a little research Fanice :o l5 ha,e realize5 that #nglish is se5 in b siness b t is not se5 *or e,ery5ay li*e. ;no:ing this she co l5 ha,e ta2en Fapanese lessons to learn the basics she :o l5 nee5 to n5erstan5 to s r,i,e. Since Fapanese is a ,ery complicate5 lang age@ she probably :o l5 not be able to become *l ent be*ore she mo,e5 to FapanC ho:e,er@ she :o l5 be able to *in5 a t tor in Fapan an5 contin e to learn an5 practice her Fapanese. Pre$5epart re training is ,ery important :hen c lt res are completely 5i**erent. Case . 1. 6hat 5oes commitment mean to each o* the c lt resQ 7ermany@ The Netherlan5s@ the U.S.@ an5 ?e=ico are ,ery 5i**erent in their :or2 acti,ities. ?e=icans li2e to get to 2no: e,eryone be*ore they really begin the tas2. 7ermans@ D tch@ an5 U.S. Americans all can sit 5o:n an5 start to :or2 imme5iately. 6hile the U.S. Americans an5 the D tch :o l5 ha,e a lighter attit 5e to:ar5 the :or2@ the 7ermans :o l5 be ,ery *oc se5. &o: 5o tas2 an5 gro p$maintenance goals 5i**er in an international team o* :or2ersQ The tas2 goals are more important to the 7ermans@ then the D tch@ then the U.S.@ an5 then ?e=ico. The gro p maintenance goals are most important to the ?e=icans@ the U.S.@ then the D tch@ then the 7ermans. I* yo are a relationship$base5 co ntry@ yo are more concerne5 :ith the gro p maintenance goals than co ntries that are not relationship oriente5. 6hat preG 5ices might these team members ha,e against other gro p membersQ The three :ho are spea2ing #nglish as a secon5 lang age co l5 ha,e a preG 5ice against the U.S. The :or2 ethics are
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some:hat 5i**erent among the co ntries an5 co l5 ca se some preG 5ices s ch as a perception o* laziness or that the other team members are not p lling their :eight. 6hy :ere the members acting as they 5i5Q The ?e=icans arri,e5 late@ perhaps only an in5ication that they probably ha5 something else to *inish *irst. %or the other three co ntries@ yo are al:ays on time. People simply treat others ethnocentrically ntil they learn not to 5o so. A reason *or c lt ral training is to a,oi5 some o* these problems or at least to n5erstan5 :hy these 5i**erences ta2e place. 6hat 2no:le5ge :o l5 e,eryone nee5 to 2no: going into an international teamQ #ach o* the members nee5e5 to n5erstan5 the basic c lt ral ,al es o* the other team members. &o: :o l5 e=ploring each otherLs belie*s@ norms@ an5 ,al es at the beginning o* the team b il5ing a**ect the gro pQ I* they all n5erstoo5 each otherLs c lt ral ,al es@ they :o l5 be able to :or2 together better an5 carry o t their tas2 obGecti,es more e**iciently.
Acti,ities 1. Instr ct st 5ents to se a scale o* 1 to .@ :ith . representing a large 5egree o* reentry shoc2 an5 1 representing the least 5egree o* reentry shoc2@ *or e,al ating a thro gh e. Persons :ho ha,e not tra,ele5 to a *oreign co ntry co l5 be instr cte5 to respon5 accor5ing to their e=periences :hen ret rning to li,e in a certain part o* the co ntry a*ter a prolonge5 absence. St 5ents> responses to c lt ral shoc2 e=pecte5 in #gypt co l5 incl 5e) attit 5es to:ar5 gen5er@ 5i**erences in meanings o* gest res@ religion@ Islamic style o* 5ress@ an5 greetings. A*ter ret rning to the U.S. *rom ;enya@ the types o* reentry shoc2 a person might e=perience incl 5e) not ha,ing ne=pecte5 ,isits *rom *rien5s an5 colleag es@ eating practices@ ha,ing chil5ren eat :ith the *amily again@ 5i**erences in meanings o* gest res@ an5 more *ormal 5ress 5 ring :or2. St 5ents co l5 simply re,ie: material in the chapter to 5etermine the most important 8 ali*ications to loo2 *or :hen 5eci5ing :hich Gob applicants to inter,ie:. S ggest to st 5ents that they chec2 the libraries o* other p blic an5 pri,ate schools@ in a55ition to their o:n school library. Instr ctors may :ish to se this acti,ity *or e=tra cre5it@ especially since not all st 5ents may ha,e access to a person :ho has li,e5 o tsi5e the Unite5 States. ?aGor types o* c lt ral shoc2 the inter,ie:ee may i5enti*y :ill probably be consistent :ith those incl 5e5 in the te=t@ s ch as 5i**erences in *oo5@ ho sing@ transportation@ an5 stan5ar5s o* cleanliness.
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Chapter 6 Lang"age + estions 1. (. 3ang age 5i**erentiates s into gro ps by controlling the :ay :e thin2@ the :ay :e shape concepts@ ho: :e percei,e@ an5 ho: :e G 5ge others. The reasons teenagers an5 other gro ps 5e,elop Gargon an5 slang are many an5 ,arie5. Teenagers :ant to 5i**erentiate themsel,es *rom the main stream c lt re Apartic larly their parentsB. 9y 5e,eloping their o:n meanings *or e,ery5ay :or5s@ they 5e,elop a *eeling o* separation@ o* becoming their o:n gro p. They also 5e,elop a sel*$esteem an5 importance many times 5 e to this 5i**erentiation@ an5 it allo:s them to 2no: :ho one o* them is an5 :ho is not. The st 5ents are also to gi,e e=amples o* slang or Gargon se5 by people :ith :hom they associate. A *lamboyant U.S. salesperson :o l5 probably not get the sale. I* the salesperson 5i5 their home:or2 on Fapan an5 chose to ignore :hat they learne5@ or 5i5 not 5o their home:or2 an5 procee5e5 to treat the Fapanese li2e they 5o people in the U.S.@ the Fapanese :o l5 *in5 the salesperson 5istaste* l. The Fapanese se a lo: ,oice :hen they spea2 :itho t m ch in*lectionC there*ore@ they :o l5 *in5 a lo 5@ *ast$ tal2ing person o**ensi,e. The Fapanese> non,erbal beha,iors are ,ery small an5 har5 *or most U.S. people to catch ,ers s o r non,erbal 5ramatization as :e spea2. St 5ents are to gi,e e=amples o* con,ersation taboos in their home or gro p o* *rien5s. The e=amples co l5 incl 5e re*raining *rom s:earing@ tal2ing abo t se=@ tal2ing abo t home problems@ or others. A bic lt ralDbiling al interpreter has a better n5erstan5ing o* :hat is meant as :ell as :hat is sai5. ?any times there are not e8 i,alent :or5s in both lang ages an5 the inten5e5 meaning becomes ,ery important. A bic lt ralDbiling al@ beca se they n5erstan5 both c lt res@ :o l5 be able to interpret :hat is meant more acc rately than a monoc lt ralDbiling al interpreter. A :or2er :o l5 nee5 to be 2no:le5geable o* a *oreign lang age in sit ations :here the :or2er inter*aces :ith the other c lt res 5irectly. I* a U.S. person is :or2ing *or a 7erman national in the U.S.@ the person :o l5 n5erstan5 the :or2 attit 5e 5i**erences i* they co l5 spea2 the lang age beca se they :o l5 n5erstan5 some o* the c lt ral 5i**erences. ?any people belie,e other c lt res 5o not care abo t their Gobs or are more 5eman5ing beca se o* the :ay they e=press i5eas. #thnic gro ps that enGoy ,erbal 5 eling in the U.S. incl 5e those o* Italian@ 7ree2@ 7erman@ or %rench e=traction. ?ore ,erbal 5 eling is also obser,e5 in the North an5 Northeast portions o* the U.S. as oppose5 to the So th an5 So theast. So therners 5o not li2e con*rontation an5 o*ten ,ie: ,erbal 5 eling as arg ing. 'ocab lary e8 i,alence means there are :or5s in each lang age :ith the same meaning. A :or5 :ill not ha,e ,ocab lary e8 i,alence i* a !1
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s bgro p attrib tes another meaning to the :or5@ or another co ntry may attrib te a 5i**erent meaning to the same :or5. 0. Argot is lang age o* a co$c lt re. 7enerally the :or5s are the same b t the meanings change. In the U.S. se,eral co$c lt res practice an argot *orm o* #nglish incl 5ing the 9lac2 Americans@ Spanish Americans@ an5 a n mber o* s bgro ps. The restricte5 co5es o* the 9ernstein &ypothesis are messages that are highly pre5ictable an5 re8 ire no e=planation. Restricte5 co5e messages are generally bet:een people :ho 2no: each other 8 ite :ell. #laborate5 co5e messages are se5 :ith strangers an5 in,ol,e 5etail an5 e=plicit in*ormation in an attempt to pre,ent mis n5erstan5ing. C lt re an5 lang age a**ect the :ay :e thin2. 6e learn to thin2 along a linear or nonlinear contin m. O r c lt re teaches s ho: :e sho l5 percei,e :hat has been sai5 to s. I* :e lac2 the c lt ral bac2gro n5@ :e :ill se o r o:n bac2gro n5 :hich may or may not be li2e the spea2er>s bac2gro n5. At the linear en5 a person ans:ers the 5h to the 8 estion an5 ass mes the 5hatC at the nonlinear en5 the person ans:ers 5hat happene( an5 ass mes the 5h . It is ,ery *r strating :hen each belie,es they ha,e as2e5 the correct 8 estion to solicit the ans:er they 5esire only to recei,e an ans:er that@ to them@ ma2es no sense.
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Case 1 The s ggestion that@ 5 e to a large &ispanic pop lation in %lori5a@ Spanish sho l5 be consi5ere5 the *irst lang age@ brings p se,eral problems. 9eca se the main lang age o* the U.S. is #nglish A:hich most immigrants ha,e learne5B@ the &ispanics@ by not learning #nglish as :ell as the rest o* the co ntry@ may be creating a separate society@ a s bgro p@ :ithin the main society. Despite this large &ispanic pop lation in %lori5a@ it is still part o* the Unite5 States@ :hich is an #nglish$spea2ing co ntry. Teaching Spanish as a *irst lang age an5 #nglish as a secon5 lang age co l5 res lt in isolating %lori5a *rom the rest o* the U.S. I* Spanish becomes the lang age o* %lori5a@ U.S. citizens :ho are not &ispanic an5 :ho 5o not 2no: Spanish :ill not be as li2ely to ,isit the state. %lori5a co l5 lose maGor re,en es each year that are generate5 by to rists. I* yo nger people o* %lori5a 5o not spea2 #nglish :ell eno gh@ :hether it is ta ght as a *irst or secon5 lang age@ it may h rt their chances o* getting into college :hich in t rn :ill h rt their chances to achie,e politically an5 economically. In co ntries in :hich interacting :ith people *rom other c lt res is 8 ite common@ the teaching o* other lang ages sho l5 be a priority. In the # ropean Union@ *or e=ample@ co ntries are ,ery close together@ 5eal :ith one another reg larly@ an5 sho l5 be able to comm nicate. In the #U@ no pre5ominant c lt re e=istsC all co ntries an5 their c lt res in a sense are on e8 al gro n5. The lac2 o* a common lang age is one o* the main problems that In5ia@ Cana5a@ an5 the #U share. ?any o* the internal problems in co ntries are 5 e to ethnic 5i**erences. 3ang age 5etermines an in5i,i5 al>s cognition an5 perception@ an5 i* yo 5o not learn the lang age o* the mainstream@ yo :o l5 not ha,e the concept al *rame:or2 to e=plain yo r i5eas an5 opinions to others. Case (
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Foe :as apparently n*amiliar :ith the ?e=ican c lt re an5 5i5 not n5erstan5 the ?e=ican :ay o* thin2ing. 7etting to 2no: the persons :ith :hom yo :or2 is ,ery important in the ?e=ican c lt re. 9y not meeting the people@ he sent the nintentional message that he 5i5 not thin2 the ?e=ican people :ere :orth meeting or 2no:ing. In the ?e=ican c lt re@ yo :or2 har5 *or someone beca se yo care :hat happens to them an5 they care *or yo as an in5i,i5 al. A pro5 ction manager in a ?e=ican *acility :o l5 nee5 to 2no: his :or2ers by name@ tal2 :ith them@ get their opinions@ an5 care abo t their *amilies. Foe *ace5 a barrier be*ore he e,en starte5C he 5i5 not spea2 the lang age. Foe sho l5 ha,e learne5 at least a little Spanish to let the people 2no: he care5. Foe sho l5 ha,e trie5 to n5erstan5 the ?e=icans> perspecti,es as to :hat :as important an5 :hat :as not important. &e nee5e5 to learn abo t the local c stoms@ holi5ays@ an5 acti,ities an5 ta2e a part in them. 6hile Foe tho ght the people 5i5 not care abo t their :or2@ they :ere 5isappointe5 that Foe 5i5 not care abo t them. I* Foe ha5 establishe5 goo5 rapport an5 *oc se5 on ho: to meet the nee5s o* the ?e=ican :or2ers@ perhaps the plans *or impro,ement :o l5 ha,e been accepte5. Case ! They sho l5 hire the 9razilian beca se he :o l5 2no: ho: to hire people in So th America@ :o l5 ha,e no problem li,ing in So th America@ an5 beca se he spea2s Spanish an5 Port g ese :o l5 ha,e no problem calling on people in So th American co ntries. 9eca se he n5erstan5s the &ispanic min5set@ he :o l5 not *eel ncom*ortable 5oing b siness on their terms. Since the bottom line is :hat matters in b siness@ the U.S. manager co l5 li,e :ith the incorrect #nglish easier than his c stomers co l5 li,e :ith incorrect Port g ese or Spanish an5 a goo5 possibility the U.S. person :o l5 be c lt rally 5e*icient. Case 6hen yo learn a ne: lang age@ yo may not 2no: all the correct terminology. Also i* yo are thin2ing abo t something ne: partic larly@ it is easier to thin2 abo t it in yo r home lang age an5 then translate it into the secon5 lang age later. The 7ermans 5i5 not mean to be r 5e@ b t :ere sing their lang age beca se it :as easier *or them to thin2 abo t technical changes in their *irst lang age. &o:e,er@ the U.S. people :ere o**en5e5 beca se they co l5 not n5erstan5 the 5ialog e an5 :ere c t o t o* the con,ersation. I* it is necessary to spea2 :ith another in yo r *irst lang age@ yo sho l5 apologize to the people :ho 5o not spea2 the lang age be*ore yo begin an5 then translate the 5isc ssion *or them :hen yo *inish. Case . C lt ral 5i**erences bet:een people o* the Unite5 States an5 'enez ela o*ten acco nt *or iss es in the U.S. :or2place. 6hen 9arbara@ the U.S. manager@ con5 cts the e,al ation session :ith Carlos@ she sho l5 e=plain that in the Unite5 States@ promptness an5 5epen5ability on the Gob are e=pecte5 an5 that :or2 ta2es prece5ence o,er the *amily. Carlos sho l5 also be in*orme5 that spea2ing a lang age other than #nglish :hen in the presence o* U.S. persons li,ing in the Unite5 States is e=tremely r 5eC the ass mption Aan ass mption that is acc rate accor5ing to some researchB is that the
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person spea2ing another lang age is spea2ing negati,ely abo t them. In a55ition@ 9arbara :o l5 e=plain that the Unite5 States is a to ch@P impersonal c lt reC th s@ employees 5o not h g each other or se terms o* en5earment@ s ch as OhoneyP an5 Os:eetie.P 6hen 9arbara o**ers constr cti,e criticism to Carlos@ she sho l5 2eep in min5 c lt ral 5i**erences in importance o* the *amily@ promptness@ e=pressions o* *amiliarity@ an5 spea2ing Spanish in the presence o* others. 9arbara nee5s to be a:are that s per,ision o* male employees by *emale managers may not be the norm in 'enez ela an5 that she sho l5 2eep the e,al ation session noncon*rontational@ nonaggressi,e@ an5 nonacc satory.
Acti,ities 1. Responses :ill ,ary. St 5ents :ho ha,e not tra,ele5 to other co ntries may pro,i5e a list o* slang e=pressions that :o l5 ha,e negati,e connotations in certain parts o* the U.S. I* the instr ctor :o l5 li2e to pro,i5e e=amples o* slang e=pressions@ the A=tell boo2s contain n mero s e=amples. The local library :ill ha,e boo2s liste5 n5er pro,erbs an5 parables that can be se5 *or completing this acti,ity@ in a55ition to ones st 5ents may ha,e learne5 *rom their personal e=perience. Possible con,ersation taboos in the U.S. incl 5e ho: m ch things cost@ politics@ an5 religion. Possible con,ersation taboos in other c lt res may be 8 estions abo t one>s *amily or other personal in*ormation@ past :ars@ political problems@ a person>s :or2@ an5 other problems s ch as In5ia>s caste system an5 po,erty. Altho gh responses :ill ,ary@ st 5ents :ill probably mention problems :ith :or5 sage@ pron nciation@ en nciation@ s bGectD,erb agreement@ incorrect tense@ an5 *ail re to se pl rals :hen appropriate. Instr ctors may :ish to pro,i5e an abstract *ormat *or st 5ents to *or the article on se o* interpreters. se
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Responses :ill ,aryC st 5ents may ha,e enco ntere5 passages in other boo2s that ha,e been translate5 in :hich the message :as change5 *rom the meaning inten5e5.
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Chapter 1 Oral an( Non&er!al Comm"nication Patterns + estions 1. Tho ght patterns incl 5e the spee5 :ith :hich 5ecisions are ma5e. ?a2ing 8 ic2 5ecisions is a characteristic o* U.S. managers@ :hile the Fapanese ,ie:s this as imp lsi,e. The (e("cti&e metho( o* problem sol,ing is se5 in the U.S. Agoing *rom broa5 categories to speci*ic e=amples to 5etermine *acts@ then sol tions to problemsB. The in("cti&e metho( is se5 by Asians Astarting :ith *acts or obser,ations an5 going to generalizationsB. Paralang"age re*ers to rate@ ,ol me@ an5 8 ality that a**ect meanings o* messages. People o* the Philippines spea2 so*tlyC Arabs spea2 lo 5ly. Italians an5 Arabs spea2 *aster than 5o people o* the Unite5 States. Attit 5es to:ar5 time are re*lecte5 in the t:o time systems@ monochronic an5 polychronic time. People in co ntries that *ollo: monochronic time Athe U.S.@ #nglan5@ S:itzerlan5@ an5 7ermanyB per*orm only one maGor acti,ity at a time. People in co ntries that *ollo: polychronic time A3atin Americans@ the Arabs@ an5 people o* the ?e5iterraneanB 5o se,eral things at once an5 5o not min5 interr ptions. Space nee5s o* people in the Unite5 States are greater than those in 3atin America or 7reece. The Fapanese@ on the other han5@ ha,e greater space nee5s than people o* the Unite5 States. C lt res that *a,or 5irect eye contact incl 5e 9ritain@ Cana5a@ the Unite5 States@ an5 #astern # rope. C lt res that 5o not *a,or 5irect eye contact incl 5e the Fapanese an5 people o* China an5 In5onesia. Ol'actics AsmellB can ha,e a positi,e or negati,e e**ect on interc lt ral enco nters. ?ost U.S. people respon5 negati,ely to bo5y o5or@ breath o5or@ an5 perspiration. The Arabs are com*ortable :ith nat ral o5ors an5 o*ten breathe on people :hen they tal2. Smell is important to the Fapanese@ 9 rmese@ an5 Samoans. C lt res that are com*ortable :ith bo5ily contact incl 5e the 3atin an5 ?i55le #ast co ntries@ Italy@ 7reece@ Spain@ Port gal@ an5 R ssia. C lt res that a,oi5 bo5ily contact incl 5e the U.S.@ Cana5a@ Fapan@ #nglan5@ Scan5ina,ia@ an5 A stralia. Appropriate bo5ily contact in the U.S. :o l5 be sha2ing han5sC inappropriate contact :o l5 incl 5e gi,ing h gs@ embracing@ or hol5ing han5s. Di**erences in bo5y lang age o* people in ,ario s c lt res incl 5e) people in the U.S. se mo5erate gest ring@ :hile Italians@ 7ree2s@ an5 some 3atin Americans se ,igoro s gest resC the Chinese an5 Fapanese 2eep han5s an5 arms close to their bo5ies :hen spea2ing. Some colors ha,e a positi,e connotation in one c lt re an5 a negati,e connotation in another. 9lac2 is the color o* mo rning in the U.S.@ b t :hite is :orn to Fapanese * nerals. 9ri5es in the U.S. :ear :hite@ b t bri5es in In5ia :ear re5 or yello:.
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The Fapanese are com*ortable :ith silenceC people o* the U.S.@ Italy@ an5 7reece se little silence. The meaning o* silence *ollo:ing a tasteless Go2e co l5 be 5isappro,al or a lac2 o* n5erstan5ing. The meaning o* silence 5 ring a con,ersation :ith someone yo 2no: :ell co l5 be 5issent or 5isappro,al. Silence *ollo:ing a 8 estion co l5 mean that the person 5oes not 2no: the ans:er.
Case 1 9arbara>s as2ing Anna in the e$mail :hy the 7ermans cannot get their materials shippe5 on time co l5 be percei,e5 as a generalization that 7ermans are ne,er on time. Since p nct ality is highly regar5e5 by 7ermans@ she may ha,e ins lte5 Anna>s national pri5e. The sit ation co l5 ha,e been ma5e more positi,e by simply as2ing *or the reasons :hy the 5eli,eries 5 ring a certain perio5 ha5 been 5elaye5. &a5 9arbara been better in*orme5 abo t the 7erman c lt re an5 its ,al es@ she :o l5 ha,e 2no:n that 7ermans are typically more time conscio s than people in the U. S. The implication may also ha,e been that yo r organization is more ine**icient than other *irms in the U. S. 9y sen5ing her reply in 7erman A:hich 9arbara 5i5 not spea2B@ Anna may ha,e been saying non,erbally) N?aybe the materials :ere 5elaye5@ b t at least I spea2 both lang ages.N Case ( In the negotiation bet:een the representati,e o* the U. S. an5 members o* the Fapanese *irm@ the mo,ement o* their hea5s in an p an5 5o:n motion may ha,e simply meant N:e>re listening.N No55ing o* the hea5 5oes not necessarily mean that they agree :ith yo @ G st that they are being politely attenti,e. Phrase s ch as NIt is ,ery 5i**ic lt *or s to signN are meant to sa,e the other party *rom the embarrassment o* recei,ing a 5irect NnoN in response to the re8 est. Sa,ing *ace is an important aspect in Fapanese society. Case ! Pre$5epart re training :o l5 ha,e correcte5 this *a = pas. %or social occasions one arri,es hal* an ho r to an ho r a*ter the time on the in,itation. This an5 other social bl n5ers can be eliminate5 :ith training an5 rea5ing. &arry co l5 ha,e also as2e5 a colleag e :hen he sho l5 arri,e at the party. Case %re5@ li2e many U.S. people@ belie,es people sho: respect by maintaining eye contact. ?any c lt res@ s ch as China@ sho: respect by not maintaining eye contact. #,en Arabs@ :ho maintain prolonge5 eye contact bet:een the same se=es@ :ill 5e*er eye contact bet:een opposite se=es to sho: respect. All c lt res ma2e many ass mptions base5 on the amo nt o* eye contact they e=pect to recei,e. #ye contact is probably one o* the most misinterprete5 non,erbal comm nication signals. Case . C lt ral 5i**erences in,ol,e5 in this sit ation incl 5e 5i**erent attit 5es to:ar5 tar5iness@ importance o* the *amily@ an5 :hat is
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consi5ere5 appropriate classroom beha,ior. In Cana5a st 5ents are e=pecte5 to be on timeC :hen they are na,oi5ably late@ they sho l5 8 ietly ta2e their seat an5 :ait ntil the en5 o* class to apologize to the pro*essor in pri,ate. 6hile in So th America the *amily is consi5ere5 more important than :or2 or school@ 5i**erent priorities o*ten e=ist in s ch co ntries as Cana5a. Acti,ities 1. Responses :ill ,ary. St 5ents :ho ha,e tra,ele5 :i5ely :ill@ o* co rse@ ha,e more opport nities to enco nter inci5ents o* miscomm nication. Pla sible e=planations co l5 incl 5e rate o* speech@ tone@ accent@ en nciation@ an5 pron nciation. Non,erbal aspects o* miscomm nication co l5 incl 5e chromatics@ chronemics@ haptics@ 2inesics@ oc lesics@ ol*actics@ an5 pro=emics. Prior to preparing the s2it@ class members sho l5 5isc ss possible scenarios that :o l5 ma2e *or an interesting s2it. The A=tell boo2s A oEs and Ta$oos . . .B an5 boo2s by ?artin an5 Chaney A*lo$al Business 2ti9uette an5 )assport to SuccessB are goo5 so rces o* material. The instr ctor co l5 *in5 n mero s e=amples o* gest res :ith ,ario s meanings in 5i**erent c lt res in the A=tell boo2s. Perhaps the instr ctor :o l5 :ant to ma2e *lash car5s *or st 5ents to se *or testing other st 5ents> 2no:le5ge o* these gest res. The instr ctor co l5 5i,i5e the class into small gro ps@ s ch as) interaction bet:een 3atin American males :ith *emalesDmales@ U.S. males :ith *emalesDmales@ an5 #gyptian males :ith *emalesDmales. 3atin American an5 #gyptian males :o l5 h g. 3atin American *emales an5 males :o l5 h g i* they 2no: each other. U.S. males an5 *emales :o l5 sha2e han5s. #gyptian males :o l5 not sha2e han5s or h g a *emale other than a *amily member. #ye contact in the U.S. is 5irect@ in Fapan it is impolite to loo2 s periors or el5ers 5irectly in the eye@ an5 in the ?i55le #ast eye contact is intense bet:een males b t m ch more in5irect bet:een males an5 *emales. ChangesDimpro,ements st 5ents may s ggest incl 5e impro,ements to resta rant sign A*or2s are typically shorter than 2ni,esB an5 changing arri,ing *lights symbol to a plane lan5ing to be consistent :ith plane lea,ing *or 5eparting *lights. No entry an5 2'it symbols are nclear. A55itions st 5ents s ggest :ill ,ary b t may incl 5e an AT? sign.
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Chapter < ?ritten Comm"nication Patterns + estions 1. The *ormats o* b siness letters in the U.S. an5 3atin America are as *ollo:s) U.S. $ bloc2 style@ 5ate is month$5ay$year@ insi5e a55ress is title an5 * ll name *irst line$street n mber an5 street name secon5 line$city@ state@ an5 zip co5e thir5 line@ sal tation *ollo:e5 by a colon or no p nct ation mar2C 3atin America $ bloc2 style@ 5ate is 5ay$ month$year@ name o* street then street n mber on secon5 line@ ,ery *rien5ly sal tation *ollo:e5 by colon@ complimentary close is ,ery *ormal *ollo:e5 by the company name@ *o r lines@ the :riter>s name@ then the :riter>s title. The tone an5 :riting style o* *oreign correspon5ents is more *ormal an5 tra5itional. 9a5 ne:s$$U.S. ses a b **erC 3atin Americans a,oi5 the ba5 ne:s. (. The Fapanese tone an5 letter style is 5i**erent *rom the U.S. The Fapanese open :ith a statement concerning the :eather or season o* the year. The Fapanese :rite in the pl ral rather than the *irst or secon5 person. In or5er to tilize international #nglish@ the *ollo:ing c lt ral *actors nee5 to be consi5ere5) An n5erstan5ing o* b siness comm nication in the other c lt reC 2no:le5ge o* ho: b siness comm nication is ta ght in the other c lt reC an5 2no:ing that content errors are more 5i**ic lt *or another c lt re to 5iscern than lang age errors. The 5i**erence bet:een le=ical an5 syntactic errors is that le=ical errors are content errors or 5i**erences in :or5 meaning@ an5 syntactic errors are the incorrect or5er o* the :or5s in the sentence. People *rom t:o c lt res 5i**ic lty comm nicating signals :ith 5i**erent c *or one c lt re may gi,e 5i**erences in spelling@ spea2ers. :ho spea2 the same lang age may ha,e 5 e to le=ical errors@ slang@ non,erbal lt ral meanings@ :or5s that paint a pict re a ,ery 5i**erent pict re in another c lt re@ an5 c lt ral 5i**erences bet:een the t:o
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A b **er is se5 in U.S. letters to begin a letter that contains ba5 ne:sC the b **er is pleasant b t 5oes not say :hat the ba5 ne:s is 5irectly. Rea5ing bet:een the lines is e=pecte5 by 3atin Americans@ Chinese@ an5 Fapanese :riters. 7 i5elines *or :riting e$mail messages to international colleag es incl 5e the *ollo:ing) Use some phrases in the c stomerLs lang ageC se a collaborati,e toneC a,oi5 h morC a,oi5 5:elling on c lt ral 5i**erencesC se short@ simple sentencesC a,oi5 abbre,iations@ contractions@ slang@ Gargon@ or i5iomsC be e=plicitC a,oi5 se o* all capital lettersC be genero s :ith complimentsC maintain a consistent organizational patternC an5 a,oi5 sho:ing anger an5 assigning blame.
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Items c rrently incl 5e5 in U.S. rHs mH are name@ a55ress@ phone n mber@ Gob obGecti,e@ e=perience@ e5 cation@ an5 re*erences. The U.S. rHs mH is ,ery 5i**erent *rom some co ntries an5 similar to others. It is consi5erably shorter :ith less 5etail than the 7erman rHs mH@ 5oes not incl 5e a pict re@ religion or age as 5oes the %rench rHs mH@ 5oes not incl 5e *amily in*ormation li2e the Spanish rHs mH@ an5 5oes not incl 5e hobbies an5 acti,ities b t may incl 5e military e=perience nli2e the 9ritish rHs mH.
Case 1 To *in5 a list o* potential can5i5ates *or a management position in a U.S. corporate o**ice in 7ermany@ yo nee5 to obtain rHs mHs o* can5i5ates as *ollo:s. Since the position is in 7ermany@ the search sho l5 be con5 cte5 in 7ermany. <o co l5 se a personnel search *irm in 7ermany. I* it is a beginning position@ yo :o l5 :ant to contact the ni,ersities. I* it is *or a position that nee5s e=perience@ yo :o l5 place a5s in le 5rankfurter #llgemeine Feitung an5 Suddeutsche Feitung. It :o l5 be best i* the a5 :ere :ritten in 7erman e,en tho gh the person yo :o l5 :ant :o l5 probably spea2 #nglish. &a,e the people sen5 their rHs mH to yo at yo r o**ice an5 then re,ie: them to *in5 :hich people yo :o l5 :ant to inter,ie:. Case ( I* the members o* t:o corporations 5o not spea2 a common lang age an5 are to :or2 together@ they :ill nee5 to ha,e a common lang age or ,ery goo5 interpreters an5 translators. 3ong term it :o l5 be best i* someone *rom both corporations learn the nati,e lang age o* the other corporation. Short term an interpreter@ translator@ 7DSS system@ or cons ltant co l5 be se5. U.S. corporations generally e=pect the other company to learn #nglish. C rrently this position is costing many U.S. corporations or5ers. St 5ies ha,e *o n5 that the corporation :ho appeals to a *oreign corporation>s c lt re generally is the one that gets the or5ers. Case ! Altho gh the U.S. e=ec ti,e :as not li,ing in #nglan5@ i* he planne5 to 5o b siness in #nglan5 he nee5e5 c lt ral training. ?any U.S.@ #nglish@ Cana5ian@ an5 A stralians thin2 they n5erstan5 each other beca se they happen to be 5escen5ents o* the 9ritish Isles an5 all spea2 #nglish. This ass mption has 5estroye5 n mero s b siness 5eals. The #nglish are 5i**erent. They :or2 har5@ they generally maintain their 5ea5lines an5 e=pect to be le*t alone to complete them. The #nglish ha,e a st bborn nat reC they also 5o not ta2e 2in5ly to ltimat ms an5 ten5 to :ant to get e,en. Since the U.S. e=ec ti,e :as going to Ain their min5sB treat them as chil5ren@ they acte5 as chil5ren an5 5i5 e,erything accor5ing to the boo2. All paper :or2 :as per*ect be*ore they :o l5 allo: the booth to be pic2e5 p. 9asically@ the #nglish :ere saying that :e co l5 ha,e *inishe5 it on timeC ho:e,er@ i* yo 5o not ha,e *aith in s@ yo :ill not ha,e the booth. The U.S. person sho l5 ha,e tal2e5 to the a5,ertising *irm *irst be*ore ha,ing 5one anything. Case Copyright E (11- Pearson #5 cation@ Inc.
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U.S. persons se h mor :hich *oreigners *in5 ,ery 5i**ic lt to n5erstan5. ? ch o* h mor is a play on :or5s :hich is lost :hen someone 5oes not spea2 the lang age *l ently an5 n5erstan5 the c lt re completely. ?ost U.S. persons 5o not ha,e a 5ry or sarcastic sense o* h mor an5 *in5 it har5 to appreciate s ch h mor. In the U.S. Go2es are ma5e abo t e,erything *rom religion@ :or2@ *oo5@ sports@ se=@ or any other topic abo t :hich the in5i,i5 al :ishes to Go2e. ?any o* the U.S. Go2es are 5isrespect* l o* someone or something@ an5 many c lt res *in5 this 5istaste* l. 6hen h mor is se5 o t o* conte=t@ it is nclear to the recei,er :hether they are to act pon the h mor@ la gh@ or ignore the h mor.
Case . Since the interc lt ral ,irt al team is compose5 o* members *rom China@ %rance@ ?e=ico@ an5 the Unite5 States@ e$mail messages sho l5 *oc s on relationship b il5ing@ :hich is important to the Chinese@ %rench@ an5 ?e=icans@ an5 sho l5 a,oi5 the typical North American style o* being 5irect an5 abr pt. Initial messages sho l5 be spent on intro5 ctions an5 b il5ing relationships. #mail messages sho l5 a,oi5 5:elling on c lt ral 5i**erencesC sho l5 be September se 11@ ($$$ simple sentencesC a,oi5 slang@ Gargon@ i5ioms@ e=plicitC short@ an5 h morC an5 sho l5 contain compliments an5 apologies :hen appropriate. Disa5,antages o* ,irt al teams incl 5e problems associate5 :ith comm nicating solely ,ia :ritten comm nication among ?r. Fames Smith people :ho spea2 5i**erent lang ages@ lac2 o* *ace$to$*ace The Copper Company interaction@ an5 strategies *or han5ling problem sit ations in the 1111 &olmes Roa5 absence o* non,erbal comm nication. ?emphis@ TN !4114 Dear ?r. Smith) Acti,ities <o r electronics or5er has been recei,e5. Altho gh :e try to ha,e parts in stoc2 at the 3atin or 7ermanic 1. The 5ictionary is the best all so rce *or 5etermining all o* times@ as a the b sinessperson yo realize that roots :or5s in #nglish lang age. sometimes this is not possible. 6e e=pect 5eli,ery the to parts yo by October (@ section o* the (. Instr ct st o* 5ents loo2 in or5ere5 the *oreign lang age ($$$ an5 :ill ship them pon arri,al. library to complete this acti,ity. ?ost libraries also carry some <o r or5er is appreciate5. *oreign Go rnals or ne:spapers. Sincerely@ !. S ggeste5 ba5$ne:s letter is sho:n belo:) Fane 9re:er
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Instr ct st 5ents to note the Gob re8 irements as to lang age s2ills or other 8 ali*ications that are not typically re8 ire5 o* a U.S. position. The st 5ents can *ollo: the s ggeste5 *ormats in the te=t or research beyon5 the te=t *or the appropriate *ormat. Pro,i5e st 5ents :ith an appropriate letter *ormat or instr ct them to *ollo: g i5elines gi,en in the chapter. &a,e the st 5ents cons lt a te=t 5esigne5 *or people :ho spea2 #nglish as a secon5 lang age *or ,ocab lary that is appropriate *or the letter. St 5ents sho l5 ha,e i5enti*ie5 s ch errors as missing articles@ sentence constr ction@ :or5 sage@ an5 :riting style. St 5ents sho l5 concentrate on the *act that one person is gro p oriente5 an5 the other is in5i,i5 al oriente5. 6riting that co l5 ha,e been impro,e5 pon incl 5e) %irst %a=) the strength o* 5isappointment@ the acc sation@ no room to sa,e *ace@ incorrectD in*ormal #nglish@ se o* abbre,iations@ an5 :or5 sage. Secon5 %a=) too apologetic@ sentence str ct re@ :or5 sage@ grammar@ an5 se o* person>s title in the attention line. Instr ctors co l5 pro,i5e a case problem that all st 5ents :o l5 se as a basis *or :riting the letter@ s ch as as2ing the *oreign person to :rite a letter than2ing someone *or a gi*t.
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Chapter @ B"siness an( Social Eti:"ette + estions 1. Intro5 ctions in the U.S. ten5 to be rather in*ormal. %irst names are se5 almost imme5iately. Intro5 ctions are more *ormal in other c lt res. Titles are se5 :hen intro5 cing people in 7ermany an5 Italy. In 9ritain people :ho ha,e been 2nighte5 are intro5 ce5 as NSirN an5 the *irst name only ASir ThomasB. 9 siness car5s are s ally e=change5 in the U.S. only :hen there is a reason to contact the person laterC they are not ro tinely e=change5 on the *irst meeting. The recipient simply glances at the car5 an5 p ts it in his or her poc2et. The Fapanese se both han5s :hen presenting the b siness car5 an5 position it so that the recipient can rea5 it. The recipient e=amines the car5 an5 ma2es some comment :hile accepting it. 9 siness car5 e=change is an e=pecte5 part o* intro5 ctions in # rope@ the ?i55le #ast@ the Paci*ic an5 Asia@ an5 the Caribbean. The U.S. is not a nation o* classes@ b t s btle class 5istinctions e=ist base5 on :ealth@ e5 cation@ an5 occ pation or pro*ession. In In5ia a class system e=istsC the society is 5i,i5e5 into castes. The caste system the person belongs to is 5etermine5 at birth@ an5 interaction bet:een castes is limite5. In the U.S. a relationship e=ists bet:een gen5er an5 age an5 position an5 stat s. 6omen are gi,en lea5ership positions in b siness an5 go,ernment an5 are consi5ere5 e8 al to men. In the U.S. a person>s age is not ,ie:e5 as an in5ication o* seniority. The respect *or age alone is not as apparent in the U.S. as it is in Asian an5 Arab c lt res. 7oo5 telephone manners incl 5e ans:ering the phone promptly A*irst or secon5 ringB@ i5enti*ying yo rsel* properly by gi,ing yo r 5epartment an5 yo r name@ an5 being co rteo s at all times@ incl 5ing the *re8 ent se o* NpleaseN an5 Nthan2 yo .N A,oi5 p tting people on hol5 *or prolonge5 perio5s. Also a,oi5 mo th noises@ not paying attention@ an5 ha,ing a negati,e@ r 5e attit 5e. %laming means sen5ing ,icio s@ ins lting messagesC sho ting is typing the message in all capital letters. #$mail has the a5,antage o* ha,ing a lo: preparation an5 *ast 5eli,ery time as :ell as being personal an5 con,enient *or the recei,er. The 5isa5,antage is lac2 con*i5entiality an5@ o* co rse@ the lac2 o* non,erbal interaction. C lt ral 5i**erences in 5ining practices in,ol,e times o* 5ay meals are eaten@ n mber o* co rses ser,e5@ an5 manner or style o* eating. In ?e=ico l nch time is *rom ( to - p.m.@ :hile in the U.S. it is s ally 1( to ( p.m. In 3atin American co ntries e,en in*ormal meals s ally ha,e n mero s co rses@ :hile in the U.S. in*ormal meals ha,e only one to three co rses. The manner o* eating in the U.S. is the zigzag style@ :hich in,ol,es s:itching the *or2 *rom the le*t to the right han5 a*ter c tting the
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meat. In most other co ntries the Continental style is se5@ :hich in,ol,es placing the *or2 in the le*t han5 an5 2ni*e in the right han5 an5 placing the *oo5 onto the bac2 o* the *or2 be*ore placing the *oo5 the mo th@ *or2 tines 5o:n. In some c lt res@ 2ni,es@ *or2s@ an5 spoons are replace5 by other tensils. ?any Asians se chopstic2s@ especially *or eating rice. Tahitians eat their *oo5 :ith their *ingers. 11. A general g i5eline *or tipping in U.S. resta rants is to tip 1. to (1 percent o* the bill. In a55ition to tipping in resta rants@ tra,eling in,ol,es the *ollo:ing sit ations in :hich tipping is e=pecte5) cab 5ri,er@ bellman@ an5 other ser,ice personnel :ho may carry yo r l ggage@ s mmon a cab@ or 5eli,er small appliances to yo r hotel room. Tipping c stoms in other c lt res ,ary. In China@ *or e=ample@ tipping is prohibite5. Tipping in Fapan is also *ro:ne5 pon. In # rope a ser,ice charge is a55e5 to yo r resta rant an5 hotel billC yo are not e=pecte5 to lea,e an a55itional tip in most # ropean co ntries. The primary g i5eline *or b siness gi*t gi,ing in the U.S. is that the gi*t m st be mo5est in price AS(. or lessB. 9 siness gi*ts sho l5 be personal@ yet not too personal. In the U.S. gi*ts are opene5 in *ront o* the gi,er@ *ollo:e5 by a ,erbal an5 :ritten e=pression o* appreciation. 7i*t$gi,ing practices are not the same in all c lt res. In Fapan@ *or e=ample@ gi*t gi,ing is ,ery m ch a part o* con5 cting b siness. Presentation is importantC gi*ts are bea ti* lly :rappe5 b t :itho t the ornate bo:s se5 on U.S. gi*ts. The Fapanese 5o not open a gi*t in *ront o* the gi,erC a,oi5 gi,ing a gi*t in the presence o* another person. In the Arab co ntries@ ho:e,er@ the gi*t m st be presente5 :hen someone else is present so it :ill not be interprete5 as a bribe. 7i*ts consi5ere5 appropriate *or a U.S. person to gi,e someone in another c lt re incl 5e importe5 li8 or Ae=cept in Islamic c lt resB@ cons mables o* high 8 ality@ U.S.$ma5e sports e8 ipment@ U.S. Nati,e American art or Ge:elry@ an5 5esigner$ma5e pro5 cts containing s ch names as 7 cci@ Ti**any I Co.@ or ?ar2 Cross. ? sical tapes an5 CDs are also goo5 choices. A general r le to *ollo: is that the gi*t sho l5 be U.S. ma5e@ be se* l@ an5 ha,e con,ersational ,al e. A,oi5 gag gi*ts as people o* some c lt res 5o not appreciate them. C lt ral taboos relate5 to *lo:ers in,ol,e color@ ,ariety@ an5 n mber. Re5 roses are associate5 :ith romance in some c lt res. In China@ :hite is the color o* mo rning@ an5 gla5ioli are o*ten se5 in * neral spraysC th s@ a gi*t o* :hite gla5ioli :o l5 be inappropriate. In most # ropean co ntries@ a,oi5 a gi*t o* carnations@ :hich are *or cemeteries only. Chrysanthem ms :o l5 be inappropriate in both Fapan an5 ItalyC they are associate5 :ith * nerals an5 mo rning. A,oi5 sen5ing yello:@ re5@ or :hite *lo:ers to a ?e=ican host as these colors ha,e negati,e connotations *or some classes o* ?e=icans. Armenians gi,e an ne,en n mber o* *lo:ers on happy occasionsC e,en n mbers o* *lo:ers are associate5 :ith 5eath. %or the Chinese@ *o r is the most negati,e n mber so gi*ts o* *o r *lo:ers sho l5 be a,oi5e5. In Thailan5 an5 &ong ;ong@ three is a l c2y n mber so gi,e gi*ts o* three in these co ntries. Dressing pro*essionally sen5s the message that yo care abo t the impression yo ma2e. People :ho :ear a s it or e=ec ti,e cas al :hen tra,eling o*ten get better ser,ice *rom airline personnel an5 *rom
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hotel employees pon their arri,al. Airline passengers sho l5 be consi5erate o* people aro n5 themC they sho l5 re*rain *rom :earing strong *ragrances@ respect the pre*erences o* those seate5 ne=t to them relate5 to con,ersations@ an5 a,oi5 reclining their seats :hen seate5 in the main cabin. 1.. International b siness:omen sho l5 *ollo: these sa*ety g i5elines) ta2e a ta=i rather than p blic transportation at their 5estinationC select a nice hotel an5 eat thereC a,oi5 5ri,ing in other co ntriesC practice hotel sa*ety@ incl 5ing sa*eg ar5ing the room n mber an5 p tting ,al ables in the room sa*e$5eposit bo=C an5 practice street sa*ety@ incl 5ing e=ercising in the hotel room rather than Gogging on the local streets@ an5 ta2ing :ith yo a personal sa*ety 5e,ice@ s ch as an alarm.
Case 1 7i*t gi,ing is an important aspect o* non,erbal comm nication :ith the Fapanese. &o:e,er@ ?ar2>s i5eas present se,eral problems. The cloc2 is an acceptable gi*t b t :o l5 be more appropriate :itho t the company logoC i* it has the company logo@ the logo sho l5 be ,ery small. A leather brie*case :o l5 be a pop lar gi*t. Instea5 o* a co ntry ham@ some *rozen stea2s or a bottle o* Scotch might be a better choice. The pen an5 pencil set are not appropriate@ as any items Nma5e in FapanN :o l5 not be appropriate gi*ts to the Fapanese *rom a U.S. b sinessman. ?ar2 sho l5 a55 another gi*t to the list to a,oi5 a m ltiple o* *o r@ beca se the n mber *o r has morbi5 connotations. Other :elcome gi*ts he co l5 incl 5e :o l5 be coins@ m sical tapes an5 CDs@ high 8 ality cons mables@ an5 li8 or. The bright re5 :rapping paper an5 matching bo:s on the gi*ts are also inappropriate. 3ightly tinte5 rice paper :o l5 ha,e been the best choice *or :rapping the gi*ts. % rther@ the gi*ts sho l5 ha,e been 5eli,ere5 in person. I* at all possible@ ?ar2 sho l5 ha,e presente5 the gi*ts :hile in Fapan. 7enerally@ a goo5 r le to *ollo: is to let the persons o* the other c lt re initiate the gi*t gi,ing@ b t ?ar2>s presentation o* gi*ts is :elcome in the Fapanese c lt re. Case ( 3atin American people are *ar less time conscio s than the people o* the U.S. Altho gh the in,itation :as *or 0 p.m.@ the U.S. American :as not e=pecte5 to arri,e right on time b t at least 11 to 1. min tes late. Also@ the U.S. e=ec ti,e bro ght a bottle o* alcohol n:rappe5. &e probably sho l5 ha,e a,oi5e5 alcohol@ as it :as not 2no:n :hether the host 5rin2s. I* alcohol :as :elcome5@ it sho l5 ha,e been a bran5 ma5e in the U.S.@ an5 it sho l5 ha,e been :rappe5. The yello: an5 :hite chrysanthem ms :ere inappropriate beca se in many co ntries these *lo:ers are associate5 :ith * nerals an5 mo rning. The e=ec ti,e sho l5 ha,e as2e5 in a *lo:er shop in the host co ntry :hat *lo:ers :ere appropriate. Case ! The best option is to eat them by s:allo:ing :hole i* small eno gh or c tting into bites :here yo 5o not ha,e to che: b t can simply s:allo: :itho t tasting the *oo5. <o can re* se to eat the item an5 probably lose *ace :ith yo r *ello: employees. <o can tell them yo ha,e an
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allergy or me5ical con5ition an5 that yo r 5octor has tol5 yo not to eat s ch *oo5s. In most co ntries@ i* it is not an ob,io s lie@ a me5ical e=c se is accepte5. Case I* there are open seats on the *light@ she can as2 the *light atten5ant to change her seat. I* there is not a seat a,ailable@ she can as2 i* either o* the people seate5 besi5e her are *lying :ith someone else on the plane an5 o**er to s:itch seats. I* these t:o options *ail@ Sara may be st c2 an5 can pray the baby stops crying. Case . Research by the ,isitor *rom Singapore :o l5 ha,e 5etermine5 that the Unite5 States is a high tipping c lt re. The ,isitor sho l5 ha,e tippe5 the ta=i 5ri,er 1. to (1 percent o* the *are@ the hotel bellman :ho helpe5 :ith the l ggage a minim m o* S.@ the concierge :ho pro,i5e5 special ser,ices at least a co ple o* 5ollars each time he or she ga,e assistance@ an5 14 to (1 percent in the hotel resta rant. #ti8 ette boo2s that contain g i5elines *or U.S. tipping incl 5e Chaney an5 ?artinLs The 2ssential *uide to Business 2ti9uette A(11/B@ IngramLs The 2/erything 2ti9uette Book A(11.B@ an5 %or5Ls 61st Century 2ti9uette A(11!. Acti,ities 1. St 5ents may ,ol nteer to act as persons *rom the ,ario s c lt res liste5C others :ill ma2e the intro5 ctions. a. Dr. Fohn 7io,anni b. ?r. Ch ng c. SeTora ?arUa Comerlato$'elas8 ez 5. Sir Thomas #5:ar5 Peacoc2 Di,i5e the class into small gro ps *or this acti,ity. As2 st 5ents to e,al ate others in the gro p on their e**ecti,eness in b siness car5 presentation to someone *rom Fapan. To ass re that st 5ents 5o not 5 plicate the c lt ral *a = pas inci5ent@ assign certain iss es o* the Go rnal or ne:spaper to each st 5ent. Since st 5ents may not ha,e rea5y access to in*ormation on 5ining practices in Vimbab:e@ Samoa@ an5 Tanzania@ instr ctors may :ish to s ggest so rces that incl 5e this in*ormation@ s ch as the C lt re7rams series@ boo2s o* eti8 ette@ an5 the A=tell boo2s. S ggest to st 5ents that a goo5 re*erence :o l5 be a recognize5 boo2 o* eti8 ette@ s ch as Chaney an5 ?artinLs The 2ssential *uide to Business 2ti9uette@ 9al5rige>s New Complete *uide to 2'ecuti/e !anners% or Ste:art>s The New 2ti9uette. S ggest st 5ents cons lt boo2s on global eti8 ette *or gi*t$gi,ing practices. DresserLs !ulticultural !anagers% ?artin an5 ChaneyLs *lo$al Business 2ti9uette@ ?orrison@ Cona:ay@ an5 9or5enLs Biss% Bow%
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Chapter . B"siness an( Social C"stoms + estions 1. (. The U.S. han5sha2e is *irmC in %rance the han5sha2e is light an5 8 ic2. 'erbal e=pressions se5 in the Unite5 States that ha,e little meaning :hen translate5 incl 5e) O6hatLs pQPC O&o:Ls it goingQP an5 Ogra,eyar5 shi*t.P #=amples o* ,ariations in the #nglish lang age :ithin regions o* the U.S. incl 5e s ch regional e=pressions as NI>m *i=in> to lea,eN A*or NI>m rea5y to lea,eNB an5 N&e>s a*eare5 o* the 5ar2N A*or N&e>s a*rai5 o* the 5ar2NB. N7oo5 5ayN in %rench is bonGo r Aba:n$F&OORBC in 7erman@ g ten tag A7OO$t n TA&;BC in Spanish@ b enos 5Uas Ab:ay$nos D##$ahsB. In the Unite5 States@ presentations are o*ten starte5 :ith a Go2e cartoon relate5 to the topic to be co,ere5. 7ermans *in5 h mor o place 5 ring b siness meetings. They ta2e b siness serio sly an5 not appreciate 2i55ing remar2s 5 ring negotiations. Cartoons are appropriate in a pro*essional setting o* strangers in 7ermany. or t o* 5o not
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In the Unite5 States@ :omen are consi5ere5 e8 al to men in the :or2place. 6omen are ass ming more asserti,e roles an5 :or2 si5e by si5e in the :or2place :ith men. In ?e=ico@ more *amiliarity e=ists bet:een male s per,isors an5 their *emale secretaries@ s ch as 2issing them on their chee2 each morning or embracing them. People o* the Unite5 States thin2 that 1! is an nl c2y n mber. ?any U.S. persons :ill not sche5 le important e,ents on this 5ay. The Chinese@ :ho also belie,e that goo5 l c2 or ba5 is associate5 :ith certain n mbers@ *eel that *o r is the most negati,e n mber beca se it so n5s li2e the :or5 *or 5eath. ?any Chinese belie,e that ha,ing an ne,en n mber o* people in a photograph :ill bring ba5 l c2. Co ntries in :hich b siness 5ress is similar to that :orn in the U.S. incl 5e Cana5a@ %rance@ 7ermany@ #nglan5@ Fapan@ an5 ?e=ico. Co ntries in :hich b siness 5ress may be 5i**erent *rom that :orn in the U.S. incl 5e the Philippines@ :here more cas al attire is appropriate@ an5 In5onesia. In Sa 5i Arabia@ yo r host may :ear the tra5itional Arabic :hite@ *lo:ing robe@ an5 hea5cloth. 'isitors sho l5 not@ ho:e,er@ attempt to 5ress in a li2e manner. 6hen :omen con5 ct b siness in other c lt res@ they sho l5 *ollo: the r le o* :earing a conser,ati,e s2irte5 s it or 5ress. Dresses sho l5 be long$slee,e5@ an5 5ressDs2irt lengths sho l5 go belo: the 2nees. 6omen sho l5 a,oi5 :earing pants :hen con5 cting b siness abroa5 since in many co ntries :omen 5o not :ear pants to the o**ice or to nice resta rants. In the Unite5 States people are hire5 :ith the n5erstan5ing that their retention an5 promotion on the Gob 5epen5 pon their per*orming the Gob
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satis*actorily an5 pon getting :or2ers cannot legally be *ire5 Gob is permanent. On the other employees consi5er their Gob to the la: or is g ilty o* a moral 1(.
along :ith their colleag es. 6hile :itho t ca se@ it is n5erstoo5 that no han5@ in s ch co ntries as Fapan@ be permanent@ nless the person brea2s t rpit 5e.
R les *or appropriate beha,ior in p blic places in the Unite5 States incl 5e) 2eep to the right :hen :al2ing in malls or on the streetC :ait yo r t rn :hen stan5ing in line at the post o**ice@ ban2@ or theaterC gi,e priority to the *irst person :ho arri,es Arather than to people :ho are ol5er or :ealthier as is 5one in Asian c lt resBC 5o not bloc2 tra**icC 5o not bloc2 someoneLs ,ie: at a ballgame or other p blic e,entC be consi5erate o* nonsmo2ersC treat cler2s@ ta=i 5ri,ers@ an5 other ser,ice personnel :ith co rtesy an5 respect@ since in the Unite5 States the principle o* e8 ality pre,ails. ;no:le5ge o* holi5ays an5 holy 5ays o* other c lt res is important so that telephone calls an5 b siness trips can be sche5 le5 aro n5 them. %or e=ample@ A g st is not a goo5 time *or con5 cting b siness in # rope as it is consi5ere5 the ,acation month an5 many b sinesses close 5 ring this time. 3ittle b siness is con5 cte5 :ith the Arabs 5 ring Rama5an@ the Islamic *asting season :hich lasts a month. U.S. *oo5s consi5ere5 n s al by people o* other c lt res incl 5e corn$ on$the$cob@ grits@ popcorn@ marshmallo:s@ an5 cra:*ish. %oo5s o* other c lt res that people o* the U.S. ,ie: as n s al incl 5e 5og meat@ sheep>s eyeballs@ an5 chic2enD5 c2 *eet. Cons mption taboos incl 5e) &in5 s 5o not eat any bee*C strict ? slims 5o not eat por2 or other sca,engers or alcoholC an5 Ortho5o= Fe:s eat neither por2 nor shell*ish.
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Case 1 &osting a party :here people *rom 5i**erent parts o* the :orl5 are present can be a 5i**ic lt Gob beca se o* 5i**erences in *oo5 pre*erences an5 cons mption taboos. One sol tion may be to *in5 o t the home c lt re o* most o* the g ests. 6ith a little research@ 5i**erent *oo5s may be prepare5 to s it the maGority o* the people. Chic2en@ *ish@ an5 ,egetables are some sa*e recommen5ations. A,oi5 *oo5s s ch as bee*@ por2@ 5og@ grits@ ra: *ish@ an5 others that may be o**ensi,e in some c lt res. Another s ggestion is to in5icate that the occasion is an Ninterc lt ral partyN an5 prepare one 5ish that is typical o* the c isine o* ,ario s c lt res. Case ( A b sinessperson tra,eling to a *oreign co ntry sho l5 2no: be*orehan5 i* there is a con*lict :ith a holi5ay in the host co ntry. % rther@ it :o l5 be a goo5 i5ea to set p appointments be*ore tra,eling. I* the b sinessperson 5oes happen to en5 p in ?e=ico 5 ring Carni,al 6ee2@ he or she sho l5 share in the e=perience. De,eloping goo5 b siness relationships is important in ?e=ico@ so accepting the in,itation :o l5 be a goo5 i5ea i* han5le5 properly. The *esti,ities sho l5 be enGoye5@ b t the beha,ior o* the b sinessperson sho l5 be abo,e reproach since the person is representing his or her company. Case !
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The Fapanese b sinessman 5i5 not n5erstan5 the art o* small tal2. The b sinessman nee5s to ac8 ire the 2nac2 o* small tal2 so that he can be a goo5 con,ersationalist at s ch gatherings. The host 2no:ing that this :as the Fapanese b sinesspersonLs *irst ,isit to the U.S. sho l5 ha,e ma5e s re that he or one o* the g ests helpe5 the b sinessman *eel at home by being s re someone :as :ith him at all times. The host sho l5 ha,e e=plaine5 :hat coc2tail parties in the U.S. are li2e so that the Fapanese b sinessperson 5i5 not *eel 5eserte5. The Fapanese b sinessperson sho l5 ha,e let the U.S. e=ec ti,e 2no: he :as lea,ing.
Case ?s. 'an 9 ren 5i5 not n5erstan5 the c lt re. ?r. 'elas8 ez :as being *rien5ly an5 nee5e5 to get to 2no: her be*ore he co l5 5o b siness. ?s. 'an 9 ren respon5e5 as i* there :as something incorrect or improper in his in,itation. ?r. 'elas8 ez probably :o l5 *eel his honor ha5 been besmirche5. ?r. 'elas8 ez probably 5i5 not gi,e ?s. 'an 9 ren any b siness beca se he 5i5 not *eel com*ortable 5oing so. Case . 9 siness 5ress in the Unite5 States has become increasingly cas al since the 5eca5e o* b siness cas al attire in the 1001s. Since attire an5 hair styles *or b siness presentations sho l5 be pro*essional e,en in the Unite5 States@ the Chinese@ :ho 5ress conser,ati,ely in loosely style5 clothing in m te5 colors@ :o l5 not be *a,orably impresse5 by a *emale presenter in *orm$*itting@ bright$colore5 clothes :ith short hemlines an5 long hair. In short@ U.S. *emale presenters in s ch attire :o l5 not be ta2en serio slyC they :o l5 lac2 cre5ibility. Acti,ities 1. Possible so rces *or appropriate b siness an5 social 5ress in*ormation incl 5e) Culture*rams@ De,ine an5 9raganti>s The Tra/elersE *uide to #sian Customs and !anners@ an5 the A=tell boo2s. St 5ents may be a member o* a U.S. s bc lt re an5 :o l5@ there*ore@ ha,e *irst$han5 2no:le5ge o* religio s taboos associate5 :ith *oo5 cons mption. St 5ents :ho ha,e tra,ele5 abroa5 :o l5 also be able to pro,i5e 2no:le5ge o* s ch taboos not commonly 2no:n. Instr ctors co l5 pro,i5e an n s al or *oreign *oo5 *or st 5ents to try. ?any times these *oo5s are a,ailable at ethnic grocery stores in the local comm nity. Re*er st 5ents to the section in the chapter relate5 to :ays o* saying please@ thank you@ good$ye@ an5 e'cuse me in %rench@ 7erman@ an5 Spanish. The instr ctor may 5i,i5e the class into small gro ps to practice these e=pressions. Instr ctors may :ish to s ggest s ch re*erences as DresserLs !ulticultural !anners@ 9osroc2Ls )ut (our Best 5oot 5orward@ an5 SabathLs International Business 2ti9uette boo2s *or in*ormation on s perstitions.
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Instr ctors may :ish to assign co ntries to a,oi5 5 plication. Instr ctors may also as2 each st 5ent to gi,e a short report to the class.
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Chapter #9 Interc"lt"ral Negotiation Process + estions 1. Three reasons :hy global Goint ,ent res an5 strategic alliances are increasing are tra5e agreements 5issol,ing protecti,e tari**s@ technology ma2ing comm nication easier@ an5 me5ia allo:ing people to see more o* :hat is happening in the :orl5 The steps in the negotiation process are site an5 team selection@ relationship b il5ing@ opening tal2s@ 5isc ssions@ an5 agreement. ?o5els to consi5er sing are the problem$sol,ing approach@ the competiti,e approach@ compromising approach@ *orcing approach@ an5 legalistic approach. ?ost negotiation con*licts are c lt rally base5 beca se the negotiators are Nnot seeing thro gh the same glasses.N Prepare@ plan@ an5 respect the other c lt re. 9eca se con*licts are c lt rally base5@ they are not al:ays easy to 5ecipher or recognize. The negotiators 5o not share a perception o* reality or the ability to bloc2 o t in*ormation that is inconsistent :ith their c lt ral belie*s. Cogniti,e 5issonance@ logic@ an5 reasoning 5i**erences are generally c lt rally learne5. The saying@ N6hen in Rome@ 5o as the Romans 5o@N is important to the negotiation process. 6hen yo are negotiating :ith someone :ho has belie*s 5i**erent *rom yo r o:n@ it is necessary to n5erstan5 an5 try to accommo5ate those belie*s as m ch as possible in or5er not to o**en5. Also research has sho:n that socio$c lt ral an5 political iss es ta2e p a great 5eal o* the time spent negotiating. I* yo can n5erstan5 some o* the c lt ral iss es ahea5 o* the negotiation time@ the meeting sho l5 r n more smoothly. The *actors to consi5er :hen analyzing a negotiation problem incl 5e) cogniti,e 5issonance@ logic an5 reasoning 5i**erences@ interpreter an5 translation@ the translation o* i5eas@ concepts@ an5 meaning.
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". One can prepare *or c lt ral shoc2 5 ring negotiations by preparing ahea5 o* time. Preparation co l5 incl 5e learning abo t their geography@ history@ an5 social conte=t. Tal2 :ith others :ho ha,e negotiate5 :ith the party@ rea5 abo t the c lt re@ learn at least a little o* the lang age@ an5 tal2 :ith legal co nsel. Also be ,ery care* l abo t choosing a translator so that i5eas are not con* se5 5 e to lang age. /. The integrati,e agreement ta2es a cooperati,e pragmatist :ho can negotiate an integrati,e 5eal an5 realize 5istrib ti,e o tcomes. There has to be tr st bet:een the parties. The Goint bene*its are generally higher :ith an integrati,e agreement. The compromise agreement is reache5 :hen t:o parties *in5 a common gro n5 that res lts in lo:er Goint bene*its. Positi,e aspects o* *ree tra5e zones are lo:er price5 pro5 cts *or cons mers@ lo:er$price5 pro5 ction *or man *act rers@ 5ispensing o* positions :orl5:i5e helps other economies@ an5 more interaction bet:een
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c lt res in the :orl5. Negati,e aspects o* *ree tra5e zones are co ntries :ith high pro5 ction costs lose those positions to other co ntries@ isolationism is impossible@ an5 all the economies o* the :orl5 are becoming more integrate5. 0. 6hen negotiating :ith the Cana5ians@ the pac2age 5eal mo5el sho l5 be chosen beca se it consi5ers the atmosphere o* the negotiation as :ell as the bac2gro n5 *actors@ process@ an5 o tcome. The c lt ral implications *or U.S. an5 Fapanese negotiating :o l5 incl 5e the se o* silence@ the n mber o* people participating in the negotiations@ ho: the contract is consi5ere5@ lang age Ainterpretation@ translating@ secon5 lang ageB@ an5 relationship b il5ing. The c lt ral implications *or Fapanese an5 ?e=ican negotiators :o l5 incl 5e the se o* silence@ lang age@ the se o* time@ an5 :or2 ethics. These sho l5 be e=plaine5 :ith e=amples.
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Case 1 The R ssians are in no h rry to ma2e a 5eal an5 :ant to control the agen5a. The brea2s are a sho: o* po:er an5 control o,er the negotiations. Their negotiation tactics may change as some o* them start intro5 cing :estern b siness tactics. The U.S. negotiator ma5e the right mo,e beca se they :ere on R ssia>s home territory. Case ( The salesman>s *a = pas :as ta2ing the b ll*ight in a nonchalant manner@ as it is ,ery important to the Spaniar5s. Depen5ing on ho: sensiti,e the Spaniar5s are the negotiations co l5 be lost 5 e to the sel*$esteem o* the Spaniar5s being attac2e5. De,eloping a *rien5ship is important to 5oing b siness :ith the Spanish an5 lac2ing 5ecor m concerning important e,ents co l5 ma2e that ,ery 5i**ic lt to 5o. I* the salesman ha5 5one any rea5ing on the c lt re@ he :o l5 ha,e 2no:n the importance o* :hat he :as :atching an5 n5erstoo5 that he sho l5 not ma2e s ch comments. Case ! 9ecoming com*ortable in another c lt re is easy *or some an5 5i**ic lt *or others. 9eing able to shi*t *rom one c lt re to another is also not necessarily instantaneo s@ 5epen5ing on ho: similar or 5i**erent the t:o c lt res are. 9y rea5ing@ being traine5 by an interc lt ralist@ an5 trying to be accepting o* the other c lt re@ one brea2s 5o:n ethnocentric barriers. I* yo ha,e alrea5y b ilt a relationship@ the sale sho l5 be a lot easier than *or a beginner. I* yo are a beginner@ yo :ill ha,e to b il5 a relationship *irst@ :hich co l5 ta2e a :hile an5 may 5elay yo r ma2ing a sale. Case Since the e=pectations are 5i**erent@ there :ill not be a contract gi,en on the *irst meeting. The Chinese an5 the U.S. persons :ill *eel as i* the other 5i5 not n5erstan5 ho: to 5o b siness@ an5 both :o l5 be correct. The U.S. person 5i5 not n5erstan5 that the Chinese ha,e to b il5 a relationship an5 that time is not important as yo learn to n5erstan5 an5 tr st each other. The Chinese 5i5 not n5erstan5 that
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the U.S. person is not as * t re oriente5 as the Chinese b t are instea5 oriente5 to:ar5 the tas2 at han5. The U.S. person 5i5 not thin2 it :as necessary to sell himDhersel* or the company :hereas that :as ,ery important to the Chinese. Case . The t:o companies ha,e resorte5 to legalistic means to settle their licensing 5isagreement. 9oth ;# #lectronics an5 FCP ha,e *ile5 legal actions in their o:n co ntries to halt sales o* the otherLs pro5 cts. Tr st is missing *rom the t:o si5es. The c lt ral 5i**erences bet:een So th ;orea an5 Fapan are large@ an5 the t:o ha,e *o ght many :ars o,er the cent ries lea5ing to a con5ition o* little tr st. It so n5s as i* they are both trying to *orce the other party to comply. The strategy o* tr th sho l5 incl 5e *aith@ *act@ an5 *eeling@ an5 tr th seems to be absent in this sit ation. Acti,ities 1. The Chamber o* Commerce@ 3ions Cl b@ or Ci,itan gro p may be goo5 so rces o* b siness people :ho :o l5 be :illing to ser,e as members o* a panel to 5isc ss NNegotiating :ith the FapaneseN or negotiating :ith persons o* another c lt re. St 5ents can se in*ormation in the chapter to prepare a Nnegotiation pro*ileN *or negotiating :ith someone *rom ?e=ico. Other boo2s@ in a55ition to those liste5@ incl 5e Cohen>s Negotiating across Cultures an5 ?oran an5 Stripp>s ynamics of Successful International Business Negotiations. Instr ctors may :ish to s ggest certain b siness Go rnals or ne:s magazines that typically *eat re articles on international b siness@ s ch as 5ortune@ Time@ The Wall Street Journal@ an5 Newsweek. Instr ctors may s ggest the *ollo:ing re*erences *or *in5ing in*ormation relate5 to problems :omen may ha,e :hen negotiating :ith Arabs) %oster>s Bargaining across Borders% A=tellLs os and Ta$oos around the World for Women in Business% ?artin an5 ChaneyLs *lo$al Business 2ti9uette or )assport to Success.
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Chapter ## Interc"lt"ral Negotiation Components + estions 1. The selection o* players *or the sit ation is important beca se they ha,e to han5le local intro5 ctions@ translations@ e=planations o* c lt ral 5i**erences@ permits@ an5 na,igate the la:s an5 c stoms o* the co ntry. ?any times local cons ltants can be hire5 to help :ith these items. I* it is a hierarchical society it is important that the negotiating team come *rom the correct le,els o* seniority. Po:er an5 a thority a**ect negotiations by 5etermining :ho has the in*l ence o,er others Apo:erB an5 by ha,ing the po:er yo ha,e the a thority to gi,e comman5s an5 ma2e *inal 5ecisions. 6ith po:er comes the responsibility o* ta2ing action. Po:er can be an a5,antage or 5isa5,antage 5epen5ing on ho: it is se5 an5 the ethical beha,ior. Interpreters an5 translators play many roles in the negotiation process) they are the 2ey to the c lt re@ they *acilitate 5ialog e@ an5 they gi,e social i5entity to the members at the table. 7en5er can ha,e an impact on s ccess* l negotiation i* the gen5er is ,ie:e5 as not being e8 al to the other gen5er at the negotiation table. 6omen are consi5ere5 as e8 als at the negotiation table only in the U.S.@ Israel@ #nglan5@ %rance@ S:itzerlan5@ an5 In5ia. The strategy to se in negotiating :ith people :ho belie,e no one sho l5 lose *ace@ negotiation is ongoing@ an5 that consens s is the only :ay to reach an agreement :o l5 be m ch 5i**erent than the normal ,ie: o* negotiation *rom the U.S. point o* ,ie:. <o :o l5 nee5 to be m ch more open$min5e5 an5 realize they 5o ha,e a ,ery 5i**erent :ay o* loo2ing at an agreement. <o :o l5 not bring legal people to the negotiation table@ nor :o l5 yo ma2e 5irect acc sations@ an5 time :o l5 ha,e to ha,e an open en5. The ability to i5enti*y the con*lict is important@ an5 s bstanti,e iss es incl 5e the se an5 control o* reso rces. ?any times both negotiators :ill see the con*lict an5 some times only one :ill see a problem. These iss es can ca se negotiations to brea25o:n or 5ea5loc2@ may ca se negotiatorsL to be repetiti,e in their arg ments@ an5 non$ negotiation tactics may be se5. The a5,antages o* national c lt re stereotypes are that they gi,e s a ,ie: o* o rsel,es *rom othersL ,ie:points@ an5 gi,e s a ro gh i5ea o* :hat people in another c lt re may ,al e. The limitation is that e,eryone is an in5i,i5 al an5 may not *it the national c lt re stereotype. Di**erences e=ist in negotiating :ith people :ho are gro p oriente5@ s ch as the Fapanese@ an5 those :ho are in5i,i5 ally oriente5@ s ch as the 7ermans. 6hen 5ealing :ith a consens s type o* negotiation :here e,eryone has to be satis*ie5 :ith the en5 pro5 ct@ yo m st be :illing to in,est a lot o* time. 9 siness as con5 cte5 in the U.S. :o l5 not :or2 :hen negotiating :ith someone :ho *eels sa,ing *ace is ,ery important. <o :o l5 also :ant to ma2e s re yo :ere not acc satory or
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o**ensi,e in any manner. The contract :o l5 ha,e to be loose allo:ing *or changes in the * t re sho l5 they be re8 ire5. 0. ?e5ia creates m ltic lt ral n5erstan5ing an5 mis n5erstan5ing 5epen5ing pon the c lt re an5 the c lt ral biases o* the me5ia people. 7enerally me5ia presents other c lt res thro gh the bias o* the U.S. percept al gri5. Stereotypes as a res lt o* the me5ia are that all U.S. Americans carry g ns@ all *ollo:ers o* Islam 5o not 5rin2 alcoholic be,erages@ an5 that there are lots o* co:boys in the U.S. Personal constr cts are in5i,i5 al belie* systems an5 attit 5es. I* these constr cts are so ethnocentrically oriente5 that they 5o not allo: *or the in5i,i5 al to a5G st to other c lt res 5 ring negotiations@ then con*licts :ill arise. Con*licting interest a**ects negotiations beca se it is not al:ays easy to 5etermine an5 incl 5es payment@ 5istrib tion@ pro*its@ contract al responsibilities@ an5 8 ality. In negotiating :ith people :ho are ,ery emotional@ an5 to :hom *acts or 5etails are not important an5 stat s is ,ery important@ yo :o l5 nee5 to pay a little attention to the emotional gest res@ realize that 5etails :ill be consi5ere5 as they arise@ an5 al:ays gi,e a great 5eal o* respect to the person an5 their position. Responses co l5 5eal :ith being gro p oriente5 in an in5i,i5 alistic society@ not :atching tele,ision@ li2ing classical m sic as oppose5 to pop m sic@ being shy in an emotional c lt re or lo 5 in a 8 iet c lt re@ anything that :o l5 ren5er in,ali5 ass mptions the other negotiating team has ma5e. 7enerally it :o l5 be easier *or the U.S. Americans to negotiate :ith the Cana5ians. U.S. Americans nee5 to 5o a little research here to be s re they n5erstan5 the Cana5ians. #=cept *or the %rench$Cana5ians@ :here one :o l5 ha,e to spea2 %rench@ the #nglish lang age is spo2enC ho:e,er@ the meaning o* all the :or5s@ the slang@ an5 the i5ioms 5o 5i**er. Cana5ians are ,ery loyal to 9ritain an5 thin2 the American Re,ol tion :as :rong. %or the most part@ ho:e,er@ :e ha,e been allies o,er the years. It is also necessary to realize they *eel :e are a bit p shy an5 lo 5@ so it :o l5 be best to control any s ch *eelings yo might ha,e. The Fapanese@ the ?e=icans@ an5 the %rench$Cana5ians are more 5i**ic lt 5 e to the lang age an5 c lt ral 5i**erences. The ?e=icans :ant a *rien5ship as :ell as a b siness relationship@ an5 the Fapanese also li2e 2no:ing :hom they are 5ealing :ith ,ery :ell. It :o l5 probably ta2e a lot more negotiations to concl 5e a 5eal in ?e=ico or Fapan than in Cana5a. S ggestions *or :omen international negotiators incl 5e the *ollo:ing) be patient@ compassionate@ an5 cooperati,eC sho: respect *or the people an5 c stoms o* the host c lt reC 5ress an5 beha,e pro*essionallyC learn the lang age o* the host c lt reC be sel*$con*i5entC sho: h milityC an5 ha,e a goo5 sense o* h mor.
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Case 1 a. The en,ironment :o l5 be home *or the ?e=icans an5 alien *or the U.S. The ?e=icans :o l5 be the per*ect hosts in s ch a sit ation being s re to ta2e yo to all c lt ral an5 historic locations an5
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being s re yo :o l5 5ine elegantly. The U.S. negotiators :o l5 probably :ant to get right 5o:n to b siness an5 might be a little resent* l o* the time they :o l5 ha,e to spen5 N,acationing.N &o:e,er@ i* the U.S. negotiators 5i5 their home:or2@ they :o l5 simply go along an5 allo: e=tra time. The negotiation sit ation :o l5 5epen5 pon ho: :ell the ?e=icans li2e the U.S. negotiators a*ter they ha,e rela=e5 :ith them prior to the beginning o* the negotiations. b. The ?e=icans ten5 to tal2 lo 5er than the U.S. people. The ?e=icans also li2e to 5o b siness :ith *rien5s@ an5 it :o l5 be ,ery important *or the U.S. negotiators to accept gracio sly an5 to gi,e gracio sly 5 ring the Nco rtshipN be*ore the negotiations act ally begin. ?e=icans ten5 to be ,ery leery o* the U.S. beca se o* past actions the U.S. has ta2en. The ?e=icans :o l5 ha,e to belie,e that the U.S. :as sincere in their best interests *or ?e=ico. In ?e=ico a han5sha2e is a contract an5 many times more important than the :ritten contract. Also in or5er to get things 5one in ?e=ico@ bribes or payments in 2in5 are in or5er :hich can be a problem *or the U.S. Criteria *or achie,ement :o l5 be a :in$:in sit ation in :hich ?e=ico :o l5 be able to tilize their *acilities an5 the U.S. :o l5 be able to complete its pro5 ction. The strategy :o l5 be to :in the ?e=icans o,er as *rien5s *irst@ to gen inely get to 2no: them an5 n5erstan5 them. Co rtesy an5 eti8 ette :o l5 be ,ery important. %emales :o l5 be s re to ha,e a male on the negotiating team as the spo2esperson. It :o l5 be best to learn some Spanish. The #nglish se5 :o l5 be limite5 to International 9 siness #nglish 5 ring the negotiations to help eliminate any mis n5erstan5ings. Po:er :o l5 be best i* share5 in this sit ation in or5er to b il5 tr st bet:een the t:o companies. As ?e=ican men are ,ery pro 5@ yo :o l5 :ant to a,oi5 anything that might be constr e5 as their losing *ace or p tting them 5o:n. ?a2e s re to rea5 an5 research the people :ith :hom yo :ill be meeting so that yo n5erstan5 them. C lt re is ,ery important in this sit ation beca se the U.S. an5 ?e=ico ha,e a history o* con*lict an5 :ars. The U.S. has ten5e5 to be 5isrespect* l to:ar5 the ?e=icans an5 their li*estyleC there*ore@ this has to be o,ercome i* the negotiations are to s ccee5.
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Case ( The Sa 5i Arabians are not se5 to 5ealing :ith :omen. Since this is an Islamic co ntry@ the :oman is being 5isrespect* l to the Islamic la: in her 5ress. 6omen are to be co,ere5 *rom the top o* their hea5 to their *eet. As the :omen 5o not eat :ith the men an5 5o not 5isc ss b siness@ it :o l5 be ,ery 5i**ic lt *or the Sa 5is to *eel com*ortable 5ealing :ith a :oman. I* a :oman is the responsible person@ she co l5 bring a man to se as her spo2esperson. 9y allo:ing the man to 5o the negotiating@ she :o l5 ma2e the Sa 5is *eel more com*ortable an5 be more li2ely to attain her goal. She sho l5 also 5ress ,ery conser,ati,ely so as not to embarrass her hosts. Case !
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I* it is a goo5 *irm@ they :o l5 2no: the c lt re@ lang age@ an5 the :ay b siness is to be con5 cte5 bet:een the t:o co ntries. 7enerally e=port companies 2no: the la:s@ tra5e agreements@ an5 5oc ments that nee5 to be complete5 in or5er to sell a pro5 ct in a *oreign co ntry. The *irm nee5s to be large eno gh to ta2e care o* the ,ol me o* goo5s yo plan to ship. They sho l5 also be able to ma2e s ggestions as to ho: things sho l5 be pac2age5@ containerize5@ an5 :hich shipping lines to se. Case The ?e=icans :o l5 ha,e ,ie:e5 the Ne: <or2ers as p shy@ n*rien5ly@ not tr st:orthy@ an5 arrogant. Not going thro gh the b siness rit als that the ?e=icans e=pecte5 o* incl 5ing the ?e=icans in the 5isc ssions rather than presenting e,erything to the ?e=icans :o l5 ha,e ma5e the ?e=icans *eel as i* they co l5 not approach the Ne: <or2ers. ?e=icans :ill contin e a meeting as long as is necessary an5 consi5er it r 5e to lea,e one meeting *or another or to be Or she5 *or time.P 9eca se the ?e=icans sat 8 ietly@ the Ne: <or2ers tho ght their presentation ha5 Osol5P the ?e=icansC ho:e,er@ the ?e=icans :ere only being polite.
Case . <o :o l5 :ant to 2no: that the In5ians are a c lt re that li2es to pleaseC there*ore@ they :o l5 ha,e a har5 time telling a s perior that something co l5 not be 5one :hen the s perior ha5 as2e5 *or it. <o :o l5 :ant to be s re that e8 als :ere 5oing the negotiating so that the s perior$s bor5inate relationship iss e :o l5 not be a problem beca se In5ians see s periors as the people :ho sho l5 ma2e the 5ecisions. It :o l5 probably ta2e a *e: meetings to *inalize the agreementC it probably co l5 not be accomplishe5 in one meeting or in one :ee2. <o :o l5 :ant to *in5 o t in*ormation on *rien5ships in b siness@ eating styles@ *oo5s@ an5 attit 5e to:ar5 :omen in b siness in or5er to s ccess* lly complete a 5eal. Acti,ities 1. St 5ents may se material in the chapter *or completing this acti,ity an5@ in a55ition@ may :ish to cons lt s ch re*erences as Culture*rams% &o*ste5e>s Cultures and ?rgani&ations@ an5 &o se et al. *.?B2 Study. Pro,i5e an abstract *ormat *or st 5ents to se in s mmarizing the role that gi*t gi,ing plays :hen negotiating :ith the Fapanese. In a55ition to 9al5rige>s boo2 on eti8 ette@ other re*erences to s ggest incl 5e Ste:art>s The New 2ti9uette@ SabathLs International Business 2ti9uette% <ager>s Business )rotocol% and ?artin an5 ChaneyLs *lo$al Business 2ti9uette and )assport to Success. The instr ctor co l5 as2 st 5ents to choose one o* the So th American co ntries to a,oi5 5 plication. Other re*erences to s ggest *or researching the role that non,erbal comm nication plays in negotiation incl 5e %oster>s Bargaining across Borders an5 &o*ste5e>s Cultures and ?rgani&ations.
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The instr ctor may :ish to ma2e speci*ic assignments relate5 to tra5e agreements bet:een the U.S. an5 another co ntry to a,oi5 5 plication o* reports. Re*er st 5ents to sections in the chapter *or preparing them *or class 5isc ssion relate5 to the role that bargaining plays :hen negotiating :ith persons in 5i**erent c lt res. Unacceptable beha,ior that st 5ents sho l5 ha,e n5erline5 in the scenario incl 5e) e=pressing a 5isli2e *or ?e=ican *oo5@ ass ming a rela=e5 manner o* 5ress@ *ail re to a55ress ?e=ican team members by their titles@ press re to 5isc ss b siness 5 ring the meal@ an5 ob,io s 5ispleas re at *oo5 presentation. St 5ents may be allo:e5 class time *or completing this acti,ity@ or it may be assigne5 as home:or2. Completion o* the Negotiation S2ills Sel*$Assessment #=ercise sho l5 be *ollo:e5 by a 5isc ssion in class relate5 to 5i**erences in negotiation styles@ incl 5ing a5,antages an5 5isa5,antages o* each style.
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Chapter #* La5s A''ecting International B"siness an( Tra&el + estions 1. The 5i**erence bet:een home co ntry la:s an5 host co ntry la:s is that the home co ntry la:s are the la:s@ treaties@ or acts that go,ern b siness :ithin yo r co ntry o* citizenship an5 those go,erning yo r b siness :ith other co ntriesC :hile host co ntry la:s are the la:s@ treaties@ or acts that go,ern b siness :ithin the *oreign co ntry :ith :hich yo :ish to con5 ct b siness. A lo:$conte=t co ntry :o l5 ,ie: contracts as ,ery rigi5 an5 5etaile5 :hile a high$conte=t co ntry :o l5 ,ie: a contract as a g i5eline to be a5G ste5 as nee5e5. #thics 5i**er aro n5 the :orl5 beca se people are c lt rally 5i,erse. #thics G 5gments are base5 on some stan5ar5 o* moral beha,ior as to right an5 :rong. Practicality G 5gments are base5 on :hat is easiest@ best@ or most e**ecti,e to achie,e an obGecti,e. The *o r go,ernance str ct res are mar2et go,ernance :hich is contract base5@ trilateral go,ernance :hich a55s an arbitrator@ bilateral go,ernance :hich may not spell e,erything o t b t has a strong recognition o* a contin ing relationship@ an5 ni*ie5 go,ernance in :hich nothing is negotiate5 in a5,ance@ ma=im m *le=ibility is pro,i5e5@ an5 only one party sets terms *or both parties in,ol,e5. Non:ritten la:s are 5i**ic lt to *in5 o t abo t be*ore ,isiting a co ntry beca se many co ntries 5etermine the r les as they go or base the interpretation o* the la: on the sit ation ,ers s the *ine points o* la:. The importance o* citizenship has to 5o :ith yo r rights. A citizen is ,este5 :ith certain rights an5 5 ties as a nati,e or nat ralize5 member o* a co ntry. &o:e,er@ all co ntries 5o not ,ie: citizenship e8 ally. Proo* o* citizenship may not be clear i* yo :ere born in another co ntry@ yo r parents are citizens o* another co ntry@ or yo are a nat ralize5 citizen o* the co ntry that yo consi5er yo r home co ntry. A passport is yo r proo* o* citizenship :hile a ,isa is a right to enter an5 stay in a co ntry *or a perio5 o* time *or a speci*ic p rpose. A m ltinational corporation is go,erne5 by *irst its co ntry o* incorporation an5 secon5 by all the co ntries in :hich it con5 cts b siness or has man *act ring or o**ices. The Act o* State Doctrine allo:s each nation to legally go,ern :ithin its o:n bo n5aries. It is important to ha,e an attorney :ho is 2no:le5geable :hen con5 cting b siness in a *oreign co ntry so that yo :ill a5here to both yo r co ntry>s e=porting la:s an5 the *oreign co ntry>s importing la:s. The act :hich prohibits a corporation or in5i,i5 al *rom circ m,enting the Arms #=port Control Act o* 10"4 is the Anti5i,ersion Re8 irement :hich states that the bill o* la5ing an5 the in,oice m st clearly
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5isplay that the carrier cannot 5i,ert the shipment to a co ntry the U.S. go,ernment consi5ers restricte5. Case 1 Since his parents :ere born in R ssia@ the R ssian go,ernment may ha,e still consi5ere5 them Aan5 hence himB a R ssian citizen. They may ha,e re,o2e5 his U.S. passport@ 5etaine5 him as a R ssian citizen@ *orce5 him to complete military training@ an5 *orce5 him to li,e in R ssia beca se o* their interpretation o* his citizenship stat s. Altho gh the U.S. :o l5 arg e he :as a U.S. citizen 5 e to birth@ his being on R ssian soil :o l5 ma2e his release 5i**ic lt i* the R ssians 5i5 not :ant to release him. Politically people :ere release5 by e=changing someone the R ssians :ante5 *or someone the U.S. :ante5. Since no international la:s go,ern this iss e@ each nation 5etermines its o:n la:s as protecte5 by the Act o* State Doctrine. Case ( I* it is a co ntry in :hich s ch practices are consi5ere5 legal@ in or5er to get the plant complete5 on a timely basis the people :o l5 be compensate5. The compensation@ ho:e,er@ co l5 not ta2e the *orm o* 5irect cash b t m st be tie5 to the completion o* the proGect on a timely basis. The moral ,al e an5 :orth o* an act is G 5ge5 by :hat is pro5 ce5$$the tility. The players in the negotiation game an5 the en,ironment in :hich the negotiators are operating help to 5etermine :hether the negotiators can G sti*y being e=ploitati,e@ manip lati,e@ or 5e,io s. Since the %oreign Corr pt Practices Act o* 10// re8 ires U.S. companies to acco nt *or an5 report international transactions acc rately an5 prohibits bribes that are se5 to gain a b siness a5,antage@ ca tion :o l5 nee5 to be e=ercise5. Case ! The la:s o* the co ntry in :hich the plane is pro5 ce5 :ill go,ern the man *act ring o* the plane *irst@ :ith the other co ntry>s la:s being secon5ary. The contract sho l5 stip late :here litigation o* 5isagreements sho l5 ta2e placeC ho:e,er@ it is generally best *or the litigation to ta2e place in the co ntry o* pro5 ction. The *orm o* thematization that :o l5 be se5 :o l5 be a combination o* la:@ tilitarianism@ an5 religion. The go,ernance str ct re :o l5 be bilateral 5 e to the relationship being long term. Case I* the c rrent s pplier has not p rchase5 or processe5 the commo5ity an5 are Ngoo5 g ys@N they may not re8 ire the p rchasing agent to pay. I* the company has p rchase5 or starte5 processing the commo5ity@ the p rchasing agent is libel to ta2e the pro5 ct. The p rchasing agent can as2 his company to p rchase the pro5 ct to :hich he committe5. I* the company re* ses@ the p rchasing agent is personally libel to ta2e the pro5 ct an5 pay *or it. Case . 6hen &allib rton mo,es to D bai@ they :ill pay ta=es *or their operations to the Unite5 Arab #mirates rather than to the Unite5 States. &allib rton :ill not pay ta=es to the Unite5 States on items
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that are sol5 to companies :ithin the Unite5 States. The companies they sell to :ill pay ta=es. So the U.S. go,ernment :ill be recei,ing less re,en e. Since D bai has a ,ery *a,orable corporate ta= rate@ &allib rton :ill pay less in ta=es an5 :ill ma2e more money to share :ith sharehol5ers@ employees@ an5 others. I* a s bstantial n mber o* companies lea,e the Unite5 States@ the U.S. go,ernment :ill lose signi*icant ta= 5ollars :ith :hich to r n the co ntry. Acti,ities 1. (. Critical inci5ents relate5 to international la: st 5ents bring to class co l5 be *o n5 on local or national ne:scasts. The instr ctor may :ish to sec re passport *orms *rom the local post o**ice *or 5istrib tion to the class. 'isa *orms m st be obtaine5 *rom an embassy *or the co ntry st 5ents might select. St 5ents may *in5 o t abo t non:ritten la:s o* a co ntry *rom an international la:yer@ *rom nationals@ or *rom people :ho ha,e :or2e5 in the co ntry. To a,oi5 5 plication o* co ntries@ assign st 5ents speci*ic co ntries. I* a la: school is locate5 in the comm nity@ this :o l5 be the best so rce *or contacting a pro*essor o* international la: to 5isc ss c lt ral ,ariations in contracts. An international la:yer in the comm nity :o l5 be another option. Instr ct st 5ents to se the bibliographical retrie,al system o* their library *or compiling a list o* boo2s or Go rnal articles relate5 to international la:. Instr ctors may :ish to ma2e the assignment co ntry speci*ic or may :ish to restrict the assignment to re*erences p blishe5 5 ring the past *i,e years. 7o to http)DD:::.llr=.comD*eat resDtra5e.htm to chec2 on the acc racy o* the ans:ers.
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PART III TEST BANA AND ANS?ER AEBS A pro5 ct calle5 Respon5 s@ :hich is an assessment tool *or learning systems@ can be se5 to import the e=am 8 estions or e=ams into 9lac2boar5@ 6ebCT@ or other online co rse 5eli,ery systems. http)DD:::.respon5 s.comDpro5 ctsDrespon5 s.shtml The Nat"re o' Interc"lt"ral Comm"nication Chapter #+ Test C"estions Tr e$%alse. 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. International b siness is 5ecreasing in the Unite5 States. Di** sion is the process by :hich t:o c lt res learn *rom each other an5 a5opt practices o* the other c lt re. 7lobalization re*ers to the interpenetration o* the local an5 global. The Stat e o* 3iberty is consi5ere5 a U.S. c lt ral symbol. C lt ral synergy is the merging o* c lt res to *orm a common c lt re. The terms interc lt ral an5 international can be interchangeably. se5
#thnocentrists belie,e that their c lt ral bac2gro n5 is the correct :ay to analyze problems. The term NAmericanN re*ers e=cl si,ely to someone :ho consi5ers his or her home co ntry the Unite5 States. A stereotype o* 3atin Americans is that they are polite an5 so*t spo2en. A typical stereotype o* U.S. people is that they place great importance on the *amily. ?elting pot means a socioc lt ral assimilation o* people o* 5i**ering bac2gro n5s an5 nationalities. 9ac2stage c lt re is in*ormation yo :ith o tsi5ers. are :illing to share
Assimilation is a 5imension o* enc lt ration. The terms s bc lt re an5 s bgro p may be interchangeably. se5
C lt ral intelligence is the ability to e=hibit beha,iors that are c lt rally t ne5 to the attit 5es an5 ,al es o* others.
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Physical barriers to comm nication incl 5e personal *eelings o* the listener. Corporate lea5ers nee5 a global min5set to be s ccess* l in the international :or2place. 9 sinesspeople :ith a 5omestic min5set are open to s rprises. Circle the letter correspon5ing to the correct response.
? ltiple Choice. 10.
6hich o* the *ollo:ing m ltinational management orientations consi5ers the c lt re o* the co ntry in :hich the *irm is locate5 :itho t a common corporate *rame:or2Q a. ethnocentric b. polycentric c. geocentric 5. regiocentric In a geocentric m ltinational management practice a. all capital in,estments are in one co ntry. b. the 5ominant c lt ral gro p is consi5ere5. c. there is a common *rame:or2 :ith regional control. 5. *acilities are r n 5i**erently by region. A b siness is globalize5 :hen it a. sells in another co ntry. b. has a 5istrib tor in another co ntry c. can mar2et its pro5 ct any:here in the :orl5. 5. pro5 ces in another co ntry. 6hich a. b. c. 5. Norms a. b. c. 5. o* the *ollo:ing are e=amples o* s bgro psQ Fe:s@ Christians@ an5 ? slims. <o th gangs@ prostit tes@ an5 5r g a55icts. Senior citizens@ teenagers@ an5 babies. 3atin Americans@ A*rican Americans@ an5 Asian Americans. are learne5 thro gh enc lt ration. clari*ications o* r les. beha,ioral e=pectations o* a gro p. n s al gro p beha,iors.
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F 5y :as telling all her *rien5s abo t :hat happene5 at the con*erenceC ho:e,er@ she 5i5 not tell them abo t the Gob o**er she recei,e5 at the con*erence. a. It :as :rong o* F 5y to not share the Gob in*ormation. b. In*ormation that F 5y :as :illing to share :ith *rien5s :as hi55en *rom their ,ie:. c. 6hat F 5y :as telling her *rien5s :as an e=ample o* *rontstage c lt reC ho:e,er@ the Gob o**er is an e=ample o* bac2stage c lt re. 5. F 5y tho ght her *rien5s :o l5 not :ant to 2no: abo t the Gob o**er. 6hich o* the *ollo:ing comm nication barriers is 5 e to a lac2 o* similar li*e happeningsQ a. c lt ral b. emotional
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e=periential percept al
6hich o* the *ollo:ing is NOT a recognize5 area o* c lt ral intelligenceQ a. interpersonal intelligence b. ling istic intelligence c. spatial intelligence 5. synergistic intelligence An acc lt rate5 person a. has become part o* the melting pot. b. has become socioc lt rally assimilate5. c. n5erstan5s his or her o:n c lt re. 5. accepts another c lt reLs i5eas. S ccess* l corporations ha,e *o n5 that the ,al es@ belie*s@ an5 beha,iors o* the parent corporation a. 5o not nee5 to be the belie*s@ ,al es@ an5 beha,iors o* their o**ices in other c lt res. b. sho l5 be the belie*s@ ,al es@ an5 beha,iors o* their o**ices in other c lt res. c. are the most important ,ariables *or s ccess. 5. are nimportant ,ariables *or s ccess. The primary 5imensions o* c lt re incl 5e a. lang age@ physical@ an5 2no:le5ge. b. lang age@ physical@ an5 psychological. c. physical@ en,ironment@ an5 non,erbal. 5. h man beha,ior@ en,ironment@ an5 processes. A stereotype is a. a partic lar 5e*initi,e 5escription o* a c lt re. b. in,ariant across all c lt res. c. a perception abo t a partic lar gro p. 5. not c lt rally base5. Accor5ing to A=tell>s research@ U.S. persons ha,e certain stereotypes o* people o* other nationalities. 6hich o* the *ollo:ing stereotypes is INACCURATEQ a. The %rench are r 5e an5 cha ,inistic. b. Asians are =enophobic. c. Italians are 5emonstrati,e an5 tal2ati,e. 5. The #nglish are *rien5ly an5 in*ormal. 6hich o* the *ollo:ing 5oes NOT *it the typical stereotype o* persons in the Unite5 StatesQ a. *rien5ly b. har5 :or2ing c. monoling al 5. stingy R les are *orme5 to a. clari*y clo 5y areas o* norms. b. i5enti*y c lt rally ingraine5 principles o* correct an5 incorrect beha,iors. c. clari*y beha,ioral e=pectations o* positions :ithin a c lt re. 5. pro,i5e a means o* e=changing in*ormation an5 assistance.
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Uni&ersal S stems Chapter *+ Test C"estions Tr e$%alse. 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. T T T T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. The U.S. economic system is capitalistic :ith socialistic o,ertones. ?e=ico>s economy is ,ery similar to that o* #nglan5. Unemployment is lo:er in Fapan than in %rance. 9oth Cana5a an5 Fapan ha,e strong economies :orl5:i5e. Inherite5 r le :ill be eliminate5 in Sa 5i Arabia a*ter the c rrent cro:n prince ser,es. The political systems o* #nglan5 an5 Fapan are 8 ite 5i**erent. #5 cational systems in the Unite5 States an5 Fapan pro,i5e *or open access *or all chil5ren. Fapan@ Cana5a@ an5 %rance ha,e a literacy rate o* abo t 00 percent. The literacy rate *or 7ermany an5 Sa 5i Arabia is abo t the same. C lt res that place more emphasis on in*ormal e5 cation incl 5e 7ambia an5 9angla5esh. The *amily systems in the Unite5 States an5 Sa 5i Arabia are 8 ite similar. The *amily system in 7ermany is matriarchal. Social reciprocity is ,ery important to both the people o* Sa 5i Arabia an5 Fapan. All c lt res ha,e p nishments that are a5ministere5 :hen c lt ral norms are ,iolate5. Altho gh people o* the Unite5 States 5o not interme5iaries@ the Fapanese 5o se them. se
9razilLs literacy rate is not as high as the literacy rate o* So th ;orea. %amily ties are more important in ?e=ico than in the Unite5 States. Separation o* classes is ncommon in 9razil.
? ltiple Choice.
Circle the letter correspon5ing to the correct response.
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10.
6hich o* the *ollo:ing statements relate5 to economic systems is incorrectQ a. C ba>s system in,ol,es 5istrib ting goo5s base5 on the capacity to pay. b. ?e=ico>s economy is 5epen5ent on other co ntries. c. Fapan imports o,er hal* o* its *oo5 s pply. 5. Cana5a>s economy is capitalistic :ith socialistic controls in health care an5 the retirement system. 6hich o* the *ollo:ing statements relate5 to political systems is incorrectQ a. 9oth the Unite5 States an5 ?e=ico ha,e a *e5eral go,ernment. b. Cana5ians elect a prime minister an5 parliament. c. Fapan>s political system is a constit tional monarchy. 5. ?orocco is r le5 by religio s lea5ers. 6hich a. b. c. 5. o* the *ollo:ing co ntries has the lo5est literacy rateQ Cana5a #nglan5 Iran 7ambia
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6hich o* the *ollo:ing statements relate5 to e5 cational systems is incorrectQ a. The e5 cational systems o* #nglan5 an5 Cana5a are similar. b. In Iran sec lar instr ction recei,es more s pport than religio s instr ction. c. People in 7ermany m st 5etermine their careers early in li*e. 5. In 9ritain yo r position in society 5etermines yo r e5 cation. 6hich o* the *ollo:ing statements comparing the e5 cational systems o* Fapan an5 the Unite5 States is incorrectD a. The e5 cational system o* Fapan is more competiti,e than in the Unite5 States. b. The Unite5 States an5 Fapan both ha,e open access to the e5 cational system *or all chil5ren. c. In both Fapan an5 the Unite5 States@ the hea,y intellect al 5eman5 on st 5ents is 5 ring the secon5ary years rather than the college years. 5. The ni,ersity *rom :hich a person gra5 ates is more important in Fapan than in the Unite5 States. 6hich o* the *ollo:ing statements relate5 to marriage an5 *amily systems is incorrectQ a. The :or5 'amil has 5i**erent connotations in 5i**erent c lt res. b. The concept o* 'amil in the Unite5 States incl 5es secon5$ an5 thir5$generation relationships. c. In Israel@ many chil5ren are reare5 an5 ta ght comm nally. 5. %amily a**iliation is e=tremely important in Italy. 6hich 'amil a. b. c. 5. o* the *ollo:ing :o l5 be incl 5e5 in the 5e*inition o* n"clear Q gran5parents ncles an5 a nts *ather an5 mother co sins
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The *amily system that re*ers to one man :ith many :i,es is 2no:n as
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a. b. c. 5. (/.
monogamy. polyan5ry. polygyny. serial monogamy.
In :hich o* the *ollo:ing co ntries is polyan5ry practice5Q a. Arab co ntries b. Polynesian co ntries c. So th American co ntries 5. A*rican co ntries 6hich a. b. c. 5. o* the *ollo:ing *amilies ten5 to be matriarchalQ Cana5ian *amilies Spanish *amilies Islamic belie,ers Fe:ish *amilies
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6hich o* the *ollo:ing statements relate5 to the Fapanese *amily system is incorrectQ a. The *ather is the brea5 :inner@ b t the mother r ns the home. b. The 5i,orce rate is lo:. c. ?arriages are mainly monogamo s. 5. ?ost marriages are arrange5. 6hich o* the *ollo:ing statements relate5 to ho: property is ,ie:e5 is incorrectQ a. Comm nist co ntries in the past ha5 comm nity property. b. ?e=icans ,ie: property o:nership in a tilitarian :ay. c. The Fapanese consi5er property as nimportant. 5. People in the Unite5 States are possessi,e o* property. 6hich a. b. c. 5. o* the *ollo:ing c lt res :o l5 be consi5ere5 the most *ormalQ Cana5a Fapan ?e=ico Unite5 States
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In :hich o* the *ollo:ing c lt res is social reciprocity least importantQ a. Fapan b. ?e=ico c. Sa 5i Arabia 5. Unite5 States 6hich o* the *ollo:ing statements is incorrectQ a. Personal pri,acy is relati,ely nimportant to people o* Sa 5i Arabia. b. %rien5ships are ta2en serio sly by the FapaneseC they are ma5e *or li*e. c. People o* ?e=ico in,ol,e religion in their social interactions. 5. #ti8 ette is ,ery important to people o* Cana5a.
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Contrasting C"lt"ral >al"es Chapter -+ Test C"estions Tr e$%alse. 1. (. !. -. .. ". /. 4. T T T T T T T T % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. People in the Unite5 States are more *ormal :hen compare5 to people o* other c lt res. In some co ntries@ sing gi*ts to ass re s ccess in sealing an agreement is an accepte5 :ay o* 5oing b siness. The Unite5 States ran2s *irst in collecti,ism :hen compare5 to other co ntries. Some co ntries :ith :ea2 ncertainty a,oi5ance e=hibit religio s an5 political * n5amentalism an5 intolerance. In * n5amental Islamic c lt res@ :omen are allo:e5 to :or2 only :ith other :omen. People in the Unite5 States ,al e time. People *rom co ntries :ith strong ncertainty a,oi5ance are more li2ely to ha,e shorter employment time :ith employers. People in the Unite5 States place a greater emphasis on history an5 5o not li2e change as compare5 :ith people o* Asian an5 3atin c lt res. Attrib tion is the ability to loo2 at social beha,ior *rom another c lt re>s ,ie:. Semantics in,ol,es the :ay beha,ior is in*l ence5 by :or5s an5 non,erbal means se5 to comm nicate. Perceptions in,ol,e recalling an ol5 reaction to a ne: stim l s. Some co ntries o**icially recognize religio s rit als that a**ect b siness enco nters. People in the Unite5 States 5o not meas re s ccess by Gob titles or earnings. U.S. Americans are not action oriente5. Collecti,ism emphasizes common interests@ con*ormity@ an5 in5epen5ence. An e=ample o* ethical relati,ism is the UNs Uni,ersal Declaration o* & man Rights. The U.S. macroc lt re establishes stan5ar5s o* ethicalD nethical beha,ior. Attit 5es to:ar5 honesty an5 tr th telling are c lt re speci*ic.
0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14.
T T T T T T T T T T
% % % % % % % % % %
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6hich statement abo t ,al es is incorrectQ a. 'al es are social principles@ goals@ or stan5ar5s accepte5 by persons in a c lt re. b. 'al es are learne5 by contacts :ith *amily members@ teachers@ an5 religio s lea5ers. c. 'al es :ill be in*l ence5 by :hat is seen on tele,ision or rea5 in ne:spapers. 5. People in ,ario s c lt res ha,e basically similar ,al es. 6hich a. b. c. 5. statement least represents U.S. ,al esQ U.S. Americans ,al e 5irectness o,er in5irectness. U.S. Americans ,al e time management o,er leis re. U.S. Americans ,al e history o,er planning *or the * t re. U.S. Americans ,al e e8 ality o,er ine8 ality.
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6hich statement concerning semantics is incorrectQ a. 6or5s in the #nglish lang age may ha,e m ltiple or contra5ictory meanings. b. Semantics is the st 5y o* the meaning o* :or5s. c. Di**erences in the meanings o* :or5s are o*ten lost in translation. 5. All :or5s in the #nglish lang age ha,e co nterparts in other lang ages. 6hich a. b. c. 5. statement highlights :ea2 ncertainty a,oi5anceQ One gro p>s tr th sho l5 not be impose5 on others. Scienti*ic opponents cannot be personal *rien5s. Citizen protest sho l5 be represse5. Negati,e attit 5es are e=presse5 to:ar5 yo ng people.
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6hich o* the *ollo:ing statements relate5 to the ncertainty$re5 ction theory is incorrectQ a. The ncertainty$re5 ction theory in,ol,es the creation o* proacti,e pre5ictions abo t o r o:n beha,ior. b. The ncertainty$re5 ction theory in,ol,es the creation o* retroacti,e e=planations abo t o r belie*s an5 attit 5es. c. Increasing ncertainty an5 re5 cing pre5ictability :ill lessen an=iety :hen relating to someone in an n*amiliar c lt re. 5. Interaction an5 obser,ation can re5 ce ncertainty abo t other people. 6hich o* the *ollo:ing statements relate5 to attit 5es to:ar5 :omen in society is incorrectQ a. In ;enya :omen are ,ie:e5 as s bor5inate to men. b. In * n5amental Islamic c lt res@ :omen are permitte5 to :or2 only :ith other :omen. c. In the U.S. macroc lt re@ :omen may choose to :or2 or stay home to care *or the *amily. 5. 6omen in %rance hol5 a larger percentage o* top management positions than 5o :omen in China. 6hich a. b. c. statement relate5 to :or2 attit 5es is incorrectQ U.S. attit 5es to:ar5 :or2 are more rela=e5 than those in # rope. In the Unite5 States@ har5 :or2 is appla 5e5 an5 o*ten re:ar5e5. The Fapanese attit 5e to:ar5 :or2 is ,ery gro p oriente5.
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In the Unite5 States@ the attit 5e to:ar5 :or2 is ingraine5 *rom an early age.
7 i5elines establishe5 to con,ey :hat is percei,e5 to be correct or incorrect by most people in a society re*er to a. collecti,ism. b. perception. c. ethical stan5ar5s. 5. semantic 5i**erences. 6hich a. b. c. 5. o* the *ollo:ing co ntries ran2s the lo:est on in5i,i5 alismQ A stralia Cana5a 7 atemala Unite5 States
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6hich o* the *ollo:ing statements relate5 to religio s in*l ences is incorrectQ a. The Unite5 States has ne,er ha5 an o**icial state ch rch. b. The best time to con5 ct b siness :ith the ? slims is 5 ring Rama5an. c. 6hen con5 cting b siness :ith the people o* Vaire@ it may be a :ise to change the sales an5 mar2eting techni8 es yo :o l5 or5inarily se. 5. 6hen ha,ing a b siness meal :ith the &in5 s@ it is best to a,oi5 ser,ing bee*. 6hich a. b. c. 5. o* the *ollo:ing statements concerning ethics is correctQ 9ac25oor connections are common in the Unite5 States. OA car5 lai5 is a car5 playe5 to the Chinese.P 9 siness ethics are not ni,ersal thro gho t the :orl5. Ta2ing a c stomer on a yachting trip is appropriate 5 ring negotiations.
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6hat is the o**icial religion o* Sa 5i ArabiaQ a. Ortho5o= F 5aism b. Roman Catholicism c. &in5 ism 5. Islam The s ccess o* the *ast$*oo5 in5 stry in the Unite5 States is 5irectly relate5 to a. the *act that people o* the Unite5 States are rather in*ormal :hen compare5 to people o* other co ntries. b. semantic 5i**erences o* the Unite5 States compare5 to other c lt res. c. the ,al e U.S. Americans place on time. 5. the attit 5e U.S. Americans ha,e to:ar5 :or2. 7eneral ?otor>s No,a a tomobile :as translate5 into Spanish as a. Ncome ali,e.N b. N*ast car.N c. N5oesnLt go.N 5. N gly ol5 :oman.N A criticism o* the in5i,i5 alisticDcollecti,istic para5igm is :hich o* the *ollo:ingQ a. It is not applie5 e8 ally to all c lt res.
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b. c. 5.
It 5oes not allo: *or both in5i,i5 alistic an5 collecti,istic ,al es to coe=ist in the same c lt re. It only meas res 8 alitati,e ,ariables. + antitati,e ,ariables are only allo:e5 *or the in5i,i5 alistic c lt res.
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C"lt"ral Shoc4 Chapter ;+ Test C"estions Tr e$%alse. Circle T i* the statement is tr eC circle % i* it is *alse. 1. (. T T % % People :ho e=perience c lt ral shoc2 can become homesic2 an5 e,en 5e,elop physical ailments. Accor5ing to #ngholm@ people o* the Unite5 States o*ten label Asians as 5ishonest beca se they say one thing an5 5o another. %or U. S. st 5ents :ho ha,e tra,ele5 abroa5@ stan5ar5s o* cleanliness are a so rce o* maGor c lt ral shoc2. The early ret rn rate o* U.S. e=patriate managers 5rops signi*icantly :hen proper pre5epart re training is gi,en. All employees ha,e an e8 al chance *or a s ccess* l b siness ,ent re abroa5. The ability to see the en,ironment *rom the perspecti,e o* the host nationals is an in5ication o* empathy. The c lt ral a:areness training mo5el a**or5s participants an opport nity to e=perience the c lt re thro gh *iel5 trips or sim lations. 9a*a@ 9a*a is a sim lation sometimes intellect al training mo5el. se5 :ith the
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4. 0. 11. 11. 1(. 1!. 1-. 1..
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The e,al ation criteria *or global managers :o l5 ,ary 5epen5ing pon the e=pectations o* the assignment. Re:ar5 systems *or global managers sho l5 ta2e into acco nt the i5ea o* e8 ity. The 6$c r,e theory e=plains c lt ral shoc2 e=perience5 :hen initially a5G sting to a ne: c lt re. The U$c r,e theory is associate5 :ith reentry shoc2. Co nseling may be recommen5e5 *or repatriate5 chil5ren as they are s ally three to *o r years retar5e5 socially. In some c lt res@ s ch as the Fapanese@ the pri,ate sel* is relati,ely small@ :hile the p blic sel* is relati,ely large. Ret rning to the home co ntry@ e,en a*ter an e=ten5e5 stay abroa5@ is the easiest phase *or most people an5 s ally 5oes not re8 ire any a5G stment. 9rea2ing all ties :ith the home c lt re o*ten c shions c lt ral shoc2 an5 ma2es reentry shoc2 ,irt ally none=istent. Di**erences bet:een the e=tent to :hich persons in the host an5 home c lt res re,eal their pri,ate sel* may contrib te
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to c lt ral shoc2. 14. T % The Fohari 6in5o: is a metho5 o* consi5ering a personLs inner :orl5.
The term soDourners re*ers to a. people :ho are sent to :or2 in *oreign co ntries b t ret rn early. b. people :ho go thro gh training programs be*ore they enter another co ntry. c. people :ho ,isit or resi5e temporarily in another co ntry. 5. gro ps o* people :ho commiserate abo t the 5i**ic lty o* 5oing b siness in Asia. 6hich stage o* c lt ral shoc2 is o*ten re*erre5 to as the NhoneymoonN stageQ a. *irst b. secon5 c. thir5 5. *o rth 6hich statement regar5ing the acceptance phase o* c lt ral shoc2 is incorrectQ a. <o *eel at home in the ne: c lt re. b. <o c lti,ate *rien5ships among the nationals. c. <o a5apt to an5 become in,ol,e5 in acti,ities o* the c lt re. 5. <o respect their c stoms b t realize yo :ill *orget abo t them as soon as yo ret rn to yo r home co ntry. The N*ight bac2N techni8 e re*ers to a. learning to cope :ith the lac2 o* things yo are acc stome5 to s ch as central heating or air con5itioning. b. ma2ing 5isparaging remar2s abo t the c lt re yo are ,isiting 5 ring the secon5 stage o* c lt ral shoc2. c. 5e,eloping beha,iors o* 5rin2ing or 5r g se 5 ring the secon5 stage o* c lt ral shoc2. 5. the thir5 phase o* c lt ral shoc2 :hen yo begin to accept the ne: c lt re. 9ennett>s Platin m R le states) a. 5o nto others as yo :o l5 ha,e them 5o nto yo . b. 5o nto others as they :o l5 ha,e 5one nto them. c. 5o nto others be*ore they 5o nto yo . 5. he :ho hol5s the gol5 ma2es the r les. 6hich training mo5el combines cogniti,e@ a**ecti,e@ an5 beha,ioral aspect o* trainingQ a. area training mo5el b. c lt ral a:areness mo5el c. interaction approach 5. m lti5imensional approach 6hich statement abo t social class is incorrectQ a. 6hile ,isiting most c lt res@ U.S. persons are *orce5 into the lo:er class o* the c lt re an5 *eel ill at ease in this role.
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?any U.S. citizens pre*er to belie,e that no social class e=ists in the Unite5 States. The ob,io s e=istence o* social class in other societies ma2es most U.S. Americans 8 ite ncom*ortable. In many c lt res@ 5istinctions are ma5e bet:een acceptable an5 nacceptable *rien5s.
6hich statement comparing U.S. an5 Asian c lt res is not tr e :ith regar5 to the Fohari 6in5o: 5imensionsQ a. U.S. citizens re,eal their attit 5es an5 opinions to a larger e=tent than 5o persons *rom the Asian c lt re. b. Fapanese people ha,e more rigi5 bo n5aries bet:een the p blic an5 pri,ate sel* than 5o U.S. Americans. c. The Fapanese se more non,erbal comm nication s ch as to ch than 5o people o* the Unite5 States 5. U.S. Americans sho l5 a,oi5 prying 8 estions :hen comm nicating :ith the Fapanese. 6hich statement regar5ing reentry shoc2 is incorrectQ a. This phase may also be calle5 re,erse c lt ral shoc2. b. Reentry shoc2 is typically shorter than c lt ral shoc2@ b t may ,ary 5epen5ing on the a5G stment ma5e in the *oreign co ntry. c. %or the e=patriates@ transition to home c lt re is short an5 s ally problem$*ree. 5. Chil5ren o* e=patriates may enco nter rea5G stment problems :hen they *in5 that the e5 cation they recei,e5 abroa5 is not comparable to that o* U.S. schools. #ngholm 5e*ines AsiaShoc2 as incl 5ing all o* the *ollo:ing e)cept a. racism@ incl 5ing the n*lattering labeling o* Asians as Faps. b. intermingling :ith the people o* the c lt re in or5er to n5erstan5 c stoms. c. n:illingness to n5erstan5 the rationale behin5 local :ays o* 5oing things. 5. *orming *oreign cl bs to commiserate abo t the 5i**ic lty o* 5oing b siness in Asia. 6hich interc lt ral training approach incl 5es a comparison o* ,al es an5 beha,iors o* people in the home co ntry an5 the host co ntryQ a. in*ormation or *act$oriente5 training b. attrib tion training c. c lt ral a:areness approach 5. interaction approach ?any m ltinational *irms *in5 that c lt ral shoc2 can be alle,iate5 by a. sen5ing only top e=ec ti,es abroa5. b. sen5ing only yo ng@ single associates on o,erseas assignments. c. testing associates to see :ho is most 8 ali*ie5. 5. selecting employees *or o,erseas assignments :ho possess certain personal an5 pro*essional 8 ali*ications. Some international *irms spen5 m ch time in college recr iting beca se a. they are loo2ing *or can5i5ates :ho alrea5y ha,e s ch 8 ali*ications as lang age pro*iciency an5 o,erseas e=perience. b. they are loo2ing *or yo ng@ nai,e in5i,i5 als :ho are less li2ely to e=perience stress :hen lea,ing their home co ntry. c. college st 5ents are more li2ely to ha,e characteristics s ch as a5aptability@ *le=ibility an5 empathy than ol5er persons.
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st 5ents lac2 negati,e e=periences that :o l5 in*l ence their 5ecisions abo t going abroa5 *or b siness.
6hich statement abo t the N*able o* e8 alityN in the Unite5 States is incorrectQ a. Some belie,e class in the Unite5 States is relate5 to money. b. Some belie,e that class is relate5 to e5 cation. c. Some belie,e class is in5icate5 by oneLs ,al es@ style@ an5 beha,ior. 5. U.S. Americans rea5ily accept the ob,io s e=istence o* social class in other societies.
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6hen selecting persons *or o,erseas assignments@ :hich attrib te is least 5esire5Q a. *le=ibility b. apathy c. tolerance o* ambig ity 5. high sel*$esteem
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Lang"age Chapter 6+ Test C"estions Tr e$%alse. 1. (. !. -. T T T T % % % % Circle T i* the statement is tr eC circle % i* it is *alse. 3ang age hol5s into gro ps. s together as gro ps an5 5i**erentiates s
N mber sage problems in global :ritten comm nications incl 5e the se o* 5ecimal points. ?en an5 :omen in the Unite5 States ha,e 5i**erent mo5es o* 5isco rse. People in the Unite5 States :ith goo5 e5 cational bac2gro n5s spea2 in a similar manner regar5less o* the region o* the co ntry. 'erbal 5 eling can be mista2en *or an arg mentati,e an5 5isagreeable sit ation. The Fapanese lang age teaches people to thin2 in a linear mo5e. Repartee is a *a,orite *orm o* interaction *or Arabs. 3earning a secon5 lang age 5oes not 5istort or change a person>s perspecti,e. 3o:$conte=t lang ages ten5 to be ,ery in5irect an5 non,erbal. S bGecti,e interpretation is learne5 thro gh enc lt ration. 3inear lang age is circ lar@ s bGecti,e@ an5 tra5ition oriente5. The Chinese lang age poses special 5i**ic lties :hen it comes to homonyms. A con,ersation taboo in 7ermany is politics. The Sapir$6hor* &ypothesis is associate5 :ith ling istic 5etermination. 3ing istic relati,ity is the i5ea o* lang age shaping :hat people consi5er to be reality. Parables an5 pro,erbs 5eal :ith tr ths simply an5 concretely an5 teach the listener a lesson. The primary 5i**erence bet:een an argot an5 a *oreign lang age is the relationship bet:een the implie5 an5 the nimplie5 meanings. 9ernstein>s &ypothesis in,ol,es restricte5 an5 elaborate5 co5es.
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3ang age is important beca se it a. helps s shape concepts@ controls ho: :e thin2@ an5 controls ho: :e percei,e others. b. allo:s s to be n5erstoo5 by *oreigners. c. is 5etermine5 by colonialism. 5. is stable@ easily n5erstoo5@ an5 *ree o* 5i,ersity. 6hich a. b. c. 5. o* the *ollo:ing co ntries Cana5a 7ermany Fapan Unite5 States ses high$conte=t lang ageQ
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6hich o* the *ollo:ing terms regar5ing s bGecti,e interpretation is incorrectQ a. It is in*l ence5 by personal G 5gment@ state o* min5@ or temperament o* the person. b. It is not in*l ence5 by c lt ral contact. c. 6e percei,e :hat is rele,ant to o r physical an5 social s r,i,al. 5. Rele,ant in*ormation is categorize5@ sorte5@ an5 store5 *or * t re se. The term NGargonN re*ers to a. ino**ensi,e e=pressions that are se5 in place o* o**ensi,e :or5s. b. competiti,e con,ersations that are generally in Gest. c. technical terminology se5 :ithin specialize5 gro ps. 5. non,erbal signals that are belie,e5 o,er :hat is act ally sai5. Slang is generally a. n5erstoo5 by e,eryone. b. spo2en by the masses. c. easily translate5. 5. se5 by s bgro ps. Re5 tape is an e=ample o* a. slang. b. an acronym. c. a homonym. 5. an i5iom. Another :or5 *or gamesmanship :o l5 be a. i5iom. b. ,erbal 5 eling. c. arg ment. 5. repartee. NThe part :as *o n5 5e*ecti,e@ an5 it :as 5etermine5 that there is a 5e*ect in the b tton ca sing it not to *it into the chassis.N This statement is an e=ample o* a a. linear e=planation. b. ,erbose e=planation. c. nonlinear e=planation. 5. :hy e=planation. 6hich o* the *ollo:ing :o l5 be an e=ample o* a translation problemQ
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Using the intention o* the spea2er rather than the act al :or5s in the translation. + ali*ying slang terms. Not translating con,ersation taboos. Using a :or5 *or :hich no e=act :or5 or concept is a,ailable in the secon5 lang age.
A 7ro p Decision S pport System is a a. so*t:are pac2age se5 *or gro p meetings an5 allo:s m ltiling al comm nication. b. management program *or 5istrib tion control. c. poc2et translator. 5. probability pac2age se5 by managers to 5etermine the best possible 5ecision alternati,e. A goo5 interpreter :ill be a. biling al@ *amiliar :ith both b siness c lt res@ an5 employe5 by one o* the b sinesses. b. bic lt ral@ biling al@ an5 *amiliar :ith both b siness c lt res. c. bic lt ral an5 an employee o* the ,isiting b siness. 5. bic lt ral@ biling al@ an5 employe5 by the host b siness. 6hich o* the *ollo:ing topics :o l5 be consi5ere5 a con,ersation taboo in ?e=icoQ a. history b. *amily c. politics 5. social concerns 6hich a. b. c. 5. o* the *ollo:ing is an e=ample o* argotQ blo2e Ameaning manB smo2y Ameaning high:ay patrolB ba5 Ameaning the bestB li*eboat Ameaning a par5onB
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The main i5ea o* the Sapir$6hor* &ypothesis is that a. lang age is G st a 5e,ice *or reporting a person>s e=perience. b. t:o lang ages can represent the same social reality. c. the social reality can be con,eye5 to a person :ho 5oes not spea2 the lang age. 5. lang age * nctions as a :ay o* shaping a person>s e=perience. Accor5ing to the 9ernstein &ypothesis@ all o* the *ollo:ing statements are tr e e)cept) a. C lt re@ s bc lt re@ social conte=t@ an5 social system are all a part o* the social str ct re. b. Speech emerges in one o* t:o co5es. c. #laborate5 co5es incl 5e highly pre5ictable messages. 5. Comm nication transmission channels se5 in the restricte5 co5e :o l5 be oral@ non,erbal@ an5 paraling istic.
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Oral an( Non&er!al Comm"nication Patterns Chapter 1+ Test C"estions Tr e$%alse. 1. (. T T % % Circle T i* the statement is tr eC circle % i* it is *alse. ?ost people in the Unite5 States reasoning to sol,e problems. se the in5irect metho5 o*
?a2ing 8 ic2 5ecisions is the sign o* an e**ecti,e manager in Fapan :hile it is o*ten ,ie:e5 as imp lsi,e in the Unite5 States. Paralang age con,eys emotions. Chronemics is the intentional or meaning o* a message. nintentional implie5
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The Unite5 States is a c lt re that *ollo:s the monochronic time system. Rea5ing a Go rnal 5 ring a meeting in c lt res :hich *ollo: a polychronic time system is consi5ere5 r 5e. People o* the Unite5 States ten5 to nee5 less space than 5o those o* the 7ree2 or 3atin American c lt res. Arab c lt res ha,e a cas al attit 5e to:ar5 timeC they belie,e 7o5 5eci5es :hen things get accomplishe5. The Chinese pre*er *ace$to$*ace seating arrangements :hen con,ersing. In the ?i55le #ast@ prolonge5 eye contact :ith :omen is consi5ere5 inappropriate. In the Unite5 States@ eye contact is a sign o* respect an5 attenti,eness. Non,erbal lea2age o*ten occ rs in the legs an5 *eet as these areas are more 5i**ic lt to control. Placing a han5 on the bac2 o* an Asian :or2er>s chair is appropriate. The se o* the han5s an5 arms are the most e=pressi,e types o* bo5y lang age. U.S. b sinessmen se silence as a bargaining tool :hen negotiating :ith the Fapanese. 6hile blac2 symbolizes mo rning in the Unite5 States@ :hite is o*ten :orn to Fapanese * nerals. S ch obGects as clothing are more important non,erbal comm nicators :ithin oneLs c lt re than bet:een c lt res. Signs are s ally simpler than symbols.
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?ost symbols are :i5ely recognize5 by people o* both a co ntryLs macroc lt re an5 microc lt res. Circle the letter correspon5ing to the correct response.
? ltiple Choice. (1. 6hich a. b. c. 5. (1.
statement re*erring to tho ght patterns is incorrectQ Asians typically se the in5 cti,e metho5 o* reasoning. Tho ght patterns impact oral comm nication. 6hen sing the 5e5 cti,e metho5 o* reasoning@ one starts :ith the *acts an5 goes to generalizations. Recognizing 5i**erent tho ght patterns is important in negotiation :ith 5i**erent c lt res.
6hich term re*ers to rate@ ,ol me@ an5 8 ality that interr pts or temporarily ta2es the place o* speech an5 a**ects the meaning o* a messageQ a. chronemics b. oc lesics c. pro=emics 5. paralang age 6hich a. b. c. 5. statement 5oes not re*lect the intimate zoneQ the most *ormal zone less than 14 inches reser,e5 *or ,ery close *rien5s entere5 :hen sha2ing han5s
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People *rom c lt res that *ollo: the monochronic time system ten5 to a. 5o one thing at a time. b. be committe5 to people. c. borro: an5 len5 things o*ten. 5. b il5 li*etime relationships. Non,erbal comm nication 5oes not incl 5e a. chromatics. b. chronemics. c. haptics. 5. semantics. 6hich a. b. c. 5. 6hich a. b. c. 5. 6hich a. b. c. 5. term re*ers to gaze an5 eye contactQ chronemics monochronic oc lesics ol*actics term re*ers to comm nicating thro gh the 2inesics haptics ol*actics pro=emics se o* bo5ily contactQ
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o* the *ollo:ing 5oes not belong in the N5on>t to chN categoryQ #nglan5 Fapan ?i55le #ast co ntries Unite5 States
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6hich o* the *ollo:ing statements relate5 to space is incorrectQ a. In the Unite5 States@ the social zone is se5 *or interacting impersonally in b siness sit ations. b. In the Unite5 States@ o**ices on the *o rth *loor ha,e more stat s than those on the *irst *loor. c. %rench top$le,el e=ec ti,es ha,e pri,ate o**ices. 5. The Fapanese 5o not consi5er pri,ate o**ices appropriate. 6hich a. b. c. 5. statement regar5ing oc lesics is incorrectQ People in the Unite5 States 5o not *a,or 5irect eye contact. People in China lo:er their eyes as a sign o* respect. The Fapanese 5irect their gaze belo: the chin. #ye contact is ,ery intense in the ?i55le #ast.
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6hich statement concerning haptics is incorrectQ a. To ching may be interprete5 as a *orm o* se= al harassment. b. Some c lt res are more com*ortable :ith bo5ily contact than others. c. Fapan is consi5ere5 a Nto chN c lt re. 5. In the ?i55le #ast@ a,oi5 to ching someone :ith yo r le*t han5. 6hich a. b. c. 5. statement relating to chromatics is incorrectQ Chromatics can ha,e negati,e an5 positi,e connotations. Americans an5 Fapanese both :ear blac2 to * nerals. 9ri5es in In5ia o*ten :ear re5 or yello:. In China@ a green hat signi*ies that yo r :i*e or sister is a prostit te.
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6hich statement is incorrectQ a. Costly b siness bl n5ers are o*ten the res lt o* a lac2 o* 2no:le5ge o* another c lt re>s non,erbal comm nication patterns. b. Processes o* reasoning an5 problem sol,ing are the same in all c lt res. c. Attit 5es to:ar5 time an5 se o* space con,ey non,erbal messages in interc lt ral enco nters. 5. 6hen in another c lt re@ an appropriate ca tion :o l5 be to :atch the beha,ior o* the persons yo are tal2ing :ith an5 match their style. 6hich statement is incorrectQ a. ;no:ing c lt ral ,ariations in the se o* silence is help* l :hen con,ersing :ith persons in another c lt re. b. Determining c lt ral meanings associate5 :ith ,ario s colors is a5,ise5 to ass re that non,erbal messages associate5 :ith color are positi,e ones. c. 7oo5 a5,ice :hen comm nicating :ith persons in other c lt res is to 2eep gest res to a minim m. 5. Altho gh oral comm nication ,aries *rom c lt re to c lt re@ non,erbal comm nication is almost al:ays interprete5 the same in each c lt re.
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?ritten Comm"nication Chapter <+ Test C"estions Tr e$%alse. 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. T T T T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. #nglish is the only lang age se5 in international b siness.
Un5erstan5ing ho: b siness comm nication is ta ght in other co ntries is help* l :hen comm nicating interc lt rally. Comm nication theory is ta ght in all co ntries. ?any b siness comm nication co rses in co ntries other than the Unite5 States are simply translation co rses. International #nglish is se5 only by b sinesspeople that practice #nglish as a secon5 lang age. #,en i* the lang age is common to both c lt res@ one c lt re may restrict the meaning o* certain :or5s. 6or5s that 5ra: mental pict res *or the rea5er are goo5 to se. U.S. b siness letters 7ermans States. se the Oyo approach.P se5 in the Unite5
se sal tations similar to those
7enerally@ the Fapanese begin letters :ith a nonb siness topic s ch as the :eather. In their b siness letters@ the %rench 5o not apologize *or mista2es. s ally
In letters to people o* other c lt res@ it is a goo5 i5ea to se *irst names in the sal tations. In email messages to international colleag es@ a,oi5 5:elling on c lt ral 5i**erences. %acsimile transmissions are more 5epen5able than mail ser,ice in many co ntries. The 7erman rHs mH is a complete history o* a person>s e5 cation@ :or2@ social@ an5 *amily li*e. 9razilian rHs mHs are 8 ite 5i**erent *rom U.S. rHs mHs. 7etting a position in China is not easy. RHs mHs o* one to t:o pages are common in ?e=ico. Circle the letter correspon5ing to the correct response.
Three c lt ral *actors that are important to e**ecti,e comm nication incl 5e)
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n5erstan5ing the b siness comm nication in the other c lt re@ 2no:le5ge o* ho: b siness comm nication is ta ght in the other c lt re@ an5 2no:ing that content errors are more 5i**ic lt to 5iscern than lang age errors. n5erstan5ing the b siness comm nication in the other c lt re@ 2no:ing that syntactic errors are important@ an5 a secon5 lang age ma2es errors easier to 5etect. 2no:le5ge o* ho: b siness comm nication is ta ght in the other c lt re@ 2no:ing that syntactic errors are important@ an5 a secon5 lang age ma2es errors easier to 5etect. 2no:ing that content errors are more 5i**ic lt to 5iscern than lang age errors@ n5erstan5ing the b siness comm nication in the other c lt re@ an5 a secon5 lang age ma2es errors easier to 5etect.
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The %rench :o l5 :rite a 5ate as *ollo:s) a. September (.@ ($$$ b. Paris@ le (. septembre ($$$ c. 0D(.D($$$ 5. (.th o* September@ ($$$ 6hich a. b. c. 5. o* the *ollo:ing statements is correctQ 3atin Americans se a b **er :hen 5eli,ering ba5 ne:s. 7erman letters ten5 to be in*ormal. %rench letter en5ings ten5 to be rather *ormal. Fapanese letters a,oi5 ba5 ne:s.
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NThe season *or cherry blossoms is here :ith s an5 e,erybo5y is beginning to *eel re*reshe5N is an appropriate beginning *or a letter :ritten by persons *rom :hich o* the *ollo:ing co ntriesQ a. %rance b. 7ermany c. Fapan 5. 3atin America 6hich c lt re types the s rnames in b siness letters in all capital lettersQ a. %rench b. 7erman c. Fapanese 5. 3atin American %or these c lt res the s rname is place5 be*ore the gi,en name) a. R ssian an5 Polish b. Fapanese an5 Chinese c. Chinese an5 In5ian 5. R ssian an5 Fapanese 6hich o* the *ollo:ing statements concerning e$mail messages to international colleag es is incorrectQ a. Use phrases s ch as OhelloP in the c stomerLs lang age. b. A,oi5 as2ing 8 estions starting :ith the :or5 O:hy.P c. Use primarily compo n5 an5 comple= sentences. 5. Apologize :hen a mista2e has been ma5e e,en tho gh yo 5o not thin2 yo are at *a lt. 6hich o* the *ollo:ing statements relate5 to e$mail is incorrectQ a. ?essages sho l5 be respon5e5 to :ithin -4 ho rs.
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b. ?essages sho l5 be 2ept to t:o screens. c. An insi5e a55ress is not se5. 5. De,ising an electronic signat re is recommen5e5. The rHs mH in the Unite5 States a. is longer than those in 7reat 9ritain. b. is abo t the same length as those in 7ermany. c. resembles those in Spain in length an5 *ormat. 5. is similar to the rHs mH in %rance. In :hich co ntry is a photograph o* the applicant typically incl 5e5 :ith the rHs mHQ a. %rance b. 7ermany c. #nglan5 5. Unite5 States 6hich a. b. c. 5. 6hich a. b. c. 5. co ntries e=pect a pro*essional obGecti,e as a part o* the rHs mHQ Spain an5 7ermany #nglan5 an5 Fapan Spain an5 #nglan5 7ermany an5 Fapan co ntries incl 5e *amily in*ormation on the rHs mHQ 7ermany an5 Fapan Spain an5 #nglan5 #nglan5 an5 Fapan Spain an5 7ermany
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6hich o* the *ollo:ing statement regar5ing Gog search in*ormation in ,ario s co ntries is incorrectQ a. In the Unite5 States@ most hiring o**icials pre*er yo incl 5e names@ a55resses@ an5 telephone n mbers o* three or *o r re*erences. b. In %rance@ it is 5i**ic lt *or someone 5irectly *rom the ni,ersity to get a Gob :itho t e=perience. c. In 7ermany@ st 5ents o*ten enter into an employment contract :hile still in college. 5. In Spain@ most positions are gaine5 thro gh a5,ertisements rather than thro gh personal re*errals. %rom the perspecti,e o* the Fapanese@ U.S. :riting :o l5 appear a. con5escen5ing. b. ncaring. c. too in5irect. 5. long. 6hich a. b. c. 5. c lt re :o l5 be the most 5irect :ith ba5 ne:sQ Unite5 States %rance 7ermany 3atin America
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$lo!al Eti:"ette Chapter @+ Test C"estions Tr e$%alse. 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. Intro5 ctions are more *ormal in the Unite5 States than in 7ermany. 6hen intro5 cing ?aria Re,illa Castillo *rom 'enez ela@ a55ress her as SeTora Re,illa. A *irm han5sha2e is a polite :ay to greet someone in any c lt re. An e=change o* b siness car5s is more common in the Unite5 States than in other co ntries. Stat s is associate5 :ith e5 cation in the Unite5 States. In5ia has a caste systemC each caste has its o:n stat s an5 rights. In the Fapanese society@ 2no:ing the ran2 o* people :ith :hom yo con5 ct b siness is ,ery important. Negati,e in*ormation sho l5 not be comm nicate5 ,ia e$mail. %laming is an e$mail term that re*ers to typing a message in all capital letters. In 9oli,ia yo are e=pecte5 to clean yo r plate :hile in the Unite5 States yo 5o not clean yo r plate. Dining in a Fapanese home re8 ires sitting in a 2neeling position on a tatami mat. 6hen ,isiting Fapan or China@ tip cab 5ri,ers an5 any ser,ice personnel yo may enco nter genero sly. 6hen gi,ing gi*ts to the Fapanese@ a,oi5 gi*ts man *act re5 in Asia. Something ma5e o* co:hi5e :o l5 be an appropriate gi*t to a b siness colleag e in In5ia. Proper airline tra,el beha,ior incl 5es as2ing permission be*ore reclining yo r seat :hen tra,eling coach. T % Sa*ety tra,el s ggestions *or :omen incl 5e sing p blic transportation at their 5estination. The 9ritish@ li2e U.S. persons@ ha,e a *irm
T % han5sha2e.
T % & gs an5 2isses are inappropriate greeting beha,ior bet:een males o* all c lt res.
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6hich statement regar5ing intro5 ctions is incorrectQ a. In China@ the s rname comes *irst@ an5 the gi,en name last. b. All persons :ith a college 5egree are a55resse5 as NDoctorN in Fapan. c. Persons *rom 3atin American co ntries o*ten a55 their mother>s mai5en name to their s rname. 5. In Col mbia@ the title NDonN is a55e5 to a person>s name to sho: respect. Present yo r b siness car5 :ith both han5s :hen in a. A*rica. b. Fapan. c. 7ermany. 5. R ssia. 6hich o* the *ollo:ing statements relate5 to b siness car5 e=change is incorrectQ a. U.S. persons only e=change b siness car5s :hen there is a reason to contact the person later. b. 9 siness car5s *or se internationally sho l5 be :hite :ith blac2 in2. c. Present the b siness car5 :ith the le*t han5 only in A*rica. 5. Present the b siness car5 :ith both han5s in Fapan. People :ith a college 5egree are entitle5 to be calle5 NDoctorN in a. ?e=ico. b. #nglan5. c. Italy. 5. R ssia. 6hich a. b. c. 5. statement concerning In5ia>s caste system is incorrectQ #ach caste has its o:n stat s an5 rights. Discrimination base5 on caste has been o tla:e5. The caste system is not a maGor in*l ence any:here on the continent at this time. In a caste@ interaction is o*ten limite5.
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6hich o* the *ollo:ing is NOT tr e o* neti8 etteQ a. Neti8 ette is 5epen5ent pon the :ritten :or5. b. Neti8 ette a,oi5s the se o* sho ting@ 5issing@ *laming@ an5 spamming. c. Negati,e in*ormation can be sent ,ia e$mail. 5. I* a message is not *or the entire company@ then 5o not sen5 it by e$mail. 6hich o* the *ollo:ing statements relate5 to stat sDpo:er is incorrectQ a. 6hen the Chinese enter a room@ they 5o so in ran2 or5er :ith the highest ran2ing person last. b. In %rance high$le,el e=ec ti,es sit in the mi55le o* the :or2 area. c. U.S. b sinesspersons percei,e an o**ice locate5 in the top *loor to be a sign o* stat s. 5. Age is ,ie:e5 as an in5ication o* seniority in Asian c lt res. In a Fapanese society@ :hich statement regar5ing ran2 is incorrectQ a. The person o* lo:er ran2 bo:s *irst an5 lo:est. b. The higher the ran2 o* the person yo are intro5 ce5 to@ the
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lo:er yo bo:. 6hen entering a room@ the lo:est ran2ing person enters *irst@ lea,ing the highest ran2ing person to enter last. The mi55le$le,el manager in a large company o tran2s a 5epartment hea5 *rom a smaller company.
6hich o* the *ollo:ing re*ers to the cyberspace term *or mass mailing o* commercial a5,ertisementsQ a. 5issing b. *laming c. sho ting 5. spamming 6hich statement concerning c lt ral 5i**erences in 5ining practices is incorrectQ a. In Italy@ the sala5 is o*ten ser,e5 a*ter the main co rse. b. Ser,ing co**ee at the en5 o* the meal is common in most c lt res. c. Co ntries besi5es the Unite5 States that ser,e :ater :ith meals s ally ser,e it :itho t ice. 5. In all c lt res@ b siness meals are s ally eaten at resta rants. 6hich statement concerning c lt ral 5i**erences in 5ining practices is incorrectQ a. In %rance bringing 5ogs into resta rants is c stomary. b. Tahitian *oo5 is eaten :ith the *ingers. c. Dogs may be on the men in So th ;orean resta rants. 5. The U.S. OzigzagP eating style is more e**icient than the continental eating style. Tipping is prohibite5 in :hich co ntryQ a. 9oli,ia b. Fapan c. Unite5 States 5. %rance 6hich statement regar5ing gi*t gi,ing in the Unite5 States is incorrectQ a. 9 siness gi*ts to an o**ice are inten5e5 *or the manager to be ta2en home to share :ith his or her *amily. b. The best r le to *ollo: :hen gi,ing a b siness gi*t in the Unite5 States is to limit the price to S(. or less. c. In the Unite5 States gi*ts are opene5 in *ront o* the gi,er. 5. #=changing gi*ts among colleag es is becoming less common. 6hich statement is incorrect regar5ing a gi*t o* *lo:ersQ a. In most # ropean co ntries@ a gi*t o* carnations is the most appreciate5. b. A,oi5 sen5ing yello:@ re5@ or :hite *lo:ers to a ?e=ican host. c. Chrysanthem ms :o l5 be inappropriate in both Fapan an5 Italy. 5. In some co ntries gla5iol s are symbols o* mo rning. 6hich statement regar5ing gi*t gi,ing is incorrectQ a. In ;orea@ b siness gi*ts are s ally gi,en at the beginning o* *ormal negotiations. b. A,oi5 gi,ing gi*ts to the %rench ntil a personal relationship has been 5e,elope5. c. A stripe5 tie is an appropriate gi*t *or a 9ritish man. 5. I* yo a5mire a personal possession o* an Islamic host@ yo :ill probably recei,e the item a5mire5.
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B"siness an( Social C"stoms Chapter .+ Test C"estions Tr e$%alse. 1. (. !. T T T % % % Circle T i* the statement is tr eC circle % i* it is *alse. C stoms ,ary by co ntry an5 by regions :ithin a co ntry. One$:or5 U.S. e=pressions s ch as Ns reN an5 No2ayN are percei,e5 as bl nt an5 abr pt by persons o* other c lt res. The e=pression se5 by so thern U.S. persons :hen bi55ing someone goo5bye@ N<>all come to see s@N is a sincere in,itation to ,isit since so thern hospitality is :ell 2no:n. People o* the Unite5 States an5 Cana5a e=cel at small tal2C people o* S:e5en an5 %inlan5 5o not. The Fapanese are ncom*ortable :ith small tal2.
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6hen engaging in small tal2 :ith a person o* another c lt re@ remember that 5isc ssing one>s *amily an5 political 5isc ssions are inappropriate topics in all c lt res. In lo:$conte=t c lt res people ha,e 5e*inite i5eas on :hat constit tes proper maleD*emale beha,ior. A stereotype o* Asian :omen is that they are nonasserti,e an5 s bmissi,e. It is :i5ely accepte5 in the Unite5 States that men an5 :omen can ha,e a :or2 relationship :hich 5oes not ha,e a se= al component. & mor is a ni,ersal h man characteristicC people o* most c lt res *in5 similar things h moro s. 7ermans 5o not *in5 h mor appropriate 5 ring b siness meetings. 6hile s perstitions are treate5 cas ally in the Unite5 States@ they are ta2en 8 ite serio sly in some c lt res. As2ing an Arab man abo t the health o* his :i*e is taboo. 6earing :hite *or b siness in Thailan5 is inappropriate. The soles o* the *eet sho l5 not be sho:n in Arab c lt res. U.S. hiring an5 *iring practices are ,ery similar to those in %rance. People o* the Unite5 States are com*ortable :ith to ching strangers in p blic places. U.S. la:s against bribery are the most restricti,e in the :orl5.
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? ltiple Choice. Circle the letter correspon5ing to the correct response. 10. 6hich o* the *ollo:ing statements relate5 to greeting an5 han5sha2ing c stoms is incorrectQ a. A *irm han5sha2e is the norm in the U.S. an5 7ermany. b. In China bo:ing is a c stomary greeting beha,ior. c. People o* %inlan5 typically h g each other :hen greeting. 5. The Nbear h gN is a common *orm o* greeting bet:een males :ho are goo5 *rien5s in the R ssian %e5eration. (1. 6hich o* the *ollo:ing statements relate5 to ,erbal e=pressions is incorrectD a. The U.S. e=pression@ NDon>t mention it@N in response to a *a,or is ,ie:e5 as r 5e by persons o* other c lt res. b. The U.S. e=pression@ N&o:>s it goingQN is con* sing *or persons *or :hom #nglish is a secon5 lang age. c. Small tal2 o*ten incl 5es comments abo t the :eather. 5. In the Unite5 States small tal2 may incl 5e 5isc ssions o* one>s *amily or personal li*e. 6hich o* the *ollo:ing statements relate5 to male an5 *emale relationships is incorrectD a. A stereotype o* U.S. :omen is that they are 5omineering. b. American men are ,ie:e5 as :ea2. c. A stereotype o* 3atin American males is that they p rs e :omen *or se= al relationships. 5. Accor5ing to U.S. managers :or2ing in ?e=ico@ gen5er 5iscrimination in that co ntry is ncommon. 6hich o* the *ollo:ing types o* h mor :o l5 be acceptable internationallyQ a. h moro s stories abo t gol*ers b. cartoons 5epicting 5i**erences in minorities c. Go2es abo t se= 5. h moro s stories comparing religions 6hich o* the *ollo:ing is an inacc"rate representation o* a c lt ral s perstitionQ a. The res lt o* ha,ing three persons in a photograph is that the mi55le person :ill 5ie. b. Attaching ol5 shoes to the car o* ne:ly:e5s ass res prosperity an5 long li*e. c. Important e,ents sho l5 not be sche5 le5 on T es5ay the thirteenthC this is an nl c2y 5ay. 5. 9athing on Ne: <ear>s Day :ill :ash a:ay a person>s goo5 l c2. 6hich o* the *ollo:ing statements is incorrect relate5 to c lt ral taboosQ a. Pregnant :omen o* ?a5agascar may not :al2 the streets a*ter s n5o:n. b. In ?alaysia pointing :ith one>s in5e= *inger is taboo. c. In In5onesia the hea5 sho l5 not be to che5 by someone else. 5. In the R ssian States it is taboo to :ear a coat in5oors. The general r le *or b siness 5ress in all c lt res@ accor5ing to A=tell@ is to a. :ear 5ar2 colors. b. :ear Gac2ets at all times. c. 5ress ,ery conser,ati,ely an5 be ,ery Nb ttone5 p.N
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5ress as people in the host c lt re 5ress. statement regar5ing c lt ral b siness attire is incorrectQ The %rench are ,ery *ashion conscio s. 9 siness 5ress in # rope is the same as in the Unite5 States. Fapanese :omen :ear only m te5 colors to the o**ice. People in Cana5a 5ress more *ormally than 5o U.S. people.
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6hich statement regar5ing b siness cas al attire is incorrectQ a. The tren5 to:ar5 cas al 5ress in U.S. *irms seems to be on the :ane. b. 6earing cas al attire in Fapanese *irms is common. c. In the Philippines cas al attire is more common than in many # ropean *irms. 5. Some U.S. companies are re,o2ing cas al 5ress policies beca se their corporate image is s **ering. 6hich statement regar5ing 5ress an5 appearance is correctQ a. 6hen ,isiting Sa 5i Arabia@ :ear the Arabic :hite@ *lo:ing robe an5 hea5cloth to sho: respect *or the c lt re. b. Shoes sho l5 be remo,e5 :hen entering most Asian homes. c. 6omen con5 cting b siness in the Arab co ntries sho l5 :ear pants an5 long$slee,e5 blo ses or Gac2ets. 5. 6earing blac2 or soli5 :hite in Thailan5 is appropriateC ho:e,er@ :omen sho l5 a,oi5 :earing bright colors. 6hich a. b. c. 5. statement regar5ing holi5ays is incorrectQ 7ermany has a carni,al season similar to ?ar5i 7ras. ?any co ntries celebrate Ne: <ear>s Day. ?any Fapanese companies close *rom April (0 to ?ay .. F ne is a ba5 time to con5 ct b siness in # rope as this is consi5ere5 the ,acation month.
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6hich statement regar5ing o**ice c stomsDpractices is incorrectD a. U.S. employees are e=pecte5 to 2eep b sy :hile at :or2 e,en 5 ring slo: perio5s. b. Per has one o* the longest :or2:ee2s in the :orl5. c. U.S. *irms gi,e more an5 longer brea2s than 5o most # ropean companies. 5. In the Unite5 ;ing5om@ the only gro n5s *or Gob termination are criminal beha,ior. Appropriate p blic beha,ior in the Unite5 States incl 5es a. gi,ing priority to ol5er persons :hen :aiting in line. b. spea2ing 8 ietly in ele,ators. c. 2eeping to the le*t :hen :al2ing on the street. 5. treating ser,ice personnel :ith co rtesy an5 respect. 6hich statement regar5ing special *oo5s is incorrectQ a. Corn$on$the$cob@ a U.S. *oo5@ is consi5ere5 a *oo5 *or animals only in other co ntries. b. ?ost co ntries enGoy popcorn. c. #ating sheep>s eyeballs in Sa 5i Arabia is common. 5. In ?e=ico@ chic2en so p may contain the chic2en>s *eet. 6hich statement regar5ing cons mption taboos is incorrectQ a. Strict ? slims 5o not cons me por2. b. &in5 s 5o not eat any bee*C the co: is consi5ere5 sacre5.
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Ortho5o= Fe:s eat only cattle or *o:l that has been rit ally sla ghtere5 so that it is N2osher.N U.S. persons 5o not eat horse meat beca se o* religio s taboos.
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Interc"lt"ral Negotiation Process Chapter #9+ Test C"estions Tr e$%alse. 1. T % Circle T i* the statement is tr eC circle % i* it is *alse. The interc lt ral negotiation process steps in,ol,e site an5 team selection@ relationship b il5ing@ opening tal2s@ 5isc ssions@ an5 agreement. In &ong ;ong ro n5 con*erence tables are pre*erre5. 6hen rectang lar tables are se5 *or negotiations in Fapan@ no one is seate5 at the en5s o* the table. Relationship b il5ing in the Unite5 States re8 ires the o* an interme5iary. Agen5as are ,ie:e5 positi,ely aro n5 the :orl5. Disc ssions can be both emotional an5 nemotional 5epen5ing pon the c lt res in,ol,e5 in the negotiation. A compromising negotiation style is a competiti,e approach to reaching an agreement. 6hen cooperati,e pragmatists are negotiating gen ine tr st is nee5e5 bet:een the negotiators. O,ercoming c lt ral barriers is relati,ely negotiating. nimportant :hen se
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Negotiation strategies are plans organize5 to achie,e a 5esire5 obGecti,e. D ring negotiations there is no empathy :ith the opposition. Negotiation strategies incl 5e the preparation o* 5etails@ tactics@ con*lict resol tion@ me5iation@ an5 obser,ations. The Fapanese e8 i,alent *or the :or5 indi/idual has a negati,e connotation. A keiretsu gro p in Fapan is ,ie:e5 as a short$term commitment. #stablishing a *rien5ship is a cr cial part o* negotiating :ith the 9ritish. In Nigeria@ negotiations are ,ie:e5 as a competiti,e process. Silence is an important part o* Fapanese non,erbal comm nication an5 sho l5 not be interr pte5. 6hen negotiating :ith 9razilians@ remember that they are more in5i,i5 alistic than people o* other 3atin American co ntries.
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6hich o* the *ollo:ing statements regar5ing interc lt ral negotiations is incorrectQ a. I* the meeting is hel5 on yo r opponent>s t r*@ yo ha,e more po:er an5 responsibility. b. I* the meeting is hel5 on yo r opponent>s t r*@ they ha,e more po:er. c. I* the meeting is hel5 on yo r t r*@ yo ha,e more po:er. 5. I* the meeting is hel5 at a ne tral location@ each party is responsible *or his or her o:n com*orts. The interc lt ral negotiation process steps incl 5e a. location@ agen5a@ preliminary statements@ an5 con*lict perspecti,es. b. implementation@ contract@ sol tions to iss es@ an5 location. c. social e=pectations@ con*lict perspecti,es@ location@ an5 agen5a. 5. strategies@ location@ an5 tactics. The iss es that ta2e p most o* the interc lt ral negotiation time incl 5e all o* the *ollo:ing e)cept a. social$c lt ral iss es. b. political iss es. c. religio s iss es. 5. legal iss es. Relationship b il5ing is important in :hich o* the *ollo:ing sit ationsQ a. 6hen the Unite5 States is in,ol,e5 in the negotiations. b. 6hen a &ispanic co ntry is in,ol,e5 in the negotiations. c. 6hen 7ermany is in,ol,e5 in the negotiations. 5. 6hen 7reat 9ritain is in,ol,e5 in the negotiations. 6hich o* the *ollo:ing statements concerning negotiation con*lict is incorrectQ a. The con*lict may be seen *rom both negotiators> points o* ,ie: or may be seen by only one. b. Non$negotiation tactics may be se5 to try to change the attit 5es o* the other si5e. c. Some con*lict may be 5 e to the negotiator>s perceptions o* reality an5 his or her ability to bloc2 o t in*ormation. 5. The con*lict may be sol,e5 by the negotiatorLs repeating himsel*Dhersel* :ith the same arg ment. St 5ying the psychological 5isposition o* the other negotiator>s c lt re :o l5 help yo to n5erstan5 a. their translators. b. ho: they concept alize an5 process in*ormation. c. :hy ca se an5 e**ect associations 5o not change *rom c lt re to c lt re. 5. the ,ariations :ithin the c lt re. 6hich o* the *ollo:ing statements regar5ing negotiation :ith 7ermans is incorrectQ a. Protocol is ,ery important an5 *ormal. b. 7ermans typically se a han5sha2e at the beginning an5 en5 o* meetings.
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7ermans ten5 to be 5etail oriente5 an5 li2e technical people as part o* negotiations. In b siness@ 7ermans are typically in5i,i5 alisticC ho:e,er@ as people they are ,ery gro p$oriente5.
6hich o* the *ollo:ing statements regar5ing negotiation :ith Fapanese people is incorrectQ a. A b siness meeting sho l5 be arrange5 by an interme5iary :ho has a relationship :ith both parties. b. In Fapan@ social meetings are ,ery important to b il5ing a relationship o* tr st an5 *rien5ship. c. Completing a 5eal 8 ic2ly is important to the Fapanese. 5. The Fapanese se s btle an5 comple= ,erbal an5 non,erbal c es. 6hich o* the *ollo:ing statements regar5ing negotiation :ith 3atin Americans is incorrectQ a. 3atins emphasize problem sol,ing more than general principles. b. The go,ernment is ,ery in,ol,e5 in 3atin American b siness. c. %emale negotiators sho l5 be in the bac2gro n5 rather than the *oregro n5 o* negotiations. 5. 3atins are people$oriente5 rather than tas2$oriente5. 6hich o* the *ollo:ing statements regar5ing c lt re speci*ic negotiation is correctQ a. De,eloping personal relationships is not important to the s ccess o* negotiations in Nigeria. b. R ssians see time as moneyC *rien5ships are not cr cial to b siness. c. In In5ia@ gro p orientations are common 5 ring negotiations. 5. The %rench belie,e in spea2ing the lang age o* the co ntry :ith :hich they are negotiating. People o* :hich co ntry :o l5 ,ie: a meeting agen5a in a nonpositi&e mannerQ a. Unite5 States b. S:e5en c. Netherlan5s 5. Ira8 A=tell s ggests that to be s ccess* l in 5istrib tor agreements all o* the *ollo:ing are necessary e)cept a. place o* G ris5iction. b. protection o* patents an5 tra5emar2s. c. responsibility *or ins rance@ *reight@ an5 import 5 ty. 5. ma2ing a list o* 8 estions to 5isc ss. All o* the *ollo:ing are mista2es commonly ma5e 5 ring negotiations e)cept a. n5erstan5ing translation problems. b. ass ming n5erstan5ing by the other c lt re. c. c lt rally insensiti,e comments. 5. non,erbal n*amiliarity. 6hich o* the *ollo:ing statements concerning interc lt ral negotiation mo5els is correctQ a. The e**ect o* c lt re in interc lt ral negotiation is one o* relati,e@ not absol te@ ,al es. b. People a5G st to another c lt re :hen negotiating interc lt rally.
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6hy are integrati,e agreements better than compromise agreementsQ a. Compromise agreements 5e,elop a :in$:in agreement. b. Cogniti,e 5issonance can generate *eelings o* *r stration@ regression@ *i=ation@ an5 aggression. c. Integrati,e agreements are more stable an5 m t ally re:ar5ing. 5. #ach party ma2es concessions on high$priority iss es in e=change *or concessions on lo:$priority iss es.
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Interc"lt"ral Negotiation Components Chapter ##+ Test C"estions Tr e$%alse. 1. ( !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % Circle T i* the statement is tr eC circle % i* it is *alse. Negotiation protocol is 5i**erent *or 5i**erent c lt res. U.S. Americans ma2e more a5G stments to their opponents> beha,ior than 5o people o* other c lt res. Pre5icting ho: the opponent :ill respon5 is essential to the negotiation process. 7ro p$oriente5 negotiators are concerne5 abo t their o:n interests abo,e all else. The Fapanese are the most gro p$oriente5 c lt re in the :orl5. The Unite5 States is one o* the most in5i,i5 alistic c lt res in the :orl5. In5i,i5 al$oriente5 c lt res incl 5e China an5 3atin America. The me5ia is s ally c lt rally o* :orl5 e,ents. nbiase5 in its perception
A5,ertising has been able to cross c lt ral bo n5aries an5 ma2e pro5 cts appeal to a ,ariety o* c lt res. The players an5 sit ation 5o not necessarily ha,e to be matche5 bet:een the t:o si5es. C lt ral stereotypes are 5angero s e=cept to s ggest pla sible beha,iors. Po:er is in5epen5ent o* personal constr cts. Comm nicating a5e8 ately is 5i**ic lt :hen the c lt ral programming o* the negotiators 5i**ers. In the b siness :orl5@ :omen are consi5ere5 e8 al to men in all c lt res. Cogniti,e 5issonance re*ers to the psychological con*lict res lting *rom inconsistencies bet:een :hat a person 5oes an5 :hat the person belie,es. 6omen are :elcome5 on negotiation teams in all c lt res. An a5,antage o* sing :omen negotiators is their s2ill at rea5ing non,erbal messages. 6omen :ho :ish to be s ccess* l internationally sho l5 a5G st their beha,ior to con*orm to e=pectations o* people in the host co ntry.
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6hich o* the *ollo:ing statements is incorrect relate5 to the negotiation styles o* ,ario s c lt resQ a. U.S. persons ta2e a longer time to establish rapport than 5o the Fapanese. b. ?e=icans place less emphasis on technology an5 more on b il5ing a relationship. c. Stat s is important to Sa 5i Arabians. 5. The Fapanese ,al e harmonio s relationships. U.S. negotiators ten5 to a. ma2e *e:er a5G stments to opponent>s beha,ior an5 change their negotiation strategy less. b. change their negotiation strategy less an5 are less ethnocentric than their opponents. c. se a gro p oriente5 negotiation style an5 ma2e *e:er a5G stments to opponent>s beha,ior. 5. se less ethnocentric beha,ior than their opponents an5 se a gro p oriente5 negotiation style. In5i,i5 als :ho are not gro p oriente5 may *eel that gro p$oriente5 negotiators a. appear to stall@ ma2e in5i,i5 al 5ecisions@ an5 are not intereste5 in the negotiations. b. appear to stall@ are not intereste5 in the negotiations@ an5 gi,e ambig o s statements. c. ma2e in5i,i5 al 5ecisions@ are not intereste5 in the negotiations@ an5 gi,e ambig o s statements. 5. gi,e ambig o s statements@ are not intereste5 in the negotiations@ an5 are ,ery rigi5. 6hich o* the *ollo:ing is not tr e concerning *ace$to$*ace strategiesQ a. %ace$to$*ace strategies are concerne5 :ith negotiating in person rather than thro gh the mail@ *a=@ telephone@ telegraph@ or other interme5iaries. b. People in many c lt res :ill only negotiate on a *ace$to$*ace basis. c. The Fapanese pre*er the telephone to *ace$to$*ace strategies. 5. In In5ia an oral *ace$to$*ace agreement is more important than a :ritten contract. The *o r Cs o* negotiation are) a. common interest@ con*licting interests@ criteria@ an5 concern. b. common interest@ con*licting interests@ compromise@ an5 criteria. c. c lt re@ common interest@ concern@ an5 compromise. 5. concern@ compromise@ criteria@ an5 common interest. The en,ironment in :hich negotiations ta2e place s ally consists o* all o* the *ollo:ing e)cept a. asserti,e beha,ior by the ,isiting party. b. control an5 responsibility o* hosting the other party. c. asserti,e beha,ior by the host. 5. the host has a *eeling o* s periority. 6hich o* the *ollo:ing statements concerning po:er an5 a thority is correctQ
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It is correct to ha,e in*l ence yet no responsibility *or the actions ta2en. Personal constr cts o* the ser 5etermine the strength o* the po:er e=erte5. In or5er *or po:er to be meaning* l@ it has to be accepte5. Po:er an5 a thority mean basically the same thing.
The statement@ Nstim li ha,e both a physical size an5 socio$ en,ironmental meaning :hich can be 5i**erent *or each in5i,i5 al :ithin an5 across c lt res@N is best 5escribe5 by :hich o* the *ollo:ingQ a. Po:er an5 a thority b. #n,ironment c. Perception 5. Tactics 6hich o* the *ollo:ing statements correctly 5escribes tactics se5 in negotiationQ a. Telling Go2es to relie,e tension is consi5ere5 appropriate. b. Distracting tactics can be bene*icial to the negotiation process. c. All c lt res consi5er negotiation to be retaliatory. 5. Using role re,ersal to p t yo rsel* in the other>s position is recommen5e5. 6hich a. b. c. 5. statement is tr"e regar5ing co rtesy 5 ring negotiationsQ ;no:ing yo r *acts is more important than co rtesy. Allo:ing someone to sa,e *ace is ,ery ,al e5 in some c lt res. Co rtesy :ill not clari*y misinterpretations. Co rtesy is har5er to achie,e :ith a me5iator.
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6hich o* the *ollo:ing c lt res is primarily pl ralistic in its negotiation styleQ a. China b. #nglan5 c. 7ermany 5. ?e=ico 6hich a. b. c. 5. o* the *ollo:ing is not an interc lt ral negotiation g i5elineQ Determine that the negotiation is *easible. Sen5 the proper team incl 5ing yo r o:n interpreter. A5G st to the :ay o* li*e in the host c lt re. Agree to a ba5 5ealC it is better than no 5eal.
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6hich o* the *ollo:ing 5oes not 5escribe a Fapanese negotiating teamQ a. They allo: ins **icient time *or the negotiations. b. They come to the negotiation table :ith a large contingent o* people. c. They gi,e concessions that are small. 5. They nee5 to get to 2no: their b siness partners. ?ost c lt res are not as concerne5 :ith the legal ,ie: as they are :ith a. a share5 perception an5 in,entory control. b. a share5 perception an5 a goo5 agreement. c. G ris5iction an5 the time it ta2es to negotiate. 5. in*ormation that m st be reporte5 an5 G ris5iction. 6hich o* the *ollo:ing is not a typical *ace$to$*ace negotiator beha,ior accor5ing to &arris et al.Q
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arg ment 5il tion co nterproposals blame assessment irritators
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La5s A''ecting International B"siness Tra&el Chapter #*+ Test C"estions Tr e$%alse. Circle T i* the statement is tr eC circle % i* it is *alse. 1. (. T T % % 9 siness comm nication bet:een persons o* 5i**erent national origins is go,erne5 by the la: o* the host co ntry. The Act o* State Doctrine allo:s each nation to 5o as it :ishes :ithin its o:n bo n5aries :itho t inter*erence *rom other nations. The International #mergency #conomic Po:ers Act o* 10// go,erns research$oriente5 in*ormation *rom being comm nicate5 to *oreigners. The Unite5 States is a signatory to the tra5emar2 protection act o* the ?a5ri5 Con,ention. The 6orl5 Co rt is a bo5y o* the Unite5 Nations that pro,i5es a :ay to settle international 5isagreements bet:een corporations. ?aca lay>s thesis in,ol,es the concept that *irms are loo2ing *or short$term *oreign relationships. Thematization is the process by :hich a *rame:or2 *or m t al comm nication an5 satis*action is reache5. I* a s pplier ships goo5s a b yer has not re8 este5 an5 the b yer accepts them@ the b yer is *orming a contract by accepting the goo5s. In Fapan contracts are al:ays consi5ere5 open *or renegotiation. Dra:er reg lations are e=amples o* :ritten b siness la:s. In a high$conte=t c lt re@ the sit ation is more important than the :ritten :or5. 6hile most o* the Unite5 States practices ci,il la:@ ?e=ico practices common la:. The Doctrine o* So,ereign Compliance can be se5 as a 5e*ense in yo r home co ntry *or la:s *ollo:e5 in the host co ntry. The meansDen5s 8 estion is meas re5 by t:o e=tremes) relati,ity an5 5e,iation *rom the r le. I* yo are going to 5ri,e abroa5@ yo International Dri,er>s 3icense. sho l5 obtain an
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Using city b ses is recommen5e5 :hen tra,eling in 9razil. Renting a car *or tra,el in China is recommen5e5.
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Tra,elers to Fapan sho l5 e=pect some 5i**erences in hotel accommo5ations. Circle the letter correspon5ing to the correct response.
6hen a company becomes global@ it is go,erne5 by a. home co ntry la:s an5 host co ntry la:s. b. home co ntry la:s. c. host co ntry la:s. 5. The Act o* State Doctrine. 6hich o* the *ollo:ing ens res *air competition an5 lo: prices to U.S. cons mersQ a. Antiboycott Reg lations b. Antitr st 3a:s c. #=port A5ministration Act o* 104. 5. Tra5ing :ith the #nemy Act o* 101/ 6hich o* the *ollo:ing recognizes the intellect al property licensing o* copyrights by all the signatory nations to the actQ a. The ?a5ri5 Con,ention b. The #=port A5ministration Act o* 104. c. The 9erne Con,ention Implementation Act o* 1044 5. The International #mergency #conomic Po:ers Act o* 10// 6hich statement concerning the Presi5ential Decree *or the De,elopment an5 Operation o* the ?a8 ila5ora In5 stry Program o* 104! is incorrectQ a. It is an international program that allo:s the 5 ty$*ree import o* e8 ipment@ machinery@ an5 materials to assemble parts o* pro5 cts that are then ret rne5 to the home co ntry. b. U.S. Tari** Co5e allo:s the *inal pro5 ct to be bro ght into the Unite5 States :ith only the *inal ,al e a55e5 to the goo5s being ta=e5. c. Paci*ic Rim an5 # ropean co ntries are also ta2ing a5,antage o* the ma8 ila5ora program. 5. The ma8 ila5ora program is go,erne5 by common la:. 6hich statement regar5ing international la: is incorrectQ a. The International Co rt o* F stice@ or 6orl5 Co rt@ is a bo5y o* the Unite5 Nations. b. Instit tions intereste5 in ni*orm :orl5 la:s incl 5e the International Chamber o* Commerce@ The &ag e Con,ention@ an5 the 'ienna Agreement. c. Uni*ie5 la:s ha,e pro5 ce5 ni*ie5 G 5icial practices. 5. The #U an5 NA%TA are agreements that are trying to e8 alize the treatment o* organizations 5oing b siness m ltinationally. The process by :hich a *rame:or2 *or m t al comm nication an5 satis*action is reache5 is a. thematization. b. ni*ie5 go,ernance. c. a contract. 5. anti5i,ersion. %irms a. b. c. :o l5 choose 9ilateral 7o,ernance beca se they :ant an arbitrator. only one party to set terms *or both parties to *ollo:. a strong recognition o* a contin ing economic relationship.
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a strong contract.
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6hich o* the *ollo:ing statements concerning contracts is incorrectQ a. A contract is an agreement bet:een parties to 5o something an5 can be ma5e either by spea2ing@ :riting@ or con5 ct. b. In the Unite5 States an oral contract is legally en*orceable i* the parties a5mit that the contract :as ma5e. c. In Fapan most contract 5isp tes are 5isc sse5 an5 resol,e5 thro gh legal inter,ention. 5. The :or5 contract is important to legal en*orceability. 6hich statement regar5ing non:ritten la: is incorrectQ a. Co ntries interpret la:s 5i**erently. b. In lo:$conte=t c lt res :hat is :ritten is consi5ere5 *le=ible@ an5 :hat is oral is consi5ere5 bin5ing. c. Fapan is an e=ample o* a high$conte=t c lt re. 5. In all c lt res@ the interpretation o* the sit ation is less important than e=ternal r les an5 reg lations. 6hich o* the *ollo:ing statements concerning ethics is incorrectQ a. #thics G 5gments are base5 on a stan5ar5 o* moral beha,ior as to right an5 :rong. b. #thical beha,ior is not ,ie:e5 the same by all c lt res. c. #thical G 5gments are obGecti,e rather than s bGecti,e. 5. Reasonable people ha,e 5i**ic lty agreeing as to :here the line sho l5 be 5ra:n bet:een ethical an5 nethical acts. The *o r moti,ations *or nethical con5 ct are a. cons mers@ pro*it@ G stice@ an5 g i5ance. b. pro*it@ cons mers@ a5,ertising@ an5 competition. c. pro*it@ competition@ G stice@ an5 a5,ertising. 5. cons mers@ a5,ertising@ competition@ an5 pro*it. 6hich o* the *ollo:ing is not co,ere5 by the U.S. Department o* Commerce>s 100! boo2let@ International Business )ractices@ concerning 5istrib tor agreementsQ a. I* possible@ state the G ris5iction that :ill han5le 5isagreements. b. 6hat is legal in the Unite5 States may not be legal in another co ntry. c. 9ene*its to both parties sho l5 be state5. 5. The agreement can be either oral or :ritten. 6hich a. b. c. 5. o* the *ollo:ing Acts is an e=ample o* e=traterritorialityQ Tra5ing :ith the #nemy Act Doctrine o* So,ereign Compliance ?a8 ila5oras Act o* State Doctrine
(4.
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The most important 5oc ment to carry :hen tra,eling o tsi5e yo r nati,e co ntry is yo r a. ,isa. b. cons late papers. c. passport. 5. birth certi*icate. I* yo brea2 the la: in another co ntry@ yo may a. not call anyone other than a la:yer. b. only be trie5 *or a crime accor5ing to the la:s o* yo r home
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c. 5.
co ntry. as2 the cons late *or legal@ me5ical@ or *inancial a5,ice. as2 the cons late to get yo o t o* Gail.
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Chapter 1@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. % T T T T % T % T % T % T % T % T % ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !( !!. 9 C C 9 A C C 9 D A 9 C D D A
Chapter !@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. % T % % T T % % T T % T % % % % T T ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !(. !!. D C D A C D A C C 9 C D C C 9
Chapter (@ Test Ans:ers Tr e$%alse 1. T (. % !. T -. T .. T ". % /. T 4. T 0. % 11. 11. % 1(. % 1!. T 1-. T 1.. T 1". T 1/. T 14. % ? ltiple Choice 10. 9 (1. D (1. D ((. 9 (!. C (-. 9 (.. C (". C (/. 9 T(4. D (0. D !1. C !1. 9 !(. D !!. A
Chapter -@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. T T T T % T % % T T % % T % % % T T ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !(. !!. C A D 9 9 D A C C 9 D D A D 9
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Chapter .@ Test Ans:ers Tr e$%alse 1. T (. T !. T -. T .. T ". % /. % 4. % 0. % 11. T % (0. T !1. % !1. T !( T !!. T % T ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. 9 C 9 D C A C 9 C D A 9 A D A 11. 1(. 1!. 1-. 1.. 1". 1/. 14.
Chapter /@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. % % T T T % T % % T % T % T % T % T (0. !1. !1. !(. !!. ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. C D D 9 9 A 9 D C A 9 C A D 9
11. 1(. 1!. 1-. 1.. 1". 1/. 14.
Chapter "@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. 10. % % T % T % % T % T T T % % % T % T % ? ltiple Choice (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !(. !!. C D A A D C 9 C C A C 9 9 A
Chapter 4@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. % T % % T T T T % T T % T % T % % % ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !(. !!. 9 9 C C C C A C D D D 9 A A C
110
Chapter 0@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. T T % T T % % T T % T T T T T % % T ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !(. !!. C D D A 9 A C 9 9 9 D C D 9 D
Chapter 11@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. T % T % T T % % T % T % T % T % T T ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !(. !!. A A 9 C 9 A C C D 9 C D A 9 C
Chapter 11@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. T T T % % T % T % T % T T % % T T T ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !( !!. A 9 C 9 D 9 D C A 9 D D A A C
Chapter 1(@ Test Ans:ers Tr e$%alse 1. (. !. -. .. ". /. 4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. % T T % % % T T T % T % T % T % % T ? ltiple Choice 10. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !(. !!. A 9 C D C A C C D C C D A C C
111
111
Interc lt ral 9 siness Comm nication %inal #=am Tr e$%alse. 1. (. !. -. .. ". /. T T T T T T T % % % % % % %
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Circle T i* the statement is tr eC circle % i* it is *alse. #thnocentric management 5oes not acco nt *or c lt ral 5i**erences in the :or2 *orce. International b siness is increasing in the Unite5 States. C lt ral synergy ta2es place :hen a larger c lt re brea2s apart to *orm t:o or more separate c lt res. A n clear *amily consists o* parents@ chil5ren@ gran5parents@ a nts@ ncles@ an5 co sins. ?e=icans ,ie: social reciprocity as ,ery important. The Fapanese e5 cational system stresses pragmatic thin2ing. People *rom co ntries :ith :ea2 ncertainty a,oi5ance are more li2ely to remain close *rien5s in spite o* 5i**ering opinions. U.S. Americans place great importance on in5i,i5 ality an5 sel*$reliance. People o* 3atin c lt res 5o not place as great an emphasis on history as 5o people o* the Unite5 States. People in the U.S. are less concerne5 :ith sa,ing *ace than are people in Asia. The term soDourners re*er to people :ho ,isit or resi5e temporarily in another co ntry. NA%TA is a tra5e agreement bet:een the U.S.@ ?e=ico@ an5 Cana5a. ?aintaining ties :ith the home c lt re may c shion the shoc2 associate5 :ith reentry. The cooperati,e pragmatist is concerne5 :ith the o tcome *or all parties concerne5. Negotiation tactics are concerne5 :ith yo r co nterpartLs com*orts. People o* the Unite5 States ten5 to nee5 less space than 5o people in 3atin America. In the ?i55le #ast@ eye contact is so intense that it e=cee5s the com*ort zone *or people in the Unite5 States. The Fapanese se silence as a bargaining tool :hen negotiating :ith persons *rom the Unite5 States. 3atin Americans a,oi5 negati,e ne:s completely in their
4. 0. 11. 11. 1(. 1!. 1-. 1.. 1". 1/. 14. 10.
T T T T T T T T T T T T
% % % % % % % % % % % %
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correspon5ence. (1. (1. ((. (!. (-. (.. (". (/. (4. (0. !1. !1. !(. !!. !-. !.. T T T T T T T T T T T T T T T T % % % % % % % % % % % % % % % % In many co ntries@ the *acsimile is more 5epen5able than the mail ser,ice. %rench la:s pre,ent age 5iscrimination. Syntactic errors are errors in the content an5 meaning o* :or5s in a sentence. The Fapanese lang age teaches people to thin2 in a non$ linear mo5e. The primary 5i**erence bet:een an argot an5 a *oreign lang age is the relationship bet:een so n5s an5 meanings. Restricte5 co5es in,ol,e messages that are lo: in pre5ictability. In most # ropean co ntries@ a,oi5 a gi*t o* carnations as they are *or cemeteries only. #ti8 ette incl 5es manners an5 beha,ior consi5ere5 acceptable in social an5 b siness sit ations. In In5ia@ the partic lar caste system a person belongs to is 5etermine5 by pro*ession. The general r le *or b siness 5ress in most c lt res is to :ear Gac2ets at all times. 6hen ,isiting Fapan@ tip cab 5ri,ers genero sly. Socioling istics re*ers to the e**ect o* e5 cation on stat s in a c lt re. All c lt res 5o not share the i5ea o* a Nmi55le class.N S perstitions are treate5 cas ally in most Asian c lt res. One$:or5 e=pressions s ch as Os reP an5 Oo2ayP are percei,e5 as bl nt an5 abr pt by persons o* other c lt res. The ma8 ila5ora program allo:e5 the 5 ty$*ree import o* e8 ipment@ machinery@ an5 materials to assemble parts o* pro5 cts that are then ret rne5 to the home co ntry. In Fapan@ the n mber o* persons in,ol,e5 in negotiations is larger than in the Unite5 States. Fapan an5 the Unite5 States ha,e a common :or2 ethicC har5 :or2 is appla 5e5. Telling Go2es is a recommen5e5 tactic to relie,e tension in interc lt ral negotiations as people o* most c lt res *in5 the same things h moro s. The 6orl5 Co rt is a bo5y o* the Unite5 Nations that
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pro,i5es a :ay to settle international 5isagreements bet:een co ntries. -1. -1. T T % % 6ritten b siness la:s are also calle5 5ra:er reg lations. A U.S. manager :or2ing in Cana5a may tra5e :ith C ba e,en tho gh it is illegal to 5o so in the Unite5 States beca se o* the Doctrine o* So,ereign Compliance.
? ltiple Choice. -(.
6hich o* the *ollo:ing 5oes not *it the typical stereotype o* the Asian c lt reQ a. intelligent b. =enophobic c. gro p$oriente5 5. in5i,i5 alistic 6hich a. b. c. 5. o* the *ollo:ing 5oes not ill strate a global min5setQ traine5 against s rprises team:or2 an5 5i,ersity bigger@ broa5er pict re balance o* contra5ictions
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In a geocentric m ltinational management practice a. *acilities are r n 5i**erently by region. b. there is a common *rame:or2 :ith regional control. c. all capital in,estments are in one co ntry. 5. the 5ominant c lt ral gro p is consi5ere5. 6hich o* the *ollo:ing statements relate5 to economic systems is incorrectQ a. Fapan imports o,er hal* o* its *oo5 s pply. b. C ba>s system in,ol,es 5istrib ting goo5s accor5ing to nee5. c. ?e=ico>s economy is 5epen5ent on other co ntries. 5. Fapan>s biggest e=port incl 5es ra: materials se5 in man *act ring. 6hich o* the *ollo:ing statements relate5 to political systems is incorrectQ a. ?orocco is r le5 by a 2ing. b. In Fapan@ the emperor has the highest po:er. c. Cana5a has a parliamentary system. 5. 'oting is comp lsory in ?e=ico. 6hich o* the *ollo:ing statements regar5ing e5 cational systems is incorrectQ a. ?ost o* # rope operates on a t:o$trac2 system :here chil5ren are assigne5 to either a ,ocational or ni,ersity trac2. b. In Sa 5i Arabia@ the ni,ersities are segregate5 base5 on the social stat s o* the st 5ent>s parents. c. In Iran@ religio s instr ction recei,es more s pport than sec lar
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5. -4.
e5 cation. In %rance@ :here yo society.
go to school 5etermines yo r position in
6hich o* the *ollo:ing statements relate5 to marriage an5 *amily systems is incorrectQ a. In %rance 5ating begins aro n5 age 1.. b. There is no 5ating in Sa 5i Arabia. c. In ?e=ico@ *amilies ten5 to be smallC *amily nity is o* tmost importance. 5. Cana5a is generally a patriarchal society. 6hich o* the *ollo:ing statements best 5escribes strong a,oi5anceQ a. Top managers concerne5 :ith 5aily operations b. %e: r les e=pecte5 c. Tolerance *or ambig ity 5. %oc s on 5ecision process ncertainty
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6hich o* the *ollo:ing statements regar5ing :or2 attit 5es is incorrectQ a. In the Unite5 ;ing5om@ the only gro n5s *or Gob termination are criminal beha,ior. b. In Fapan@ 14$ho r :or2 5ays are not n s al. c. 6or2ing on :ee2en5s is ,ery common *or # ropean b sinesspeople. 5. Per has one o* the longest :or2 :ee2s in the :orl5. 6hich o* the *ollo:ing statements relate5 to religio s in*l ences is incorrectQ a. In the Unite5 States@ religio s obser,ances rarely inter*ere :ith b siness. b. ? slims stop :or2 *i,e times a 5ay to pray. c. Religio s belie*s may a**ect cons mption patterns. 5. In Sa 5i Arabia@ religio s obser,ances rarely inter*ere :ith b siness. 6hich a. b. c. 5. statement least represents U.S. ,al esQ U.S. Americans ,al e e8 ality o,er ine8 ality. U.S. Americans ,al e time management o,er leis re. U.S. Americans ,al e 5irectness o,er in5irectness. U.S. Americans ,al e history o,er planning *or the * t re.
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People o* a polychronic system ten5 to a. concentrate on the Gob. b. ta2e time commitments serio sly. c. borro: an5 len5 things o*ten. 5. ha,e short$term relationships. 6hich o* the *ollo:ing statements regar5ing pro=emics in the U.S. is inacc"rateQ a. The personal zone is reser,e5 *or ,ery close *rien5s. b. The social zone is se5 *or most b siness sit ations. c. The intimate zone may be entere5 :hen sha2ing han5s. 5. P blic 5istance is the most *ormal zone.
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6hich a. b. c. 5.
statement regar5ing haptics is incorrectQ In Thailan5@ it is o**ensi,e to to ch the hea5. Fapan is consi5ere5 a N5on>t to chN c lt re. 7reece is consi5ere5 a Nto chN c lt re. In 3atin American co ntries@ to ching bet:een men is
nacceptable.
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7 i5elines *or NinternationalizingN the #nglish lang age incl 5e all o* the *ollo:ing e)cept) a. Use only the most common meaning o* :or5s. b. A,oi5 slang. c. A,oi5 action$speci*ic ,erbs. 5. Choose :or5s :ith sing lar rather than m ltiple meanings. 6hich o* the *ollo:ing statements regar5ing rHs mHs is incorrectQ a. In %rance@ the rHs mH is similar to that in the Unite5 States. b. 7erman hiring o**icials e=pect the rHs mH to be one to t:o pages long. c. A photograph is not incl 5e5 on a U.S. rHs mH. 5. In Spain the rHs mH is in letter *orm. 6hich o* the *ollo:ing statements regar5ing c lt ral 5i**erences in correspon5ence is correctQ a. 7ermans are s ally 5irect :ith ba5 ne:s. b. The Fapanese a,oi5 negati,e ne:s altogether. c. The %rench consi5er en5ing on a positi,e note ,ery important. 5. #n5ings o* 7erman letters ten5 to be in*ormal.
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6hich a. b. c. 5.
o* the *ollo:ing topics :o l5 be a con,ersation taboo in %ranceQ m sic sports boo2s a person>s :or2 se5 in place o* :or5s :ith negati,e
"1.
Ino**ensi,e e=pressions that are connotations are a. Gargon. b. slang. c. e phemisms. 5. collo8 ialisms.
"1.
7eneral g i5elines to *ollo: :hen con,ersing :ith someone *rom another c lt re incl 5e all o* the *ollo:ing e)cept a. politics is a sa*e topic in most c lt res. b. a,oi5 telling Go2es. c. a,oi5 personal 8 estions. 5. 2eep the con,ersation positi,e. 6hich a. b. c. 5. statement best 5escribes an incorrect han5sha2eQ In the Unite5 States@ a han5sha2e sho l5 be *irm. An Asian han5sha2e is s ally gentle. 7ermans repeat a br s8 e han5sha2e pon arri,al an5 5epart re. A 9ritish han5sha2e is *irm an5 repeate5 *re8 ently.
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6hich statement regar5ing gi*t gi,ing in Fapan is incorrectQ a. The Fapanese open their gi*ts in *ront o* the gi,er.
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b. c. 5. "-. 6hich a. b. c. 5. "..
Fapanese employees are s ally re:ar5e5 :ith large bon ses 5 ring the gi*t gi,ing seasons. Do not s rprise a Fapanese host :ith a gi*t as it might ca se the person to lose *ace. 6hen gi,ing a gi*t to a Fapanese host@ a,oi5 gi*ts man *act re5 in Asia. statement regar5ing gi*t gi,ing is correctQ 7i*ts o* li8 or or :ine are s ggeste5 *or an Arab. 3atin Americans appreciate gi*ts s ch as a 2ni*e or han52erchie*. A,oi5 gi,ing gi*ts to the %rench ntil a personal relationship has been 5e,elope5. 6hen 5ining in a person>s home in 6estern # rope@ a gi*t sho l5 be presente5 pon 5epart re.
6hich statement regar5ing 5ining practices is incorrectQ a. In ?e=ico@ the main meal o* the 5ay s ally ta2es place bet:een ( an5 - p.m. b. The practice o* ser,ing a glass o* :ater :ith ice at resta rants is common in most co ntries. c. In %rance@ the sala5 is o*ten ser,e5 a*ter the main co rse rather than be*ore. 5. Ser,ing co**ee at the en5 o* the meal is common in most c lt res. 6hich statement regar5ing intro5 ctions is incorrectQ a. %irst names are se5 almost imme5iately by U.S. Americans. b. The 9ritish 5o not a55ress each other by *irst namesC titles are se5. c. In Colombia@ the title NDonN is a55e5 to a person>s name to sho: respect. 5. In the Chinese c lt re@ the s rname comes *irst an5 the gi,en name last.
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6hich statement regar5ing b siness attire is incorrectQ a. In the U.S.@ people 5ress more conser,ati,ely an5 *ormally than people in Cana5a. b. In a b siness sit ation@ clothing can enhance yo r cre5ibility. c. In # rope@ 5ress is *ormalC Gac2ets stay on in the o**ice e,en :hen the :eather is hot. 5. Fapanese :omen 5ress conser,ati,ely an5 :ear m te5 colors to the o**ice. 6hich a. b. c. 5. statement regar5ing ,ario s economies is incorrectQ Unemployment is s ally high in %rance. Fapan imports almost hal* o* its *oo5 s pply. The U.S. e=ports more to China than it imports. ?e=ico>s main tra5ing partner is the U.S.
"4.
"0.
6hich statement regar5ing cons mption practices is incorrectQ a. 6hen eating a meal in another co ntry@ it is a5,isable to s:allo: 8 ic2ly an5 a,oi5 as2ing :hat it is since yo are e=pecte5 to eat :hat yo are ser,e5. b. ? slims cons me alcohol along :ith most meals. c. &in5 s 5o not eat any bee*.
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5. /1.
People *rom In5ia are o*ten ,egetarians.
NAsiaShoc2N may be 5escribe5 as incl 5ing all o* the *ollo:ing stages e)cept a. *r stration :ith the c lt re incl 5ing lang age an5 *oo5. b. n:illingness to n5erstan5 the rationale behin5 the local :ays o* 5oing things. c. *ascination an5 e=citement abo t the ne: c lt re. 5. labeling Asians as 5ishonest beca se they seem to say one thing an5 5o another. 6hich a. b. c. 5. statement regar5ing stages o* c lt ral shoc2 is incorrectQ The *irst stage is re*erre5 to as the NhoneymoonN stage. D ring the secon5 stage@ e=citement t rns to 5isappointment. D ring the thir5 stage@ people o*ten cope by ma2ing 5isparaging remar2s abo t the c lt re. In the *o rth phase@ there is acceptance an5 in,ol,ement in acti,ities o* the c lt re.
/1.
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6hich statement regar5ing pre5epart re training metho5s is incorrectQ a. The m lti5imensional approach combines cogniti,e@ a**ecti,e@ an5 beha,ioral aspects o* training. b. The sel*$a:areness approach is also calle5 the h man relations mo5el. c. The intellect al mo5el ses a ,ariety o* instr ctional metho5s s ch as lect res an5 ,i5eo tapes. 5. The interaction approach ses sensiti,ity training or T$gro ps. 6hich o* the *ollo:ing statements regar5ing c lt re speci*ic negotiation is incorrectQ a. De,eloping personal relationships is not important to the s ccess o* negotiations in Nigeria. b. R ssians see time as moneyC *rien5ships are not cr cial to b siness. c. In In5ia@ bribery is commonC an5 ha,ing connections is important. 5. The %rench e=pect e,eryone to act %rench :hen 5oing b siness incl 5ing spea2ing the lang age. 6hich o* the *ollo:ing statements regar5ing negotiation :ith Fapanese people is incorrectQ a. The Fapanese se s btle an5 comple= ,erbal an5 non,erbal c es. b. 9 siness meetings sho l5 be arrange5 by an interme5iary :ho has a relationship :ith both parties. c. Completing a 5eal 8 ic2ly is not important to the Fapanese. 5. Negotiation practices are base5 on 2eirets systems an5 are ,ie:e5 as short$term commitments. The Competiti,e Approach Negotiation ?o5el ass mes that a. the negotiators :ill *orce the other partner to comply. b. negotiators :ill consi5er national c lt ral 5 ring the process. c. negotiators are more in5i,i5 alistic an5 pers asion oriente5. 5. both si5es pre*er a :in$:in sol tion. 6hich statement regar5ing negotiation :ith 7ermans is correctQ a. In b siness@ 7ermans are typically in5i,i5 alisticC ho:e,er@ as people they are ,ery gro p$oriente5. b. &a,ing technical people as part o* the negotiation team is important.
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To a U.S. person@ 7ermans seem ,ery optimistic. 7ermans *eel personal relationships are an important part o* negotiations.
The *o r C>s o* negotiation incl 5e all o* the *ollo:ing e)cept a. criteria. b. compromise. c. c lt re. 5. common interest. Recommen5e5 interc lt ral g i5elines be*ore negotiations incl 5e all o* the *ollo:ing e)cept8 a. Deci5e on yo r strategy. b. De*ine :hat yo :ant *rom the negotiation. c. Disc ss 5i**erences an5 come to agreements rather than legal settlements. 5. Research *acts s ch as c lt re$speci*ic in*ormation. The U.S. antiboycott reg lation a. allo:s U.S. employees to respon5 to boycotts. b. allo:s U.S. *irms to ignore tra5e agreements :ith certain co ntries. c. prohibits U.S. *irms *rom 5oing b siness :ith co ntries engage5 in :ar acti,ities. 5. prohibits U.S. *irms *rom re* sing to 5o b siness :ith *rien5ly nations or respon5 to a boycott. 6hich o* the *ollo:ing statements regar5ing go,ernance str ct re is incorrectQ a. ?ar2et go,ernance a55s an arbitrator. b. 9ilateral go,ernance has a strong recognition o* a contin ing economic relationship. c. In Uni*ie5 go,ernance@ only one party sets the terms. 5. Trilateral go,ernance *its transactions that in,ol,e o55 goo5s or a sit ation in :hich the establishment o* the relationship is e=pensi,e. 6hich statement abo t contracts is incorrectQ a. I* a s pplier ships nor5ere5 goo5s to a c stomer :ho accepts the shipment@ by accepting the shipment the b yer *orms a contract. b. In the U.S.@ oral contracts are not legally en*orceable. c. In Fapan@ a contract is al:ays open *or renegotiation. 5. &a,ing legal co nsel to a5,ise yo on the proper :ay to negotiate contracts in in5i,i5 al co ntries is recommen5e5. The U.S. Department o* Commerce o**ers all o* the *ollo:ing g i5elines *or 5istrib tor agreements e)cept) a. Translations sho l5 be chec2e5 *or concise meanings. b. Disagreements sho l5 be settle5 thro gh an arbitrator. c. 9ene*its to both parties sho l5 be state5. 5. An oral agreement sho l5 concl 5e the negotiation. ?atch the *ollo:ing terms :ith their 5e*inition. A. Acc lt ration 9. Act o* State
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41.
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Instr ctions) WWW 4!.
'al es@ i5eals an5 belie*s that one inherits *rom one>s c lt re
110
WWW 4-. WWW 4..
A paragraph that begins a U.S. ba5 ne:s letter #=plains ho: social str ct re a**ects lang ageC speech emerges in restricte5 or elaborate5 co5es Ability o* a corporation to mar2et a pro5 ct any:here in the :orl5 %amily system :here one man has many :i,es Time system :here people ten5 to 5o one thing at a time 7aze an5 eye contact 3ang age that is in5irect an5 non,erbal #ach nation can 5o as it :ishes :ithin its boundaries Sovereign Compliance Application o* la:s beyon5 U.S. bor5er %oc ses on e=planations o* beha,ior *rom the point o* ,ie: o* a person in the host co ntry 7ro ps possessing traits that 5isting ish them *rom others :ithin a larger societyDc lt re Patterns o* personality that e=ist *or gro ps that share a common c lt re Problem sol,ing that starts :ith *acts an5 goes to generalizations A5apting to the c lt ral patterns o* one>s society 9elie* that lang age * nctions as a :ay o* shaping one>s e=periencesC incl 5es str ct ral an5 semantic aspects o* a lang age Plans organize5 to achie,e a 5esire5 :or2ing relationship The political principle o* centralize5 social an5 economic control
Doctrine C. Attrib tion Training D. 9ernstein &ypothesis #. 9 **er %. Chronemics 7. Collecti,ism &. C lt ral &eritage I. De5 cti,e ?etho5 F. C lt ral noise ;. Doctrine o* 3. #nc lt ration ?. #=traterritoriality N. 7lobalization O. &igh Conte=t P. In5 cti,e ?etho5 R. ?onochronic S. Negotiation Strategies T. Oc lesics U. Polyan5ry '. Polychronic 6. Polygyny M. National c lt re <. Sapir$6hor* &ypothesis V. S bgro p
WWW 4". WWW 4/. WWW 44. WWW 40. WWW 01. WWW 01. WWW 0(. WWW 0!.
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WWW 0.. WWW 0". WWW 0/. WWW 04.
WWW 00. WWW111.
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Ans5ers to Final E)am C"estions
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Interc"lt"ral B"siness Comm"nication E)am #+ Chapters #01 ,"ltiple Choice Identify the choice that $est completes the statement or answers the 9uestionWWW 1. O*ten interc lt ral@ international@ an5 m ltic lt ral are se5 interchangeablyC ho:e,er@ there are 5istinctions. Interc lt ral b siness comm nication isQ a. Comm nication that ta2es place bet:een nations an5 go,ernmentsC it is *ormal an5 rit alize5. b. c. 5. WWW (. Comm nication :ithin an5 bet:een b sinesses that in,ol,es people *rom more than one c lt re. Comm nication among members o* the same c lt re. Comm nication in :hich t:o c lt res learn to a5apt materials an5 a5opt practices *rom each other.
Altho gh the Unite5 States 5epen5s on the *oreign economic opport nities@ there are problems that arise *rom U.S. citizens :or2ing on *oreign assignments. ProblemAsB that may e=ist is AareBQ a. 7o,ernment iss es b. c. 5. e. Tro ble a5apting to the climate %inances A I C only All o* the abo,e
WWW !.
6hich o* the *ollo:ing is not one o* the three primary 5imensions o* c lt reQ a. 7eographic region b. c. 5. Psychological Physical 3ang age
WWW-.
6hich o* the *ollo:ing is a stereotype *or someone in the #nglish c lt reQ a. #gocentric b. c. 5. e. Demonstrati,e Polite Arrogant None o* the abo,e
WWW ..
6hich o* the *ollo:ing is not one o* 9or5enLs se,en constr cts that in5i,i5 als m st possess i* they are going to s ccee5 interc lt rallyQ
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a. b.
6e are c lt rally literate in o r o:n an5 other c lt res. 6e are competent in lang ages o* other c lt res.
c. 6e 2no: the position o* o r c lt re an5 other c lt res on the *o r ni,ersal 5imensions o* ,al es an5 their interaction :ith the c lt ral orientation mo5el. 5. this e. WWW ". 6e ha,e an n5erstan5ing o* c lt ral similarities an5 can to connect :ith others. se
All o* the abo,e are constr cts.
7eocentric management isQ a. Practice :hen the *irm is locate5 in one co ntry an5 all its sales are in one co ntry. b. is c. to 5. Practices consi5er the c lt re o* the co ntry in :hich the *irm locate5. Re8 ires a common *rame:or2 :ith eno gh *ree5om *or in5i,i5 als operate regionally to meet the c lt ral nee5s o* :or2ers. None o* the abo,e.
WWW /.
6hich o* the *ollo:ing is a characteristic o* a global min5setQ a. Change as opport nity b. c. 5. % nctional e=pertise Str ct re All o* the abo,e go thro gh to a5apt to yo r society isQ
WWW 4.
A socialization process yo a. #nc lt ration b. c. 5. e. Acc lt ration A5ac lt ration C lt ral synergy None o* the abo,e
WWW 0.
The *ollo:ing 5escription 5escribes :hich o* the *ollo:ing economies. OThe economy is capitalistic :ith socialistic controls in the areas o* health care an5 the retirement system. ?an *act ring@ mining@ *ishing@ *arming@ an5 *oo5 processing 5ri,e the economy.P a. A stralia b. c. 5. 7ermany Cana5a So th ;orea
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e. WWW11.
%rance se5 in :hich o* the
In5iaLs :ell$e5 cate5 people are c rrently being *ollo:ing. a. %arming b. c. 5. e. &an5cra*ts ?o5ern in5 stries S pport ser,ices All o* the abo,e
WWW11.
WWWWWWWWWW has a 01J o,erall literacy rate. a. Cana5a b. c. 5. China Unite5 States In5ia
WWW 1(. In :hich o* the *ollo:ing co ntries is the political lea5er electe5 by the #lectoral College@ an5 other positions are ,ote5 on by the peopleQ a. %rance b. c. 5. Unite5 States Ne: Vealan5 The Netherlan5s
WWW 1!. In this co ntry *amily is more important than the in5i,i5 al@ an5 the el5erly are highly respecte5 an5 e=pecte5 to be ta2en care o* by their chil5ren. a. 7ermany b. c. 5. e. Singapore China #nglan5 None o* the abo,e
WWW 1-. The :ay *ormal an5 in*ormal comm nications are han5le5 areQ a. Social reciprocity b. c. 5. Social interactions Social hierarchy Interme5iaries
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WWW1.. An economic system is aQ a. Relationship bet:een 5i**erent gro ps or are en5 ring an5 relati,ely stable patterns o* relationship emphasizing the i5ea that society is gro pe5 into str ct rally relate5 gro ps or sets o* roles :ith 5i**erent * nctions@ meanings@ or p rposes. b. c. The :ay in :hich the pro5 cts that meet the material nee5s o* the people are pro5 ce5@ 5istrib te5@ an5 cons me5. A complete set o* instit tions@ interest gro ps As ch as political parties@ tra5e nions@ lobby gro psB the relationships bet:een those instit tions are the political norms an5 the r les that go,ern their * nctions. Theoretically regar5e5 as a :ay o* the go,ernment ma2es a policy an5 also to ma2e them more organize5 in their a5ministration.
5.
WWW 1". WWWW are social principles@ goals@ or stan5ar5s accepte5 by persons in the c lt re. a. 'al es b. c. 5. #thics Stan5ar5s Attit 5es
WWW 1/. The ability to loo2 at social beha,ior *rom another c lt reLs ,ie:Q a. Perception b. c. 5. Semantics Attrib tion Attit 5es
WWW 14. In the Unite5 States :omen earn WWW cents *or e,ery 5ollar that men ma2e. a. S..0 b. c. 5. S.// S.4S.01
WWW 10. C lt ral 5i,ersity incl 5es :hich o* the *ollo:ingQ a. Age b. c. 5. e. Religion Socioeconomic bac2gro n5 A I C only All o* the abo,e
1(.
WWW (1. WWWWWWWWWW meas res the threat o* ambig ity an5 a. Po:er in5e= b. c. 5. Uncertainty a,oi5ance in5e= Threat in5e= C lt ral obser,ance in5e=
n2no:n sit ations.
WWW (1. The position o* the go,ernment states that its citizens sho l5 be atheist. a. ?e=ico b. c. 5. So th ;orea Fapan China
WWW ((. Co ntries that are more collecti,istic incl 5e all o* the *ollo:ing e=ceptQ a. Fapan b. c. 5. In5ia The Netherlan5s P erto Rico
WWW (!. 6hich is not a characteristic o* the Unite5 States c lt reQ a. Claim that all people are e8 al in respect to social stat sC ho:e,er@ there is an e=ception :hen it comes to e5 cation an5 :ealth. b. c. 5. They are in*ormal :hen compare5 to people o* other c lt res. The Unite5 States c lt re ,al es 5irectness. They 5o not place as great an emphasis on the history o* those o* other c lt res.
WWW (-. 6hat is an aspect o* c lt ral shoc2 that has an a5,erse e**ect pon ne:comers to a c lt re :hen they e=perience a *eeling o* isolation *rom home c lt reQ a. C lt ral stress b. c. 5. Social alienation Social :el*are Un2no:n
WWW (.. In the Fohari 6in5o:@ :hich pane represents things I 2no: b t others 5o not 2no:Q a. 9lin5 spot b. &i55en
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c. 5.
Un2no:n Arena
WWW (". In the Fohari 6in5o:@ :hich pane represents things I 5o not 2no: an5 things that others 5o not 2no:Q a. Arena b. c. 5. 9lin5 spot &i55en Un2no:n n5erstan5ing
WWW (/. The Area Training ?o5el isQ a. 9ase5 on the ass mption that the trainee :ith sel* :ill a5apt to a ne: c lt re. b. c. 5.
#mphasizes c lt ral insight an5 stresses a**ecti,e goal an5 e=periential process. A mo5el in :hich participants are gi,en *acts abo t the host co ntry sing a ,ariety o* instr ctional metho5s. #mphasizes a**ecti,e goals@ c lt re$speci*ic content@ an5 e=periential processes.
WWW (4. The secon5 phase o* c lt ral shoc2 isQ a. The crisis or 5isenchantment perio5 b. c. 5. %ascination :ith a ne: c lt re Reentry shoc2 A5G stment phase
WWW (0. A concept base5 on the belie* that sing a single training approach is not as e**ecti,e as ones that combine cogniti,e@ a**ecti,e@ an5 beha,ioral aspects o* training. a. Sel* a:areness mo5el b. c. 5. ? lti5imensional approach Area training Interc lt ral mo5el
WWW !1. A5apti,e traits incl 5eQ a. Anticipatory a5G stments b. c. 5. Psychological a5G stments Socioc lt ral a5G stments All o* the abo,e
WWW !1. An estimation o* WWWJ o* managers lea,e :ithin a year *ollo:ing

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a. b. c. 5.
repatriation. !1 "/ (1 -.
WWW !(. 6hich is one o* the *i,e progressi,e stages o* AsiaShoc2Q a. DenialC people o* the Unite5 States *eel as tho gh :hen as2e5 a 5irect 8 estion one sho l5 ans:er openly an5 honestly an5 they *eel as tho gh Asians ha,e more tolerance to 5enying a 5irect 8 estion. b. #thnocentricityC people o* the Unite5 States o*ten label Asians as 5ishonest beca se they say one thing an5 5o another@ *ailing to realize that Asians consi5er their beha,ior to be *ace sa,ing rather than 5ishonest. Reser,ationC people o* Asia ten5 to not be as o tgoing an5 *or:ar5 as those in the Unite5 States c lt re. All o* the abo,e are stages o* AsiaShoc2.
c. 5.
WWW !!. The message is e=plicit an5 may be gi,en more than one :ay to ens re n5erstan5ing by the recei,er. a. 3o:$conte=t b. c. 5. ?i5$conte=t &igh$conte=t A I 9 both
WWW !-. 6hich o* the *ollo:ing is a topic that sho l5 be a,oi5e5 in 7ermanyQ a. Personal li*e b. c. 5. e. International politics &obbies Soccer Tra,el abroa5
WWW !.. WWWWWWWW are topics consi5ere5 to be inappropriate *or con,ersations :ith people in certain c lt res or gro ps. a. # phemism b. c. 5. Repartee con,ersations Con,ersation taboos &igh$conte=t topics
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WWW !". WWWWWW are 5e*initions s ch as the name o* a type o* crab@ the Fapanese Spi5er Crab. a. Connotati,e meanings b. c. 5. %ig rati,e meanings Scienti*ic meanings Denotati,e meanings
WWW !/. Someone :ho st 5ies the meaning o* a :or5 an5 :hen an5 ho: it :as 5e,elope5 is aQ a. 3ing ist b. c. 5. Semanticist 7rammarian No,elist
WWW !4. The Sapir$6hor* &ypothesis statesQ a. &o: social str ct re a**ects lang ages an5 is the e=tensions o* another hypothesis. b. c. 5. 3ang age * nctions as a :ay o* shaping a personLs e=perience an5 not G st a 5e,ice *or reporting e=perience. 3ang age is ni*ying an5 5i,isi,e an5 tie people together *rom all 5i**erent regions. 3ang age is an e=tension o* o r tho ght process an5 one sho l5 thin2 abo t :hat he is to say be*ore he repeats it.
WWW !0. WWWW is li2e a gamesmanshipC the obGect is to see :ho can gain 5ominance in a *rien5ly 5ebate rather than :ho can impart nee5e5 in*ormation. a. Repartee con,ersation b. c. 5. 'erbal 5 eling Disclose con,ersations &igh conte=t con,ersation
WWW -1. WWWWWWWW *rom 14 inches to - *eet is se5 *or gi,ing instr ctions to others or :or2ing closely :ith another person. a. Intimate zone b. c. 5. Personal zone Social zone P blic 5istance
WWW -1. Ol*actics isQ a. 7aze o* eye contact.

1(0
b. c. 5.
Smell as a *orm o* non,erbal comm nication is important. Comm nicating thro gh bo5y contact. The pitch o* oneLs ,oice.
WWW -(. It is acceptable to to ch :hen comm nicating in :hich o* the *ollo:ing c lt resQ a. Cana5a b. c. 5. e. 7reece #nglan5 Scan5ina,ia Unite5 States
WWW -!. The most e=pressi,e type o* bo5y lang age is con,eye5 thro ghQ a. To ch b. c. 5. 'oice pitch %ace an5 eyes Smell se o* personal space is 2no:n asQ
WWW --. Comm nicating thro gh the a. Pro=emics b. c. 5. Chronemics &aptics Oc lesics
WWW -.. Paralang age re*ers to all b t :hich o* the *ollo:ingQ a. Rate b. c. 5. e. Pitch 'ol me Range All o* the abo,e
WWW -". #thnocentrism is 5e*ine5 asQ a. 9elie* that yo r o:n c lt ral bac2gro n5@ incl 5ing the :ays o* analyzing problems@ ,al es@ belie*s@ lang ages@ an5 ,erbal@ an5 non,erbal comm nication@ is correct. b. c. 5. Process o* a5G sting an5 a5apting to a ne: an5 5i**erent c lt re. Socialization process yo None o* the abo,e go thro gh to a5apt to yo r society.
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WWW -/. P nct ality is highly regar5e5 in all co ntries e=ceptQ a. 7ermany b. c. 5. e. ?e=ico So th ;orea The Netherlan5s All o* the abo,e regar5 p nct ality in high importance
WWW -4. People in :hich o* the *ollo:ing co ntries are more time conscio s then that o* the Unite5 StatesQ a. 3atin America b. c. 5. e. Algeria 7ermany ?e=ico None o* the abo,e
WWW -0. Costly bl n5ers are o*ten the res lt o* a. 3ac2 o* 2no:le5ge o* another c lt re. b. c. 5. Interc lt ral comm nication iss es. Non,erbal comm nication pattern mis n5erstan5ing. All o* the abo,e
WWW .1. Polychronic people a. Concentrate on the tas2. b. c. 5. 9orro: an5 len5 things o*ten. Are committe5 to the tas2. Are acc stome5 to short$term relationships.
WWW .1. WWWWWWWWWW re*ers to the e**ect o* social an5 c lt ral 5i**erences pon a lang age. a. 3ang age 5i,ersity b. c. 5. e. Socioling istics Alternati,e lang ages Repartee lang ages None o* the abo,e
WWW .(. 6hich is a ,erbal style in the Unite5 StatesQ a. They rise abo,e an5 embellish *acts.
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b. c. 5.
?en spea2 more an5 more o*ten than :omenC an5 :omen emotion :hen spea2ing. They pre*er less tal2ati,e persons an5 ,al e silence. Do not se *irst names nless they are close *rien5s.
se more
WWW .!. It is important to st 5y interc lt ral b siness comm nication beca seQ a. It a55resses proce5 ral@ s bstanti,e@ an5 in*ormal global problems. b. c. 5. It allo:s yo to become in,ol,e5 :ith the s bstanti,e@ c lt ral le,el@ an5 become sensitize5 to 5i**erences. Allo:s yo to :or2 on the proce5 ral iss es o* co ntry$to$co ntry@ 5iplomacy@ an5 legal conte=ts. All o* the abo,e
WWW .-. 6hich *ollo:ing pairing is correctQ a. 3aos an5 ?arshall se barter b. c. 5. 9elize an5 Cambo5ia are comm nistic S:e5en an5 China are socialistic Unite5 States an5 Fapan are capitalistic
WWW ... 6hich o* the *ollo:ing systems are *o n5 in all c lt resQ a. #conomic systems b. c. 5. e. Political systems Social hierarchies A I C only All o* the abo,e
WWW .". The D tch a. Ten5 to plan an5 sche5 le rather than be spontaneo s. b. c. 5. #nGoy a rela=e5 an5 in*ormal li*estyle. Are seen as *rien5ly an5 o tgoing people. 'al e tolerance an5 *airness an5 enGoy o:ning property.
WWW ./. Collo8 ialisms areQ a. Incl 5es i5ioms an5 other in*ormal lang age. b. c. In*ormal phrases o*ten associate5 :ith certain regions o* the co ntry. %orme5 *rom initial letters.
1!(
5.
Ino**ensi,e e=pressions that are :ith negati,e connotations.
se5 to place o**ensi,e :or5s
WWW .4. 6hich o* the *ollo:ing characteristics concerning :omen in comparison to men in interc lt ral comm nication is tr eQ a. 6omen a5apt better than men in interc lt ral sit ations. b. c. 5. 6omen manage a5,ersity better. 6omen ha,e a greater ris2 o* *ail re an5 criticism than men. All o* the abo,e
WWW .0. In :hich o* the *ollo:ing c lt res is go,ernment an5 religion separateQ a. ?e=ico b. c. 5. Iran %inlan5 Unite5 Arab #mirates
WWW "1. 6hich o* the *ollo:ing are re:ar5s *or global managers li,ing abroa5Q a. Cost$o*$li,ing b. c. 5. e. &ome$lea,e ?e5ical Car an5 5ri,er All o* the abo,e
#ssay + estion "1. In to5ayLs global mar2ets@ it is important to n5erstan5 otherLs c lt res in or5er to comm nicate e**ecti,ely. Using the in*ormation 5isc sse5 in the *irst si= chapters o* o r te=tboo2 an5 in*ormation containe5 in the ,i5eos@ 5isc ss the c lt ral 5issimilarities Ae5 cation@ *amily an5 marriage@ political@ religion@ attit 5es to:ar5s :omen@ an5 :or2 attit 5esB that e=ist bet:een the Unite5 States an5 the Fapanese c lt re. Ne=t@ 5isc ss :hy it is important to n5erstan5 these 5issimilarities an5 :ays to o,ercome them.
1!!
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"1. The Fapanese ha,e a m ch more rigoro s e5 cation system as in the lo:er gra5es chil5ren go to school si= 5ays a :ee2. To get into the best schools@ chil5ren are place5 on :aiting lists at birth. %amily is ,ery important in Fapan. The h sban5 is responsible *or ta2ing care o* his *amily an5 his parents. In the Unite5 States@ both the h sban5 an5 :i*e ten5 to :or2 to s pport their *amily@ b t they are not responsible *or their parents. In Fapan :hen a :oman gets marrie5 she is e=pecte5 to 8 it :or2ing@ an5 this is not the case in the Unite5 States. In both co ntries@ people get to choose :ho they marry. In the U.S. the stan5ar5 religion is one o* the Protestant religions@ in Fapan they may be 9 55hist@ Shinto@ or something else. In both co ntries politicians are electe5 by the peopleC ho:e,er@ Fapan also has a monarchy that has no po:er. 6omen ta2e care o* the home an5 chil5ren an5 basically are responsible to their mother$in$la:s. 9oth co ntries ha,e people :ho :or2 ,ery har5@ an5 :or2 is ho: oneLs :orth is meas re5. In Fapan it has only been recent that :omen are beginning to hol5 higher positions in companies an5 not 8 itting :or2 :hen they get marrie5. ?any yo ng :omen ha,e chosen not to get marrie5 so they can ha,e a career. <o ng people also stay at home ntil they get marrie5 in Fapan :hich is the opposite o* the Unite5 States.
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Inter!"#t"r$# B"siness Comm"ni!$tion% E&$m '% Ch$pters ()*' Multiple Choice 'dentify the choice that $est completes the statement or ans"ers the (uestion. ).**** percent of incoming international messages that are in English. a. ++ $. +, c. -. d. -/ 0.Content errors that refer to errors in meaning are1 a. Systematic errors $. Syntactic errors c. Lexical errors d. Lexitactic errors 2.3uthors of $usiness communication text$oo&s recommend using the direct approach for $eginning all of the follo"ing except1 a. 4ood ne"s $. 5irect re(uest!in(uiries c. 6eutral messages d. 7ad ne"s 8.9he preferred letter "riting styles used in the :nited States are1 a. 'ndented letter and $loc& letter $. 7loc& letter and modified $loc& c. 'ndented letter and modified $loc& d. ;nly modified $loc& <.Which of the follo"ing "as not included in Lash=s suggestions for "riting email messages to international colleagues1 a. :se a colla$orati#e tone. $. :se all capital letters to get your point across. c. 3#oid d"elling on cultural differences. d. :se short> simple sentences. ,.'n "hich of the follo"ing countries are you li&ely to ha#e a resume of 0/%2/ pages1 a. 4ermany $. South ?orea c. Spain d. :nited ?ingdom ..Multinational $usinesses in the :nited States ha#e found that the ********** is more dependa$le than the mail ser#ice in many countries.
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a. $. c. d.
9elephone @ax machine Email ser#ice 6one of the a$o#e
-.Which of the follo"ing is a guideline for AinternationaliBingC the English language1 a. :se emoticons to express your tone. $. 3#oid formal tone "hich may $e hard for people in other cultures to understand. c. 7e a"are of the "ords "ith a uni(ue meaning in some cultures. d. 3ll of the a$o#e +.Women "riting to men internationally must1 a. 7e careful a$out the tone and "ord choice. $. 4i#e compliments $ased on the department rather than from the "oman directly. c. Must soften direct "ords such as AexpectC and Are(uire.C d. 3ll of the a$o#e )/.************** is a paragraph in a $ad ne"s letter that tells "hat the letter is a$out "ith a pleasant tone $ut says neither yes nor no. a. ;pening $. ;#er#ie" c. 'ntroduction d. 6one of the a$o#e )).************ refers to customs and regulations dealing "ith diplomatic eti(uette and courtesies expected in official dealings "ith persons in #arious cultures. a. Eti(uette $. Drotocol c. Custom practices d. Eegulatory dealings )0.'n "hich of the follo"ing countries does the surname come first> follo"ed $y the gi#en name1 a. China $. 4ermany c. England d. 'taly )2.When tal&ing on the telephone> the initial impression is formed mainly $y *********> rather than on the "ords spo&en. a. Ho" you initially address the recei#er of the telephone call. $. 9he conciseness of the messageF a#oid ram$ling to get your message across. c. Gocal (uality. d. 6one of the a$o#e> it is $ased on the "ords spo&en. )8.Which of the follo"ing is not a Aneti(uetteC to a#oid1 a. @laming $. Manners c. Shouting
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d.
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)<.************ culture dines in a &neeling position on a tatami mat. a. Chinese $. Japanese c. 'ndian d. @rench ),.9he 3sian countries place a great importance on gift gi#ing. When choosing an appropriate gift in an 3sian country> it is important to a#oid any gift depicting this animal $ecause it is a sym$ol of cruelty and greed. a. 9iger $. Dig c. Wolf d. Lion )..'n this culture it is typical that a )/%)<H ser#ice charge is automatically added to the $ill. a. China $. 4ermany c. @rance d. 3ll of the a$o#e )-.9ipping in this country can offend or insult the people of that culture. a. Japan $. 9he 6etherlands c. @rance d. @inland )+.************ and *********** ha#e impacts on the success of intercultural communication encounters. a. 6eti(uetteF gender $. DositionF gift gi#ing c. MoneyF status d. DositionF status 0/.************** place the for& in the left hand and the &nife in the rightF they use the &nife to push food onto the $ac& of the for&> and then mo#e the food into the mouth "ith the tines of the for& do"n. a. 3sian eating style $. :.S. eating style c. Continental eating style d. 'nternational eating style 0).Which of the follo"ing is 6;9 a proper pairing of handsha&es $y culture1 a. 3sianF gentle $. Latin 3mericanF moderate grasp repeated fre(uently c. Middle easternF gentle and repeated fre(uently d. 7ritishF firm
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00.'n *********** and ************ it is not only appropriate to in(uire a$out the health of family mem$ers $ut also to ha#e lengthy discussions a$out their "ell $eing. a. Latin 3mericaF Mexico $. Latin 3mericaF Saudi 3ra$ia c. MexicoF Saudi 3ra$ia d. 4ermanyF Saudi 3ra$ia 02.***** percent of :.S. "omen of employment age "or&> they still do not recei#e e(ual pay and responsi$ility. a. -< $. ./ c. ,/ d. .< 08.Superstitions are1 a. 7eliefs that are inconsistent "ith the &no"n la"s of science or "hat a society considers to $e true and rational. $. Dractices considered $y a society as unaccepta$le. c. 7eliefs that are not pro#en to $e accurate. d. 6one of the a$o#e 0<.What is the general rule for $usiness dress e#ery"here1 a. Din strip professional $. 7lac& and "hite color scheme c. 7uttoned up d. 6one of the a$o#e 0,.************* has one of the longest "or& "ee&s in the "orld 8- hours "ith $usinesses open at least six days a "ee&. a. Deru $. Mexico c. 3rgentina d. Singapore 0..9he highest percentage of people "ho "ould not sho" their emotions openly "ere from1 a. Ethiopia $. Japan c. Doland d. 3ll of the a$o#e 0-.Companies in the :nited States found guilty of paying $ri$es to foreign officials can $e fined up to **************> and guilty employees may $e fined up to ********. a. I)>///>///FI)/>/// $. I<//>///F I)>/// c. I)>///>///F I)>/// d. 6one of the a$o#e
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0+.'n the Japanese culture> this food is sym$olic of happiness and ser#ed at 6e" Jear=s. a. 4reen #egeta$les $. 5ried s(uid c. Dor& d. Salmon 2/.************in#ol#es a person=s conduct or deportment and is influenced $y culture. a. 5emeanor $. 7eha#ior c. Dersonality d. Communication 2).************ in#ol#es discussions of common and conflicting interests $et"een persons of different cultural $ac&grounds "ho "or& to reach an agreement of mutual $enefit. a. 7argaining $. 'ntercultural negotiation c. 7arter d. 6one of the a$o#e 20.Which of the follo"ing is 6;9 a step in the negotiation process1 a. 9eam selection $. Eesearch c. ;pening tal&s d. Eelationship $uilding 22.9o $e successful in distri$utor agreements> 3xtell suggests you do all except1 a. 3greed%on sales (uotas $. Dro#isions for secrecy c. 4et payment in one lump sum d. Eesponsi$ility for taxes 28.3ccording to the text$oo&> "hich of the follo"ing are commonly used pro$lem%sol#ing techni(ues1 a. Dro$lem%sol#ing approachF compromise agreement $. Compromise agreementF integrati#e agreement c. Dro$lem%sol#ing approachF integrati#e agreement d. Dro$lem%sol#ing approachF competiti#e approach
2<.Which is one of the fi#e methods of reaching integrati#e agreements1 a. 6onspecific compensation $. Drice fixing c. Specified compensation d. 6one of the a$o#e
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2,.***************** is reached "hen t"o parties find a common ground $et"een their indi#idual goalsF the result is a lo"er Koint $enefit. a. Legal agreement $. Ee#erse agreement c. 'ntegrati#e agreement d. Compromise agreement 2.. :.S. 3mericans tend to ma&e ******** adKustments to their opponent=s $eha#ior> and they change their negotiation strategy******** than other cultures "hen dealing interculturally. a. @e"erF less $. @e"erF more c. MoreF more d. 6oF less 2-.3ll exports are controlled $y the go#ernment of the country ************. a. Where they are shipped. $. Where they are produced. c. Where the ra" materials "ere recei#ed. d. 3ll of the a$o#e 2+.5etailed outlines of the items in the negotiation process that need to $e constantly o$ser#ed> analyBed> and e#aluated include "hich of the follo"ing1 a. Dhysical location of the negotiations $. 3genda or policy issues in the negotiation c. Dreliminary statements and limitation consideration d. 3ll of the a$o#e 8/.Which of the follo"ing is an o$Kecti#e of 63@931 a. 9o promote fair competition. $. Eeduce the amount of money needed for in#estors. c. 9o allo" companies to operate glo$ally "ithout the concern of #iolating another country=s "or& la"s. d. 6one of the a$o#e 8).6on#er$al messages> such as $ody language> space> and gift gi#ing that can impede the negotiation process is an example of1 a. Derceptual noise $. 5isrupti#e noise c. Cultural noise d. 6on#er$al noise 80.7alanced authority1 a. 3llo"s each partner to share the decision ma&ing role. $. Exists "hen t"o different people hold opposing #ie"s "hich $alance each other out. c. 3llo"s the decisions to $e made after "eighing different options. d. 3llo"s a person to distri$ute po"er in a $alanced manner to others in the organiBation.
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82.3 positi#e side of using interpreters and translators is1 a. 9he translator can anticipate the other cultures reaction and alter the message accordingly. $. 9here is another party in#ol#ed "hich can help mediate any arguments that may arise. c. Jou ha#e more time to thin& a$out your next statement "hile your pre#ious statement is $eing translated. d. 6one of the a$o#e 88.*************are maneu#ers used for gaining ad#antage. a. Mediation $. 9actics c. 7usiness positions d. 6one of the a$o#e 8<.****************are Bones of international commerce "here the foreign or domestic merchandise may enter "ithout formal customs duties. a. @ree trade Bones $. 6o $arrier Bones c. 9rade $locs d. 3LC e. 3ll of the a$o#e 8,.3ccording to 4raham and Her$erger "hich of the follo"ing is not a characteristic of the :.S. style of negotiation1 a. A' can handle this $y myselfC Mto express indi#idualism) $. A3ddress me as Mr. or Ms.C Mto appear professional) c. ASpea& upF "hat do you thin&1C Mto a#oid silence) d. 3ll of the a$o#e are characteristics 8..@or negotiations to $e considered successful> it should1 a. 3llo" $oth parties to gain something. $. 3llo" a decision to $e made s"iftly. c. 3llo" the negotiator ample time to discuss the conditions to $oth parties. d. 6one of the a$o#e
8-.***************** culture has a sense of pride that is sometimes interpreted as supremacy "hen conducting $usiness. a. @rench $. 4erman c. Japanese d. 6one of the a$o#e 8+.Some face%to%face negotiation $eha#iors include1
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a. $. c. d.
Counterproposals 3rgument dilution 'rritators 3ll of the a$o#e
</.Which of the follo"ing $est descri$es common interest1 a. Considers that $oth parties in the negotiation share> ha#e> or "ant something that the other party has. $. ;utcomes "hich $oth parties are satisfied "ith. c. 3llo"s $oth parties to discuss openly a$out a common su$Kect. d. 3ll of the a$o#e <).************** promotes intellectual property rights "orld"ide and currently administers 02 treaties for )-< mem$er nations. a. Droperty Eight of the World $. 'nternational property 3ssociation c. World Droperty Eights d. World 'ntellectual Droperty ;rganiBation <0.Which of the follo"ing is not one of the four go#ernance structures1 a. Mar&et go#ernance $. :nified go#ernance c. :ni#ersal go#ernance d. 7ilateral go#ernance <2.@oreign Corrupt Dractices 3ct of )+.. a. Ee(uires :.S. companies to account for and report international transactions accurately and prohi$its $ri$es that are used to gain a $usiness ad#antage. $. Ee(uires the duty%free import of e(uipment> machinery> and materials to assem$le parts of products that are used $y the home company. c. Ee(uires that foreign trade $e conducted according to the guidelines outlined $y this act. d. 3ll of the a$o#e <8.Which is one of the three dimensions of negotiation ethics1 a. Means!ends $. Eelati#ism!a$solutism c. 9ruth telling d. 3ll of the a$o#e <<.****************** are rules for the relationship $et"een legal entities and the state that do not ha#e national status> such as pri#ate corporations. a. Nuasi%international la"s $. Macaulay=s 9hesis c. Sanctions d. 6one of the a$o#e <,.3ntidi#ersion re(uirements
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a. $. c. d.
Must state the address at "hich the company participating in the negotiation is located. States that the $ill of lading and the in#oice must clearly display that the carrier cannot di#ert the shipment to a country the :.S. go#ernment considers restricted. Cannot participate in negotiation "ith a company that is located outside of the regulations and la"s of the :.S. go#ernment. 3ll of the a$o#e
<..************** re(uires federal licensing of technical information in $usiness correspondence. a. 3rms Export Control 3ct of )+,$. 9rading "ith the Enemy 3ct of )+). c. Export 3dministration 3ct of )+,d. 'nternational Emergency Economic Do"ers 3ct of )+.. <-.9he "orld> "ith **** nations> has numerous la"s that affect international $usiness. a. 0/+ $. )+) c. )++ d. )-< <+.Which act states> each nation can legally do as it "ishes "ithin its o"n $oundaries "ithout interference from other nations1 a. 4lo$al Eights 3ct $. 3ct of State 5octrine c. Eeigning 6ation 3ct d. 3ct of Homeland 7oundaries ,/.Which is a $ody of the :nited 6ations that pro#ides a "ay to settle international disagreements $et"een countries rather than corporations1 a. 'nternational Court of Justice $. 4lo$al Justice court c. Justice 'nternational d. Court of the World
Essay Nuestion ,).5iscuss the negotiation process and descri$e three components that may hinder intercultural negotiation. 3ns"ers to Chapters .%)0 9est ). 3 0. C 2. 5 8. 7 <. 7 ,. 3 .. C -. C
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7 5 7 3 C 5 7
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,). ). Select a neutral site. 0. Many cultures expect you to ha#e a team mem$er to partner "ith each of their team mem$ers. 9his is important in such countries as Japan "here partners meet outside of regular meetings. 2. Eelationship $uilding if not done properly can undo a possi$le negotiation. Many cultures "ould ta&e offense to a change of team mem$ers after they ha#e $uilt a relationship. 8. ;pening tal&s are importantF it is important that you &no" if they are going to $egin "ith small tal& or actually discussing the particulars of the agreement <. 5uring discussions it is important to &no" ho" the culture uses English and "hat they are really saying so that they are interpreted properly. ,. Coming to an agreement is important> $ut ho" each side #ie"s the agreement long term is e#en more important> including "hether the agreement is open for negotiation.
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Intercultural Business

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INSTRUCTORS MANUAL

WITH TEST BANK AN

INTERCULTURAL BUSINESS COMMUNICATION

. . . . . . . . . . . . . ral . . . . . . Comm nication . . . . . . . . . . . . . . . . . . . . . . . . . . .

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ette . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . C . . . stoms . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . Process . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

9 siness an5 Social + estions . . . . . Cases . . . . . . . Acti,ities . . . .

Chapter 11) Interc lt ral + estions . . Cases . . . . Acti,ities .

ii Chapter 11) Interc lt ral + estions . . Cases . . . . Acti,ities . Negotiation . . . . . . . . . . . . . . . . . . Components . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

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