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Prof. Dr. Harald H.

Mllich

Intercultural
Gaps and Bridges

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

aspects
Business assignment
Communication
Cultural spheres
Cultural dimensions
Company culture(s)
Cross-cultural ethics
Culture
Cultural checks
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Business Meeting
Situation

Host country:
Kuwait

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Business Meeting
Host Country: Kuwait
Mr. Rutherford:

Sheikh:

mission abroad / requesting

on his own territory / granting

- unprepared

- well prepared

(info about potential Arab partner)

(info about UK company)

- inexperienced in Middle East

- educated in Britain

- eager to clinch a deal

- letting the other one struggle

- underestimating Sheikh, learning


while going along, ignoring the
Sheikhs cultural mix

- understanding the other ones


position, feelings, reactions,
patterns of thinking perfectly

- uncomfortable

- comfortable, amused, ironical

- unsure of the situation, lost


weaker position, blundering

Success
?

- in full command of the situation


Stronger position, playing
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Intercultural Positions
Mr. Rutherford (UK):

Sheikh (Kuwait):

middle management

top management

drowning in foreign cultural matrix

acting in & from his own cultural matrix

groping on unknown territory

confidently striding across both cultures

MISPERCEPTION

Intercultural
tabula rasa:
Basic Level:
cultural
awareness (-)

Specific
Training:
target culture (-)

=
=
=
=
=
=

- negotiating skills
- interpersonal skills
- intercultural awareness
- intercultural sensitivity
- ability to act interculturally
- ability to take cues (use bridges):
re-active

<
<
<
<
<
<

- ability to give cues (build bridges):

pro-active

<

Intercultural
experience:

General awareness
through experience
abroad (+)

Specific knowledge
of UK through own
experience (+)

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Matrix of situation
Converging intentions +
common cultural ground

Mr.
Rutherford

Extended
common
ground:

English
Needs deal (export of poultry)

English
culture

Sheikh
Arab (Kuwait)
Benevolent, in favour of deal

Sheikh building broad bridge!


harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Communication
Model

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

1. Sender - Receiver

S
E
N
D
E
R

Statement

Content
Form

R
E
C
E
I
V
E
R

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

1. Sender - Receiver

R
E
C
E
I
V
E
R

S
E
N
D
E
R

Statement

Content
Form

S
E
N
D
E
R

R
E
C
E
I
V
E
R

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

2. speech acts

verbal
supraverbal

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Styles of Verbal Communication

Trompenaars
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

2. speech acts

verbal
supraverbal
paraverbal
extraverbal

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

ORAL COMMUNICATION

Extraverbal
level

Non-verbal
level

Paraverbal
level

Breathing
Clothes, etc.
Situation, context

Facial expression
Gestures
Eye contact

Emphasis
Rythm
volume

Verbal
level
Line of argument
Question strategy
Alliance building

IK Jena
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Colours
Europe

Asia

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

situation

statement
statement
context

relational

expectation

factual
purpose

intention

selfmanifestation

2. speech acts

bilateral, responsive

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Culture

CULTURE
in its own right by comparison

Values, Taboos, Symbols; Priorities


Cultural Standards
Cultural Matrix
Cultural Dimensions
Dos and Donts

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultural Matrix

Mr.
Rutherford

CULTURE

Sheikh
Arab (Kuwait)

English
- Written
- Institutional

Values,
Taboos,
Symbols;

- Oral
- Relational

Brief(!) small talk,


Time efficiency,
Performance,
Business first, ...

Priorities

Long talk to get


to know each other,
Relationship,
Person first,

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultural Matrix

CULTURE

Mr.
Rutherford
English
Industrial Revolution,
Calvinist beliefs,
Empire,

Sheikh
Cultural spheres
Collective Memory
(history, legends, myths, etc.)

Arab (Kuwait)
Oil,
Islam,
Colonialism,
Iraqi Invasion,

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultural Matrix

CULTURE

Mr.
Rutherford

Sheik
Dimensions

English
sequential
universalist
achievement
neutral

Arab (Kuwait)
(Hofstede,
Trompenaars
)

synchronic
particularist
ascription
emotional

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultural dimensions following Hofstede:

low

power distance

individualistic*

identity

masculine

gender

low

short-term*

uncertainty avoidance

time

high

collectivistic

feminine

high

long-term

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultural dimensions following Trompenaars:

universalism

rules vs. relationships

particularism

individual vs. group

communitarianism*

affective

expression of feelings

neutral

specific

range of involvement

diffuse

individualism*

achievement

status

sequential
(monochronic)

time management

short-term*

control

ascription

synchronic
(polychronic)

time

long-term

nature

harmony

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Poles defined by Hall:

high-context

context

low-context

Further poles could be:

large

oral

institutional

body distance

small

communication

written

contacts

relational

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Typology:
Indices: Power distance - Individualism

Hofstede
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Time

Trompenaars
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

expression of feelings

intention

selfmanifestation

high-context

context

neutral

low-context

factual

situation
statement
statement
context

relational

expectation

affective

purpose

2. speech acts

bilateral, responsive
specific

achievement

range of involvement

status

diffuse

ascription

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Company Culture(s)

(Hofstede,
Trompenaars)

Trompenaars
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Company Triangles

Trompenaars
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Corporate Images

Trompenaars
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

National Patterns of Corporate Cultures

Trompenaars
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultures

COMMON
Culture 1

GROUND

Culture 2

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultural Matrix

CULTURE

Mr.
Rutherford
English
Shakespeare,
Turner, Constable,
Sweet tooth,

Cultural Baggage
(literature,
art,
music;
tastes,
etc.)

Sheikh
Arab (Kuwait)
???
Sweet tooth,

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

John Constable 1776 - 1837

The Cathedral of Salisbury seen from the Meadows (1831)


harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

John Constable 1776 - 1837

The Wheat Field (1826)


harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultures

Cultural
COMMON
Culture 1

GROUND
Check

Culture 2

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Rating: Attitudes

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Checklist: Cultural Values

harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

TQA: Questionnaire
1. How long have you been working in this team?

2. What is your mother tongue?

3. What other languages do you speak?

4. Are you familiar with your companys long-term strategy?


___ fully
___ roughly
___ vaguely

___ not at all

5. What are the main targets of your department?

6a, Do you know how far the targets of your team have been achieved?
___ always
___ mostly
___ half and half ___ seldom

___ never

6b, Do you know what place your work takes in the overall process of reaching targets?
___ fully
___ roughly
___ vaguely
___ not at all
7. What code of behavior is expected from you?
harald.muellich@t-online.de

Prof. Dr. Harald H. Mllich

Cultures

understanding
each others expectations

Culture 1

COMMON

Culture 2

GROUND

Reconciling
Gaps

Joint Corporate Culture


Shared Values

Building
Bridges
harald.muellich@t-online.de

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