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Mllich
Intercultural
Gaps and Bridges
harald.muellich@t-online.de
aspects
Business assignment
Communication
Cultural spheres
Cultural dimensions
Company culture(s)
Cross-cultural ethics
Culture
Cultural checks
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Business Meeting
Situation
Host country:
Kuwait
harald.muellich@t-online.de
Business Meeting
Host Country: Kuwait
Mr. Rutherford:
Sheikh:
- unprepared
- well prepared
- educated in Britain
- uncomfortable
Success
?
Intercultural Positions
Mr. Rutherford (UK):
Sheikh (Kuwait):
middle management
top management
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
<
<
<
<
<
<
pro-active
<
Intercultural
experience:
General awareness
through experience
abroad (+)
Specific knowledge
of UK through own
experience (+)
harald.muellich@t-online.de
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
Communication
Model
harald.muellich@t-online.de
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
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
2. speech acts
verbal
supraverbal
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Trompenaars
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2. speech acts
verbal
supraverbal
paraverbal
extraverbal
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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
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Colours
Europe
Asia
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situation
statement
statement
context
relational
expectation
factual
purpose
intention
selfmanifestation
2. speech acts
bilateral, responsive
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Culture
CULTURE
in its own right by comparison
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Cultural Matrix
Mr.
Rutherford
CULTURE
Sheikh
Arab (Kuwait)
English
- Written
- Institutional
Values,
Taboos,
Symbols;
- Oral
- Relational
Priorities
harald.muellich@t-online.de
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
harald.muellich@t-online.de
Cultural Matrix
CULTURE
Mr.
Rutherford
Sheik
Dimensions
English
sequential
universalist
achievement
neutral
Arab (Kuwait)
(Hofstede,
Trompenaars
)
synchronic
particularist
ascription
emotional
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low
power distance
individualistic*
identity
masculine
gender
low
short-term*
uncertainty avoidance
time
high
collectivistic
feminine
high
long-term
harald.muellich@t-online.de
universalism
particularism
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
high-context
context
low-context
large
oral
institutional
body distance
small
communication
written
contacts
relational
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Typology:
Indices: Power distance - Individualism
Hofstede
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Time
Trompenaars
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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
Company Culture(s)
(Hofstede,
Trompenaars)
Trompenaars
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Company Triangles
Trompenaars
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Corporate Images
Trompenaars
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Trompenaars
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Cultures
COMMON
Culture 1
GROUND
Culture 2
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Cultural Matrix
CULTURE
Mr.
Rutherford
English
Shakespeare,
Turner, Constable,
Sweet tooth,
Cultural Baggage
(literature,
art,
music;
tastes,
etc.)
Sheikh
Arab (Kuwait)
???
Sweet tooth,
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Cultures
Cultural
COMMON
Culture 1
GROUND
Check
Culture 2
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Rating: Attitudes
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harald.muellich@t-online.de
TQA: Questionnaire
1. How long have you been working in this team?
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?
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Cultures
understanding
each others expectations
Culture 1
COMMON
Culture 2
GROUND
Reconciling
Gaps
Building
Bridges
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