农牧机械外贸实务 课件 Chapter 10 Cross-Cultural Communication Training

Chapter10Cross-CulturalBusinessCommunicationinSEAsia🌍CulturalDiversity&Taboos🕌Religion&Customs🤝Cross-CulturalNegotiationCh.10Cross-CulturalCommunicationLearningObjectivesWhatyouwillmasterinthischapter1KnowledgeObjectivesUnderstandSEAsianculturaldiversity,taboosandfaith→2SkillObjectivesAnalyserisksandadaptstrategyusingAItools→3ValueObjectivesBuildrespect,opennessandculturalsensitivity2Ch.10Cross-CulturalCommunicationChapterRoadmapFourconnectedstagesofonechapterEachstageturnsculturalknowledgeintoacommunicationbehaviour.StageCoreFocusTimeLead-inWhygoodbusinessstillfails15minSectionACulturaldiversity&taboos30minSectionBReligion,customsandbusinesstalk30minSectionsC-DNegotiationsimulation&competence60min3Ch.10Cross-CulturalCommunicationTheCentralQuestionHowcanculturalunderstandingimproveinternationalbusinesscommunication?Ch.10Cross-CulturalCommunicationLead-inWhyDoesGoodBusinessStillFail?AScenariotoInvestigateCh.10Cross-CulturalCommunicationTheBusinessScenarioAdealthatstallsfornoobviousreasonAChinesefirmpitchesfeed-processingmachinerytoaSEAsianbuyer.Itjumpsstraighttopriceandasksthecustomertosignthecontract.6Ch.10Cross-CulturalCommunicationDiscussinGroupsWhydiditstall?ThebuyerfeelsrushedNorapportbuiltyetPriceraisedtooearlyThinkbeyondproductItmaynotbethepriceTrustandpacearemissingFaceandhierarchymatterOtherculturalfactorsapply7Ch.10Cross-CulturalCommunicationProductorCulture?DiagnosingtherealobstacleSurfacereadingWeakproductappealUncompetitivepriceSlowdecision-makerDeeperfactorsRelationshipcamesecondDirectnessfeltaspressureAdifferentsenseoftimeHierarchyinthedecisionKey:whatlookslikepriceresistanceisoftenaculturalmismatch8Ch.10Cross-CulturalCommunicationUseAIasaThinkingPartnerGenerate,compare,thenjudge?Generateseveralexplanations<ComparewithyourownideaspCheckculturalassumptions!KeepAIasahypothesisonlyKeyRuleAskAIforplausiblereasonsComparethemwithyouranalysisRememberAIoutputisahypothesis9Ch.10Cross-CulturalCommunicationSectionAUnderstandingCulturalDiversityandCommunicationTaboosCh.10Cross-CulturalCommunicationFourMarketsataGlanceOnemarketforeachgroupMYMalaysiaMuslim-majorityIDIndonesiaLargestMuslimTHThailandBuddhist,faceVNVietnamRelationship-SharedThemesIslamandBuddhismshapelifePolitenessandfacearecentralRelationshipsprecededeals11Ch.10Cross-CulturalCommunicationTheCulturalCheatSheetSixquestionstoanswerforyourmarket1CulturalBackground2CommunicationStyle3RelationshipBuildingTwomorechecks4EtiquetteDo's&don'ts5RisksMisunderstandings6Do/AvoidConcreteguidanceVerifyCheckthefactswithAI&sources12Ch.10Cross-CulturalCommunicationMalaysiaRelationship-firstandhigh-contextMajorityMuslim;halalandmodestyIndirect,polite,face-savingtalkBuildtrustbeforediscussingprice13Ch.10Cross-CulturalCommunicationIndonesiaLargestMuslimmarket,indirectstyleRespectIslamicpracticeValueharmony;avoidopenBuildlongpersonalrapportBahasaLocalcourtesyGotong-royong14Ch.10Cross-CulturalCommunicationThailandCulture&valuesBuddhist,calm,politeThe‘wai’showsrespectHeadconsideredsacred,feetlowBusinessconductKeepface,staycalmNeverlosetemperpubliclySeniorityguidesthedealPatiencebuildstrust15Ch.10Cross-CulturalCommunicationVietnamCulture&valuesRespectageandrankSavingfacemattersPatient,personaltiesBusinessconductBuildlongrelationshipsNegotiateindirectlyExchangegiftsformallyShowrespecttoelders16Ch.10Cross-CulturalCommunicationDirectvsIndirectSamemessage,differentreadingDirectstyleSaywhatismeantYesmeansyesTimeismoneyIndirectstyleMeaningisimplied'Maybe'oftenmeansnoFaceandharmonyfirstReadthetoneandpauseKey:inSEAsia,howyousayitcanmattermorethanwhatyousay17Ch.10Cross-CulturalCommunicationBusinessEtiquetteDoGreetwithrespectUsetherighthandAddressbytitleAvoidPointwithafingerTouchtheheadPublicdisagreement18Ch.10Cross-CulturalCommunicationCultureIsContext,NotaLabelUsecareful,openlanguage'Peoplefromthiscountryalways...'Neversay'Insomebusinesscontexts...'Preferinstead'Thispracticemayapplywhen...'StaycautiousIndividualsdifferVerifywithAIStayhumble19Ch.10Cross-CulturalCommunicationSectionBReligion,CustomsandBusinessCommunicationCh.10Cross-CulturalCommunicationFaithShapesBusinessTiming,foodandetiquettefollowbeliefIslamandBuddhismguidedailyrhythmsandfestivalsPrayertimesandhalalrules21Ch.10Cross-CulturalCommunicationScenario1:BusinessLunchWhatwentwrongBookedthevenueblindlyIgnoredhalalanddietAssumedtheirpreferenceHowtorespondConfirmneedsinadvanceChooseasuitablevenueAskpolitely,neverassumeApologiseifmistaken22Ch.10Cross-CulturalCommunicationScenario2:MeetingScheduleTheriskSetakeymeetingblindIgnoredprayertimesClashedadutydayProfessionalfixAskavailabilityfirstAvoidprayer&festivalsOfferflexibleslotsAdjustcalmly,politely23Ch.10Cross-CulturalCommunicationScenario3:HolidayMessageTimingispartofthemessageWhattocheckAreligiousholiday?Alocalfestival?Anauspiciousdate?HowtoadaptSendawarmgreetinginsteadReschedulethebusinessaskShowyouknowtheircalendarRe-sendaftertheoccasionKey:timingshowsrespect,andrespectopensdoors24Ch.10Cross-CulturalCommunicationFromKnowingtoSpottingRiskDiagnose,thenverifywithAIRIdentifytheculturaltriggerWNamethecommunicationrisk<ComparewithAIsuggestions+DraftacarefulprofessionalreplyKeyInsightCompetenceneedsknowledgeandcarefuljudgementUseAItotestyourdiagnosis25Ch.10Cross-CulturalCommunicationFromKnowledgetoStrategyTurningculturalinsightintobetterbusinesslanguageCh.10Cross-CulturalCommunicationAPushyStatementAnalyseit,thenrewriteitpolitely“Wehavethecontractready.”“Thepriceisverycompetitive.”Pressure,notapartnershipLanguageStyleRelationship27Ch.10Cross-CulturalCommunicationAnalyseonThreeLevelsLanguage,styleandrelationshipLLanguageToodirectandurgent-'noreasontowait'pressuresthebuyerSStyleSales-push,notrelationship-buildingignoresfaceandpaceRRelationshipTreatsthedealasatransaction,notalong-termpartnership28Ch.10Cross-CulturalCommunicationRewriteItPolitelyBeforeContractready-signtodayThepriceisgreat'Noreasontowait'After(withAIhelp)WewouldvalueyourreviewPreparedatyourownpaceHappytodiscussdetailsWheneversuitsyourteam29Ch.10Cross-CulturalCommunicationSectionCCross-CulturalNegotiationSimulationinaRealisticTradeScenarioCh.10Cross-CulturalCommunicationWhattheTwoSidesMustDiscussEightissuesinonenegotiationTheChinesefirmsellsfeed-processingequipmenttoaSEAsianbuyer.IssueGroupKeyQuestionsWatchForSpecs&PriceFitandvalueforbuyerDirectpricepressureDelivery&PaymentRealistictimelineandtermsIndirectdisagreementInstall&TrainingLocalsetupandskillsHierarchyindecisionsService&FutureAfter-salesandlong-termtiesFaceandharmony31Ch.10Cross-CulturalCommunicationRolesfortheSimulationGroupA-ChineseCo.SalesManagerTechnicalRepresentativeCommunicationAssistantGroupB-OverseasBuyerPurchasingManagerTechnicalManagerLocalBusinessRep.32Ch.10Cross-CulturalCommunicationPrepareYourSideSixthingstoagreebeforenegotiatingASetclearobjectivesBListthekeyissuesCPredictpointsofconflictDPlanresponsesandquestionsCulturalLayerPreparecommunicationstrategiesNoteculturalconsiderationsDecideyourquestionsforthem33Ch.10Cross-CulturalCommunicationFour-StepResponseNotice-Interpret-Adapt-Communicate1NoticeWhatdoweknow,andwhatisunknown?2InterpretListseveralpossiblereasons,notjustone3AdaptChoosearespectful,appropriateresponse4CommunicateSaytheexactwordsyouwoulduse34Ch.10Cross-CulturalCommunicationTheRealGoalWinthedealANDtherelationship-notjustthesignatureCh.10Cross-CulturalCommunicationSectionDDevelopingYourCross-CulturalCompetenceCh.10Cross-CulturalCommunicationTheSituationAcustomerasksfortime-whatnext?Afterthesimulationthebuyersays:"Thankyouforthedetailedproposal.Weneedtodiscussit.”37Ch.10Cross-CulturalCommunicationWhatTheir“NotYet”MayMeanSeveralinterpretations,onereply?UncertaintyTheymaygenuinelyneedmoredataHConsensusTheyconsultateambeforedecidingFFaceAdirect'no'wouldcauseembarrassmentTPaceTrustbuildsslowly;timeshowsseriousness38Ch.10Cross-CulturalCommunicationStep1-2:Notice&InterpretNotice-thefactsAclear'thankyou'Norejection,noyesTheyciteinternaltalkInterpret-optionsNeedsmorereviewDecisioniscollectiveSofteningadeclineTimingnotrightyet39Ch.10Cross-CulturalCommunicationStep3-4:Adapt&CommunicateAdapt-yourmoveGivethemspaceOffersupportinginfoConfirmnextstepsCommunicate-thewords'Thankyouforyourtime.''MayIsendmoredetail?''ShallIfollowup''nextweek,atyourease?'40Ch.10Cross-CulturalCommunicationYourAssignmentWriteaCross-CulturalCommunicationBriefPickoneSEAsianmarketChoosemarketCoverculture,faithandrisksAnalysecultureOnescenario+responseProposestrategyClearbriefCitedpracticesAppliedresponse41Ch.10Cross-CulturalCommunicati