Cross Culture Understanding Bu Cross Culture Understanding Building

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					Cross Culture Understanding & Building Relationships
Business English Reading Yu-Hao Kate Lin

By the end of the lesson, you will gain some ideas on:

Cross culture management; for example, how to do business in Japan Building relationships within work places; including (1) greeting, (2) team working and (3) telephoning.


Cross Culture Management

How would you explain the concept of ‘glocalization’? The word is the combination of ‘globalization’ and ‘localization’, which means the awareness of how local cultural characteristics influence the way business is done. Why might a 50-year-old Japanese manager be offended if he had negotiate with or report to a welleducated but inexperienced 30-year-old American? Because in the Japanese culture, people concern seniority so they may wish to take more time to get to know each other before negotiating.



Why was the American concept of pay-forperformance unpopular in Italy, and in Asia, in Trompenaars’ example? In the culture of collectivist, sales try to avoid selling more than their colleagues and especially their bosses because they try not to reveal the inadequacies of their colleagues and not to make their bosses feel shame and even resign. Why do universalists disapprove of particularists, and vice versa? Universalists think that particularists cannot be trusted because they will always help their friends. On the contrary, particularists also think that universalists cannot be trusted because they would not even help a friend.


Differences between two major cultures
North America & northwest Europe Latin cultures of southern Europe & South America

Analysis, rationality, logical & systems
Individualists: 1. Young, dynamic and aggressive 2. Pay-for-performance 3. Task-oriented logical of matrix management Universalists: Rules

Personal relations, intuition, emotion & sensitivity
Collectivists: 1. Seniority 2. Age and experience 3. Concern loyalty and do not want to have two bosses Particularists: Personal relationships and friendships

Doing Business in Japan

What do you think it’s important to know about another country if your are going on holiday or if you are going to work or study there? What do you know about Japan?


Let’s read the article on page 12 and match the headings with each paragraphs and also indicate Dos and Don’ts about working in Japan.

1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11.

Give and receive business cards with both hands. Treat other people’s card with respect. Send an agenda in advance. Translate and send documents. Arrange an interpreter if necessary. Allow time for introductions and small talk. Take notes. Write to thank your hosts. Confirm decisions taken. Use titles with business contacts. Take several changes of clothes.

1. 2. 3. 4. 5.

Leave chopsticks in the rice bowl. Write or make notes on business card. Use someone’s first name until you have met them several times. Use-san to refer to yourself. Wear a lot of jewellery or make-up

How about greet business visitors from other countries?

Building Relationships – Team Working and Telephoning
You need to be
1. 2. 3. 4.

You need to be able to
1. 2. 3. 4. 5.

You need to have
1. 2.

Fit Positive all the time Supportive Resourceful

Work with other people Make decisions Give encouragement Bring out the best in people Solve problems

Stamina Total commitment

Way to answer the phone at work  Dates in English  Times in English  Prepositions used to express dates and times  Polite phrases used in telephoning