The business visitor is expected to understand the local culture.
The seller is expected to understand and adapt the buyer’s culture.
There are over 6900 cultures in todays’s global marketplace.
Stereotypes are lazy ways of describing people.
Most of the world has a relationship focused culture.
Deal focused behaviour:
Making direct initial contact often works.
Face-to-face meetings less frequent.
Usually use direct language.
Relationship focused behaviour:
Indirect initial contact is expected.
More face-to-face meetings expected.
Often use indirect language.
Direct and indirect language:
Relationship focused people tend to use indirect language to avoid giving offence or loss of face, and they tend to avoid saying ”no” to bosses or customers. They don’t want to dissapoint you.
Deal focused people tend to use direct language, and are often confused by indirect language.
Egalitarian:
Nordic countries, North America, Australia and New Zealand.
Informal behaviour.
Status differences tend to be small.
Protocol rituals are simpler.
More hierarchical:
Great Britain, Most of Continential Europe, Asia, Africa, Latin America and Middle East.
Formal behaviour.
Status differences tend to be larger.
Protocol rituals are more elaborate.
Monochronic:
Germans, Northern Europeans, North americans, Hungary, Japan and Czech Republic.
Punctuality is expected,
Meetings usually follow an agenda.
It is rude to interrupt meetings.
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