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Ch.5-6RidingthewavesofcultureV3.pdf
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Figure 5.2 shows th
mug on uP AND THE Inowiwe? - 7
het extreme this is the experience of approximately 80 to 90 percent ?fCzechs, Poles, B u l g a r i a n s , H u n g a r i a n s , and Russians. T h i s rate of course has a strong relationship w i t h recent political organization
iq the latter countries. Again we would emphasize the rank order of
country samples rather than absolute percentages.
Which Community?
individuals are either self-oriented or community oriented, though we
must be careful i n generalizing about which ?community? a particular
culture identifies w i t h . T h e h i g h internal variation o f scores in our
research, we believe, has to do w i t h the numerous communities with
which different cultures choose to identify. Take, for example, the fol-
lowing question.
A defect is discovered in an installation. It was caused by negligence of one
of the members o f a team. Responsibility f o r this mistake can be carried In
varlous ways.
A. The person causing t h e defect by negligence is the one responsible.
B. Because he o r she happens to w o r k in a team, the responsibility
should be carried by the group.
Which one of these t w o ways o f taking responsibility do you think is usually
the case In your society, A or B?
res t h a t are consistent w i t h This question triggers a number of sco
the previous question, but we can also identify a number of shifts. This variance has to do with the heterogeneity of the concept of ?commu- nity? or ?group.? For each single society, it is necessary todetermine the group with which individuals have the closest identification, They could be keen to identify with their trade union, their family, their
corporation,theirreligion,their profession, their nation, orthe state apparatus, The French tend to identifywith la F r a n c e ,la famille, le
72° IDy G THE WAVES OF CULTUR,
cadre; the Japanese with the corporati former easternbioc ith
the Communist Party; and Ireland with Wf Roman Catholic Chu
Communitarian goals may be good or bad for industry dependingOn
the Community concerned, its attitude, and its relevance tobusines
development. ; wo
F i g u r e 5.3 shows that the impact o f Communist vemehy i n On
Russian and eastern European managers has aoe t n ynsibit They, along with Cuba, score highest on the iddle o f the ran 2 5
assumption. Americans are just above the m t ie. Japan scons
percent, slightly below several European countri¢s. munitarian at 3
percent individualist, while Indonesia takes the l a t coursed i f with 16 percent. The approach to the situation w T i n
rt) ry :
2. %
°
2 me Figure 5.3, Whose F a s t t Wee ies
A N D T H E I N D I V I D U A L G R O U PTHE .
t i o n t o t h e s e g r o u p s t h e y i d e n t i f y w i t h ; i f A m e r i c a n s a r e c r i ti i a g o o d c h a n c e t h a t J a c k w i l l p u t a n e l b o w i n t o P e t e ? s s t
: . . 4
? h i l e a s k i n g w h o s e r o t t e n i d e a i t w a s , w h e r e a s t h e I t a l i a n s w i o u t a s h a v i n g s u f f e r e d a g r o u p i n s u l t , r e g a r d l e s s o f t h e f a c t t h a
G i o r g i o w h o d i d i t .
r e l a
r h e r e * §
j s I n d i v i d u a l i s m a C o r p o r a t e R e q u i r e m e n t ?
w h i l e t h e F r e n c h e x p e r i e n c e i n d i v i d u a l i s m m o r e n e g a t i v e l y , t
o p t i m i s t i c p h i l o s o p h y o f G e r m a n y s e e s , i n t h e w o r d s o f S i m : o r g a n i c u n i t y o f i n d i v i d u a l a n d s o c i e t y . ? ? T h e U S , w i t h i t s v a s a v a i l a b l e t o m i g r a t i n g i n d i v i d u a l s , i s o f t e n s e e n a s t h e w o r l c
e x p o n e n t o f i n d i v i d u a l i s m a n d c o r r e s p o n d i n g l y s c o r e s h i ; n e a r l y s o , o n m o s t o f o u r r e s e a r c h i n s t r u m e n t s . T o c q u e v i l l e , |
c e n t u r y F r e n c h a r i s t o c r a t , d e s c r i b e d A m e r i c a n s a s e x h i b i t i n g c o n f i d e n c e i n s e l f , o r r e l i a n c e u p o n o n e ? s o w n e x e r t i o n a n d r e
T h e ? C o m m i s s i o n o f N a t i o n a l G o a l s ? r e p o r t i n g t o P r e s i d e
h o w e r c l a i m e d t h a t t h e p o s s i b i l i t y o f i n d i v i d u a l s e l i f - r e a l i z :
t h e c e n t r a l g o a l o f A m e r i c a n c i v i l i z a t i o n . Y e t t h e r e w e r e a n d a r e d i s s e n t i n g v o i c e s o n t h e u s e f u l n e
v i d u a l i s m e v e n i n t h e U S . T h e H a r v a r d s o c i o l o g i s t D a n i e l B «
c o n s u m e r i s t - t y p e i n d i v i d u a l i s m , w h a t h e t e r m s m o d e r n i s m
e n i n g A m e r i c a ? s i n d u s t r i a l i n f r a s t r u c t u r e . ® A s t h e i n f o r m a t
d e v e l o p s , t h o s e w i t h a c o m m u n i t a r i a n e t h o s d i s s e m i n a t e i r f a s t e r . I n f o r m a t i o n i s s h a r e a b l e i n a w a y p h y s i c a l p r o d u c
B e l l a n d N e l s o n s a w a s h i f t f r o m ? t r i b a l b r o t h e r h o o d , ? w h i
i n d i v i d u a l i t y , t o ? u n i v e r s a l o t h e r h o o d , ? w h i c h i n c l u d e s i t
f o c u s i n g o n s u p e r o r d i n a t e g r o u p g o a l s . ?
A v i s i o n a r y c a l l f o r t h e i n t e g r a t i o n o f i n d i v i d u a l i s m a n c t a r i a n i s m c a m e f r o m E m i l e D u r k h e i m , t h e 1 9 t h - c e n t u r y ]
o l o g i s t . H e s a w c o m m u n i t a r i a n i s m t a k i n g b o t h p r i m i t i v
m o d e r n f o r m s . I n i t s p r i m i t i v e f o r m t h e s o c i e t y h a s a c o n c o n s c i e n c e f r o m w h i c h n o n e d a r e d e v i a t e . T h e i n d i v i d u a l 3
b y t h e c o m m u n i t y . D u r k h e i m c a l l e d t h i s m e c h a n i c a l s o l i d
s a w i t a s l o s i n g g r o u n d b e c a u s e i n d u s t r y r e q u i r e s a d i v i s w h i c h m e c h a n i c a l s o l i d a r i t y i s s l o w t o a c c o m m o d a t e . T h i
RIDING THE WAVES
7 4 °
help explain the early economic sucgess of individualist (angProg
tant) nations. et
But D u r k h e i m also saw a later, i sovereign be
ntary integration among ign oule t y . T ion of the division of labor wo d cause the n d solidarity. The extens ? = Ene
idual 3 share fewer and fewer characteristicsw i t ho t h e r individual v i d would call for a new form of social integration in the same society an ; : This new form involved biological-type integt ation as found in deve,
?chare both differentiated and integrated. In 19g oping organisms, which are al 7 | Paul Lawrence and Jay Lorsch found that highly creative plastics com.
panies prospering in turbulent environments were both more high
differentiated and moreh i g h l y integrated.? I t was a vindication of
the model of organic growth, and it pointed to an increasingly neces.
sary synthesis of individualism and communitarianism in increasingly
complex, differentiated, and interdependent societies. We see the issue
as essentially circular, with two ?starting points.? (See Figure 5.4) Itis a complex of events that reinforces itself through a feedback loop. A
more sophisticated form o fy
ings, which he called oro.
I N D I V I D U A L I S M
We need to avoid conformism and slow
decision-making, so we must ..,
thet incividual inkincve degenerate i n t o self-
t o succead compromise, so we
o u P A N D O T H E I N D I V I D U A L THE GR
- T S
v i r t u o u s c i r c l e h a s f a v o r a b l e r e s u l t s , a n d a v i c i o u s c i r c l e h a s d e t r i m e n t a
r e s u l t s . A v i r t u o u s c i r c l e c a n t r a n s f o r m i n t o a v i c i o u s c i r c l e i f e v e n t u a
n e g a t i v e f e e d b a c k i s i g n o r e d .
W e a l l g o t h r o u g h t h e s e c y c l e s , b u t w e s t a r t f r o m d i f f e r e n t i n t a n d c o n c e i v e o f t h e p o i n t s a s c i t h e r m e a n s o r e n d s , d e p e n d i n g ° :
t h e s i t u a t i o n . T h e i n d i v i d u a l i s t c u l t u r e s e e s t h e i n d i v i d u a l a s t e h
e n d ? a n d i m p r o v e m e n t s t o c o m m u n a l a r r a n g e m e n t s a s t h e m e a n s t
a c h i e v e i t . T h e c o m m u n i t a r i a n c u l t u r e s e e s t h e g r o u p a s i t s e n d a n
i m p r o v e m e n t s t o i n d i v i d u a l c a p a c i t i e s a s a m e a n s t o t h a t e n d . Y e t t h e r e l a t i o n s h i p i s t r u l y c i r c u l a r , t h e d e c i s i o n t o l a b e l o n e e l e m e n t :
a n e n d a n d a n o t h e r a s a m e a n s i s a r b i t r a r y . B y d e f i n i t i o n , c i r c l e s n e v
e n d . E v e r y ? e n d ? i s a l s o t h e m e a n s t o a n o t h e r g o a l . T h i s i s c l o s e r t o o u r o w n c o n v i c t i o n t h a t i n d i v i d u a l i s m f i n d s -
f u l f i l l m e n t i n s e r v i c e t o t h e g r o u p , w h i l e g r o u p g o a l s a r e o f d e m o s t r a b l e v a l u e t o i n d i v i d u a l s o n l y i f t h o s e i n d i v i d u a l s a r e c o n s u k e d a :
p a r t i c i p a t e i n t h e p r o c e s s o f d e v e l o p i n g t h e m . T h e r e c o n c i l i a t i o n i s 1
e a s y , b u t i t ? s p o s s i b l e . E v e r y p a r e n t k n o w s t h i s i n t u i t i v e l y . A r e y o u r a i s i n g y o u r c h
t o b e c o m e i n d e p e n d e n t a t t h e a g e o f 1 8 , o r d o y o u t r y t o d e v e l o p |
c h i l d t o b e c o m e a g o o d f a m i l y m e m b e r ? W e a l l k n o w t h a t t h e a n s .
t o b o t h i s ? y e s . ? P a r e n t s a r o u n d t h e w o r l d t r y t o d e v e l o p a c h i l d i a s e l f - s u p p o r t i n g p e r s o n w h o w i l l c h o o s e t o b e c o m e a g o o d f a n
m e m b e r . H e r e a g a i n w e f i n d t h e e s s e n c e o f r e c o n c i l i a t i o n . O n e v z
i n c r e a s e s t h e q u a l i t y o f t h e s e e m i n g l y o p p o s i n g o n c -
I n d i v i d u a l i s m V e r s u s C o m m u n i t a r i a n i s m i n
I n t e r n a t i o n a l B u s i n e s s
W h a t a r e t h e p r a c t i c a l i s s u c s r a i s e d b y d i f f e r e n c e s i n d e g r e e s o f
v i d u a l i s r m o r c o m m u n i t a r i a n i s m ? C o n s i d e r o u r o n g o ! n g c a s e o f }
a n d t h e l u c k l e s s M r . J o h n s o n .
s c h i m g a m e e t i n g i n M i l a n , M r . j o h n s o n p r e s e n t e d i d e a s f o r t h e p a ! t o m o t i v a t e t h e s a l e s f o r c e - H e b e c a m e a n n o y e d a t t h e w a y
ed to introduce guidelines on hoy, ai
ways ¢ He did not like the Singaporean any
meetings were ar be conduct® up in groups: They should, he sai,U gs sho turnin ;
5 vesentatiVe only, please. And could Mr. Sin
M e v e toon is boss WAS always represented by the sam, | neach occasion?
pular among some of the managers,
Mr, Calamier from France wanted to
_Mr, Sin asked why, since different
out the various items. The discussion was going
er an hour had passed, Mr. Johnson suggested that the here, and aft
su be put to a vote, confident that most of his European managers would
back him. Unfortunately, this suggestion, too, proved controversial. Mr. Calamier
threw up his hands and said he was ?shocked that on such a sensitive and
important issue? Mr. Johnson would ?seek to impose this decision ona
minority.? He said there really should be a consensus on this matter even
if it took another hour. Mr. Sin agreed that ?voting should be saved for
trivial questions.? Johnson looked to the German and Scandinavian repre-
sreuttne for support, but to his consternation they agreed that consensus should be given more of a chance. He was too frustrated to respond to the Dutch manager's sy :ggestion th Nigerians recommended t h a t ¥ " h e y v o t e o n w h e t h e r t o v o t e . F i n a l s t e
Should be postponed y t the very least a discussion and/or voting
ent supposed to solicit he the next meeting. How else were those pre Wearily, Mr, Johnson weteek of their colleagues in their home offices!
Wouldhavetowait top Further discussions about the reward syste?
o o Representation
It should b eevid
Plural ePresentar: ?Ng passage t h a tc o m m u n i t a r # interest of ¢ Negotiar; Nation, T h e S; ? rerian® Pectega ir enti "28 grou _?oingaporeans, N e
demand, t i r e National PS, w h i c h are M i c r o c o s m s © the
?UNitariang v i n - aries. In the face of U 7 w i s hto confer withthoseb *
sue GROUP AND THE INDIVIDUAL * 77
home: Rarely does a single Japanese go to an important negotiati " ego
Meanwhile, to A n g l o - S a x o n s a single repres ne b r e : ? b e h a l f Presentative voting his or her
private conscience on behalf o f constituents is the foundation stone of
parliamentary democracy. T o m o r e c o m m u n i t a r i a n cultures. those at the meeting are delegates, bound by the wishes o f those who sent
them.
Status
Unaccompanied people i n communitarian cultures are assumed to lack status. I f there is no one to take notes for you or help you carry bags, you cannot be very important. I f you arrive unaccompanied in Thailand, for example, people may seriously underestimate your status
and power at home.
Translators
In Anglo-Saxon negotiations the translator is supposed to be neutral,
like a black box t h r o u g h w h i c h words in one language enter and
words in another language exit. T h e translator in more communitar- ian cultures w i l l usually serve the national group, engagingmembers
in lengthy asides and attempting to mediate misunderstandings aris-
ing from culture as well as language. Often he or she may be the top negotiator in the group and is an interpreter rather than a translator.
Decision Making
Communitarian decision making typically takes much longer and involves sustained efforts to win over everyone to achieveconsensus.
Voting down the dissenters, 25 often happens inEnglish-speaking Western democracies, is not acceptable. There will usually be detailed consultations with all those concerned, and because of pressures to agree on collective goals, consensus will usually beachieved. I f the Group or home office is not consulted first, an initial yes? canc a s
ily become a ?no? later. T h e Many minor objections thatt e n to be raised aretypically practical rather thanpersonal or principled,
RIDING THE WAVES of Cun, , Re
f i e d i n m a n y TeSPects, Sing. th 3 ° may bem o d i Jement the consensus, t h i , la
and thec o ily have t t y proceed s s m o o t h l y andcasily,
consulted jementatiO OE aualist?s perspective) is savedw h e nthe
hase © n e (from an ad, T h e Japanese r i n g i Process i
es opt o n d are i n i t i a l e d by a g r e e i n g Participant,
js circula ie o f ¢ o m m u n i t a r i a n decision m a k i n g bus us examp
. st
? o t i to lengthy delays b u i l t i n t h e s o u t h o f the N e y , i factorya n y h a d a . . ;
A Japanese com the p r o j e c t was c a r r i e d o u t w i t h a c u t e attention ig USUaS,
erlands. As 1 designing phase, though, the company discovered to detail. In the o e ed one restriction. T h e legal m i n i m u m heigh that it had not COT oatimeters higher t h a n the design, A ney
for worksher i e ed extensive consultation w i t h many people a
design,e e Tokyo, took one f u l l m o n t h per centimeter fo;
Oe too easy for North Americans and northwest Europeans,
used to individualism, to jeer at such delays. O u r own procedures
can err in the opposite direction. T h e d e c i s i o n - m a k i n g process in
individualistic cultures is usually comparatively short, w i t h a ?lonely individualist? making decisions in a few fateful seconds. While this
approach may make for quicker deliberations, ?one-minute manag-
tS, and so on, it will often be discovered months later that the orga- nization has conspired to defe liked or agreed to, §
by significant del The indivg € ays due to implementation problems,
idualist Society, with its oes | | frequently ask respect for i n d i v i d u a l opinions,
OF a vote to get all hoses p o i n t i n g i n the same
heir o,: ?at w i t h i n a short t i m e they are likely
tively ref, or Binal Orientation, T h e communitariat
o w as ect to the i n d i v i d , r o r Voting, because t h e vote will n0! " I t prefer uals w h ; ?
"sult takes 0 delj erate ungi] Gainst t h e majority a individual A B C to achi oNsensus is reached. The fi
ne Socket be m u c h morestable. Is ? v e , b u t i t w i l l
i s F e q u e n t l yd i s p a r i t y h e t w e e n d e c i s i ?
wil
t o t
Nd imp| Stes the Pieme ion,
= G R O U P A N D T H E I N D I V I D U A L T H
I n d i v i d u a l i s m , C o m m u n i t a r i a n i s m ,
a n d M o t i v a t i o n
T h e r e l a t i o n s h i p b e t w e e n i n d i v i d u a l a n d g r o u p a l s o p l a y s a c e n t r a l :
i n w h a t m o t i v a t e s p e o p l e . M r . J o h n s o n b e l i e v e d t h a t h e a n d M C C k r
w h a t m o t i v a t e d p e o p l e : e x t r a s a l a r y r e w a r d s p a i d t o h i g h - p e r f o r m
i n d i v i d u a l s . I t h a d s e e r m e d s o o b v i o u s i n t h e m e e t i n g s b a c k i n M i s s o
b u t n o w h e w a s h a v i n g d o u b t s . A f t e r t h e e a r l i e r d i s c u s s i o n , c o u l c
b e s u r e o f a n y t h i n g ?
ac n n m e
M r . j o h n s o n f i n a l l y m a n a g e d t o c o m p r o m i s e o n t h e r e p r e s e n t a t i o n i s s u
a l l o w i n g e a c h n a t i o n a l o f f i c e t o s e n d u p t o t h r e e p e o p l e , i f d e s i r e d , b u
m o r e . T h i s d e c i s i o n h a d n o t b e e n v o t e d o n . E v e r y o n e h a d a g r e e d . N o
c o u l d s t a r t t o t a c k l e t h e i n t r o d u c t i o n o f p a y - f o r - p e r f o r m a n c e , b o n u s e s ,
m e r i t p a y f o r n e x t y e a r . H e s t a r t e d , a s u s u a l , w i t h a n o v e r v i e w o f t h e s i t u a t i o n i n t h e U
h a d b e e n t h r e e y e a r s s i n c e t h e s y s t e m w a s f i r s t i n t r o d u c e d . I n g e n
h e e x p l a i n e d , t h e y c o u l d d e t e c t a l i n k b e t w e e n t h e u s e o f t h i s s y s t e r
c o m p u t e r s a i e s , a l t h o u g h i t h a d t o b e m e n t i o n e d t h a t a s i m i l a r s y :
h a d f a i l e d m i s e r a b l y i n t h e m a n u f a c t u r i n g d e p a r t m e n t . A d i f f e r e n t t y
a c h i e v e m e n t - b a s e d r e w a r d s y s t e m w a s c u r r e n t l y b e i n g t e s t e d . N o p r o t
w e r e a n t i c i p a t e d w i t h t h i s r e v i s e d s y s t e m . ? i n s u m m a r y , ? J o h n s o n s a i d
a r e s t r o n g l y c o n v i n c e d t h a t w e n e e d t o i n t r o d u c e t h i s s y s t e m w o r l d w
T h e n o r t h w e s t E u r o p e a n r e p r e s e n t a t i v e s v o i c e d t h e i r c a r e f u l l y c c
e r e d b u t p o s i t i v e c o m m e n t s . T h e n t h e i t a l i a n r e p r e s e n t a t i v e , M r . ¢
b e g a n d e s c r i b i n g h i s e x p e r i e n c e w i t h t h e s y s t e m . I n h i s c o u n t r y , t h e p a P e r f o r m a n c e e x p e r i m e n t d i d m u c h b e t t e r t h a n h e h a d e x p e c t e d d u r i r
f i r s t t h r e e m o n t h s , b u t t h e f o l l o w i n g t h r e e m o n t h s w e r e d i s a s t r o u s . w e r e d r a m a t i c a l l y l o w e r f o r t h e s a l e s p e r s o n w h o h a d p e r f o r m e d t h :
d u r i n g t h e p r e v i o u s p e r i o d . ? A f t e r m a n y d i s c u s s i o n s , ? h e c o n t i n u e d , ?1
d i s c o v e r e d w h a t w a s h a p p e n i n g . T h e s a l e s p e r s o n w h o r e c e i v e d t h e
f o r t h e p r e v i o u s p e r i o d f e l t g u i l t y i n f r o n t o f t h e o t h e r s a n d t r i e d e x t a r d t h e n e x t q u a r t e r n o t t o e a r n a b o n u s . ?
T h e t t a t i a n m a n a g e r c o n c t u d e d t h a t f o r t h e t h e t t a t i a n m a r k e t s h o u l d b e d i v i d e d i n t o n i n e r e g i o n s .
n e x t y e a r o f t h i s e x p e r A H s a l e s r e r
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re g
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cu ltu
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th i
m a
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ireffo rt
s w
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ke
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ethe ir
co lle
a g u e s:
se co
n d
so u rc
e o f
m o
tiv a
tio n
eth e
fr u its o f
th e
w o
u ld
ra th
e r
sh a
r n e e
e xt
ra m
o n
e y fo r
th e
m se
lv e
s a
s in
d iv
id u
a ls
.
m o
tiv a
tio n
h a
ve in
d iv
id u
a ls
g ro
w in
g o u t
o f
W e
st e
rn th
e o ri e s
o f
a n d
h e
n ce
p ri m
iti ve
, so
ci a
l n
e e
d s
in to a n
in d
iv id
u a
lly re
sp le
n .
d e
n t
se lf-
a ct
u a liz
a tio
n
a t
th e
su m
m it
o f
th e
h ie
ra rc
h y.
N e
e d
le ss
to sa
y, th is
lin e o f
th o u g h t
d o e s
n o t
a ch
ie ve
re so
n a
n ce
th e
w o rl d
o ve
r, h
o w
e ve
r so
u n
d atheo
ry it m
a y b e
fo r
th e
U S
a n d
n o
rt h
w e
st E
u ro
p e
T h e
Ja p a n e se
n o
tio n
o f
th e
h ig
h e
st g
o o
d isharmon
io u s
re la
tio n sh
i ,
w ith
in a
n d
w ith
th e
p a
tt e
rn s o f
n a tu
re ;
th e
p ri m
a ry
o ri e n ta
tio n i
o th
e r
p e
o p
le a
n d
toth e
n a tu
ra l
w o rl d . _
e a
rl y,
D ;
iff e
re n
ce s
in O
rg a
n iz
a tio
n a
l S
tr u
ct u
re
In in
d iv
id u
a lis
t
c cu
ltu re
s o r: :
e ss
e B
a n
iz a
tt
n u
a lly
in st
ru m
e n
ts ,
T h e y
h a ve
o n s
(f ro
m th
e G
r e
s o rg
a n o n )
a re
b e
e n
d e
lib e
ra te
yas se
m b
le d
a n d
co n
tr iv
e d
in
o rd
e :
to m
e rs
. M
e m
b e rs a
se te
in d
iv id
u a
l o
w
o f
o rg
ane rs
, e
m p
lo ye
e s,
a n
d cu
s-
th e ir
in d
iy ;
N iz
a tj
W id
u a
l ;a
tio n
s e
n te
r ::coe re
g u la
te d
b y
co n
n n
ts (© d orela
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sh ip
s b
e ca
u se
itis1
C O
N tr
a ct
T hso
. T
h e
ir tie
s
a re
a b st
ra ct
, le
g a l
o n ts
,
it s
a ct
o rs e:
W a n t
f O
rg a
n iz
a tio
n ;
t hO
F thza
tio n
I e
°Yha ve
p a rt
ic u le
.
e e
| is a
m e
a n
s to
a ch
ie vi
n g
w h #
a n
d Ic
u la
r in
te r Nso fa r
a st_.
°Y C
o o p e ra
te ,
itisbe ca
t
ao ci
a l
co n te
xt th
a t
a ll
m a
n P
u rp
o se
, O
rg a
n iz
a tio
n s **
u eGRO
U P
A N
D T
H E
IN D
IV ID
U A
L
a 1
o ft
e n
lik e n e d
to alar g e
fa m
ily ,
co m
m u n ity
, o r
cl a n
th a t
d e ve
lo d
q u
rt u
re s itsmem
b e
rs
a n
d m
a y
liv e
lo n g e r
th a
n th
e y
d o
. T
h e
ro w
th a
n d
p ro
sp e
ri ty
o f
o rg
a n
iz a
tio n
s a
re n o t
co n si
d e re
d b o n a n za
s
f o
r in
d i-
yi d
u a
l sh
a re
h o ld
e rs
o r
g ra
vy tr
a in
s fo
r to
p m
a n a g e rs
, b
u t
a re
va lu
a b
le e n d s inthem se
lv e s.
T h e se
co n si
d e ra
tio n s
w ill
b e
d is
cu ss
e d
in d
e p
th in
C h
a p
te r
1 1
.
R e co
n ci
lin g
In d
iv id
u a
lis m
a n
d C
o m
m u
n ita
ri a
n is
m
A g a in
, F
ig u
re 5
.4 re
p re
se n
ts e
ss e
n tia
lly
avicio u
s ci
rc le
, si
n ce
o n e
va lu
e istie
d toth
e se
e m
in g
ly o
p p
o si
n g
va lu
e insuc
h a
w a y
th a
t th
e y
a vo
id e
a ch
o th
e r?
s p a th
o lo
g ie
s.
Itisamist a
ke tobeli
e ve
th a t
in d iv
id u a lis
ts
d o
n o t
ca re fo r
co m
m u n iti
e s.
In d iv
id u a lis
tic A
m e
ri ca
n s
a re
jo in
e rs
p a r
e xc
e lle
n ce
a n d
h a
ve p ro
b a b ly
fo rm
e d
m o re
vo lu
n ta
ry a
ss o
ci a
tio n
s th
a n
a n
y o th
e r
cu ltu
re .
F ro
m M
o th
e rs
A g
a in
st D
ru n k
D ri vi
n g
toth e
M ic
h ig
a n
M ili
tia a n d
b e yo
n d ,
A m
e ri ca
n s
fo rm
g ro
u p
s re
a d ily
. B
u t
h e
re ? vo
lu n ta
ry a
ss o
ci a
tio n
s?
isa g iv
e a w
a y,
b e ca
u se
th e
te rm
co n ve
ys th
a t
inth e
b e
g in
n in
g w
a s
th e
vo lu
n ta
ry in
d iv
id u a l
a n d
th e
n th
e g ro
u p
w a s
fo rm
e d
fr o m
su ch
p e o p le
. Incommu
n ita
ri a n
Ja p
a n
, b
y co
n tr
a st
, th
e in
d iv
id u
a l
a lo
n e
isno t
re g a rd
e d
a s amatur
e st
a te
. T
h e
w o
rd fo
r a
m a
tu re
in d
iv id
u a
l tr
a n sl
a te
s a s
? p e rs
o n -a
m o n g -o
th e rs
.?
Inth e
b e g in
- n
in g
isth e
g ro
u p
: h o w
ca n Iasanindi
vi d
u a
l se
rv e
th e
g ro
u p
b e tt e r?
F ro
m th
a t
co m
p e te
n ce Ideri ve
m y
st a tu
s. .
Itisevid e
n t
th a t
p u
tt in
g e
ith e
r th
e in
d iv
id u a l
o r th e
co m
m u
n ity
fir st
d o
e s
n o t
p re
cl u d e
acoun tr
y fr
o m
e n co
m p a ss
in g
b o
th va
lu e
s. C
o n -
si d
e r
th e
fo llo
w in
g cr
u ci
a l
in ci
d e
n t.
e o
W H
O M
A D
E ASER
IO U
S A
A IS
T A
K E
? Je
a n
S a
fa ri
w a s
in ve
st ig
a tin
g @se
ri o u s
e rr
o r
m a
d e
b ya
Ja p
a n
e se
w o rk
e r
#th e
ja p
a n
e se
su b
si d
ia ry
o faUSmu lti
n a tio
n a l.
Acomp o
n e
n t
h a d
b e e n
im e rt
e d
u p si
d e
d o
w n
, a
n d
th e
e n
tir e
b a tc
h h a d
b e e n
p u
lle d
o u t o f
p ro
d u
c- ti
o n
t o
b e
re w
o rk
e d ,
T h
e c o
s t
o f
th is
e ve
n t
w a
s h
ig h
- vt
h e
je a n
a sk
e d
th e
ja p
a n
e se
p lia
n t
d ir e
ct o
r fo
r in
fo rm
a tio
n s
p o
u t
C ? o lo
ve e
W h
o h
a d
m a
d e
t h
e e
rr o
r. H
a d
s h
e b
e e
n id
e n tif
ie d ?
W h
a t2n
- ?
R ID
IN G
T H
E W
A V
E S
o f
C u
n
m a ze
d w
h e
n th
e d ir e ct
o r
cl a im
e g
ce p
te d
re sp
o n
si b
ili ty
,? h e
to ,
" t
o u
ph a s a c
b e y
si b
le ,
th e
y h a ve n o
t to
ld m
e ,
n o r
d ig
la g ,
th e
n ineffe ct
n o
o n e
is ,
Je a
n A
rB U
C K
, T
h e
y
g e a ch
o th
e r' s
b a d
w o rk
.
esee It, ?
sh e
w a
s to
ld .
T h e
p la
n t
m a n a g e r
w a
s p o i,
? |
u n
d e
rs ta
n d
th a
t th
e w
o m
a n
co n ce
rn e d
w a s
so u
p se
t th
a t
sh e
b u
t fir
m ,
? lu
n tr
le d
toresi g
n .
T w
o o f
h e r
co w
o rk
e rs
h a d
tocoax h e
r b a g
|n e
in o
w e
sh e
w a s
re sp
o n si
b le
, a
n d
sh e
fe e ls
a sh
a m
e d ,
T h e
n l
isals o
a w
a re
th a
t sh
e Isnew an d
th a
t th
e y
d id
n o
t h
e lp
h e r
e n o u g h ,
oloo k
o u t
fo r
h e
r, o r
se e to Ittha
t sh
e w
a s
p ro
p e
rl y
tr a
in e
d .
T h is
i s
w h y
th e
w h o le
g ro
u p
h a
s a
p o
lo g
iz e
d .
|hav e
th e
ir le
tt e r
h e re
. T
h e y
a re
w ill
in g
to
a p
o lo
g iz
e toyo
u p u b lic
ly .?
? N
o ,
n o
. |don 't
w a
n t
th a
t, ?
sa ld
Je a n .
? I
w a
n t
tosto p
Itfro m
h a p p e n in
g
a g a in
.? S
h e
w o
n d
e re
d w
h a
t sh
e sh
o u
ld d o .
S h o u ld
Je a
n in
si st
o n
kn o
w in
g w
h o
th e
cu lp
ri t
w a s?
S h o u ld
th e
cu lp
ri t
b e
p u n is
h e d ?
? T
h is Isno t
h o
w W
w e
n t
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F 8
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p o
t
It is a
fa lla
cy tobe
li ;
m a d e
th e
e rr
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th ?
ve th
a t
b e
ca u
se th
e g
ro u
p w
ill n o t
re ve
a l
w h o
€ P
e rp
e tr
a to
r o :.?on.
T h e
sa n
ct io
n d
e p
efth a t
e rr
o r
e sc
a p
e s
w ith
o u
t sa
n ct
io n
P e
n d
s o
n w
h e
th e
r th
e g
ro u
p su
p p o rt
s o r
o p
p o
se s
h ig
h
q u a lit
y a
n d
h ig
h .
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8 )
p ro
d i
o b je
ct iv
e s
5 5
th a
t t
h e
c o
nIfth e
S ro
u p
su p p o rt
s m
a n a g e m
e tt !
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. do w
n ?
w il
e X
P e
ri e
n ce
m u
n ity
1 s
u n
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o se
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tt in
g th
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th e
y b
e co
m e
b e tt e r
in d iv
id u a l
w o
rk e
rs .
Ifamista ke
ismad e
, o n !
e , 0
im m
e d
ia te
g ro
w Pne
e d
s tokno
w .
A s
w e ll
a s
a vo
id a n ce
o f
h n
a re
co n
ci lia
tio n
lie s
inth e
fa ct
th a
t th
e g ro
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s ta
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m e
th e
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m is
ta ke
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T e st
Y o
u rs
e lf
Inord e
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th e
d e
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e towh
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th e
in d iv
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a n
d th
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ci le
d ,
w e
h a
ve a
sk e
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ve ra
l th
o u sa
n d
p a rt
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a n ts
w o
a n sw
e r
aser ie
s o
f q u e st
io n s
th a t
h a ve
b e e n
ca p
tu re
d inour
se p a ra
te d
ile m
m a
d a ta
b a se
. A
g a in
, tw
o ch
o ic
e s
re p re
se n t
th e
e ith
e r-
o r
ty p e o f
a n
sw
: w
h ile
tw o
a lte
rn a tiv
e s
a re
re co
n ci
le d
a n sw
e rs
. O
n e
st a rt
s w
ithth e in d
i vi
d u
a l
a n d
in cl
u d
e s
th e
g ro
u p
, w
h ile
th e
o th
e r
st a
rt s
w ith
th e
g ro
u a n d
th e
n re
co n ci
le s
th e
in d iv
id u a l.
W h
a t
w o
u ld
b e
yo u r
ch o ic
e ? °
rn s
S e
ve ra
l m
a n
a g
e rs
w e re
d is
cu ss
in g
w h e th
e r
cl o se
co o
p e
ra tio
n o r
fie rc
e co
m -
p e
tit io
n w
a s
th e
m o st
sa lie
n t
m a
rk o
f th
e su
cc e ss
fu l
e n te
rp ri se
. H
e re
a re
fo u
r st
a te
m e n ts
:
1 .
C o
m p
e tit
io n
Isth e
su p
re m
e va
lu e
o f
a n
y su
cc e ss
fu l
e co
n o
m y
o r
co m
:
p a n y.
A tt
e m
p ts
b y
m a jo
r p
a rt
ie s
tocoop e
ra te
u su
a lly
e n
d incollu si
o n
a g
a in
st o n e
o r
m o re o f
th e m
.
2 .
C o
m p
e tit
io n
Isth e
su p
re m
e va
lu e o f
a n
y su
cc e ss
fu l
e co
p a n y
b e ca
u se
th is
in vo
lv e s
se rv
in g
cu st
o m
e rs
b e tt e r
th a
n o
u r
ri va
ls ,
th e
re b
y a ss
u ri n g
th e
p u
b lic
In te
re st
.
3 .
C o
o p
e ra
tio n
a m
o n g
st a
ke h
o ld
e rs isth e
su
sh a re
d a
lm m
a ke
s co
m p
a n
ie s
fie rc
e ly
co m
p e
tit
th e
re b
y fu
lfi lli
n g
p e rs
o n a l
in te
re st
s. 4
. C
o o p e ra
tio n
a m
o n g
st a
ke h
o ld
e rs
is t
a n
d co
m p
e tin
g fo
r se
lf- a d va
n ce
m e n t
a re
tiv e
o p e ra
tio n s.
In d i \tothe
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p re
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ch o
ic e
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h e n ,
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w h
a t
yo u
b e
lie ve
w o
u ld
b e
fa vo
re d
b y
yo u r
cl o
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m e
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rk
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m y
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co m
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p re
m e
va lu
e b e ca
u se
th is
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to w
a rd
o u ts
id e rs
,
h e
su p
re m
e va
lu e .
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NG WH ING an - COMMUNITARIANS
seekt o Integratepersonaiiy ? ~ ioUALST Seek to integra nallIND dual needs to authority within the group,? wt
ds. G i v e a t t e n t i o n t o e s p r i t de
m o r a l e , a n d cohesiveness, Corps,
as pay-for- incentives 5 vidual assess"
ance,| P e and managing by objectives
Expect Job turnover and m o b i l i t y
to be high.
Seek out high performers, heroes, and champions for special praise.
Give people the freedom to take | H o l d up superordinate goals for aj
initiative. t o meet.
Have low j o b turnover and
mobility.
Extol the whole group and avoid showing favoritism.
Notes 1, T. Parsons and E. A. Shils, Towards a General Theory of Action
(Cambridge, MA: Harvard University Press, 1951).
2. However, combining these responses with other questions based on similar constructs that differentiate orientation to individuals
or groups does provide a reliable and statistically significant index along this cultural dimension,
: isT o w n e e u r e ? Consequences ( L o n d o n : Sage,1980). , unity and Society, trans. C. P. Loomis (New
York: Harper & Row, 1957),
5. A. Smith, The Wealph of Nations. (Buffalo, NY: Prometheus Books
M .Wane Originally published in 1776.)
"MM. Weber, The Th, } nic Organi York:F r e e Press,1 9 4 9 ) S o c i a l a n d P e o n o m i c m a n
7.G, Simmel, The Sociolo
r Free Prese1950), BY Of Simmel, trans. K. H. Wolff (Glew 8 , Bas T h e Cultural Co
¢ Boo D e k s 1976),
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f e e l i n g s b u t i n s t e a d k e e p t h e m c a r e f u l l y c o n t r o l l e d a n d s u b d u e :
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RIDING THE WAVES of c u i r y t
«ani ou can scoff at the ?wali,? ink straight simian e e vhet because of the i :
s should be thicker and stronger,
south European politician op teley.
and other gestures. So do the Japa
fish has an open mouth? compare, ke t h e m o s t noise.?
N o r t h Europeans e e i a
sion disapprove of wav a e
nese, whose saying Only a to the English ?Empty vesse.
Beware Humor, Understatement, o r I r o n y
issi . In Britai Cultures also vary on the permissible use o f humor. In suai OF the
US the authors often start workshops with a cartoon o r anecdote that
makes a joke about the main points to be covered. Thisf o r m of ice- breaker is always a success. Hence, one of the first workshops in Ger-
many was launched, with some confidence, w i t h a cartoon deriding European cultural differences. Nobody laughed; indeed, the audience was taking notes and looked puzzled. As the week went by, however, there was a lot of laughter in the bar and, eventually, even in the ses-
sions. It was simply that levity was not permissible in a professional setting, between strangers,
b h i s s h use humora lot to release emotions dammed up
funny f e Ban upper lip.? They also regard understatement as
tari ?pe aks o f being ?underwhelmed? by someone's
. - regarding it with ?modified raptur¢,? that is a way
motional release jn the eesion while at the same time triggering
on,o flaughter, The individual thereby has
i e l y roubling Yourself in ?rence: ?If you could see your WJ
arn atective langtiare thi nutter 80 minor, I would be in you Qn > & . F r ]
tunately, und tateme ?ranslates as ?Do it or else.
and jokes, are alm w e OF this kind, along with throw the | Uage we t always lost on foreigners, veo!
€ de CNough fo . OF Words, wgPendent and refine © OF HOFmal discourse. Hum
*888 Bood cook. ot * Wick s e n s eof the meaning **$ cooks go, and as cooks go*
£
.
s c
E L I N G S A N D R E L A T I O N S H I P S - 9 2 F E
w e n t . ? T h i s i s f u n n y o n l y i f y o u a r e f a m i l i a r w i t h t h e c o l l o q u i a l i ?as ( s o m e t h i n g ) g o e s , ? m e a n i n g ? c o m p a r e d w i t h o t h e r ( s o m e t h i n =
i n w h i c h c a s e ? w e n t ? t a k e s y o u b y s u r p r i s e . N o t o n l y i s i t h a r d f
f o r e i g n e r s t o r e l e a s e e r n o t i o n i n t h i s w a y , b u t a l s o t h e y a r e u n l i k e l y | g r a s p t h e f a c t t h a t u n d e r s t a t e m e n t s a r e a c t u a l l y i n t e n d e d i r o n i c a l
T h e y a r e m o r e l i k e l y t o s c e t h e E n g l i s h o r J a p a n e s e a s b e i n g o p a q u as u s u a l . A n y s t a t e m e n t t h a t m e a n s t h e o p p o s i t e o f w h a t i t l i t e r a l
s t a t e s m a y b e h a r d o n f o r e i g n m a n a g e r s a n d s h o u l d b e a v o i d e d . i n s i d e r s a l l l a u g h , t h e f o r e i g n e r f e e l s e x c l u d e d , d e p r i v e d o f t h e e m
t i o n a l r e l e a s e t h e r e s t h a v e e n j o y e d .
I n t e r c u l t u r a l C o m m u n i c a t i o n
A v a r i e t y o f p r o b l e m s o f c o m m u n i c a t i o n a c r o s s c u l t u r a l b o u n d
j e s c a n a r i s e f r o m t h e d i f f e r e n c e s b e t w e e n a f f e c t i v e a n d n e u t
a p p r o a c h e s . I n o u r w o r k s h o p s w e f r e q u e n t l y a s k t h e p a r t i c i p a n t s
d e s c r i b e t h e c o n c e p t o f i n t e r c u l t u r a l c o m m u n i c a t i o n . T h e y l i s t i n s t
m e n t s ? ? l a n g u a g e , b o d y l a n g u a g e ? a n d m o r e g e n e r a l d e f i n i t i o n s s
a s t h e e x c h a n g e o f m e s s a g e s a n d i d e a s . C o m m u n i c a t i o n i s o f c o t
e s s e n t i a l l y t h e e x c h a n g e o f i n f o r m a t i o n , b e i t w o r d s , i d e a s , o r e m o t i
I n f o r m a t i o n , i n t u r n , i s t h e c a r r t e r o f r n c e a n i n g . C o m m u n i c a t i o n i s |
s i b l e o n l y b e t w e e n p e o p l e w h o t o s o m e e x t e n t s h a r e a s y s t e m o f mm:
i n g , s o h e r e w e r e t u r n t o o u r b a s i c d e f i n i t i o n o f c u l t u r e .
V e r b a l C o m m u n i c a t i o n
W e s t e r n s o c i e t y h a s a p r e d o m i n a n t l y v e r b a l c u l t u r e . W e c o m m u n
w i t h p a p e r , f i l m , a n d c o n v e r s a t i o n . T w o o f t h e b e s t s e l l i n g c o m ) p r o g r a m s i n t h e W e s t e r n w o r l d , w o r d p r o c e s s i n g a n d g r a p h i c s ,
v e l o p e d t o s u p p o r t v e r b a l c o m m u n i c a t i o n . W e b e c o m e n e r v o u o u r s t y l e s o f d i s c u s s i o n
u n e a s y o n c e w e s t o p t a l k i n g . H l o w e v e r , cu
w i d e l y . F o r t h e A n g l o - S a x o n s , w h e n A s t o p s , B s t a r t s ; i t i s n o t
t o i n t e r r u p t . T h e e v e n m o r e v e r b a l L a t i n s i n t e g r a t e s l i g h t l y m o r
t h i s ; B w i l l f r e q u e n t l y i n t e r r u p t A , a n d v i c e v e r s a , t o s h o w h o w
e s t e d c a c h i s i n w h a t t h e o t h e r i s s a y i n g .
RIDING THE WAVES oF c u t r y t
can scoff at the ?wall.? ; u. ? i l a r l y y o -
hin straight. o m o r a r g u e t h a t b e c a u s e o f t h e lea ¢ sent ¢ m o t i o n s : i c k e r a n d stron:
?ing r gsons om) ese a l l should b e th ,p o l i t i c i a n ger, a r s h E u r o p e a ON teleyjfren o¢ Ul>s hing 4 sout .that so © watching
North Europe? sag hands and other gestures. Sod o the Japa.
m e dead fish has an openm o u t h compare,{ i rove O sion disapprove . ;
O n l 5 m a k e t h e m o s t n o i s e .é ?Empty yesse.
B e w a r e H u m o r . U n d e r s t a t e m e n t , o r I r o n y e 9
on the permissible use o f h u m o r . I n Britain or the
Cultures also m T start workshops w i t h a cartoon o r anecdote that
sine ee t o u t the main points to be covered. T h i s form of ice.
eakeri always a success. Hence, one o f the first workshops in Ger-
many was launched, with some confidence, w i t h a cartoon deriding
European cultural differences. Nobody laughed; indeed, the audience
was taking notes and looked puzzled. As the week w e n t by, however,
there was a lot of laughter in the bar and, eventually, even in the ses-
sions. It was simply that levity was not permissible i n a professional
setting, between strangers.
behav hn i ese hemor a lot to release emotions dammed up
fanny. Ifa Briton e e kIp. They also regard understatement a peaks of being ?underwhelmed? by someone's
Presentation, or regarding it with ? :
. is i t w i t h m ? . of controlling emo o d i f i e d r a p t u r e , ? t h a t is a way
emotional rele tonal expression while at the same time triggering
it both ways, A a n the form of laughter. The individual thereby has Panese superior wil] similarly rebuke an incompe
to kindly troubling yourself in e: ? I f you could see your way 4 Matter so minor, I would be in your
away |j d e m e translates as ? D o i t o r else.? ines : Ments o f th; . . te
they Speak nd JOKes, are a l m t h i s k i n d ,a l o n g w i t h t h r o w NBuage we Ost always lost on foreigners, evel!
tandr e l i ough for normal discourse. Hume 1 2 a quick sense of the meanité
#8 Coaks go, and as cooks g% she
>
s Ss
yy
=
s
?iy
u c
e o a f
o r
a e s
a d
F E E L I N G S A N D R E L A T I O N S H I P S - 9
w e n t . ? T h i s i s f u n n y o n l y i f y o u a r e f a m i l i a r w i t h t h e c o l l o q u i a
?ag G o m e t h i n g ) g o e s , ? m e a n i n g ? c o m p a r e d w i t h o t h e r ( s o m e t h i n
i n w h i c h c a s e ? w e n t ? t a k e s y o u b y s u r p r i s e . N o t o n l y i s i t h a r c f o r e i g n e r s t o r e l e a s e e m o t i o n i n t h i s w a y , b u t a l s o t h e y a r e u n l i k e
g r a s p t h e f a c t t h a t u n d e r s t a t e m e n t s a r e a c t u a l l y i n t e n d e d i r o n i T h e y a r e m o r e l i k e l y t o s e e t h e E n g l i s h o r J a p a n e s e a s b e i n g o p a
as u s u a l . A n y s t a t e m e n t t h a t m e a n s t h e o p p o s i t e o f w h a t i t l i t e s t a t e s m a y b e h a r d o n f o r e i g n m a n a g e r s a n d s h o u l d b e a v o i d e i n s i d e r s a l l l a u g h , t h e f o r e i g n e r f e e l s e x c l u d e d , d e p r i v e d o f t h e «
t i o n a l r e l e a s e t h e r e s t h a v e e n j o y e d .
I n t e r c u l t u r a l C o m m u n i c a t i o n
A v a r i e t y o f p r o b l e m s o f c o m m u n i c a t i o n a c r o s s c u l t u r a l b o u : i e s c a n a r i s e f r o m t h e d i f f e r e n c e s b e t w e e n a f f e c t i v e a n d n e
a p p r o a c h e s . I n o u r w o r k s h o p s w e f r e q u e n t l y a s k t h e p a r t i c i p a l r d e s c r i b e t h e c o n c e p t o f i n t e r c u l t u r a l c o m m u n i c a t i o n . T h e y l s t i r
m e n t s ? ? l a n g u a g e , b o d y l a n g u a g e ? ? a n d m o r e g e n e r a l d e f i n i t i o n s
as t h e e x c h a n g e o f m e s s a g e s a n d i d e a s . C o m m u n i c a t i o n i s o f c
e s s e n t i a l l y t h e e x c h a n g e o f i n f o r m a t i o n , b e i t w o r d s , i d e a s , o r e m o I n f o r m a t i o n , i n t u r n , i s t h e c a r r i e r o f r n e a n i n g . - C o m m u n i c a t i o n 1
s i b l e o n l y b e t w e e n p e o p l e w h o t o s o m e e x t e n t s h a r e a s y s t e m o f r
i n g , s o h e r e w e r e t u r n t o o u r b a s i c d e f i n i t i o n o f c u l t u r e .
V e r b a l C o m m u n i c a t i o n v e r b a l c u l t u r e . W e c o m m u
T w o o f t h e b e s t s c l i i n g c o n
e s s i n g a n d g r a p h i c s
W e b e c o m e n e r v o
W e s t e r n s o c i e t y h a s a p r e d o m i n a n t l y w i t h p a p e r , f i l m , a n d c o n v e r s a t i o n . P r o g r a m s i n t h e W e s t e r n w o r l d , w o r d p r o c d e v e l o p e d t o s u p p o r t v e r b a l c o r m m m u n i c a t i o n . "
u n e a s y o n c e w e s t o p t a l k i n g - H i o w e v e r , o u r s t y l e s o f d i s c u s s i o n W i d e l y . F o r t h e A n g l o - S a x o n s , w h e n A s t o p s , B s t a r t s ; i t i s n o t 0 i n t e r r u p r . T h e e v e n m o r e v e r b a l L a t i n s i n t c g r a t e s l i g h t l y m o : t h i s ; B w i l l f r e q u e n t l y i n t e r r u p t A , a n d v i c e V O r s a > t o s h o w h o v
? S t e d c a c h i s i n w h a t t h e o t h e r i s s a y i n g -
a e RIDING THE WAVES oF Cutty
94 e - m e e n a e
A ?_? e e ]
A n g l o - S a x o n ?
n e e ? o m e y
A
L a t i n e e ?
? | = a , a
A
A s i a n ; ?_? ?
Figure 6.2. Styles of Verbal Communication
The pattern of silent communication depicted i n Figure 62 for Asian languages frightens the Westerner. T h e m o m e n t of silence is
interpreted as a failure to communicate, but this is a misunderstand- ing. Let us reverse the roles: how can the Westerner communicate clearly if the other person is not given time to finish his or her sen-
tence, or to digest what the speaker has been saying? It is a sign of respect for the other person i f you take time to process the informa tion without talking yourself.
Tone of Voice. A n o t h e r cross- of Ve c u l t u r a l p r o b l e m arises f r o m tone
of voice. Figure 6,3 shows typi cal patterns f o rA n g l o - S a x o n , Latin,
Anglo-Saxon
Latin
Asian
Figure 6.3, O a
o fV o i c e
F E E L I N G S A N D R E L A T I O N S H I P S - 9 8
a n d A s i a n l a n g u a g e s . F o r s o r n e n e u t r a l s o c i e t i e s , u p s a n d d o w n s i n
s p e e c h s u g e c s t t h a t t h e s p e a k e r i s n o t s e r i o u s . I n m o s t L a t i n s o c i e t i e s , ? « > » *
e x a g g e r a t e d ? w a y o f c o m m u n i c a t i n g s h o w s t h a t y o u
h a v e y o u r h e a r t i n t h e m a t t e r . A s i a n s o c i e t i e s t e n d t o h a v e a m u c h
m o r e m o n o t o n o u s s t y l e ; s e l f - c o n t r o l l e d , i t s h o w s r e s p e c t . F r e q u e n t l y , t h e h i g h e r t h e p o s i t i o n a p e r s o n h o l d s , t h e l o w e r a n d f l a t t e r h i s o r
h e r v o i c e . A B r i t i s h m a n a g e r p o s t e d t o N i g e r i a f o u n d t h a t i t w a s e f f e c t i v e
t o r a i s e h i s v o i c e f o r i m p o r t a n t i s s u e s . F H l i s N i g e r i a n s u b o r d i n a t e s s a w
t h i s u n e x p e c t e d e x p l o s i o n b y a n o r m a l l y s e i f - c o n t r o l i e d m a n a g e r a s a
s i g n o f e x t r a c o n c e r n . A f t e r e x p e r i e n c i n g s u c c e s s i n N i g e r i a , h e w a s
p o s t e d t o M a l a y s i a . S h o u t i n g t h e r e w a s a s i g n o f l o s s o f f a c e ; h i s c o l -
l e a g u e s d i d n o t t a k e h i m s e r i o u s l y , a n d h e w a s t r a n s f e r r e d o u t .
T h e S p o k e n W o r d . T h e m o s t o b v i o u s v e r b a l p r o c e s s i s t h e s p o
k e n w o r d , r e g a r d i e s s o f t h e i m p o r t a n c e o f r h y t h m , p a c e , o r h u m o r E n g l i s h - s p e a k i n g n a t i o n s h a v e t h e e n o r m o u s a d v a n t a g e o f m o r e t h a t
3 0 0 m i l l i o n s p e a k e r s w h o u n d e r s t a n d t h e i r l a n g u a g e . H o w e v e r , a s w a l l k n o w , e v e n t h e E n g l i s h a n d A m e r i c a n s a r e ? s e p a r a t e d ? b y a c o m m o n l a n g u a g e t h a t i s u s e d d i f f e r e n t l y i n d i f f e r e n t c o n t e x t s a n d t h a t h a
s o m e s e r i o u s d i f f e r e n c e s a s w e l l i n t h e m e a n i n g s o f i n d i v i d u a l w o r d :
E n g l i s h s p e a k e r s a l s o f a c e a n c n o r m o u s d i s a d v a n t a g e , w h i c h i s t h a t }
i s d i f f i c u l t t o e v e r s p e a k a n o t h e r l a n g u a g e ; i t s n a t i o n a l s w i l l a l l o w y o o n l y s o m u c h a c c e n t b e f o r e s w i t c h i n g t o E n g l i s h t h e r n s e l v e s . ? T o e x p r e s y o u r s e l f i n a n o t h e r l a n g u a g e i s a n e c e s s a r y , i f n o t a s u f f i c i e n t , c o n d i t i o
f o r u n d e r s t a n d i n g a n o t h e r c u l t u r e .
N o n v e r b a l C o m m u n i c a t i o n
R e s e a r c h h a s s h o w n t h a t a t l e a s t 7 5 p e r c e n t o f a l l c o m m u n i c a t i o n R e a v e r b a l . T h i s f i g u r e i s t h e m i n i m u m f o r t h e m o s t v e r b a l c u l t u r f f a l l . I n W e s t e r n s o c i c t i c s e y e c o n t a c t i s c r u c i a l t o c o n f i r m i n t e r e :
H o w e v e r , t h e a m o u n t d i f f e r s s h a r p l y f r o m s o c i e t y t o s o c i e t y . A n Tea
P s i t i n g p r o f e s s o r a t W h a r t o n a r r i v e d o n c a m p u s i n P h i l a d e l p h : e n n s y l v a n i a . a n d w a s s u r p r i s e d t o b e g r e e t e d b y s e v e r a l s t u d e n t s . F -
? P r e s s i v e i t a l i a n m a t u r e d r o v e h i m e v e n t u a l l y t o c a t c h o n e o f t h e
a RIDING THE WAVES oF cy,
96 ° ho he was- The student said he was afrai ion if he knew w >? ?Because it seemed asi f yoy o why did you Bee chat in the US eye conalized that 1n © ye contact betWeey
ly for a split second.
a colleague at the Trompenaars Hampden-Tume,
both Curacao and Suriname. Asa boy, he would ,.
whereupon his Curagao g r a n d m o t h e r would
body talk is highly effective) and say, ?Lookm
in the face.? Respecting an elder involves eye contact. Leonel learneg fast, and when in Suriname he looked his other grandmother straight
in the face to show respect. She slapped h i m too; respectful kids in
Suriname do not make eye contact. Touching other people, the space it is n o r m a l to keep between you,
and assumptions about privacy are all f u r t h e r manifestations of the
extent to which cultures are affective or neutral. Never help an Arab
lady out of a bus; it might cost you your contract.
me, Sif.
strangers is SUP
Leonel Brug;
was brought up 1"
d eye contact, tures
to avoi
him (in somec u l
Reconciling N e u t r a l a n d A f f e c t i v e C u l t u r e s
Hight 1B b a i n ? h e e affective (expressive) cultures have problems
of being i cach other. The neutral person is easily accused
ON emotioMS o r The powero f the
happens when se
Hons that are ex
Téconciliatio ?ack of them.
emingly opposing be s h o w n i f we observe wha! Pressed without a gValues are disconnected. Emo
? any ?neutral? brake easily verge ®
cELINGS ANO RELATIONSHIPS ~ 97 f
ers h a v e t r i e d t o g i v e e v e n g r e a t e r t h r i l l s w i t h ? w h i t e - k n u c k l e r i d e s . ? T h e
e n g i n e e r i n g o f s u c h r i d e s r e q u i r e s t h e d e s i g n e n g i n e e r t o p r o v i d e a s e r i e s
o f a c c e l e r a t i o n s a n d t w i s t s t o e x c i t e w i t h j u s t e n o u g h r e s p i t e f o r t h e r i d e r
t o r e c o v e r b e f o r e t h e n e x t t h r i l l . W e s t e r n j o y r i d e r s s c r e a m a n d w a v e t h e i r
a r m s t o p a r t i c i p a t e i n t h e s p i r i t o f t h e e x p e r i e n c e . s u p p o r t e d b y m o d e r n e l e c t r o n i c s a n d s a f e t y f e a t u r e s , t h i s e x t r e m e f o r m
o f e n t e r t a i n m e n t i s n o w b i g b u s i n e s s , a n d s p e c i a l i s t m a n u f a c t u r e r s f r o m t h e
US a n d E u r o p e h a v e s o u g h t t o e x p o r t t h e i r o f f e r i n g s . O n e C a l i f o r n i a n c o m -
p a n y i n s t a l l e d s e v e r a l o f i t s r i d e s i n j a p a n . I n s p i t e o f a w e l l - p r o v e n d e s i g n ,
j a p a n e s e r i d e r s f r e q u e n t l y r e c e i v e d h e a d i n j u r i e s . O b s e r v a t i o n r e v e a l e d t h a t
t h e J a p a n e s e r i d e r s w e r e m o r e l i k e l y t o k e e p t h e i r h e a d s l o w o r f o r w a r d i n a
s e m i b o w e d p o s t u r e , t h e r e b y s t r i k i n g t h e b a r d e s i g n e d t o h o l d t h e m i n p l a c e ,
r a t h e r t h a n t a k i n g a m o r e u p r i g h t , a r m - w a v i n g p o s i t i o n . E x p e n s i v e m o d i f i -
c a t i o n s t o p r e v e n t h e a d i n j u r i e s w e r e r e q u i r e d ? t o t h e p o i n t w h e r e s a f e t y
l e g i s l a t i o n i n j a p a n r e q u i r e s d e s i g n s o l u t i o n s t o t a k e r e g a r d o f t h e c i t i z e n s ?
r e l a t i v e n e u t r a l i t y . T h e i r n e u t r a l i t y d i d n o t , o f c o u r s e , m e a n t h a t t h e y w e r e
n o t e x p e r i e n c i n g t h e t h r i l l ! i t i s j u s t t h a t t h e y w e r e t r y i n g t o c o n t r o l i t b y
loweringtheir heads,
T e s t Y o u r s e l f .
C o n s i d e r t h e f o l l o w i n g q u e s t i o n :
i n a m e e t i n g y o u f e e l i n s u l t e d b e c a u s e y o u r b u s i n e s s c o u n t e r p a r t t e l l s y o
t h a t y o u r p r o p o s a l i s i n s a n e . W h a t i s y o u r r e s p o n s e ?
1. Il w i l t n o t s h o w t h a t t h i s p e r s o n h a s h u r t o r i n s u l t e d m e , b e c a u s e t h w o u l d b e s e e n a s a s i g n o f w e a k n e s s a n d w o u l d m a k e m e m o r e v u l n e
a b l e i n t h e f u t u r e . 2 . | w i l l n o t s h o w t h a t I a m h u r t , b e c a u s e t h a t w o u l d s p o i l o u r r e l a t i x
s h i p . T h i s r e s t r a i n t w i l t a l l o w m e t a t e r t o t e i l t h e c o u n t e r p a r t h
a h t w a s h u r t b y t h e c o m m e n t s o t h a t h e o r s h e m i g h t l e a r n f r t . | w o u l d r a t h e r s h o w m y e m o t i o n s w h e n t h e c o u n t e r p a r t h a s m
c h a n c e t o i m p r o v e o u r b u s i n e s s r e l a t i o n s h i p .
RIDING THE WAVES of CU
jam insulted so that my counterpart get, t
will show clearly tha rarity of MY message Will allow me to be ab, : bee ee motional upset in the future.
insulted so that my counterpart get the
that | am behave themselves properjythey e, If bus artners c a n n o t
message
have to bear t h e c o n
jness P
s e q u e n c e s .
he approach you prefer and with 2 your second choicg the
ith 1) the approach you believe would be favoreq by (w at work and (with 2) the approach you believe wou
Indicate with 1
Similarly, Indicate
your closest colleagues
be their second choice.
Obviously, answer | conveys that you prefer to be neutral and reject
affectivity in response. Answer 4 clearly reflects a preference for emo-
tional outbursts regardless of their consequences for the relationship, Answer 2 supports the neutral point of departure in order to show
emotions more effectively in the future. Answer 3 takes an expressive point of departure in order to stabilize future emotional interactions,
The following tables show practical tips f o r d o i n g business with neutral and affective cultures,
RECOGNIZING THE DIFFERENCES
NEUTRAL ORIENTAT;
ON AFFECTIVE ORIENTATION People do not reveal thinking orfeeling, what they are People reveal t h o u g h t s and feel-
ings verbally and no: . Tesion nay (accidental be y and nonverbally |
nthe face ang Posture Transparency and expressiveness Motions often , Ciease tension. casionally ernie Med upw i l l Emotions flow easily. e f fusively
. easily, effusively, Cool andseis. vehemen: ' admired. SelfPOssessey COnduct is yy SY and without i n h i b i t
a t e d , vital, animated expres: S l o n s a r e a d m i r e d
+
LINGS AND RELATIONSHIPS Ftt
1e5 FOR D O I N G B U S I N E S S W I T H . . . 1
TRALLY ORIENTED PEOPLE
Oy arECTVELY ORIENT AFFECTIVELY ORIENTED PEOPLE e e (FORN E U T R A L L YORIENTED INDIVIDUALS)
ask for time-outs from meet- Do not be put off your stride when ings and negotiations where you they create scenes and get his- can patch each other up and rest _trionic; take time-outs for sober between games of poker with the ?_?reflection and hard assessments.
impassive Ones.
put as much as you can on paper When they are expressing good- beforehand. will, respond warmly.
Their lack of e m o t i o n a l t o n e d o e s =? T h e i r e n t h u s i a s m , readiness t o not mean they are disinterested or agree, o r vehement disagreement bored: it means only that t h e y d o does not mean that they have not like to show thelr hand. made up their minds.
The entire negotiation Is typically The entire negotiation Is typically focused on the object o r proposi- focused on you personally, not so tion being discussed, not so much much on the object or proposition on you personally. being discussed.
WHEN M A N A G I N G A N D B E I N G M A N A G E D
NEUTRALLY ORIENTED PEOPLE AFFECTIVELY ORIENTED PEOPLE
Avoid warm, expressive, o r e n t h u - A v o i d d e t a c h e d , a m b i g u o u s , and siastic behavior. Such b e h a v i o r is c o o l d e m e a n o r s . Such d e m e a n o r s
interpreted as lack o f control over _will be interpreted as negative your feelings and I n c o n s i s t e n t w i t h e v a l u a t i o n , as disdain, dislike, and high status. soctal distance. You are excluding
them from ?the family.?
hyou prepare extensively before- _ If you discover whose work, hand, you will find it easier to energy, and enthusiasm has been stick to the point" that Is, to the invested in which projects, you are
heutral topics being discussed. more likely to appreciate tenacious
positions.
Look for subtle indications that Tolerate great ?surfelts? of emo- am w e Is pleased or angry, and tionality without getting intimi-
Plify thelr importance. dated or coerced, and moderate t h e l r importance.
