Global Insights by Camille Schuster, Ph.D.

The question behind this work was whether Chinese businesspeople negotiate the same way across countries in Southeast Asia. If not, what are the "Chinese" characteristics and what influences the differences. Three different methods were used to collect data to respond to this question.

Each cross-cultural business meeting is unique. The goal of the meeting is different, the areas of expertise required are different, the location may be different, or the levels of company hierarchy represented may be different. As such, team members need to be carefully chosen, training may be necessary, travel time may need to be adjusted to allow for recovery time, an interpreter may need to be hired, and members will need to prepare.

Kiasu is a characteristic often associated with the Chinese in Singapore. The traits associated with being "kiasu" are positive and negative and have displayed in cartoons about "Mr. Kaisu."

While the overall process of negotiation is similar, the importance of the steps and style of communication are different in the US and Japanese approaches to negotiation. Understanding the differences allows for better preparation.

Each cultural group has its own set of business practices that may appear strange to someone from another cultural group. Spending time to learn the rituals and do some accommodation is generally a good way for locals to perceive you and your business positively.

Culture shock is a common occurrence with a defined process. The length of the process and the depth of the rough at the bottom of the V depends upon whether you know about it, have strategies for managing it, and are flexible. It will happen each time you are transferred to a new location because each location is different. However, you now have some strategies for dealing with it. However, do remember that returning home will bring another V-curve because home is not the same as when you left and neither are you.

Giving giving around the world is a complex activity with different norms in each country. You need to think about what is appropriate to give as a gift, how to wrap it, the timing of when to present it, and don't forget the thank you after you receive a gift. One other important consideration is to always check with your company's legal department before giving gifts.

While next to each other on the Classification of Cultures Model, US and European businesspeople can often be frustrated when working together.The differences can impact how each group views the other, uses time, makes decisions, and performs in meetings. Identifying some of the differences is a start but then each group needs to find a way to work together successfully.

Direct communication is efficient and gets to the point quickly. Indirect communication talks around the issue, can be difficult to interpret, and takes more time. It takes a lot of practice to understand the other style of communication and to engage in conversations when different styles are being used.

Conversations between people having a conversation when one person uses a high context language and the other person uses a low context language are extremely challenging and exhausting. Both sides need to learn how the other side uses language and use skills required to understand what is being said. 

Everyone has knowledge but should not be boastful because someone always knows more. Knowledge is valuable but only significant if paired with action which requires focus. Discussions are valued but one needs to be polite. While thinking that what others have is valuable, it is important to remember that knowing yourself and your limits is important. 

Life may be challenging but much advice is given in the Middle East about how to face challenges as well as to be patient and understand with the mind and the heart. Friends reveal themselves when there is trouble and reading is a way to move past disappointment.

Working hard, overcoming obstacles, and dealing with mistakes provide valuable advice regarding the importance of work. In addition, one needs to realize that what you say and do will become part of the grapevine of information and that you need to use that grapevine to see if and how people keep their promises.

People appear to be born into a certain station in life but, whatever that station, know they can find alternatives, can be successful, and should be cautious about making decisions.

Hospitality, importance of blood relationships, significance of hone, and distinctive form of logic are all characteristics of communication in the Middle East. Learning how to navigate these elements is critical for success. This podcast introduces you to the process.

The importance of rituals, indirect communication, and a high-context language combine to create a challenging communication environment in Japan and Korea. As a result, business activities take more time and require much adaptation so this segment is a bit longer than previous segments.

Words, truth, harmony, and forms of logic are all significantly different between Chinese speakers and those regions on the far lefthand side of the Classification of Cultures Model. Communication can be challenging and requires preparation, patience, and persistence.

Honesty is highly value but may be set aside to protect one's self, family, or inner circle. Outsiders are generally viewed with suspicion. As a result, obtaining information and developing a working relationship takes time and is challenging.

The style of language in Latin America and the importance of non-verbal communication in this region means that you need to listen and observe others carefully. At the same time, you need to be careful of what you say and do because it is easy to unintentionally offend people from this region. In addition, it will take more time to get to the task and to create solutions.

Nonverbal elements are important for creating status and status helps determine your credibility. Argumentation is deemed as an enjoyable part of life with loud, lively discussions of ideas. Preparing and practicing how to argument effectively in this region is as important as demonstrating proper manners in both business and social situations.

English is the common language in these countries but the differences between British and American English need to be understood. The basic communication style is direct and straightforward with strong arguments supported by factual evidence being used to work toward compromise in solving problems.

Conducting business takes place between people - either face-to-face or using a digital tool.  Four elements - words, truth, style, and logic - determine how communication works in each cultural region. In Northwestern and Central Europe, words are important, universal truths are accepted, style follows formal systems and process, and logic is critical for successful argumentation. 

Private lives are definitely closely guarded as a member of a tribe, clan, or extended family. Important decisions take a long time and creating personal relationships, with rights and obligations, takes time. These reciprocal relationships function differently from relationships in task-oriented regions so understanding the process is important.

The timing and sequence of business activities is significantly different in the Middle East. Hospitality should not be taken to mean that business is proceeding well. Hospitality is offered to everyone. Understanding how the process works is necessary to being successful in the Middle East. 

Time is circular, meaning there is always more time. Building and maintaining relationships is essential for doing business with Chinese businesspeople. Understanding "quanxi" and a "spider's web" approach to business is helpful for navigating the process.

Work is accomplished by working through people so taking time to create and maintain relationships is critical for success. As a result of using an agrarian-type cycle of decision-making and the requirement of needing consensus for decisions, means that the rhythm or pace of doing business is different in Japan and South Korea. Disregarding these requirements can cause offense which could easily result in you losing a business opportunity.

India is a large country with a large population. This great diversity also includes the influence of the British. As a result many businesspeople are bicultural, thereby increasing the complexity of doing business in India where relationships are very important. 

Broth front door and back door approaches can be used to accomplish tasks in this region making it essential to take the time to develop relationships. The process of doing business in this region is constantly changing so it is important that you maintain relationships with your contacts and use resources to determine the current status of business processes.

South and Central America is the region situated about halfway between Task and Relationships on the Classification of Cultures Model. Personal relationships, especially the family network, is very important and often takes precedence over business activities.As such social competence is just as important as technical competence when doing business in this region.

The polychronic orientation toward time impacts how meetings flow and how agreements are reached. Participants are expected to engage in lively discussions on a wide range of topics. Discussions and decisions do not happen in a linear, sequential manner.

The line between public life and private life has been strong. The need to stay at home during the Covid 19 Pandemic and new technology has definitely blurred this line. However, efforts are still made to use schedules so that time is used efficiently. AN effort is made to keep business and private life separate so business decisions can be made objectively without being influenced by personal relationships.

Business activities flow in an orderly sequential manner. Professionals arrive on time, prepared to follow the agenda and are prepared to discuss the issues. Private and public life are kept separate and privacy is strongly guarded. Professionals demonstrated their understanding of this process.