Cross-Cultural Management: Core Concepts

Global Business: Avoiding Cultural Blunders

Think before you act! Your default might be someone else’s offense.

1. Communication Style

• Direct (Low-Context): Say what you mean, get to the point. (e.g., Germany, USA)
  • In High-Context cultures: You might seem rude or aggressive. Try to read between the lines, build rapport.
• Indirect (High-Context): Meaning is implied, read body language, build relationships. (e.g., Japan, China)
  • In Low-Context cultures: You might seem vague or evasive. Be more explicit.

2. Time Perception

• Monochronic (Linear): Punctuality is key, one task at a time. (e.g., Germany, USA)
  • In Polychronic cultures: You might seem rigid. Be prepared for flexible schedules, multitasking.
• Polychronic (Flexible): Schedules are fluid, relationships come first. (e.g., Brazil, Arab cultures)
  • In Monochronic cultures: You might seem disrespectful. Try to be on time, stick to agendas.

3. Relationship Building

• Task-First: Get to business. (e.g., USA, Germany)
  • In Relationship-First cultures: Slow down, invest in small talk, build trust before discussing deals.
• Relationship-First: Trust before business. (e.g., China, Brazil)
  • In Task-First cultures: You might seem inefficient. Be prepared for quicker transitions to business.

Golden Rule: Listen, observe, and ask questions. Assume positive intent, but don’t assume shared meaning.