Topic 1. Understanding cultures

Topic 1. Understanding cultures 14.10.2016 11:33

Topic 1. Understanding cultures

 

 

Ex 1. Answer the following questions related to the text.

1. What is culture?

2. What cultural phenomena do you know? Can you group them?

3. What do you know about cross-cultural communication?

4. Why is understanding people with different cultural backgrounds so urgent today?

5. What can interpersonal misunderstanding lead to?

6. Can peace be maintained through effective communication?

7. Is it easy to adapt to living in a culture different from your own?

8. How should cultural differences be treated?

9. What qualities are needed to overcome cultural differences?

 

Ex 2. Read the text, focusing on the following issues:

– the importance of intercultural communication in global world;

– the concept of culture and its components;

– the characteristics of different cultural phenomena;

– the qualities that make a person multicultural.

 

WHY STUDY INTERCULTURAL COMMUNICATION?

As we enter the 21^st century, there is a growing urgency of understanding people from diverse cultural and ethnic backgrounds. From interpersonal misunderstanding to intercultural and ethnic conflicts, challenges exist within and between cultures. With rapid changes in global economy, technology, transportation, the world is becoming a small intersecting community. We find ourselves in increased contact with people who are culturally different, working side by side with us. In order to achieve effective communication we have to learn to manage cultural differences flexibly and mindfully. As Stella Ting-Toomey puts it in her book "Communicating across cultures", there are the following reasons for studying intercultural communication: global diversity, domestic diversity, and interpersonal learning opportunities. Getting to really know a dissimilar stranger helps us to glimpse into another world – a range of unfamiliar experiences and a set of values unlike our own.

"Culture" is an elastic dynamic concept that is also a multidimensional phenomenon. Stella Ting-Toomey defines culture is a complex system that consists of traditional beliefs, values, norms, verbal (language) and nonverbal symbols and meanings that are shared by interacting members of community. It is like an iceberg: the deeper layers (traditions, beliefs, values) are hidden from our view; we only see and hear the the upper layer of cultural artifacts (art, music, fashion etc.) and verbal and nonverbal symbols.

Cultural traditions can include myths, legends, ceremonies, rituals, celebrations that are passed on from one generation to the next.

Cultural beliefs refer to a set of fundamental assumptions that people hold dearly without question (the concept of time, space, the meaning of life, death etc.). Proposed answers to many of these questions can be found in the major religions of the world such as Christianity, Islam, Hinduism, and Buddhism.

Cultural values refer to a set of priorities that guide "good" or "bad" behaviors, "desirable" and "undesirable" practices, "fair" and "unfair" actions.

Cultural norms refer to a collective expectations of proper or improper behavior in a given situation (e.g. how to greet a professor, how to introduce yourself to a stranger).

A cultural symbol is a sign (a national flag), artifact (music, fashion), words, gestures that reflects something meaningful.

To understand a culture, a military diplomat needs to know in depth all the meanings of its core components as the modern concept of being a successful and competitive person stem from the fundamental values of a given culture.

Before we discuss the qualities, a multicultural person needs to have, it is necessary to explain the term.

A multiculturalist is someone who can easily adapt to living in a culture different from his own, the sort of person that could be described as a citizen of the world, or a member of the global community. There are four qualities you need to possess in order to be a multiculturalist.

The first one is to be open-minded, which means not judge one culture as better than another, or believe that the way things are done in your culture is the best or the only way of doing things. In other words, you should not be in any way "ethnocentric".

Second, you must be adaptable. To live successfully in another culture, particularly in one that is very different from your own, you have to adapt to differences: not only visible differences of food, climate, customs, but also to invisible differences – the ways in which people of other cultures understand and interpret the world and their different values.

Third, you need to be sensitive. That means being able to see things from the other person’s point of view and being careful to avoid doing different things that people of other culture might find offensive, even if in your culture such things are quite usual.

Fourth, you need to be interested in other cultures, which is closely related to the three qualities mentioned above. A multiculturalist is a person who has a genuine interest in people of other cultures, who wants to learn their language, find out about their country and its history, and develop a real understanding of their culture. Perhaps, this quality describes a multicultural person the best.

 

Ex 3. Study the Vocabulary Notes and speak on the relevance of the problems raised in the text to your professional performance using the new words and expressions.

 

Vocabulary Notes

multicultural adj багатокультурний multicultural society Syn. multiethnic; multiculturalism n багатокультурність;

multidimensional adj багатовимірний;

adaptv 1) пристосовуватися (to, for) The children are finding it difficult to adapt to the new school; 2) адаптувати, спрощувати (be adapted for) Many children buy books after they have been adapted for television; 3) переробляти The car has been adapted to take unleaded gas adaptable adj такий, що легко пристосовується; adaptability n пристосовуваність;

diversityn розмаїтість, різноманіття;

communityn 1) община, місцева громада community leaders; 2) місцевий населений пункт, територія проживання community centre; 3) коло людей, спільнота за інтересами business community ділові кола; the scientific community науковий світ; 4) громадський community service громадська робота (яка не оплачується);

open-minded adj 1) широких поглядів; 2) чуйний, сприйнятливий (до нових ідей);3) об’єктивний, неупереджений an open-minded opinionSyn. unprejudiced, unbiased; open-mindedly adv 1) чуйно, з чуйністю; 2) об’єктивно, неупереджено open-mindedness. 1) широта поглядів;2)сприйнятливість; 3) неупередженість, об’єктивність;

mindfuladj уважний;

dissimilaradjнесхожий, відмінний Syn. different;

judgev 1)бути суддею, арбітром (у суперечці, у змаганнях)to judge fairly, impartiallyсудити справедливо, неупередженоto judge harshly, sternlyсуворо судити;2) оцінювати, судитиto judge by appearancesсудить за зовнішністюto judge fromthe factsсудити, спираючись на факти;3) вважати, робити висновокWe judge that she is the best candidate Ми вважаємо, що вона найкращий кандидатSyn. infer,apprehend, think, consider, suppose; 4) критикувати, дорікатиWe shouldn't judge him because of his accentМи не повинні дорікати йому за акцентSyn. blame , criticize, reproach judge n суддя;

different adj 1) інший, інакший, не такий The street has a different name now Phr be different from sb/sth відрізнятися від когось, чогось; 2) різноманітний, різний different people (things, goods, places, questions, problems); differ v відрізнятися The new Kyiv greatly differs from the old Kyiv difference n відмінність, різниця There is no (little, some, a wide) difference between them; a difference in living conditions (colour, temperature, meaning);

visible adj 1) видимийvisible imageвидиме зображення Phr. visible to the naked eye видимий неозброєним оком;2) очевиднийthe trends became visibleвиявилися приховані тенденціїSyn. evident , obvious Ant. invisible невидимий;

sensitive adj 1) чутливий, ніжнийsensitive skinніжна шкіра;sensitive to coldчутливий до холодуSyn. delicate;2)вразливий, чуйнийSyn. impressionable, susceptible, vulnerable; 3)уразливийSyn. touchy, susceptible;

offensive adj 1) образливий, кривднийHis actions were offensive to everyoneЙого дії образили усіхSyn. abusive, insulting;2) огидний, неприємний3) агресивний,наступальнийSyn. aggressive;

interrupt v 1) переривати, раптово припиняти Do not let anything which has passed today interrupt our friendship Не дозволяй тому, що трапилося сьогодні, покласти край нашій дружбі Syn. cut; 2) перериватися, робити паузу; 3) втручатися, заважати I could not bear being interrupted in anything I was about Я не міг винести того, щоб мені заважали у будь-якій справі, якою я збирався займатися Syn. hinder, prevent;

genuine adj 1) істинний, справжній genuine signature справжній підпис Syn. veritable, actual, authentic, real, true Ant. artificial, fake, imaginary, spurious, forged; 2) щирий, відвертий He is a very great and genuine personage Він – надзвичайна і щира людина Syn. frank, candid, sincere;

shake (shook, shaken) 1) vt трясти, качати, потрясти to shake one's head (smb’s hand, a tree); He shook me by the shoulder. She was shaken by (at, with) the news Phr. shake hands with smb потиснути руку комусь, привітатися; 2) vi труситися, тремтіти Her voice shook when she began to speak. He was shaking with fright (cold, laughter);

handshaking n потискання руки;

gift n 1) подарунок, презент an extravagant, lavish gift щедрий подарунок generous gift щедрий подарунок wedding gift весільний подарунок Phr. Give, present a gift to дарувати подарунок Syn. present; 2) здібність, обдарованість, талант − gift for languages;

misunderstandingn1) неправильне розуміння, неправильне тлумачення to cause lead to a misunderstanding призводити до неправильного розуміння Syn. misconception, misinterpretation; 2) непорозуміння to clear up a misunderstanding вирішити непорозуміння Syn. dissension, disagreement 3. сварка Syn. tiff, quarrel.

 

Comprehension Check

Ex 4. Find in the text the English equivalents of the following words:

виклики (проблеми), міжкультурне спілкування (спілкування між представниками різних культур), справлятися з культурними розбіжностями, пристосовуватися, громадянин світу, глобальне суспільство, неупереджений, судити (про), успішно, чутливий, з точки зору іншої людини, уникати, образливий, мати тісний зв’язок, щира зацікавленість, сприяти виникненню непорозуміння, тлумачити цінності, (не)видимі відмінності.

 

Ex 5. Read and analyse the following critical incidents which happened during some training courses abroad. What cultural factors might play a role in these training situations? Use the vocabulary of the Comments to give your arguments. Compare your answers to the Keys after the discussion.

 

Comments

irritating adj – дратівливий;

ignore v–ігнорувати;

consistently adv – постійно;

coincide with phr – співпадати з чимось;

losefacephr – бути приниженим, втратити гідність;

imply v – позначати щось;

guidelines n – правила.

one thing at a time phr – одне за іншим;

makesmthclearphr –надати пояснення щодо,пояснити дещо;

dealwithurgentmatterphr –займатися невідкладними справами;

givefeedbackdirectlyphr –звертатися напряму; висловлювати свою реакцію напряму.

 

1. In a training session in Dubai, some of the participants in an international group left the room for about 15 minutes outside the normal break times. This happened several times during the day, and the trainer found it irritating.

2. In a training session with the participants from various countries, a participant from South Korea remained silent during the course but went up to the trainer during breaks with questions. The trainer wondered why he didn’t ask questions in the group.

3. At the beginning of a training session, the trainer made it clear that one of the rules was that the participants should not use their mobile phones during the course. She had even allowed long breaks so that, if necessary, they could deal with urgent matters then. One participant consistently ignored the rule and answered calls during the course. The trainer wondered what to do.

4. On a German train-the-trainer course, the trainer was taught that the feedback should be given to the participants directly. This means that you first say what you saw ("I noticed that you were looking at emails on your BlackBerry during the course"), then what effect this had on you ("This made me feel that you were not interested"), and then, what you would like the person to do ("I would ask you to check your emails during the break").

He noticed that in international groups, participants from some cultures reacted negatively to this method.

Keys to ex.5

1. It turned out that the Arab colleagues were leaving the room to pray. Muslims are required to pray five times a day, and the office building in Dubai has a special prayer room for this purpose. In future the trainer would be advised to accept the situation and to plan the coffee breaks to coincide with the prayer time.

2. The participants from South Korea feared that the trainer would lose face if he asked his question in the group situation. Doing so could have implied that that the trainer had not explained something well enough. The South Korean preferred to show the trainer respect by asking the questions during the break.

3. A number of cultural factors play a role here. First, people in different cultures have different attitude to rules. For some, rules are to be followed under all circumstances, while for others, they are just guidelines to be observed or not, depending on the situation. The second point is connected with attitudes to doing several things at the same time: whether this is accepted (polychronic cultures), or whether doing one thing at a time is preferred (monochronic cultures). In polychronic cultures, answering the phone call during the training could be quite acceptable. The trainer needs to talk to the participant and come to an agreement with him.

4. This has to do with differences in communication style. While in some cultures direct communication is valued, others prefer to be indirect. In Britain people often "wrap" negative feedback in humour. Americans may use the "burger technique": placing a negative remark between two positive ones. In some cultures, such as some Asian countries, you may not even speak to the person concerned directly. Instead you may communicate through a third party.

 

Ex 6. Do you agree that the mentioned above critical incidents should have been treated more flexibly and mindfully? Explain your answer.

 

Ex7  Read the text and answer the following questions:

1. Which nationalities in Europe usually use a lot of gestures when they speak?

2. Which nationalities in Europe usually use very few gestures when they speak?

3. What is "personal space"?

4. Why does a North European move away from the person he is talking to?

5. What nationalities move closer to the person they are talking to? Why?

6. What nationalities stand a "wrist zone"?

 

 

The "Body Language" Among Europeans

(Oxford University research psychologist, Dr Peter Colett, examined some
of the differences in the "body language" among Europeans)

 

Dr Colett says that if we compare the way different Europeans nations use gestures, they fall into three major groups. The Nordic nations belong to the first group. These are the Swedes, Finns, Norwegians, and Danes. They use gestures very little. The second group, which includes the British, Germans, Dutch and Belgians use some gestures when they are excited, or want to communicate over long distances, or insult each other. The third group use gestures a lot to emphasize what they are saying or hold the other person’s attention. They are the Italians, Greeks, French, Spanish, and Portuguese.

The distance that separates one person from another − "personal space" − also varies between people of different nationalities. What is right for one nationality may be uncomfortable for another. People stand close enough to touch each other easily in such countries as France, Spain, Greece, and Italy. British zoologist, Desmond Morris calls this the "elbow zone". In the countries of East Europe such as Hungary, Poland and Romania people stand a "wrist zone", that is a little more distant. They are close enough to touch wrists. But in the Scandinavian countries, in Britain, Belgium and Germany people stand further away from each other − "the finger tips zone".

 

 

Ex 8. Read the text and identify the cultural layers each extract describes (artifacts, traditions, beliefs, values, norms, symbols). Discuss the peculiarities of the language and tradition of communication in the different countries. Use the vocabulary included into the Comments

to discuss them.

 

Social customs in different countries

(A businessman is talking about social customs in different countries. He is giving advice to a group of students how to behave abroad)

 

1. AUSTRALIA

Conversation. If you are ready to establish rapport by making "small talk" before getting down to business, you will find that Australians tend to be direct and will often expect you to speak your mind. Appropriate topics of conversation include sports and tours you have taken while in Australia. If you choose to discuss politics or religion, be ready to banter. Besides enjoying your strong opinion, bantering is also considered a form of entertainment.

Punctuality. Punctuality is both respected and a basic social norm. If you are late, this fact will reflect negatively on you and your organization.

Public manners. When riding in a taxi in Australia, you will be expected to sit in the front passenger seat rather than in the back seat. A warning: the popular American "thumbs up" sign is considered to be an obscene gesture in Australia. Business dress is generally conservative.

Business entertaining. If you are in a pub, it is appropriate to take a turn "shouting for a round" (that is, paying for a round of drinks). When you are invited to a home, a gift, such as wine, candy, or flowers, is appropriate.

While dinner is served in the early evening hours between 6 p.m. and 8 p.m., a late evening meal called "supper" is taken a few hours after dinner.

 

Comments

bantering nдружнє кепкування;

banterv кепкувати по-дружньому;

obscene adj образливий; непристойний.

 

2. COLOMBIA

Telecommunications. In Colombia, the phone is not used as much as it is in information-entered cultures like the United States. An important problem is taken care of in person or on paper. A phone call is an inappropriate way to introduce oneself.

Representation. The character of the person who represents a business is more important than the character of the organisation he represents. This means that in the initial contact the most commonly asked question is: "Can I do business with this person?", not "Can we do business with this company?" Business relationships operate on a personal level and last a longer time than in the United States.

Personal Connections. In Colombia, the better connected a person is to important decision makers, the more attractive he or she is as a business partner. The more associations a person has, the more power that person has.

Personal Connections. As far as personal relationships are important in Colombia, one expects to spend some time in the beginning to get to know each other. Trust and loyalty are the foundation of good relationships. They don’t develop in a day. In the first contact, time is spent getting to know each other. A dinner talking about general interests, not about business, is a common way to begin a relationship. The relationship may develop with small favours, frequent visits, and time.

Comments

decision maker n той, хто приймає рішення;

favourn (pl) знаки уважності, прихильності.

 

3. FRANCE

Conversation. Good topics of conversation include: where you are from, your interests, food, cultures of other countries, and sports. Topics to avoid include: how much things cost, what someone does for a living, prejudices about Americans, salary levels, and questions about a person’s family.

Punctuality. Although individuals in southern France may be relatively relaxed about meeting time, it still is important to be respectful of your contact’s time.

Public manners. While the French may stand closer to each other when talking than North Americans would, it is common to stand at an arm’s length when discussing business. Your hands should be visible at all times, including when you are seated at a table.

Business entertaining. In France, the home is a private place where only close friends or family are invited. Colleagues usually socialize in restaurants or other public places. Business entertainment is very different from social entertainment, it is much more formal. It is usually limited to a business lunch or dinner in a restaurant. For social entertainment, the French rarely throw parties. It is much more common to have a small dinner party where everyone sits down together to eat. The informal come-and-go style of a party is not popular. It is considered acceptable to invite your French partner to lunch. If your French partner initiates the invitation, it is still in order for you to act as the host.

Although it is uncommon for alcoholic beverages to be consumed during lunch in the United States, this is very common in France. The French consider wine to be an aid to digestion and to act as a stimulant to the appetite. The French, as their reputation holds, truly enjoy the art of dining. Just as many Americans "eat to live", the French seem to "live to eat". Business meals are not, as a rule, hurried meetings.

If you are invited to the home of a French associate and you bring flowers, be sure to take an odd number, and choose a flower other than chrysanthemums. Business should be discussed only after dinner, when coffee and, perhaps, brandy are served.

Seating etiquette dictates that the host and hostess sit at the centre of the table opposite each other. Guests are then seating in descending order of importance to the left and right. You will not be offered a bread plate. When eating bread, you may place it on the table next to your main course plate.

Social Classes. In France there is some emphasis on class differences. People usually do not socialize across social and economic classes. Different levels of the company, such as secretarial and executive levels, are associated with different classes. So, in office life, secretaries and executives are not expected to socialize together.

The Role of the Boss in the Office Life. The boss represents authority. The boss should not be too casual or social with his employees. If the boss is too relaxed, the employees lose their respect for his or her authority.

Comments

prejudice n упередження;

digestion n травлення;

chrysanthemum n хризантема.

 

4. GERMANY

Conversation. Take note: the person who speaks the most softly in a meeting usually is the person who has the most authority. Even if you are not fluent in German, "Guten tag", "Danke" and "Bitte" should be part of your conversational repertoire. Appropriate topics for conversation include hobbies, football, the places you have travelled in Germany, and the duration of your stay. Topics to avoid include World War II and personal questions, such as, "How many people are there in your family?"

Punctuality. Being prompt is of the utmost importance when interacting with Germans.

Public manners. It is considered impolite to put your hands in your pockets. Gum chewing in public is also considered rude. Germans may not use a smile as a nonverbal cue that they are pleased about something. During an official meeting, expect the doors to be closed. Be sure to walk to your contact’s left. By doing so, you will be giving the person a position of respect. Sit down only after you have been offered a seat.

Business entertaining. When inviting a German to eat with you, do so for lunch rather than for breakfast. If business is going to be discussed, do so prior to eating or after your last course.

Gift-giving. Appropriate gifts include unwrapped flowers in a quantity other than 13. Your choice in flowers should be those other than lilies (which are reserved for funerals) or roses (which have a romantic connotation, regardless of their color).

Comments

connotation n підтекст;

business entertainment n ділова зустріч (вечірка);

repertoire n репертуар;

utmost adj граничний, найбільший.

 

5. FINLAND

Business entertaining. Although often admired by outsiders, the Scandinavians are not always completely understood. Here are some comments from foreigners about working in the region.

"I found it really hard to get them to talk".

"Those endless discussions to try to reach a consensus drove me mad".

"I was really surprised to find that they wanted to continue the meeting in the sauna".

Such comments can easily lead to sophisticated stereotypes, but they can be useful in helping people who are going to work in Nordic countries. The sauna is an entrenched part of the Finnish culture, so, if you have Finnish companions, you have to do what they do. If you have known each other for a certain time, the Finns would invite you to the sauna.

Conversation. The Finns pay a lot of attention to personal communication. At the beginning of every serious project they want to have a face-to-face meeting during which they maintain eye contact. The Finns have a very direct communication style – they tell it like it is. Finnish people are usually reserved, somewhat taciturn and approach everything rationally. They take people at their word, and mean what they say. During the meeting the Finns do not show any emotions. They like to discuss everything in great detail. They try to get to the root of the issue. But if they reach a conclusion, you can be sure that everything will be carried out exactly as agreed upon.

Public manners. The Finns are generally introverted. Expect a bare minimum of small talk, if any, before getting down to business. They do not discuss their private life and rarely invite you into their homes. You will never be questioned about your private life. The Finns are extremely law-abiding people. They do not accept shady practices, everything must be in compliance with Finnish laws, which are very strict. Finns firmly believe that laws are made in public interest.

Punctuality. The foreigners dealing with the Finns claim the Finns are a bit laggard. Nordic countries are countries that have a very stable society and economy. That explains why they have a culture of long-term planning. Outsiders may make a mistake of interpreting their cautious approach as sluggishness. But Finland has some of the most innovative companies in the world.

Gift-giving. There is a high degree of equality between the sexes in Finland. Just look at the large number of women holding key positions in politics. Treating woman equally is a normal practice; a woman offers her hand first for handshaking. But bringing flowers as a gift is not customary. If you give a bouquet of flowers to a Finnish woman, she will be surprised. Women are also independent in financial matters. If you have lunch together with a Finnish woman, she will offer to pay her share of the restaurant bill. It’s polite to accept it – even if it is a date.

Comments

sophisticated adj складний;

entrenched adj укорінений;

eyecontactn зоровий контакт;

laggardadjнеквапний;

sluggishnessn інертність, неквапність;

long-termadj довготерміновий;

taciturnadj небагатослівний;

takeatone’swordphr сприймати слова всерйоз;

in depth phr детально;

get to the root phr докопатися до суті.

 

6. HONG KONG

Conversation. Appropriate topics include how a person is feeling and recent events. Topics to avoid include politics, censorship, and protest movements.

Punctuality. Be sure to show your respect by being prompt. Punctuality is a much-appreciated virtue in Hong Kong.

Public manners. It is important to maintain a two arm’s-length distance from your contact. Touching and patting are considered taboo. Feet should be facing the ground rather than having the soles of shoes showing.

Business entertaining. Be prepared for a long banquet. You may be involved in this type of meal after a business relationship has been established. Be prepared to use chopsticks. When you are not using them, lay them on the rest or across the bowl – never place them vertically. You may be offered a finger towel rather than a napkin at the end of a meal. When eating rice, be sure to leave most of it in the bowl by the time the last course is concluded. Otherwise you will be perceived as not having had enough to eat during the meal.

Gift-giving is considered a business custom. Avoid giving a clock. This item is equated with death. Just as with business cards, present a gift with both hands. Open a gift in front of the person who gave it to you only when requested to do so.

Comments

virtue adj позитивна якість, чеснота.

 

7. INDONESIA

Conversation. Appropriate topics of conversation include family, food, the weather, and travel experiences. Although you may feel uncomfortable being asked personal questions about your own family, the cost of something you bought, and so on, it is acceptable to ask similar questions once they have been posed to you. If you are visiting Java, however, you should avoid topics such as family, purchases, and possessions.

Punctuality. Promptness is appreciated.

Public manners. When you are in a private home or mosque, be sure to remove your shoes. Point them toward the door from which you entered. Hugging and kissing in public is considered to be inappropriate. Indonesians would, as a rule, rather be wrong than not be able to give you directions. For that reason, it’s a good idea to ask a few people to confirm the directions you have been given. If you are at a gathering in Java and are introduced to a group whose members all represent the same organization, it is not necessary to shake hands with each person.

Business entertaining. Rather than giving your Indonesian partner a gift, consider passing along a compliment or a thank-you note. Understand that it will be considered good manners to take a second helping of food. Recognize, too, that eating is regarded as a very private matter and that conversation will therefore be kept to a bare minimum. It is considered good manners to leave a taste of food on the plate and a few sips of your beverage in the glass. Eat with your right hand, rather than your left hand. Be aware that women may be seated at separate tables from men. (In Java, however, men and women may be seated next to each other. The most important male guest will typically be seated next to the host, just as the most important female guest will be asked to sit next to the hostess.) While a fork and large spoon will be available for you, a knife will not. Food is served in bite-sized pieces, so a knife will not be needed. Use the fork as a tool for putting food on the spoon.

Comments

posevформулювати, пропонувати (питання, завдання);

mosquenмечеть;

huggingnобійми;

sip n маленький ковток.

8. JAPAN

Business card rules:

– have your cards printed in English on one side and translated into Japanese on the other side;

– carry your cards at all times;

– when presenting your card, be sure to have the writing facing the person receiving the card;

– present your card with two hands.

When handed a Japanese contact’s business card, study it carefully. Keep the card out and place it on the table in front of you when you are seated. Do not put the card in your wallet or slip it into your back pocket. You will be expected to exchange your card with just about everyone you meet. Have plenty of cards on hand.

Conversation. Topics to discuss include Japanese food, sports (such as baseball), Japan, and other places you have visited. Topics to avoid include your career, World War II, prices, your personal life. Remember, "silence is a virtue" – especially in the Japanese culture. Rather than filling awkward moments with "small talk", recognize that to the Japanese, silence is equated with tranquility.

Punctuality. Punctuality should be observed at all times. The Japanese culture is extremely time-sensitive. The last two phases, bargaining and final agreement, come at the end of a long process of building a relationship and talking about the proposed deal.

Concessions. In Japan concessions are made only at the end of the negotiation process. After all the possible details of the business deal have been carefully discussed, the two parties begin to bargain and make concessions. They quickly come to a final agreement.

Agreements. Written agreements do not play a central role in negotiations in Japan. Infact, a written agreement is usually a small detail at the end of a long process of negotiation. After all aspects of the deal have been discussed and all decisions have been made verbally, an agreement is written up reflecting the decisions. An agreement is presented at a meeting only after both parties have carefully discussed the final version.

Long-Term vs. Short-Term Planning. The Japanese have traditionally focused on long-term business projects. Many projects are begun with the knowledge that they will not produce profits for years. Much time is spent developing a strong and stable relationship and planning a good partnership. This planning will benefit both parties in the long term.

Public manners. Even if you are experiencing displeasure or are upset about something, you should smile to show self-control. "Backslapping" is likely to be seen as a major lapse in etiquette. When you need to blow your nose, do so discreetly, preferably in private, with a paper tissue. Dispose of the tissue immediately. You don’t want to be glimpsed putting a used tissue away in a pocket or purse; this is regarded as rude. Bear in mind: to the Japanese, laughter can mean confusion rather than reacting to something funny. Be careful − the American "okay" sign means "money" in Japan.

Business entertaining. The reason for these get-togethers is for building friendships. Be prepared for a long meal. Karaoke or Sumo wrestling may entertain you. Consider it an honour when you are invited to a Japanese home. Be sure to remove your shoes at the front door; you will be offered a pair of slippers. Follow your host’s lead if you’re uncertain about when to remove your slippers and when to put them on. Chopstick etiquette dictates that you place the sticks on the rest when you are not using them; don’t leave them in your food. Whatever you do, avoid standing chopsticks straight up in the air or pointing them toward your hosts.

Gift-giving. A box of fine candy is an appropriate gift to bring upon being invited to a Japanese home. You may choose to give a more lasting gift (such as a pen and pencil set). If you do so, wrap it in pastel paper without a bow. Keep in mind that odd numbers are considered lucky. When you are offered a gift, thank the person. Before taking it, wait for the person to offer it to you a few more times. As with business cards, accept a gift with both hands.

Drinking etiquette. There are four ironclad rules to obey:

– never pour your own drink;

– always lift your cup when someone is replenishing your drink;

– never let your guests’ cups remain empty;

– take turns pouring for each other.

Drinking is a part of the socialization ritual in Japan; make it a time to cultivate friendships and trust. However, avoid getting too happy! Many American business persons has regretted letting too much sake become a "truth serum" in social encounters with Japanese contacts.

Phases of Negotiation. The negotiation process can be divided into the following phases:

– building a good relationship;

– talking about the business deal;

– persuading, bargaining, and making concessions;

– making a final agreement.

In Japan the first two phases take the longest, especially since personal trust and mutual understanding are important to good business relationships. Thus the last two phases, bargaining and final agreements, come at the end of a long process of building a relationship and talking about the proposed deal.

Concessions. In Japan concessions are made only at the end of the negotiation process. After all the possible details of the business deal have been carefully discussed, the two parties begin to bargain and make concessions. They quickly come to final agreement. Much time is spent developing a strong and stable relationship and planning a good partnership. This planning will benefit both parties in the long term.

 

Comments

awkwardadj незручний, скрутний; незграбний;

time-sensitiveadj прискіпливий щодо витрачання часу;

ironcladadj непорушний, твердий; вкритий бронею;

chopsticksn (pl) палички для їжі.

 

9. NIGERIA

Negotiating. In Nigeria, the age of the negotiator is extremely important because age means wisdom and reflects status and importance. To send a young negotiator means you are not seriously interested in the negotiation. Ifyou are interested, you will send a person with authority and seniority. A good educational background is also highly respected and important. Nigerians also put great importance on formality and social skills. The sex of the negotiator is not very important, since many Nigerian women run their own businesses. Inaddition, Nigerian men are generally aware of the role of American and European women in society. In Nigeria, negotiating in groups is common.

 

Comments

seniority n перевага в положенні, старшинство;

wisdom n мудрість.

 

10. SAUDI ARABIA

Conversation. Topics to discuss include the country, the person’s family (although not your contact’s wife, as this may be misconstrued as a romantic interest), the countries where your Saudi client travels, etc. Avoid discussing politics in any form. Do not discuss the social roles of Saudi Arabian women. Stay away from offering criticisms, even ones that seem insignificant.

Punctuality. Being on time is much appreciated.

Public manners. When reaching for something or offering something to a Saudi Arabian, be sure to do so with your right hand. Using the left hand is considered a taboo. When sitting, be sure the soles of your shoes face the ground. It is considered taboo for the soles to be showing.

Business entertaining. Realize the importance of accepting food and a beverage when offered. It is considered a personal insult to refuse what is offered. Hard as it may be, don’t show hesitation if you are offered sheep’s eyes. These are regarded as a delicacy.

Alcoholic drinks should not be requested, although you may decide to accept if you are offered one. Do not bring a gift to a Saudi Arabian’s wife. This may be misinterpreted as a romantic gesture.

 

Comments

misconstrue v неправильно тлумачити;

misinterprete v неправильно тлумачити.

 

11. SINGAPORE

Conversation. Appropriate topics of conversation include where you have travelled, the weather, the length of your stay. Those to avoid include politics and religious beliefs.

Punctuality. Punctuality will be much appreciated.

Public manners. Gesture with your entire hand during conversation. Pointing with one or two fingers is considered rude. Avoid showing the soles of your shoes. Your feet should be used for walking – nothing else. Feet are considered unclean parts of the body and should never, for instance, be used for moving anything (a chair closer to a table, for example).

Business entertaining. Expect all courses to be served simultaneously. If you are invited to a person’s home for dinner, flowers or a box of candy are considered appropriate gifts.

Gift-giving. You should avoid giving gifts when establishing a business relationship as the gesture could be perceived as a bribe. When it is appropriate to give a gift, expect it to be refused a few times before it is accepted. Express your own gratitude once it has been accepted.

 

Comments

gratitude n вдячність;

solesn pl підошви взуття;

bribe n хабар, підкуп.

 

12. SOUTH KOREA

Conversation. It is good manners to comment on the good health of an older person. Although compliments are much appreciated, it is considered polite for them to be denied.

Koreans place a high value on families, so this is a good topic for discussion. Topics to avoid include politics (especially any topic related to socialism and communism). Avoid any type of disagreement in public.

Punctuality. Although Koreans do not put a particularly high value on punctuality, Westerners should nevertheless make an effort to be prompt.

Public manners. Loud laughter is considered rude. When laughing in public, cover your mouth. Nose blowing is also considered to be in poor taste and should be done in private. Be sure to remove your shoes before entering a temple or a person’s home. A hug or patting another on the back is considered rude.

Business entertaining. It is more common for entertaining to take place at a restaurant or bar (without spouses), rather than in a person’s home. If you are invited to a person’s home, be sure to take a modest gift (such as flowers), offering the gift with both hands. Bear in mind that it is considered polite not to open a gift in front of the person giving it. Formal business professional attire is considered appropriate. Koreans believe that when you dress well, you acknowledge the importance of the occasion. Expect all courses of a meal to be served at once.

Comments

pattingn плескання (долонею);

attiren убрання, шати; одяг.

 

13. THE UNITED KINGDOM

Conversation. Refrain from asking the British, "What do you do?" This question is considered too personal. When you are discussing individuals from the United Kingdom, England, Scotland, Wales, and Northern Ireland) you should refer to them as the "British". Just to be on the safe side, avoid using the term "English" to describe anyone. Avoid discussing politics and religion.

Punctuality. Promptness is appreciated.

Public manners. Your hands should always be visible. It is considered rude for hands to be in pockets. When pointing to something, do so with your head rather than with your fingers. Avoid wearing striped ties (why risk unintended mimicry of colours associated with British regiments?).

Don’t make the victory sign with your palm facing inwards. This is considered an obscene gesture in the U.K. Instead, make sure your palms face outwards.

Business entertaining. If you are invited to someone’s home and choose to take a gift, be sure it is a modest one. Gifts that cost more than $20 may embarrass the receiver.

Comments

palm n долоня;

unintended adj ненавмисний;

mimicry n імітування.

 

14. USA

Telecommunications. In the United States phone communication is very common and accepted. Negotiations are frequently conducted on phones. Sometimes people work together for months or even years before ever meeting.

Representation. The character of an organisation is more important than the character of the person representing it in the United States. The question one asks in the first contact is, "Can we do business with this organisation?" Businesspeople change jobs frequently. These frequent changes encourage U.S. business relationships to focus more on the companies than on the individuals representing the companies.

Personal Connections. Succeeding without the help of special personal connections shows independence and an ability to work hard. These qualities are highly respected. Working on your own does not hurt your reputation. As a matter of fact, the more powerful a person is, the more isolated the person can become.

Time. "Time is money" is a common saying in the United States. In making initial contacts, very little time is spent on building social relationships. Conversation is quickly focused on business. If there are any dinners or social events they are mainly used to discuss business, not other interests. The home office usually pressures the representative to get the account as quickly as possible.

The USA and Negotiators. In the United States, sending a person with great technical competence and knowledge to negotiate is most important. It shows you are serious about negotiations because you are sending a representative who is ready to answer any relevant questions. Power and authority are important but are more the result of your talent and work record than of your age or seniority in the organisation. The sex the negotiator is not important since many women occupy professional and managerial positions. North Americans are accustomed to sending only one person. Sometimes this is called "John Wayne approach". This means that the individual thinks he or she can handle the negotiation on his or her own; it reflects the strong individualism found among North Americans.

Social Classes. In the United States, differences in social and economic classes exist, but are not emphasized. Although colleagues from different classes may not socialize together frequently, there usually is at least one annual event where all employees come together. The most common events are Christmas parties and company picnics. Because equality is highly valued in the United States, formal situations that emphasize class differences are avoided. Social events are usually informal and relaxed.

The Role of the Boss in Office Life. The boss has authority but should not abuse it. As much as possible, the boss should just be one of the workers. For this reason American bosses are usually casual and informal with their employees. Because it is believed that good social relationships build a good work environment, bosses often throw parties to build a sense of unity among the employees and to strengthen employee identity with the organisation.

Entertaining. It is common in the U.S. to invite colleagues or other acquaintances home for a dinner party or cocktail party. The home is a place of hospitality and entertainment. In the U.S., there is not a big difference between how people socialize with colleagues and with friends. Both kinds of socializing are informal and relaxed. The party is a popular way of entertaining. Instead of a formal dinner at the table, often Americans entertain with an informal buffet or just cocktails and a snack. In addition to parties, common social activities include playing sports, going out for drinks after work, and going to sports or cultural events.

Phases of Negotiation. The negotiation process can be divided into four phases: 1) building a good relationship; 2) talking about the business deal; 3) persuasion, bargaining, and making concessions; and 4) making a final agreement. In the United States, the first two phases are not emphasized, because personal relationships do not play a large role in business life and because making a quick deal is important. The negotiation process soon moves to the last two phases as bargaining and making a final agreement are the focus of negotiations.

Concessions. Concessions are made during most of the negotiation process. At the beginning, while the two parties are talking about the proposed deal, small concessions are given to show cooperation. As the two parties continue to talk about each issue of business, they bargain and make concessions. The bargaining continues issue by issue until the final agreement is achieved. Each concession is met with a concession from the other party. In this way, the two parties treat each other as equals and demonstrate a cooperative attitude and a commitment to the negotiations.

 

Comments

buffetn закуски для шведського столу; буфет;

bargainingn домовленість; угода; вигідна покупка;

issue n пункт, параграф.

 

Comprehension Check

Ex 9. Mark the statements T (true) or F (false) according to the information in the texts. Correct those that are false.

1. If you choose to discuss Australian politics or religion, be ready to exchange remarks in a good-humored teasing way.

2. In France business entertainment differs a lot from social entertainment.

3. Germans use a smile as a sign that they are pleased with the course of negotiations.

4. A clock or a watch is an appropriate gift in Hong Kong.

5. Very often sake becomes a "truth serum" in social encounters with Japanese contacts.

6. You have to ask for the directions several people in Indonesia as Indonesians are not good at giving directions.

7. Individualism is a trait of North Americans’ character.

8. To be on the safe side, avoid using the term "English" discussing individuals from the United Kingdom.

9. Pointing with your fingers is considered to be an obscene gesture in Singapore.

10. Formal dress code is considered appropriate for home parties in South Korea.

 

 Ex 10. Write recommendations on social customs in Ukraine giving advice to business people from other cultures how to behave at different situations. Include the following items: conversation, punctuality, gift-giving public manners, business entertaining.