International Communication in International Business
Words are very important in a high context culture and have much more significance and carry far more meaning and weight than in a low context culture. In a high context culture, words are chosen carefully and one must be familiar with the culture itself because it is this that informs the words and gives them their weight.
In business negotiations, the type of behavior that I believe will manifest itself when players from a High Context Culture engage with those of a Low Context are the indirect and direct types of communication that are likely to exist. The high context culture negotiator will likely tend to be more indirect, assuming that his meaning and point will be inferred, whereas the low context culture negotiator will be direct, expecting there to be no hidden meaning behind his words. The contrast could result in confusion and a lack of resolution if not identified and rectified from the start (Hall, 1976).
B)
As a facilitator to ensure a successful outcome, I would be sure to explain to the low context culture negotiator that the man across the table actually means X, Y, and Z when he says A, B and C (and that this is part of his culture, to say little but to suggest a lot). To the high context culture negotiator I would explain that the man across from him actually means exactly what he says and no more.
2)
A)
The high Power Distance should be taken into consideration. This means that the people accept that power is distributed unevenly in a hierarchical manner throughout the country and is reflected no doubt in their own organization (Hofstede, 1997). Manners to look out for are displays of deference to persons of authority and a lack of a desire to question authority, the status quo, or to be individualistic and/or creative (thinking outside the box). These people are most likely not going to be decision makers and will expect that the higher-ups will be the ones to make all the decisions.
B)
Our players should prepare for this conference by not expecting a great deal of give...
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