Test 3 Review, Vocabulary, Charts, Tables, and SpotlightsReview:- Different styles of communication (exact, context)- Countries that utilize these types of styles- Nonverbal communication - Forms of gestures and hand shaking (responds to chronemics, proxemics, chromatics)- Distance in terms of inches in feet social personal, etc- Those styles are related to china, Japan, (i.e. Indirect, contextual) and which philosophy (review in book)- Different types of negotiation (persuasive, etc)- Different imperatives (distributive, political)- Strategies related to global, national, multinational and characteristics know examples- Know differences between strategic implementation and strategic formulation- Vertical specialization versus horizontal - Spot lights *note that some questions are opinionated and you should read the spotlights to correctly answer these questions- And questions first 3 at end of spotlights- Strategies when going in differences in mover pyramid strategies- Integrative case: coca-cola in India read that- South and central American map and capitals Different Styles of Communication: verbal communication styles and the countries (Chapter 7, p. 195)Indirect/direct:- High context – messages are implicit and indirect, focus on environmento Who will be at this meeting?- Low context – messages are direct, focused on objectiveso What is this meeting going to be about?Elaborate to Succinct- Elaborate – great deal of talking, description includes detail and people repeat themselves often o Arabic countries- Exacting – focuses on precision and the use of the right amount of words to convey message (mentioned in review specifically)o U.S., England, Germany, and Sweden- Succinct – people tend to say few words and allow understatements, pauses, and silence to convey meaningo AsiaContextual/personal- Contextual – focuses on the speaker and relationship of the parties. Speaker choose words that indicate their status relative to otherso Asian cultures- Personal – focuses on the speaker and the reduction of barriers between partieso U.S. (example, use first names and informally to form equality)Affective/Instrumental- Affective – characterized by language that requires listener to carefully note what is being said and observe how sender is presenting the messageo Middle East, Latin America, and Asia (use of intuitive skills needed to decipher what is being said)- Instrumental – goal oriented and focuses on the sender. The individual clearly lets other party know what he or she wants.o Switzerland, Denmark, U.S. (common in individualistic, low context cultures)Nonverbal Communication- Kinesics – the study of communication through body movement and facial expressiono Eye contact, posture, hand gestures- Proxemics – the study of the way people use physical space to convey messageso Four distances in the U.S.:  Intimate – used for confidential communications within 18 inches  Personal – family and close friends 18 inches to 4 feet  Social – handle business transactions 4 -8 feet Public – used when calling across a room or giving a group talk 8-10 feet- Chronemics – the way which time is used in a cultureo Monochronic – things are done in a linear fashion. First issue A, after issue B (U.S., Northern Europe, Great Britain, Canada, Australia)o Polychronic – people tending to do several things at the same time (Latin America and Middle East)- Chromatics – the use of color to communicate messageso Example – in Hong Kong red is used to signify happiness or luck and brides wear red, in the U.S. brides wear white.o Example. The us black means mourning, where in india sometimes they use white for mourning.o Example. Chile, yellow rose conveys message “I don’t like you”Handshakes and gestures:- Canadians shake hands, Japanese bow, middle easterners kiss on the cheek for same sex.Culture Type of HandshakeUnited States FirmAsian Gentle (Unfimiliar)British SoftFrench Light and Quick. Not for superiors repeatedon arrival and departureGerman Brusque and firm; arrival and departureLatin America Moderate grasp; repeated frequentlyMiddle Eastern Gentle; repeated frequentlySouth Africa Light/soft; long and involved-Negotiation- Process of bargaining with one or more parties to arrive at a solution that is acceptable to all.- Types of negotiationo Distributive negotiations—two parties with opposing goals compete over aset value (often win-lose). Initial offer critically important, limit amount of information you disclose, but know your adversary/opponent/other side.o Integrative negotiations—cooperation b/w two groups to integrate interests (agreement sought, win-win)Japanese Communication Styles- Upward communication: the transfer of meaning from subordinate to superior- Matsushita firm views employee recommendations as instrumental to making improvements. Their suggestions can change more than a whole headquarters full of engineers and planners. They reward suggestions - Outside these Asian countries, upward communication is not as popular. In SouthAmerica many managers believe that employees should follow orders and not ask questions. Germany also rarely uses upward communication.Table 7-3 Matsushita’s PhilosophyBasic Business PrinciplesTo recognize our responsibilities as industrialists, to foster progress, to promote the general welfare of society, and to devote ourselves to the further development of world culture. Employees Creed Progress and development can be realized only through the combined efforts and cooperation of each member of the company. Each of us, therefore, shall keep this idea constantly in mind as we devote ourselves to the continuous improvement of our company.The Seven Spiritual Values 1. National service through industry2. Fairness3. Harmony and Cooperation4. Struggle for betterment5. Courtesy and humility6. Adjustment and assimilation7. Gratitude Approaches to formulating and implementing strategyStrategic Management- The process of determining an organization’s basic mission and long-term objectives, then implementing a plan of action for attaining these goals.- Set by top management team & some middle managersNeed for Strategic Management- Yes, it does work, but only if you execute your plan with intensity and specificity.1. Focusing on the economic imperative – a worldwide strategy based on cost leadership, differentiation, and