Test 3 Review Vocabulary Charts Tables and Spotlights Review 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 environment o Who will be at this meeting Low context messages are direct focused on objectives o 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 meaning o Asia Contextual personal Contextual focuses on the speaker and relationship of the parties Speaker choose words that indicate their status relative to others o Asian cultures Personal focuses on the speaker and the reduction of barriers between parties o 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 message o 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 expression Kinesics the study of communication through body movement and facial o Eye contact posture hand gestures Proxemics the study of the way people use physical space to convey messages o 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 Chronemics the way which time is used in a culture 10 feet o 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 messages o 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 Handshake United States Asian British French German Latin America Middle Eastern South Africa Negotiation Firm Gentle Unfimiliar Soft Light and Quick Not for superiors repeated on arrival and departure Brusque and firm arrival and departure Moderate grasp repeated frequently Gentle repeated frequently Light soft long and involved Process of bargaining with one or more parties to arrive at a solution that is acceptable to all Types of negotiation o Distributive negotiations two parties with opposing goals compete over a set 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 South America many managers believe that employees should follow orders and not ask questions Germany also rarely uses upward communication Table 7 3 Matsushita s Philosophy Basic Business Principles To 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 industry 2 Fairness 3 Harmony and Cooperation 4 Struggle for betterment 5 Courtesy and humility 6 Adjustment and assimilation 7 Gratitude Approaches to formulating and implementing strategy Strategic 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 managers Need 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 segmentation o By the time product is ready to be sold value already created through R D manufacturing and distribution o Product is homogeneous and requires no alternation to fit the needs of specific country Therefore management uses worldwide strategy consistent on a country to country basis i e automobiles chemicals