Cross Communication: An insight into

Japan, China and Countries of far east

A presentation by: Aditya Shukla

Ajay Kumar
Amit Gupta
Anil Gupta
Ankur Gulati
Amit Kumar

FMS, Delhi University

September 12, 2008
Cross communication:
-- Is a field of study that looks at how
people from different cultural
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Cross communication:
.... Origin, History & relevance

• Credit for proper name of the field "Intercultural Communication" is

given to American anthropologist Edward T. Hall who used it for the
first time in his book -The Silent Language in 1959.
• Originally found within businesses and the government - to expand
globally
•Established in the US, fast becoming a global research area.
•Not only focuses on language but also on culture.
Cross communication:
. . . . .the two elements

CROSS COMMUNICATION

CULTURE COMMUNICATION
CULTURE:
-- Historically, the word
derives from the Latin word
‘colere’, which could be
translated as ‘to build’, ‘to care
for’, ‘to plant’ or ‘to cultivate’.

-- an abstract entity which

involves a number of
usually man-made, collective
and shared artifacts,
behavioral patterns, values or PRACTICES
other concepts that are
passed from one generation
to the next. taken together
form the culture as a whole.
CULTURE: definitions cont.
“ Culture is a shared system of meanings. It
dictates what we pay attention to, how we
act and what we value. Culture organizes
such values into what Geert Hofstede
calls „mental programs. “

Hofstede, G. (2004)

“Culture is the collective programming

of the human mind
that distinguishes the members of one
human group from those of another.
Culture in this sense is a system of
collectively held values.”

Trompenaars,
F./Hampden-Turner C
(1997)
What is culture?
An iceberg! clothing customs
visible etiquette music
history literature

invisible values
attitudes
feelings
patterns
HOW TO MEASURE CULTURE ??
MEASUREMENT OF CULTURE:-
A FEW MILESTONES...

1959
T . Hall
w ard
1980
Ed
ATTER N
SIC P
•CLAS G.
e ,
1997
O NS f ste d
ENS I Ho
•2-DIM
n a ars
pe
L T U RAL T r o m
p d en-
U
• 5 – C I O NS n d Ham r
NS a e
DIME Turn
NSI O NS
E
• 7-DIM
HOFSTEDE’S VALUE SURVEY MODEL:

•Introduced in 1980

•Measured in four dimensions

•Fifth dimension introduced in 2001

HOFSTEDE’S CULTURAL DIMENSIONS:

INDIVIDUALISM

UNCERTAINITY AVOIDENCE

POWER DISTANCE

MASCULINITY

LONG TERM ORIENTATION

INDIVIDUALISM (IDV):
"individualism pertains to societies in which the ties between
individuals are loose: everyone is expected to look after himself or
herself and his or her immediate family. Collectivism as its
opposite pertains to societies in which people from birth onwards
are integrated into strong, cohesive in-groups, which throughout
people's lifetime continue to protect them in exchange for
unquestioning loyalty”

Degree of individual decision making

High individualism society /Low individualism society (collectivism)

INDIVIDUALISM Vs. COLLECTIVISM:

High IDV Low IDV

‘I’ consciousness is dominant ‘We’ consciousness is

dominant

Bottom-up decision making is Bottom-up decision making is

impossible very possible

Disregard other’s feelings Pay a lot of attention to

other’s feeling
UNCERTAINITY AVOIDENCE (UAI):

"the extent to which the members of a culture

feel threatened by uncertain or unknown situations."

Degree of willingness to accept and deal with uncertainty

High UAI society/Low UAI society

HIGH UAI Vs. LOW UAI :
High UAI Low UAI

Usually feel worried in Feel little pressure in

communication Communication

Conservative, dedicated, insist Comprehensive, flexible and

on consistency, open-minded

Need regulations in written form Dislike regulations

POWER DISTANCE:

"the extent to which the less powerful members of institutions

and organisations within a country expect and accept that power
is distributed unequally".

Degree of acceptance of power distances

High PDI society/Low PDI society

HIGH & LOW POWER DISTANCE CULTURE:

High PDI Low PDI

Communication needs to be Not care this very much
conducted orderly, abstain
from reporting bypass the
immediate leadership

Be fear of authority and Less such feeling

persons of power

Distant relation between Easy to make friendship

superior and subordinate between superior and
subordinate
China, India, Japan US, UK
MASCULINITY (MAS):

"masculinity pertains to societies in which social gender roles are

clearly distinct (i.e., men are supposed to be assertive, tough, and
focused on material success whereas women are supposed to be
more modest, tender, and concerned with the quality of life);
femininity pertains to societies in which social gender roles overlap
(i.e., both men and women are supposed be modest, tender, and
concerned with the quality of life)."

Degree of importance of traditional male values

High MAS society/Low MAS society

MASCULINITY Vs. FEMINITY:

High MAS CULTURE Low MAS CULTURE

Man is dominant Man and woman are equal

Respect authority and Think much of life

showing self-confident
Independent in Hope to rely on other
communication members
Desire of self-expression is Such desire is not intense
intense
Fast pace Low pace

China, Japan, UK, US Korea

LONG TERM ORIENTATION (LTO):

“ Hofstede describes long-term orientation as characterized by

persistence, ordering relationships by status and observing this
order, thrift, and having a sense of shame, whereas short-term
orientation is characterized by personal steadiness “

Degree of variations in long term and short term thinking

COMMUNICATION:

More than language...

COMMUNICATION:

“Will you marry me” ?

Response ……….(silence)

Chinese interpretation : Acceptance

American interpretation: Uncertainty

THE COMMUNICATION MODEL:

Channel

Sender Message Audience

Feedback
THE COMMUNICATION MODEL:
Context
Channel

Sender Message Audience

Feedback
COMMUNICATION:

Context is the situation in which language occurs:

– physical location
– relationship between people
– shared knowledge (culture, memories, etc)
– reason for communication
– gestures
– behaviour
COMMUNICATION: Low & High
context . . . . .

Low context communication:

The message is mainly carried by the language.
eg. TV, books, talking to a stranger

High context communication:

The message is mainly carried by the context.
eg. telling your mother how you feel
LOW & HIGH CONTEXT
CULTURES:
High Japan
China

America
Low
Germany
NON VERBAL COMMUNICATION:

• Body language

• Body space and body touch

• Paralanguage
BODY LANGUAGE:

• Gestures

• Body Movements

• Facial Expressions

• Eye Contact
BODY SPACE & BODY TOUCH:

• Social distance

•Touches
PARALANGUAGE:
• Pitch
•Speed

•Volume

•Pause

•Silence
NON VERBAL COMMUNICATION:

What else.......

Walking

Dressing

Personal adornments

Items owned
Cross communication with China

• Background

– Oldest continuous civilization

– Government - Communist
– Population one-fifth of the world
– language – Chinese (business language
English)
Religion in China
Hofstede’s scale: India Vs China

DIMENSION Power Individualism Masculinity

Distance Uncertainty Long term
Avoidance orientation
INDIA 78 48 40 58 60
CHINA 80 20 66 30 118
China - Core issues in communication

• Dos and Don'ts

– Behavior -Movements
• no large hand movements
• To point -Use open palm instead of index finger

– GIFTS –
• unacceptable - like clocks, straw sandals, handkerchief or
anything white, blue or black indicate death.
– GIFTS
• Acceptable - things from your city, good pen, chocolate, banquet
• Present/receive gifts with both arms
• Don’t wrap a gift in white paper
• Do refuse a gift several times before accepting it.
China - Core issues in communication
• Dos and Don'ts

– General
• Carry your address with you
• No tipping
– What to wear
• Don’t wear bright colors for business
• Don’t wear revealing outfits if a woman
– Food/Drinks
• Don’t start first. Don’t put sugar or milk in your tea.
• Don’t take the last bit of food in a serving plate
• Don’t discuss business at meal
– Shopping
• Learn basic questions and numbers
• Bargain
China - Core issues in communication
• Dos and Don'ts
– Business
• Appointment must, contact prior to trip
• Bring several copies of all written documents
• Do arrive early or on time
• Greeting through bowing and nodding or handshake
• Present/receive business cards both arms
• Don’t put early in pocket or write on card
• Do address with their professional titles
• Important member lead the discussion
• Have a Interpreter
• Present some gift
• Decision process is slow
• Allow a Chinese to leave early
• Don’t discuss business at meal
China - Business Negotiations
• Don’t cross the line or sign it too soon
(Key decision maker or don’t be overwhelmed by hospitality)
• Lost in translation
(Don't rely on the translator provided by the Chinese)
• Characters and odd Names
(Cards printed with chinese language saves time)
• Square peg in the round hole
(Behave politely and naturally)
• Cash is King
(stay in 4 or 5 star hotels to have impression)
• Political influence
(The Chinese are hard negotiators )
CHINA - FINAL NOTE
Don't do anything in China you feel

would be inappropriate in your home

country. If it doesn't work at home,

it certainly won't work in China

Cross Communication - Japan

• Background
– Parliamentary democracy under a monarch
– Introvert people
– Literacy rate ~ 100%, with Population of 125
million approx.
– Language - Japanese
Religion in Japan
Hofstede’s scale: India Vs Japan

Dimensions Power Individualis Masculinity Longterm

Distance m Uncertainty orientati
Avoidance on
INDIA 78 48 40 58 60
JAPAN 54 46 92 95 80
Japan-- Core issues in communication
• Dos and Don'ts
– General
• Carry your address with you
• No tipping
• Japanese rarely entertain in the home.
• Do not openly display money
– What to wear
• Dress to impress
• Man- Wear suits -tie for business
• For woman flat shoe - no heal
• Shoe- easy to remove ( Temple & Tea places)
• Dress conservatively for visiting temple
Japan
• Dos and Don'ts
– Food / drinks
• Let the host order the meal and pay
• Punctuality is not expected in a social event
• Gifting is very important
• Drinking is important in their culture
• Do eat family style, Slurping your noodles is acceptable
• Don’t pay if you are invited – no split billing- but insist
• Don’t get noticeably drunk in a nice restaurant
– Language
• Excuse me –Sumimasen
• Thank you – Ari gato Gojamus
• Respect -SAN
Japan

• Dos and Don'ts

– Gifts
• Present/receive gifts with both arms
• Avoid gift with number “4”
• Do give a gift to thank somebody
• Make sure it is wrapped nicely
• Do refuse a gift several times before accepting
• Show a lot of interest in gift
– Bathing etiquette
• Communal bathing culture - Onsen
Dos and Don'ts
– Business
• Appointment must, contact prior to trip
• Bring several copies of all written documents
• Do arrive early or on time
• Greeting through bowing and nodding or handshake -
weak
• Receive business cards“ MEISHI” both arms – show
interest
• Don’t put early in pocket or write on card
• Do address with their professional titles - SAN
• Important member lead the discussion
• Have a Interpreter
• They do not use word NO or YOU
Japan - Business Negotiations
• Establish personal rapport
( prior meeting over dinner)
• lawyer is hired Gun
(Avoid placing a negotiating lawyer )
• Learn the extent of Japanese negotiator authorities
(they may check with superiors )
• Avoid addressing a Japanese as “You”
(use names of companies )
• Be prepared for Long Hours
(stalk tactics, fatigue & last minute demand - Negotiation)
• Explain Idea Several Different ways
(they don’t say NO )
Hongkong

• Background
– Capitalist firm of Govt.
– Predominantly Chinese
– No official religion
Hofstede’s scale: India Vs Hong Kong

Dimensions Power Individualism Uncertainty

distance avoidance Long term
Masculinity orientation
INDIA 78 48 58 40 60

Hong 48 25 57 29 96
Kong
Religion in HongKong
HongKong

• Core issues

– Behavior
• The guest of honor makes the first toast
• Gifting is very important
• Bar hopping and karaoke – means of
entertainment
HongKong

• Core issues

– Communications
• Handshake is fairly common
• Silence is held in high regard
• Names are used with titles
HongKong:Dos and Don'ts

– What to wear
• Don’t wear blue/white in social settings
– Food/Drinks
• Don’t turn a fish over
• Leave a little bit of food on plate when full
– Gifts
• Don’t give sharp objects
• Don’t give anything in sets of 4
• Don’t wrap a gift in white
Korea

Also known as the "Land of the Morning Calm",

Korea is one of the oldest continuing civilizations in the world,,

founded in 2333 BC

South Korea is a major economic power and one of the

wealthiest countries in Asia

South Korea is leading several key industries in the world,

particularly in the fields of science and technology
 Hofstede’s scale: India Vs Korea

LONG TERM
POWER UNCERTAINITY ORIENTAT
DIMENSION DISTANCE INDIVIDUALISM AVOIDENCE MASCULINITY ION

INDIA 78 48 40 58 60

KOREA 60 18 85 39 75
 Religion in Korea

It’s a unique multi religious society.

Confucian ethics dominates the culture.

A culture where people are confident about their identity

Buddhists – 25.3%
Protestants – 19.8%
Catholics – 7.3 %
Korea

• Core issues

– Behavior
• Don’t leave table until oldest person finishes eating
• Never write a Korean name in red ink
• Pour drinks with your right hands
• Korean spit quite frequently
Korea

• Core issues

– Communications
• Many shake hands when introduced but most still
bow
• Do address people with respect
• Pay attention to small details
Korea

• Dos and Don'ts

– What to wear
• Dress modestly and conservatively in business

– Food/Drinks
• Don’t eat with your hands
• Do try a little bit of everything

– Gifts
• Don’t open a gift upon receipt
• Don’t give someone an expensive gift if they can’t
reciprocate
Korea

• Business Negotiations

• Koreans are clever, forceful negotiators

• Negotiate in groups
• Masters at wearing opponents down
• Communication should be as complete as possible
• Attempt to put all business relations on personal
emotional level
Suggestions
1. Strengthen Global Corporate Culture
(to avoid cross culture shock)
2. Recognize, respect cultural differences
(learn, sensitivity, expectation,)
3. Reconcile the cultures – harmonize
4. Training – culture, language, management
style, etc.
5. Adaptability
Conclusion

• Importance of Cross Culture Communication

(Global platform, make /brake, nitty-gritty's)
• Understanding culture – visible / invisible
(Culture dimension, Context – High/Low)
• Communication – Verbal / Non verbal
(Body Language, Body touch,….)
• Countries – 5D ranks, behavior, dos and don’ts,
business negotiations.
 Question?
Doubts!
Suggestion.
If any.