Feb 03

Globalisation and the emergence of cross cultural business have tremendously reshaped our working environment over the last fifteen years.  People around the world are increasingly finding themselves working with colleagues and counterparts from another culture.  Dealing with such diversity is complex and requires a high level of cross cultural competence that you can develop through cross cultural awareness training.

To make sense of all these differences we tend to classify people into specific categories such as the company they work for or their own culture. This classification provides us with references about certain groups of people and helps us begin to understand their attitudes. You could say for example that Spanish people tend to speak more loudly than British do and Brazilians tend to be more affective than Finnish. While there are some relative truths to these statements, such stereotypical representations are often over-simplified and could lead to false assumptions.

Clock DNY59 i Impact of Stereotypes on International Business: Cross Cultural Awareness is Key

© istockphoto.com/ DNY59

Stereotypes, taken-for-granted beliefs about our counterparts’ habits and behaviour, can affect our own attitudes and expectations when communicating with other cultures. The main purpose of stereotypes is to help us when we are dealing with a culture we do not know and to give us the illusion of a predictable pattern we could learn and thus know how to react to any given cross cultural situation.

For instance, when doing business in Italy we might expect our Italian counterparts to be late for a meeting whereas a Swiss would always be punctual and well organised. However it would be inappropriate to assume that no Italian would ever be on time and no Swiss would ever be late. Hence, cross cultural stereotypes need to be treated carefully as they might have a negative impact on our thinking and our capacity to perceive things with discernment.

Whether stereotypes are commonly shared among society or progressively developed through our direct experience in cross cultural relations, it is crucial to keep questioning their relevance. By doing so, we would certainly prevent ourselves from judging our international counterparts on the basis of wrong assumptions leading to inappropriate cross cultural behaviour and critical incidents.

Stereotypes can however be perceived as the first stage of acknowledging the existence of cross cultural differences which is an initial step towards the development of a higher level of cross cultural awareness and competence. However stereotypes need to be questioned, mitigated and never taken for granted if they are to help us to work more effectively in a cross cultural context.

Cross cultural awareness training courses such as Developing Global Competence or Building International Teams can help you to identify and deal with cross cultural differences which will improve your capacity to develop and maintain successful cross cultural relations. By providing you with a foundation of cross cultural understanding, Communicaid’s Cross cultural awareness training courses can ensure you understand your counterparts’ behaviour without having to rely on stereotypes that could lead to cross cultural misunderstandings and negative impressions.

© Communicaid Group Ltd. 2011

Feb 01

Are you doing business in China and wondering what all the interest is right now around the new year of the rabbit? Or perhaps you’ve noticed that there are good offers on Chinese foods in the supermarket this week? Maybe you’ve heard of Chinese New Year, but do you know what it is and why it’s celebrated now and not in January?

Chinese people around the world are getting ready to welcome their New Year on Thursday February 3rd. For about 15 days Chinese will celebrate, focus on certain practices and reflect on their lives. Anyone doing business in China or working with Chinese counterparts during this time should be aware of the Chinese New Year and how it might impact you.

Chinese laterns 3 tom hall i The Year of the Rabbit – Beliefs and Superstitions when Doing Business in China

© istockphoto.com/ Tom Hall

The Chinese calendar is a lunar one, just like the Western calendar, with the start of each year coinciding with a new cycle of the moon. A full cycle lasts 60 years and is divided into five further cycles, each lasting twelve years. Each year is named after an animal. Much like Western zodiac signs, each animal in the Chinese calendar has particular characteristics that many Chinese believe will influence the lives of those born under its sign.

This year 3 February will see the end of the year of the Tiger and the beginning of the year of the Rabbit. The Rabbit is considered as calm and sophisticated, a kind of classy peacemaker who likes artistic ventures as well as the tranquillity of home. Those who are born in the Year of the Rabbit are often described as strong, relaxed and friendly as well as compassionate and creative. In terms of careers, Rabbits are believed to make good philosophers, politicians or doctors.

Knowing what year it is in the zodiac calendar and what sign you are can be a nice way to start a conversation and build a relationship when doing business in China. If you’re not sure what Chinese zodiac sign you are, take a look at the following table:

Rat 1924 1936 1948 1960 1972 1984 1996 2008
Ox 1925 1937 1949 1961 1973 1985 1997 2009
Tiger 1926 1938 1950 1962 1974 1986 1998 2010
Rabbit 1927 1939 1951 1963 1975 1987 1999 2011
Dragon 1928 1940 1952 1964 1976 1988 2000 2012
Snake 1929 1941 1953 1965 1977 1989 2001 2013
Horse 1930 1942 1954 1966 1978 1990 2002 2014
Sheep 1931 1943 1955 1967 1979 1991 2003 2015
Monkey 1932 1944 1956 1968 1980 1992 2004 2016
Rooster 1933 1945 1957 1969 1981 1993 2005 2017
Dog 1934 1946 1958 1970 1982 1994 2006 2018
Pig 1935 1947 1959 1971 1983 1995 2007 2019

Someone with a Western and perhaps more scientific or rational viewpoint may be reluctant to consider such ideas as anything more than superstition. As China is home to an ever growing and modernising middle class, it is becoming increasingly difficult to measure the influence of such old traditional ideas on Chinese society. But while China’s rise is undoubtedly a modern phenomenon, Chinese society remains rich with trends and traditions that have roots going back millennia.

Understanding the intricacies of such a reality requires a clear understanding of how traditional values influence modern day Chinese behaviours, both in business and in everyday life. Anyone doing business in China should take a cultural awareness training course to develop the required understanding, skills and strategies to effectively navigate the complexities of Chinese culture. Showing an appreciation for and understanding of traditions like Chinese New Year will go a long way towards building effective and long-term relationships when doing business in New Year.

In the meantime, don’t hesitate to send a friendly greeting to your Chinese counterparts this Thursday. Or as in the traditional Chinese custom on New Year, you could give them a small gift wrapped in red paper or in a traditional Chinese red envelope.

May the year of the rabbit bring you much success and happiness!

© Communicaid Group Ltd. 2011

Dec 20

Switzerland is known for its mountains, chocolate, cheese, watches… and now strict work dress code guidelines. According to recent reports, Swiss bank UBS has just issued a 44-page set of guidelines about what employees should and should not wear to work. The guidelines even state that women are only allowed to wear flesh-coloured underwear and a maximum of seven items of jewellery. Only grey, black and navy suits can be worn by any employees and shirt cuffs must show approximately 1.5cm and 2.5cm from under the jacket sleeves.

It is not uncommon for firms operating in the financial industry in the City, New York or elsewhere to set strict dress codes – but is there something more to this?

Is this a unique example or does this represent all Swiss based organisations and values? Anyone doing business in Switzerland should know the answer to this question so they can be prepared – whether that means wearing the right clothes or understanding how business is done.

Zurich Bogdan Lazar i Why Wearing the Right Kind of Underwear is Important When Doing Business in Switzerland

© istockphoto.com/ Bogdan Lazar

What would happen if your boss or organisation issued clothing guidelines as strict as the ones recently set forth at UBS? Would you have responded the same way as UBS employees in Switzerland who are said to have ‘reacted well’ to the guidelines? Many people in the UK or other cultures may see these rules as an unacceptable breach of their privacy and freedom of choice. Others however may welcome such strict guidelines as they eliminate uncertainty and ensure consistency in the professional image of UBS.

Most people associate Swiss culture with strict punctuality and orderliness. This is not surprising considering the fact that they are the worldwide leaders in producing precise time keeping technology. So being on time, appreciating order and having strict guidelines are the behavioural patterns that we can see when doing business in Switzerland, but where do they come from and what impact do they have on Swiss working practices?

Cross-cultural research suggests that the Swiss are not very comfortable with unknown situations or uncertainty. Having precise rules and a high level of formality helps the Swiss to create a sense of safety and security. By implementing rules and processes, the Swiss are able to ensure that there is always an acceptable or unacceptable way of doing things, therefore limiting any ‘grey areas’ or uncertainty. The recent UBS dress code guidelines aim to “procure interior peace and a feeling of security”, according to the UBS spokesperson, making this case a perfect example of this cultural value.

Despite the reported positive reaction by UBS staff members and bank customers, this rather strict dress code aroused criticisms in Switzerland. A member of the Swiss Federation of Trade Unions said in The Times that the dress code guidelines were both “unreasonable and illegal”. This reaction is a very good example of how our own individual preferences and character traits can sometimes prevail over our national cultural values.

When doing business in Switzerland it is essential to bear in mind that the Swiss business culture is heavily influenced by the country’s cultural values. Assuming that every Swiss person is the same, however, and only relying on Swiss stereotypes is bound to create cultural incidents and misunderstandings. It is therefore necessary for anyone doing business in Switzerland to develop a high level of cultural awareness and understanding of Swiss culture to be effective working there.

Participating in a Doing Business in Switzerland cross-cultural training course will help you to understand the cultural idiosyncrasies behind certain behavioural patterns in Switzerland and how they impact working practices and communication styles. A Doing Business in Switzerland cross-cultural training course will also help you to identify and harness Swiss values and attitudes around time, structure, risk and uncertainty when working extensively with Swiss counterparts. By adapting to Swiss culture, whether through following strict dress code guidelines like those introduced at UBS or by implementing more detailed policies that will eliminate any uncertainty, you can be sure that you will have a more successful experience doing business in Switzerland.

© Communicaid Group Ltd. 2010

Dec 13

The ongoing economic crisis in the US and Europe has created a strong need for HR professionals to rethink their recruitment strategies. While many companies are reducing the number of people they hire in the UK and the US, experts predict a dramatic increase in recruitment over the next six months in countries like China, Taiwan, India and Brazil. With this in mind, Western companies can benefit immensely from hiring overseas until Europe and the US find their way back into a safer economic foothold.

Globe Kasia i Hiring Overseas: Can Cultural Awareness Training Help HR Professionals Manage the Economic Crisis?

© istockphoto.com/ Kasia

Recruiting people from different cultural backgrounds is not always easy and there are many things HR professionals and managers need to consider to ensure that the people recruited have the right skills and knowledge for an international role. Taking part in a cultural awareness training course will help HR professionals and senior management to successfully recruit talent from different cultural backgrounds.

A recent report by the Society for Human Resource Management suggests that a global mindset and cross-cultural intelligence are the two most important competencies that senior HR professionals should have when working across cultures. An increasing number of multinational organisations are recognising the need for global skills like these but efforts to develop the cultural competencies of HR professionals need to intensify to effectively harness the benefits of global talent before other companies beat them to it.

Culture is a very complex construct and anyone involved in hiring talent from other cultures needs to have a good understanding of how it can influence key recruitment practices such as interviews, assessments and applications. Understanding that a person’s cultural background determines not only which language they speak or what holidays they celebrate, but virtually every aspect of social and professional life is essential.

When hiring new employees from diverse cultural backgrounds, different behaviours and attitudes can create confusion, misunderstandings and false perceptions. For instance, job interviews conducted by a German company in China may not result in hiring the best candidates as a result of the large cultural distance between the two countries. The following are some key areas where the interview may fail as a result of a lack of cultural awareness and cross cultural difference.

  • Directness and openness are highly valued in German culture so German interviewers tend to ask explicit questions around the professional background of applicants. Chinese culture places importance on preserving harmony and implicit communication so being asked direct questions may make Chinese applicants feel uncomfortable and unable to respond appropriately.
  • The Chinese key value of Keqi, or modesty, can also easily create confusion for German interviewers. Trying to make a good impression, Chinese interviewees will often try to avoid standing out and behave in a very modest, polite and thoughtful way during the interview. Not familiar with the concept of Keqi, the German interviewer could think the Chinese applicants lack confidence and knowledge and therefore may not consider them for the job.
  • Different non-verbal communication styles might also cause misunderstandings. For instance, eye contact is used very differently in German and Chinese cultures. In China people will tend to avoid making direct eye contact with those in a more senior role and therefore may avoid looking directly at interviewers. In Germany eye contact shows confidence and honesty and can create trust between two people. This simple cultural difference can result in a failure to hire competent candidates because of the perception the German interviewer may have had about their confidence level and interpersonal skills.
  • HR professionals conducting or organising interviews with candidates from different cultural backgrounds can benefit immensely from taking part in a cultural awareness training course. Cultural awareness training for HR can prevent misunderstandings and incorrect negative perceptions of candidates that result in failing to hiring competent candidates.

    HR professionals can learn about the cultural characteristics of the country they are recruiting in and develop a better understanding of the potential problems that multicultural workplaces might face on a cultural awareness training course. By developing their cross cultural intelligence and global mindset on a cultural awareness training course, HR professionals can ensure that the interviewees and interviewers feel comfortable during the interview, ask and respond to questions appropriately and make the right impression.

    © Communicaid Group Ltd. 2010

    Nov 16

    Durga Puja, a Hindu celebration in honour of the goddess Durga, is one of the most important socio-cultural events for Hindus and must be understood by anyone doing business in India. This five day annual holiday is celebrated in many Indian States such as West-Bengal, Assam and Delhi as well as in countries like Nepal and Bangladesh. Hindu cultural organisations in the UK, the US and many other countries also hold Durgas.

    Indian palace holgs i Doing Business in India – the Impact of Durga Puja

    © istockphoto.com/ Holgs

    According to the Hindu solar calendar, Durga Puja takes place on the first nine days of the months of Ashwin which this year was in the month of October. At the beginning of celebrations people will offer thanks to their ancestors and pray. The traditional puja rituals of praising the goddess Durga are very complicated and require an expert priest. For this reason, many Hindu families no longer celebrate Durga Puja the traditional way. In modern society Durga Puja is more of a community festival. Many people gather with their friends, enjoy a large meal with the neighbours or go shopping.

    Although worshipping the goddess Durga is the main idea of Durga Puja, its celebration varies greatly from one location to the next. In Maharashtra, a state in West India, teenage girls are often introduced into society during this celebration. The girls dance, sing and draw an elephant in the ancient Indian art form of rangoli. In the south western Indian state of Kerala, Durga Puja marks the beginning of school education for every child between three and five.

    With such a large number of people celebrating Durga Puja, it has a big impact on both India’s and Bangladeshi’s economy. According to Subrata Chowdhurry, president of the Bangladesh Puja committee, more than TK 200 crore (equivalent to approximately £180, 000) is used during the festival in Bangladesh. Most of the money comes from members’ subscription fees and donations.

    Entertainment companies in India as well as organisations in the lighting and decoration business seize the opportunity and often see more than 30% growth in total turnover compared to other times. Many books and films are also released during this time, similar to Christmas in the west, making it highly profitable business opportunity for many film and media companies.

    When doing business in India during Durga Puja celebrations, it’s important to show an awareness of the traditions and importance of this festival in the life of many Hindus. Although fewer families practise the fairly complicated rituals, you will find that your Hindu business counterparts will still fast and pray during Durga Puja so be aware of this when planning business meetings or projects in India. Most businesses remain open, but you may find that working hours and employee attendance may vary from state to state.

    A cultural awareness training course will help you to understand this aspect of Indian culture and increase your effectiveness when doing business in India. To understand other festivals and how they impact Indian business culture, behaviours and values, it’s important to spend time with an Indian expert who can give you the knowledge you need. Participating in a Doing Business in India cross cultural awareness training course will provide you with information about Indian culture that will help you build more successful business relationships when doing business in India.

    © Communicaid Group Ltd. 2010

    Nov 12

    Risk and uncertainty are integral elements of doing business, but they are even more present when dealing with international teams and global counterparts. Attitudes to risk and uncertainty can differ widely from one culture to another and can strongly influence the way we are perceived by others. Cross cultural awareness training can provide an understanding of how cross cultural attitudes to risk and uncertainty influence working practices, cross cultural communication and international management.

    Businessmen viewed from top sjlocke i Cross Cultural Attitudes to Risk and Uncertainty

    © istockphoto.com/ Sjlocke

    Cross cultural sociologist Geert Hofstede examined how values in the workplace are influenced by culture. Through the research he conducted in the 60s and 70s, Hofstede collected and analysed data from over 100,000 individuals from forty countries. Using these results Hofstede developed a model of five key categories that cultures can be measured against. One of the dimensions called Uncertainty Avoidance looks at how cultures deal with and are influenced by ambiguity, uncertainty and risk. Understanding your global counterparts’ attitudes to risk and uncertainty will help you to understand why they behave, plan and communicate the way they do in international business.

    Cultures showing high uncertainty avoidance have a low tolerance for ambiguity and vagueness in most day-to-day situations. In other words, they tend to be risk-averse and favour rules and a well-structured environment over unknown or unstructured situations. People in cultures with a low tolerance to uncertainty will also tend to establish laws, rules, regulations and control mechanisms to prevent any ambiguity or risk. In a business context, this means that in cultures that have a low tolerance to uncertainty you may find:

    • Employees tend to stay with one employer for a long period of time
    • Decisions are made by consensus
    • Traditional gender roles
    • Job roles often require a very high level of expertise
    • Projects are carefully planned
    • Many rules, laws and regulations in place

    Countries in Latin America, Japan and Germany are some examples of where there is high uncertainty avoidance.

    Low uncertainty avoidance cultures, on the other hand, are open to new ideas and influences. Flat organisational structures are favoured and people are flexible and more willing to take risks.
    In a business context, this would mean that:

    • People will be more open to innovation and change
    • There is an increased willingness and readiness to take risks
    • People approach projects from different angles and have a more flexible attitude to deadlines
    • There is a preference for flexible rules and informal activities

    Countries such as the US, the UK and Denmark are examples of where there is a low level of uncertainty avoidance.

    Countries with a common history and similar cultural heritage tend to have many of the same value orientations and therefore share many of the same attitudes and behaviours. Cross cultural awareness training courses such as Working Effectively across Cultures will explain why, for example, Latin cultures show similar degrees of uncertainty avoidance and often therefore have many of the same working practices and communication styles.

    Working effectively across cultures requires an understanding of cross cultural values and attitudes towards risk and uncertainty. With this knowledge, international working employees will be better equipped to adapt to other cultural working styles and anticipate cross cultural challenges or frustrations that can stem from different attitudes to risk and uncertainty.

    © Communicaid Group Ltd. 2010

    Nov 10

    A new chapter has been written in the long history between France and the UK. The British Prime Minister David Cameron, and Nicolas Sarkozy, the French President recently signed a treaty of military co-operation. This historical treaty, signed in these new austere times, will see, amongst other things, the creation of a joint expeditionary force and coordination in the area of nuclear warhead testing and development.

    Military Salute Arthur Carlo Franco i2 France and the UK Sign Historic Military Cooperation Agreement – Time for Some Cultural Awareness Training?

    © istockphoto.com/ Arthur Carlo Franco

    While this treaty has caused debate and raised eyebrows on both sides of the English Channel, it is far from a surprising move. In fact, a co-operation treaty was already under discussion between Tony Blair and Jacques Chirac several years ago, but disagreements over Iraq war brought the whole project to an abrupt end. But now the treaty has been signed and a force of thousands of British and French soldiers and their superiors are now tasked with getting on with it. But is it that simple? Experience in both the corporate and public sector has shown that any culture looking to work closely with another will benefit from receiving cultural awareness training.

    Let’s look at the history of Anglo-French military cooperation more closely. Since 1904, and the proclamation of the “Entente Cordiale”, both countries’ armies have been co-operating on a regular basis. The most famous occasions were of course, the two World Wars, the Suez crisis, and more recently the involvement in the Gulf war, Kosovo and Afghanistan. However, despite this long period of friendship and military cooperation, one wonders if this unprecedented treaty will resist the wide cultural differences that separate these two great nations and military powers with a long tradition of independence.

    As in any international co-operation project, cross cultural challenges and issues need to be clearly assessed and analysed by members of both armies to enable successful and effective interactions. Obvious differences such as language or organisation within the chain-of-command are only the start. Deep disparities exist between the UK and French cultures in areas such as communication styles or attitudes to time. While some may argue that being part of the military family would erase or smooth over these differences, it is a fact that culture shapes the way we act, regardless of our profession.

    Resolving cultural differences between soldiers is also important. As we know, developing an esprit de corps is vital to ensure the effectiveness of an entire unit. Helping the members of the joint military force to socialise quickly and effectively will enhance their performance on the field. The same goes for the multicultural team responsible for the development and maintenance of the nuclear arsenal. They need to be able to communicate clearly to avoid cross-cultural misunderstandings that would hinder their work.

    To ensure success, both armies’ personnel will have to learn more about their own culture, how it is perceived and interpreted by their new military partner and how their counterparts think. Providing both British and French squaddies as well as their military leaders with cultural awareness training must be the way forward. The benefits are huge and the potential for failure significant. Cross cultural training programmes will provide both sides with the cultural insights and knowledge they need to work and co-operate effectively helping both nations to meet their strategic needs and ensuring that miscommunication or lack of understanding does not cost lives.

    © Communicaid Group Ltd. 2010

    Oct 25

    Last Wednesday, the world witnessed the spectacular rescue of the 33 Chilean miners who had been trapped in a collapsed mine under the Atacama Desert. Although they were trapped for 69 days, most of the miners were in better health than expected. Psychologists were also surprised at how well they had coped with the situation mentally. People all over the world began to ask themselves the same question: how did they manage to survive?

    Chile ferhat mat i Chilean Miners – How their Cultural Values Helped them to Overcome their Ordeal

    © istockphoto.com/ Ferhat Mat

     

    There is strong evidence that their cultural identity played an important role. One of Chile’s cultural characteristics is patriotism. Chileans tend to be very proud of their country and its achievements. When the miners were rescued, 33 balloons in the Chilean colours were released into the sky. The shift supervisor, Luis Urzúa was wrapped in a Chilean flag after he was brought up. He then led the crowd to sing the national anthem. No doubt their love for their country helped the miners to keep their spirits up.

    Another Chilean core value is the focus on the group rather than on the individual. President Pinera said that the unity and the solidarity of the Chileans made him very proud. He added that Chile is now more unified than ever before. The entire country took part in the miners’ tragedy and supported the families who waited desperately for the rescue of their relatives. Perhaps surprisingly, there were no riots in the mine or individual attempts to separate from the group or take charge. The miners managed to stay together as a group. The collectivist approach was also highlighted by the miners’ families’ attitude towards future financial benefit from their ordeal. Before the miners’ rescue, the families drew up a contract agreeing to share the money expected from various media deals.

    The president also claimed that the miners never lost hope because they had a “great leader” who held the group together. The shift supervisor, Luis Urzúa, assumed this role and made sure the miners had a daily routine. Three groups of 11 each worked eight hour shifts of cleaning, measuring oxygen level and reinforcing mine walls. This behaviour reveals another key value in Chilean culture, the emphasis on hierarchy and status. Whereas hierarchy is often perceived as negative in the Western world, it plays an important role in Chilean society. In this case, hierarchy and structure helped the miners to prepare for rescue.

    Bearing in mind how the Chilean culture influenced the miners’ behaviour, an interesting question to ask is how other cultures would have reacted in such a situation. Can you imagine what behaviour would have been typical for your culture? If you want to find out more about how different cultures determine our behaviour, consider one of Communicaid’s cross cultural awareness training courses. You will not only learn more about your own cultural identity but also develop strategies to communicate effectively across cultures.

    © Communicaid Group Ltd. 2010

    Oct 21

    “Numbers are the way we make decisions now” said Census Bureau Director Robert Grove in a recent interview with Guy Garcia, multicultural consumerism expert. The two speakers commented on the American census data in a conference at the ARF, an open forum for discussions on marketing and advertising. The outcome was an interesting new vision of the American social construct.

    ‘The New Mainstream’ A Multicultural Consumer Population ‘The New Mainstream’   A Multicultural Consumer Population

    © istockimages.com/Sean Locke

    If we are still thinking of Americans as loud, open and boastful people, perhaps it is time to reconsider our stereotypes. The census results are significant because they show major shifts in the cultural make-up of American citizens, from their age to their ethnical background. The record 14.6% of marriages between people of different ethnicities or race is just one example of how the population is changing a rapid pace.

    The workplace is a mirror of such demographic change and will experience different approaches to meetings, negotiating, building trust and closing sales as a result, all of which will impact the success of doing business and selling across cultures. The ever changing lifestyle trends of an average American means that marketing and advertising initiatives also need to change. For instance, if Americans are increasingly marrying later in life, having pictures of a young couple advertising a home insurance policy might feel out of place.

    International organisations are slowly beginning to recognise that a multicultural population like that of the US has a strong impact on marketing and business. A more diverse cultural background means that consumers’ preferences and habits are more varied and marketing campaigns must pay a lot of attention to the new social expectations and attitudes. However many organisations don’t realise that increasing immigration and the inevitable transformation of society means that cultural differences are present not only abroad but at home so they often fail to adapt their marketing campaigns accordingly.

    Increased awareness of your potential clients’ requirements and expectations across cultures is the new way forward when doing business both abroad and at home. Adapting your sales and marketing techniques effectively to a multicultural consumer base requires a unique set of cultural skills and understanding.

    Being culturally inclusive and aware is more than choosing a set of images that include a range of ethnically diverse people. Cultural awareness for marketing means being able to identify consumers’ unique cultural values, attitudes and preferences and being able to adapt the product or advert accordingly. Cross cultural awareness training courses such as Selling across Cultures will help you develop the cultural skills required for an effective marketing campaign aimed at a multicultural population.

    The US is not the only country seeing such changes to the cultural composition of their population and workforce. Migration on a global scale affects most nations. Some countries such as the UK have a long history of dealing with multicultural differences with many waves of different nationalities migrating to the country over the years. Others, such as Italy, are new to the diverse and bulky flux of migrants and are facing new challenges in industries like clothing retail which is struggling against a strong Chinese competition.

    These cultural differences can easily lead to miscommunication and tensions, ultimately causing loss of time, money and revenue to an organisation. An intercultural training course such as Developing Global Competence can help you to reduce the dangers and pitfalls that a multicultural working environment presents. A global economy requires marketing initiatives to be informed by cultural awareness the world over. Ultimately, capitalism is driven by diversity so successful business will be led by the ability to effectively adapt to such changes and cultures.

    © Communicaid Group Ltd. 2010

    Oct 18

    Whether we meet someone for three seconds or thirty minutes, studies show that our first impressions do not change very easily. In a Western context, one of the first things we do when meeting someone is shake their hand. As a result, the handshake has acquired special significance in revealing certain traits of our personality.

    Creating the Right Impression when Greeting your Global Business Counterparts1 Creating the Right Impression When Greeting Your Global Business Counterparts

    © istockimages.com/Neustockimages

    Some people worry whether their handshake is making the right impression but now they can be comforted by the results of a research project conducted by a group of scientists working for Chevrolet. They claim to have found the formula for the perfect handshake: a firm grip and three vigorous shakes. But is this the best handshake for every context, whether formal or informal or between men or women? Does this hold true for people around the world?Knowing how to shake someone’s hand in just the right way requires the ability to observe, adapt and understand the other person. Are they in a position of authority? Do they appreciate more masculine values such as competition or individualism? Have you ever met them before? Are they a man or a woman? What culture do they come from?

    These are just some of the questions you need to answer to determine what kind of handshake the other person expects. In the end, you might find they don’t expect a handshake at all! All of these factors are extremely important to consider if you want to make the right impression. If you are working globally, you could argue that the most important factor is their cultural origin.

    When doing business both in your own country and abroad, being able to correctly interpret and appropriately use the right non-verbal communication is vital. Whether it’s a handshake or eye contact, using the most appropriate behaviour will make a positive first impression with your international counterparts. A simple gesture like the Ronald McDonald statue in Thailand that welcomes Thai customers with the typical local greeting the wai can make all the difference in the world.

    Where the greeting gesture is apparently the same from one culture to another, it’s important you understand whether it is used in the same way. Many cultures will shake hands when greeting, but the way this is done can vary dramatically. In most Western cultures, for example, a strong handshake conveys trustworthiness and confidence but in most African countries the same message is conveyed with a weaker handshake.

    Intercultural training courses such as Doing Business in the UK will give you the knowledge and skills you need to identify when a handshake is appropriate or not, and if it is, how it should be performed. Intercultural training courses can also give you the confidence and awareness you need to make the right first impression which will lead you to a long-term profitable cross-cultural relationship.

    Body language and gestures such as handshakes can tell you a lot about a person so being able to interpret them correctly and having a disciplined and yet flexible demenour can make a significant difference to your success. A greeting like a handshake is often the first bridge you create towards your future business counterparts so you must make sure you consider how it should be done in that context.

    © Communicaid Group Ltd. 2010

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