Summary Chapter 7: Cross-Cultural Communication and Negotiation - Comprehensive

Chapter 7: Cross-Cultural Communication and Negotiation Learning Objectives and Chapter Summary 1. DEFINE the term communication, examine some examples of verbal communication styles and explain the importance of message interpretation. Communication is the transfer of meaning from sender to receiver. The key to the effectiveness of communication is how accurately the receiver interprets the intended meaning. 2. ANALYZE the common downward and upward communication flows used in international communication. Communicating in the international business context involves both downward and upward flows. Downward flows convey information from superior to subordinate; these flows vary considerably from country to country. For example, the downward system of organizational communication is much more prevalent in France than in Japan. Upward communication conveys information from subordinate to superior. In the United States and Japan, the upward system is more common than in South America or some European countries. 3. EXAMINE the language, perception, and culture of communication, and nonverbal barriers to effective international communication. The international arena contains a number of communication barriers. Some of the most important are language, perception, culture, and nonverbal communication. Language, particularly in written communications, often loses considerable meaning during interpretation. Perception and culture can result in people’s seeing and interpreting things differently, and as a result communication can break down. Nonverbal communication such as body language, facial expressions, and use of physical space, time, and even color often varies from country to country and, if improper, often results in communication problems. 4. PRESENT the steps that can be taken to overcome international communication problems. A number of steps can be taken to improve communication effectiveness. Some of the most important include improving feedback, providing language and cultural training, and encouraging flexibility and cooperation. These steps can be particularly helpful in overcoming communication barriers in the international context and can lead to more effective international management.