Misunderstandings - How to know no negotiations
Each man calls barbarism which is not his own studio, it seems, in fact we have no touchstone of truth and reason as the example and model options and customs of the country we live in
(Michel de Montaigne, Essays, 1588)
In the spring of 1988, writer Shih Shu-May, when a translator, had a conversation intermediary between the U.S. and the Chinese delegation at a reception in Beijing, organized by the Chinese Ministry of Culture. Among the ChineseZhang Jie was invited, a famous Chinese writer, for a woman. The Americans asked if Jie considers herself a feminist, violent "no reason" And yes, the Americans wrongly concluded that Jie was another victim of a patriarchal state, completely ignored the Chinese reality1 (see Shih Shu-Mei towards the ethics of trans-national meetings, or "when" If a woman "China is a" feminist "?).
This case is not unique and can be applied to a wideDifferent contexts, from cultures that are the opposite poles of the universe, the families of the same cultural climate, but come from different strata of social organization (which social class, gender, orientation to, beliefs, etc.). The problem is not only encrypt and decrypt a message, but the transfer of the importance of intact through this process. We live in a world that is equal to their difference, but rather equality in the planeCommunication. We are happy for the nice words and ideas, we immortalize them, but when it occurs to their application in real situations, complications occurred. This means that people are generally closed to others and can not, or not easy to decipher the different positions or accept, but the birth of misunderstandings. This will be misunderstandings, conflicts and even hatred. If you agree or not, this vicious circle is extremely difficult to break, the reports aresensitive as a bomb ready to explode.
taken in the course of history, people involved in relationships, alliances were formed, destroyed, the other hit. It is no secret that the world revolves around you circles of power, the rise and fall in influence over time. Communication is usually closely related to these power relationships. The strong are always the most vulnerable, the West has always discredited strengthened East, people (not) alwayswere superior to women, man has always tried to conquer nature, and so on. It seems that the company in Darwin, where only the strongest will survive 2.
Even if all other stronger tendency to adjust their codes3, conflicts can also arise in the encounter between equals, too strong, strong, strong, weak, or weak, weak. A process of effective communication, participants can adopt a position "of the national / regional level fortress thickness can be measured. Even today,Closed Open division is a prerequisite for cultural exchange. The adjustment of the other, but to prey on the weak, on the other hand, is just one option, preferably stored on a superficial level ideatic.
The differences should not be seen in terms of power relations. There are several elements in parallel identities: geographical (CIS) Position4, historical background5, their religion (s) 6 and habits7 the culture and last but not least, make thecontext8 today. If these conditions are not taken into account, can not happen in real communication. Messages can not be decrypted. If there is a wall between the participants, and there is no way to cross when there are no windows in any case, and what you see is an opaque mass of himself projected into the other, there is no exchange of information. Without a real and genuine dialogue, is only focused on themselves. Communication can not exist between two camerasand I can not other see and understand what other state, I can not agree, I give or take, in other similar election (which will all, in itself, rather than partners gesprek), or subordinate position (for me to to understand their vision, are blind). This is the case of the U.S. delegation drawing the wrong conclusion feminists China due to lack of communication.
The (lack of)Communication and understanding is easy in business situations where direct contact is usually between people of different cultures that are deemed necessary. Business can be seen as a series of negotiations at different levels: level one-on-1-1 company to company, and then in one country to another level. All parties involved in the act of negotiation to use various tricks to make requests to the other, on their return. Or think ofthey do. In relationships with others, especially if the other from another culture, to understand how it works. That is, if an institution intends to resume business or a company to build in a certain area, not only with adequate material resources. Not everyone can be bought with wealth, not everyone recognizes the importance of businesses do not know one company or another. For the game to negotiate a win-win, players must be awaredifferent skills and weaknesses, their habits, ideas, and above all should know how to avoid cultural taboos and talk is a municipality or other language9. Other possibilities of language, more than one person who wants to prove, even on a subconscious level. Namely, in the same way a company promotes a product that emphasizes its best qualities, and sometimes hide items that may not be appreciated by the audience, the negotiators of the marketthemselves or their activities in active economic diplomacy.
A successful salesman must be more self-aggressive (but not if others feel threatened, but persuade by referring to their physical strength), open to others (interest and acceptance shows the receiver perspective - at least in appearance), he / she demonstrate emotional intelligence and interaction at this level for a connection that is more of a commercial transaction and the negotiator,He is the recipient of origin and culture, to refer / use and the knowledge to other revenue or share. Of course, the other would do the same. If the conversation is open and both parties are aware of the other, the hearing is to end the positive.
Knowing the specific gestures of some cultures is an ace, the negotiator always the case. For example, the handshake is usually the first contact between the parties, and maythe first impression which will then change almost impossible. Handshake must be strong, when interacting with Americans or Canadians, soft and quick in dealing with the French. In Japan they are made with the arm fully extended and accompanied by a statement similar to that of the German men who bend too easily after a cordial handshake. On the other hand, the Middle East, handshakes with his free hand made, placed on the arm of the person (Body Language Across CulturesHandshake).
In addition, cultural factors into account, such as the attitude of the time. According to James F. McGrath, the most traditional communities in Eastern Europe and Africa, the prospect of human relationships more important than time, "you do not hurry to business issues - initial discussions with their will, even if it is meeting the late start, so building trust and relationships (§ 4). For the Western world, such delays are not possible.You should now be treated mathematically precise. Therefore, only a detail, the relationship can be divided
Westerners believe that "Asians" dishonest and rude when 20 minutes to half an hour late arriving for an appointment. But if you say Ossi '11: 00 ', he or she is "11-12. Time" Unlike Westerners divide strictly measured in hours, minutes and seconds, where we carefully consider the projects, events and activities organized in order good conditionnot lead to delays, which own or others' plans. Neither is "right" or "wrong" per se, but they are certainly different, and when people come into contact with different assumptions, there is much room for misunderstandings! (Art. 5)
Finally, the avoidance of doubt, the key to business success. A Hearing Officer who considered himself or membership of a community without the identity of other studies and tries to impose his own, and willto (the) code of the message, through different channels to succeed in negotiations and not to prove that imperialism is not with death as we thought, or that (s) a community zwak (he went to company or country). We hope that equality in diversity is to hypnotize not just a beautiful lie, and the connection to the real world ...
Works Cited
Before James F. McGrath. Understanding the culture and cultural differences. Introduction to the study of otherCultures. Butler University. 05/21/2009. [HTTP: / / blue.butler.edu / jfmcgrat ~ / culture.htm # top].
According to Rohmann, Chris. The dictionary of important ideas and thinkers. London: Arrow Books, 2002
Third Shih, Shu-May Towards an ethics of cross-border, or "when" as a "Chinese" woman "feminist"?. Pages 2-28 in dialogue and difference feminism globalization challenge. Marga Rite Ed Waller and Sylvia Marcos. Hampshire: Macmillan, 2009
Fourth Wang Sheng. "Body" parachutesAcross Language Cultures.23 October 2006. Medhunt. 05/21/2009. http://www.medhunters.com/articles/bodyLanguageAcrossCultures.html.