chpater 4 Deal focus vs Relationship focus cultures.ppt

Section 2 Comparing Business Cultures 1. The Cultural Dimensions Model 2. Cultural Continua Each dimension of culture consists of one or more cultural continua. 3. The Cultural Orientations Model The Great Divide Deal focus vs Relationship focus cultures (action+communication) Informal vs Formal cultures (power+communication) Rigid-time (monochronic) vs Fluid-time (polychronic) cultures (time) Open vs Conservative cultures (space+communication) Essay Question Please apply the related theory to discuss your understanding of Chinese proverb “human relationship is still kept even though business trade comes to an unsuccessful ending”. And think what you can do for your first business trade with the Chinese in order to obtain a successful ending. The proverb literally means:although the deal are not successful, we still need to keep the good business relationships. China is of RF culture. The Chinese take relationship priority to deal itself. They think of relationship as the basis of deal. Good relationship plays an important role in successful trade. They always view relationship in a long term. RF: relationship first---unwilling to contact foreigners--- lower successful probability of first direct trade--- lead to indirect trade---build up relationship(Be Introduced/Further Contact) RF: high-context---indirect communication: saving faces Chapter 4 Deal-focused Culture VS. Relationship-focused Culture Learning Contents 4.1 Deal-focused and Relationship-focused Cultures 4.2 “Relation First” or “Deal First” 4.3 “Direct Communication” or “Indirect Communication” Learning Objectives Describe the traits of DF and RF Understand the typical countries of DF and RF Define the differences between DF and RF Describe the ways to build up relationship The Great Divide DF people are fundamentally task-oriented, they focus on trade and business. RF people are more people-oriented, they focus on thins involving persons. Northern Europe, Most of the world: North America,