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HUT. China - Japan - India Jaana Pukkila. Cultural Differences. Values: right/wrong, truth ... Religions, philosophies -> making sense of the world, legitimising values: Social norms, attitudes, customs Dos & Don’ts Organisations Communication Etc.

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HUT

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  1. HUT China - Japan - India Jaana Pukkila

  2. Cultural Differences • Values: right/wrong, truth ... • Religions, philosophies -> making sense of the world, legitimising values: • Social norms, attitudes, customs • Dos & Don’ts Organisations Communication Etc.

  3. Some Asian Religions, Philosophies • Buddhism • Taoism • Confucianism • Japan: Shinto • India: Hinduism

  4. East Asian cultural sphere China Koreas Japan Vietnam Overseas Chinese

  5. Confucianism • Leading philosophy in East Asia • Confucius 551-479 BCE • Best way to organise society, governance ???? • Goal: maintaining harmony and order

  6. Main points: • Harmony • Hierarchy • Etiquette & Tradition • Family & Groups • Study & Learning • China: balinghou, jiulinghou, Japan: “space aliens”

  7. Hierarchy: Age Seniority Rank & title Education No equal relationships One should only do things / utter words appropriate to one’s rank in family/society (Confucius)

  8. Hierarchy: • Who (rank) is talking? ”the Truth” • Boss is boss • In negotiations: top negotiators do the talking • High power distance cultures / Low power distance cultures

  9. Groups • Group more important than an individual • Remember your place • Role & duties • Family • China: family, guanxi friends, outsiders ---> not know-how but know-who, companies do not do business - people do, need of a go-between -> in Japan a must (shokaisha) Chinese guanxi = Japanese ningen kankei How to build/maintain guanxi: extra curricular activities...

  10. Hierarchy & Groups Face • Group passport Honour • Maintain/give/lose face • Keeping face: harmonious behaviour, communication • Reciprocity principle

  11. Communication • Direct vs. Indirect • Non-hierarchical vs. hierarchical • Meaning of ”yes”? • Can I say ”no”? TIPS: • Use open-ended questions • Coffee-break talk • Read non-verbal communication

  12. Example: Japanese communication: • Tatemae: polite front • Honne: true feelings, opinions • Haragei (“belly language”): non verbal communication

  13. Non verbal communication • Facial expressions & gestures • Tone of voice & silence • Eye contact • Use of space & touching

  14. Virtual Communication • Same rules: direct / indirect TIPS: • Establish yourself • Tell exactly what you want - “salami vs. ham” • 2-3 bullets/email - prioritising • c.c. the boss • Telcos: clear agenda & stick to it - no surprises

  15. Chinese (Japanese) negotiations: • There is no word for negotiation in trad. Chinese, the modern tan pan = discussion + making judgement. Tan pan has not the connotations of bargaining, conflict resolution and final agreement implicit in the term negotiation. Tan pan is an ongoing dialogue • Chinese view: the Western approach to negotiation is like signing an elaborate prenuptial agreement, a contract that could doom the relationship to failure before it starts. • Negotiation rituals • Don’t lose your patience

  16. Organisation and Management Style: Hierarchies • Flat hierarchies vs. steep hierarchies In a hierarchical organisation: • Boss is boss - status authority • Little delegation • Few matrices • One can not have two bosses • Top down decisions: “Information is power”

  17. Japanese style decision making • Ringi • Middle-up • Group decisions • Ringi-sho • Nemawashi • Slow decision making - fast implementation

  18. Project work • Active - Proactive ? Kick-off meetings: • Clear agenda - stick to it • Discussing the goals - atomism vs. holism • Delegation of tasks and responsibilities • Timetables and follow-up In general: • Plan carefully: GI-GO • Prioritising

  19. India • Cultural Diversity: • geography • religions (Hindu 83%, Muslim 11%, Christian 2,6%, Sikh 1,9% etc) • caste system • languages (24 official languages in the Constitution) • social strata, exposure to outside world • British Rule (Raj) (1763 -15.8.1947 Independence) --> no one culture --> no one business culture (e.g. bureaucrats, traditional industries, high tech e.g. ICT…) --> In business: general polite manners suffice

  20. Some Indian values • Hierarchy • Family • Networks • Religion • (Caste)

  21. Negotiations • Hierarchy and bureaucracy • Aim the top • Top-down decision making • Win-lose / win-win • (Internationally) seasoned negotiators • Contracts: mostly literal interpretation -> still: follow-up • Handling conflicts: negotiate

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