CULTURAL DIMENSIONS
and how they color discourse

You are going to meet a businessman
tomorrow, for the first time. From his
LinkedIn page you see that he is male,
middle-aged, middle-class, mainstream
appearance. And you see his nationality.


How will you present yourself (attire, background...) 

  if he's from a strongly Form Trusting culture  (Britain, Japan, Poland...)
  Smart but conservative attire, prestige education, love of traditions...

  if he's from a strongly Form Distrusting culture  (U.S., Holland, Jamaica)
  Simple and comfortable attire; considerable experience, passion for job...








You meet. He asks you how to call you.  What do you say...

  if he's from a strongly Hierarchical culture  (India, China, Saudi Arabia...)
  As you like. My Italian clients call me Dr. Rossi; the British say Mr. Rossi.

  if he's from a strongly Horizontal culture  (New Zealand, Sweden, Israel)
  As you like. My Italian clients call me “Rossi”, but “Maria” is fine, too.








You believe your proposal is good both for him (big personal success) and also for his company (clear economic benefits).  

So what do you say to him to tell him what you believe...

 if he is from a strongly Individualistic culture  (U.S.A., Britain, Holland...)
This proposal will get you a promotion, it's just what your company needs.

 if he is from a strongly Collectivistic culture  (China, Pakistan, Portugal...)
This is what your company needs; your colleagues will be proud of you.








You don't like his counter proposal and want him to know it.

So what do you say to him to reject it...

 if he is from a strongly Indirect culture (Greece, Saudi Arabia, China)
I'm perplexed about that; I have to think it over.  What else can you offer?

 if he is from a strongly Direct culture (Holland, U.S.A., Australia...)
That doesn't fit our needs, I don't think I could accept that. Another offer?









You reach a preliminary verbal agreement that you consider really innovative, and you want him to respect the terms when the final contract is drawn up. So what do you say to him...

 if he is from a strongly Self-controlled culture (Britain, Japan, Switzerland)
Let me send you a memo on this so we're sure about the terms.

 if he is from a strongly Other-controlled culture (China, India, Mexico...)
We're making history – let me send you a memo with the key points and also inform the trade papers of our innovations.

OTHER DIMENSIONS TO TAKE INTO CONSIDERATION:


  Learn from experience vs. from authority


  Rules-observant vs. Rules-bending


  Uncertainty-tolerant vs. Uncertainty-averse