Intro to Business EnglishDay 3

The impact of culture on businessTake a look at the new breed of

international managers, educated according to the most modern management philosophies. They all know that in the SBU, TQM should reign, with products delivered JIT, where CFT’s distribute products while subjects to MBO. (SBU = strategic business unit, TQM = total quality management, JIT = just-in-time, CFT = customer first team, MBO = management by objectives.)

But just how universal are these management solutions? Are these ‘truths’ about what effective management really is: truths that can be applied anywhere, under any circumstances?

Even with experienced international companies, many well-intended ‘universal’ applications of management theory have turned out badly. For example, pay-for-performance has in many instances been a failure on the African continent because there are particular, though unspoken, rules about the sequence and timing of reward and promotions.

Similarly, management by objectives schemes have generally failed within subsidiaries of multinationals in southern Europe, because managers have not wanted to conform to the abstract nature of preconceived policy guidelines.

Even the notion of human-resource management is difficult to other cultures, coming as it does from a typically Anglo-Saxon doctrine. It borrows from economics the idea that human beings are ‘resources’ like physical and monetary resources. It tends to assume almost unlimited capacities for individual development.

In countries without these beliefs, this concept is hard to grasp and unpopular once it is understood. International managers have it tough. They must operate on a number of different premises at any one time. These premises arise from their culture of origin, the culture in which they are working, and the culture of the organization which employs them.

In every culture in the world such phenomena as authority, bureaucracy, creativity, good fellowship, verification and accountability are experienced in different ways. That we use the same words to describe them tends to make us unaware that our cultural biases and our accustomed conduct may not be appropriate, or shared.

Which of these explains this article?•There are certain popular universal truths

about management which can successfully be applied in various cultural contexts.

•Cultures are so varied and so different throughout the world that management has to take account of differences rather than simply assume similarities.

•Effective management of human resources is the key to everyone achieving their full potential.

Discussion•What is the problem with ‘universal’

management solutions•An example of the failure of pay-for-

performance•An example of the failure of management by

objective schemes•The problem with human-resource

management.•Three cultures affecting international

managers•Areas in which different cultural

interpretations apply.

What are some activities that you may be invited to attend?

Listening•Please listen to the audio•Tell me:

▫The suggested event▫The response▫What happens next

•In the next 3 conversations, please tell me:▫The suggested event▫Reason for the rejection▫Was the rejection appropriate

•When is a rejection appropriate?

Practice

Meeting new people

•Names▫In western cultures, names can have many

added items Mr., Miss, Mrs, Ms Jr, Sr, MD, RV Middle names Initials

▫Names in the west go Name, Family Name (surname) instead of the opposite in China.

Business Cards

Business Card EtiquetteDo:

▫Give them out to anyone that gives you theirs.▫Keep the information on the card current.▫Show some respect to the card given to you.▫Keep enough on you for everyone.

Don’t:▫Write on the card.▫Give it to the secretary first before the CEO.▫Force a card swap if they are not interested.

Dining out

•Get into 9 groups. Discuss the best way to:▫Recommend what to eat▫Comment on the food▫Insisting on paying▫Expressing preferences▫Asking for the bill▫Inviting▫Thanking▫Ordering▫Offering

Table Manners• In Finland/Greece people eat lunch at 11:30• In Switzerland/Brazil, it’s common to come up to

two hours late• In Portugal/USA a business lunch can be up to 3

½ hours.• In German/American restaurants, you may be

asked if you want a bag for the food you didn’t eat.

• In Mexico/Belgium you have to keep your hands on the table so they can be seen.

• In America/Brazil it is common for you to be invited to a families house for dinner.

• In Poland/Japan your drink will be filled over and over until you turn it over.

Table Manners

Additional food tips•There are five types of meat tempratures:

▫Rare, Medium-Rare, Medium, Medium-Well, Well Done

•Using your hands are ok for only chicken and bread.

•Don’t burp or fart while eating.•Never take out something from your

mouth.•Thank the host for the meal and allow

them to pay if they insist.

Homework

•Part 1: Fill in the blanks for a conversation at a restaurant.

•Part 2: Fill in the blanks for the correct items in a formal western dinner set