answer questions

SESSION 2: How to Read Cultural Cues and Adapt Behaviors

Welcome to session 2: “How to read cultural cues and adapt behaviors.”
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Class 2

Class 2:
How to Read Cultural Cues and Adapt Behaviors Country-Specific Information
Research a country that interest you
Culture Calculator
Compare your cultural values to your Home Country and Country of Interest
 
HBR Video: Andy Molinsky: Reaching across cultures
https://hbr.org/video/2363497345001/reaching-across-cultures-without-losing-yourself
  Discussion Question
List three interesting Strategies for Success when developing relationships or doing business in your country of interest.
 
Due:
Culture Wizard Reflection Paper

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In class 2 you will research a country that interest you and will compare your cultural values to your home country and your country of interest.
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Deference of junior associates
Formality of sales clerks
Walking pace
Speed of service
Public clocks
“I” versus “We” in communication
Titles and greetings
Individuality of style/ dress/office
Vacation days given and taken
Availability on weekends
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It would be impossible to memorize every cultural difference. It is better to hone your skills for observation.

The things that are visible help us make inferences about invisible cultural values.
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Your culturally-trained brain and observation.
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Source: Masuda, R. & Nisbett, T. (2001). Attending Holistically Versus Analytically: Comparing the Context Sensitivity of Japanese and Americans. Journal of Personality and Social , 81, 922-934.

It is true that there are cultural differences in observation and perception.
In this study, people from Japan and the USA were presented with a series of animated scenes like this one. After 20 seconds of observing a scene like this one, they were asked to recall what they saw. Both groups of participants were equally likely to remember the larger fish. But the Japanese participants were better at recalling the full context like the color of the water and the small frog. High context thinking focuses on background just as much as what is salient.

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Your culturally trained brain and situational perception.
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Source: Boland, J. E., Chua, H. F., & Nisbett, R. E. (2008). How we see it: Culturally different eye movement patterns over visual scenes. In K. Rayner, D. Shen, X. Bai, & G. Yan (Eds.), Cognitive and cultural influences on eye movements (pp. 363-378). 

A similar study was done with images such as this one. Using an eye gaze technology to see where the eye focuses, the American participants focused more on the central figure compared to the Asian participants who focused on all of the people in this scene when describing what was happening in the scene.
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Gaining Trust: First Impressions
How long does it take to form a first impression?
1/100th of a second
1/10th of a second
1 second
10 seconds

Source: Willis, J.; Todorov, A. (2006). Psychological Science. 17: 592–598.
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This quick speed of processing is thanks to our limbic system. We interpret people alarmingly fast because we are using stored information that create expectations of how people should behave, look, act, and the like. It is difficult for you to fully turn off your own socialized attitudes and values. But, the same is true for others evaluating you.
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American (but not Universal) Advice for First Impressions
Smile
Show confidence
Make eye contact
Offer a firm handshake
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When Americans want to make a positive first impression they give a firm handshake, make direct eye contact, and flash a big smile. But, in some cultures a firm handshake is considered rude; Eye contact is disrespectful, and a broad smile in a professional context could make the person seem incompetent or even a bit crazy.
The interpretations aren’t correct or incorrect. They are our limbic system telling us how to interpret a situation based on the behaviors we have been taught ourselves.

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Cross-National Differences in Gaining Credibility
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The same is true when you want to be perceived as competent:
In Collective Cultures, your network’s opinion of you matters most (Does someone I trust, trust you?)
In Interpersonal Cultures, the depth of your relationship is important (Do I know you very well?)
In Task Cultures, be sure to express your experiences and accomplishments (What have you done?)
In Formal and Hierarchical Cultures you can rely on your degrees, title, etc. (Are you credentialed?)
In External Control Cultures, your age, appearance, etc. might be more important (Do you look the part?)
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Adapt behaviors
Observe role models
Assess and evaluate your behavior
Seek coach/colleague to offer feedback and cue behavior
Identify the source of discomfort
Align goals and values

You can adapt behaviors to ensure you are appearing competent and trustworthy by doing the following:
Observe role models
Assess and evaluate your behavior compared to the intended outcome
Seek a coach/colleague to offer feedback on your behavior and cue your behavior, if needed
Identify the source of discomfort and try to reframe the behavior into a value you possess
Align goals and values so you feel authentic performing that behavior

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HBR Video: Andy Molinsky: Reaching across cultures

https://hbr.org/video/2363497345001/reaching-across-cultures-without-losing-yourself

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View Video “Reaching across cultures without losing yourself.”
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Now go to Country-Specific Information and research a country that interest you.
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72 page report

Includes
Seminal Events
Values
Characteristics
How to manage

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Here is an example of the country information you will find.
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sample
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Pocket Guide
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sample
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Now go to the Culture Wizard E-Learning system to the Culture Calculator section and answer the self-assessment questions.
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Review your results of the culture wizard and compare your cultural values to your country of interest. Take special note of those cultural values where you had particularly high or low scores and reflect on how those values were socialized in you life.
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On which cultural values did your personal values align with the selected country’s values? How do you perceive these similarities?

On which cultural values did your personal values differ from the selected country’s values? How do you perceive these differences?

For two of your more salient cultural values (i.e., ones where you had particularly high or low score). How those were socialized in your life?

Culture Wizard Reflection Paper Due
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Your culture wizard reflection paper is due by Friday. Refer to the syllabus for the paper’s requirements.

Also submit your answers for this week’s discussion question:

Discussion Question
List three interesting Strategies for Success when developing relationships or doing business in your country of interest.
 

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