IBS103


CLASS NOTES IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE CLASS 1 OF 12
A. ADMINISTRATIVE ACTIVITIES cont.:
	4. REVIEW REFERENCE MATERIALS
		LIBRARY RESOURCES CRITICAL FOR GROUP PROJECT ADDITIONAL MAGAZINES ON CULTURE TRADE & CULTURE MAGAZINE - COPY FOR EVERYONE
B. INTRODUCTIONS OPPORTUNITY TO NETWORK WITH OTHERSTUDENTS
	1. MYSELF:	BACKGROUND AND CURRENT COMPANY
	2. STUDENTS:	NAME BRIEF BACKGROUND (YOUR CULTURE 8, INVOLVEMENT IN TRADE) REASON FOR ATTENDING
C. TODAY'S TOPICS
REMEMBER THAT THERE ARE TRUTHS ON THIS SIDE OF THE MOUNTAIN WHICH ARE CONSIDERED FALSEHOODS ON THE OTHER SIDE
	MY GOAL IS TO MAKE YOU AWARE OF AND SENSITIVE TO BOTH VIEWPOINTS 1. MR. BASEBALL VIDEO CLIP @ CULTURAL AWARENESS 2. CULTURE SELF QUIZ - TAKE THEN WE WILL GRADE & DISCUSS 3. 7 DIMENSIONS OF CULTURAL DIFFERENCE - SLIDE 4. COVER QUESTIONS TO ASK - PEGGY KENNA" S HANDOUT (if time)


RIDING THE WAVES OF CULTURE FONS TROMPENAARS CULTURE SLIDE
2. DIMENSIONS OF CULTURAL DIFFERENCE - SLIDE:
	1. WHAT IS CULTURE? TO ACT UPON NATURE
		A. CULTURE IS THE WAY IN WHICH WE SOLVE PROBLEMS, SUBCONSCIOUS B. CULTURE IS MAN-MADE, INCORPORATED & PASSED ON (SHARED SYSTEM)
	2. HOW DO WE THINK OF CULTURE? ALL MANAGEMENT IS CULTURE BOUND
		A. CULTURE IS AT DIFFERENT LEVELS
		HIGHEST IS AT THE NATIONAL OR REGIONAL LEVEL ORGANIZATIONAL/CORPORATE (& W/IN - MKTG, R&D, SALES LEVELS) PROFESSIONAL & ETHICAL CULTURAL GROUPS
		B. AMERICAN CULTURE IS SEEN AT MANY DIFFERENT LEVELS
		NAME SOME? (EAST - WEST - TEXAS)
	3. OVERVIEW OF CIRCLE VIEW CULTURE AS AN ONION
		A. BASIC ASSUMPTIONS - HEART OF THE ONION - IMPLICIT B. NORMS & VALUES IMPLICIT NORMS = RIGHT & WRONG VALUES = GOOD & BAD
		SEMI AWARENESS, DIFFERENT IN EACH CULTURE PROBLEMS THAT WERE REGULARLY SOLVED, DISAPPEAR FROM CONSCIOUS AWARENESS & BECOME AN UNDERLYING PREMISE (BREATHING - IMPLICIT) CULTURE IS STABLE IF NORMS REFLECT THE VALUES OF GROUP EASTERN EUROPE AS AN EXAMPLE
		C. EXPLICIT & OBSERVABLE OUTER LAYER
		LANGUAGE, DRESS, FOOD, ETC ARE PRODUCTS OF THE CULTURE EXPRESSIONS OF DEEPER NORMS & VALUES IN SOCIETY


RIDING THE WAVES OF CULTURE FONS TROMPENAARS CULTURE SLIDE
4. OVERVIEW OF 7 DIMENSIONS CHART
	1. WHAT IS CULTURE? TO ACT UPON NATURE
		A. EACH CULTURE SOLVES PROBLEMS IN A DIFFERENT WAY B. LOOK AT THEM UNDER THREE HEADINGS
		RELATIONSHIPS WITH PEOPLE PASSAGE OF TIME AND AGING RELATIONSHIP WITH THE ENVIRONMENT
		C. W/IN THESE 3 HEADINGS ARE 7 FUNDAMENTAL DIMENSIONS OF CULTURE
		5 IN HUMAN RELATIONS, 1 TIME & 1 NATURE
5. HUMAN RELATIONS LOOK AT THESE 5 FIRST stereotype when cultures are diff. THESE 5 ORIENTATIONS INFLUENCE OUR WAY OF DOING BUSINESS AND GUIDES OUR BELIEFS & ACTIONS
tape pg 29 here USE SUMMARY SLIDE FOR INTRO

SYLLABUS


COURSE:	IBS 103 Cultural Awareness for International Trade
SECTION:	8402
ROOM:	B204
MEETS: DATES:
December 6,1994 INSTRUCTOR: Dianna L, Last TEL: 993-6449 FAX: 993-8969
TEXTBOOK Managing Cultural Differences, by Philip R. Harris & Robert T. Moran Gulf Publishing Company, 1993 available at the bookstore Reference Material List (attached) COURSE DESCRIPTION Importance of cultural sensitivity on business relations with respect to geography, history, religion, politics, customs and cross cultural communications on society. Special emphasis on North America, Japan, China, Southeast Asia, Middle East, Europe, Latin America and Mexico. GRADING There will be a mid-term, a final exam and a group project, each will be worth 30% of your final grade. The remaining 10% of the grade will be based on attendance and participation. The mid-term is planned for October 25th, the final exam for November 29th and the group project presentations for December 6th. On 10/4, 11/8 and 12/6 all class sites will meet together at a central location (Phoenix College). The above dates may change based on class requirements. COURSE OBJECTIVES
1.	Identify the components which make up the term "culture".
2.	Explore the difficulties people have when trying to communicate across cultures.
3.	Identify the predominant U.S. cultural values and how these may be different from cultural values of other countries.
4.	Identify individual behaviors or traits that are associated with success in international trade and/or living in a different culture.
5.	Increase skills to avoid stereotyping, to value cultural diversity and to understand current global situations.
6.	Demonstrate a basic knowledge of physical, geography, political boundaries and major features.
7.	Comprehend how people of other cultures may be motivated by historical forces, religious beliefs, cultural values and political/economic realities.
COURSE OUTLINE
I.	Introduction and Resource Identification
II.	Culture and Intercultural Competence
III.	Values and Attitudes
IV.	Cross-Cultural Effectiveness
V.	Intercultural Communication
VI.	Doing Business with North America - U.S.A. & Canada
VII.	Doing Business with Latin America - Mexico, Central & South America
VIII.	Doing Business with Asia - Japan, China, ASEAN, Pacific Basin & India
IX.	Doing Business with Europe - Western & Eastern Europeans
X.	Doing Business with Middle East
XI.	Doing Business with Africa
Course content will vary to meet the needs of the students in specific sections STUDENT RESOURCES Maricopa Community College Libraries and Bookstores City Public Libraries Maricopa County Libraries Arizona State University Library and Bookstore American Graduate School of International Management Library and Bookstore

REFERENCE MATERIAL

"CULTURE"

• Big Business Blunders: Mistakes in Multinational Marketing
David Ricks (Dow Jones-Irwin)

• Business China
• Business France
• Business Germany
• Business Italy
• Business Japan
• Business Korea
• Business Mexico
• Business Taiwan
Peggy Kenna & Sondra Lacy (NTC Business Books)

• Chinese Etiquette & Ethics in Business
Boye De Mente (NTC Business Books)

• Communicating for Peace, Diplomacy and Negotiation
edited by Felipe Korzenny & Stella Ting-Toomey (Sage Publications)

• Do's and Taboos Around the World
Roger E. Axtell (John Wiley & Sons) 395.52

• Do's and Taboos of Hosting International Visitors
Roger E. Axtell (John Wiley & Sons) 395.52

• How to Work for a Japanese Boss
Jina Bacarr (Birch Lane Press) 658.1309

• International Negotiation: A Cross-Cultural Perspective
Glen Fisher (Intercultural Press)

• Japanese Etiquette & Ethics in Business
Boye De Mente (NTC Business Books)

• National Negotiating Styles
Hans Binnendijk (Foreign Services Institute, U.S. Dept of State)

• Riding the Waves of Culture, Understanding Cultural Diversity in Business
Frons Trompenaars (The Economist Books) HD58.7

• The Cultural Environment of International Business
Vern Terpstra (South Western Publishing)

• The Global Edge: How Your Company Can Win in the International Marketplace
Sondra Snowdon (Simon and Schuster)

• The International Businesswoman: A Guide to Success in the Global Marketplace
Marlene Rossman (Praeger Publishers)

• The Travelers Guide to Asian Customs and Manners
Kevin Chambers (Simon and Schuster)

• The Travelers Guide to European Customs & Manners
Nancy Braganti & Elizabeth Devine (Meadowbrook)

• The Travelers Guide to Latin American Customs & Manners
Nancy Braganti & Elizabeth Devine (St. Martin's Press)

• Understanding Cultural Differences: German, French and Americans
Edward T. Hall & Mildred Reed Hall (Intercultural Press)

• 1992 Understanding the New European Market
James W. Dudley (Dearborn Financial Pub., Inc.) 658.848 D

INTERNATIONAL PUBLICATIONS AVAILABLE AT
THE DOWNTOWN PHOENIX LIBRARY

NEWSPAPERS:

CHINA DAILY: PRC
FREE CHINA JOURNAL: TAIWAN
TORONTO GLOBE & MAIL: CANADA
JAPAN TIMES: JAPAN
THE EUROPEAN: EUROPE
JERUSALEM POST: ISRAEL
LONDON TIMES: ENGLAND

MAGAZINES

ASIAWEEK
BEIJING REVIEW
FAR EASTERN ECONOMIC REVIEW
BUSINESS MEXICO
COLUMBIA JOURNAL OF WORLD BUSINESS
FOREIGN AFFAIRS
HISPANIC
HISPANIC BUSINESS
HISPANIC TIMES
INTERNATIONAL EXECUTIVE
JOURNAL OF JAPANESE TRADE & INDUSTRY
IN BRITAIN
THE NATION
WORLD PRESS REVIEW


	RIDING THE WAVES OF CULTURE FONS TROMPENAARS UNIVERSAL/PARTICULAR
	AMERICA OPERATES AS A UNIVERSALIST CULTURE UNIVERSALIST, RULE BASED, BEHAVIOR TENDS TO BE ABSTRACT – COURTS CROSS A STREET ON A RED LIGHT IN SCANDINAVIA PARTICULARISTS FOCUS ON NATURE OF PRESENT CIRCUMSTANCES. PERSON IS MY BROTHER, FRIEND, ETC - I SUSTAIN & PROTECT NO MATTER @RULES EACH THINKS OF THE OTHER AS CORRUPT & CAN'T BE TRUSTED
	WHEN COMPANIES GO GLOBAL THEY TEND TO MOVE TOWARD UNIVERSALIST WAY OF THINKING


	RIDING THE WAVES OF CULTURE FONS TROMPENAARS INDIVIDUAL/COLLECTIVE
	INDIVIDUALISM, "A PRIME ORIENTATION TO ONESELF" IN INDIVIDUALISTIC CULTURES THE ORGANIZATION EXISTS TO SERVE INDIVIDUAL OWNERS, EMPLOYEES AND CUSTOMERS. HIGHEST INDIVIDUALISTS ARE CANADIANS FOLLOWED CLOSELY BY AMERICANS, NORWEGIANS & SPANISH (OVER 70% IN FAVOR OF A) COLLECTIVISM, "A PRIME ORIENTATION TO COMMON GOALS & OBJECTIVES" IN COLLECTIVIST CULTURES THE ORGANIZATION EXISTS AS A SOCIAL CONTEXT, ALL MEMBERS SHARE & IT GIVES THEM MEANING & PURPOSE, MEMBERS ARE LIKE A FAMILY, COMMUNITY OR CLAN THAT DEVELOPS & NURTURES ITS MEMBERS AND MAY LIVE LONGER THAN THEY DO. ASIANS


	RIDING THE WAVES OF CULTURE FONS TROMPENAARS NEUTRAL/AFFECTIVE
	NEUTRAL, CULTURES WHICH DO NOT TELEGRAPH THEIR FEELINGS BUT KEEP THEM CAREFULLY CONTROLLED & SUBDUED". NEUTRAL CULTURES ARE NOT NECESSARILY COLD OR UNFEELING, IT IS A RESULT OF CONVENTION. ACCUSED OF BEING COLD, HEARD HEARTED. AFFECTIVE, CULTURES SHOW THEIR FEELINGS PLAINLY BY LAUGHING, SMILING, GRIMACING AND GESTURING. BUSINESS IS A HUMAN AFFAIR. THEY FIND IMMEDIATE OUTLETS FOR THEIR FEELINGS. SEEN AS BEING OUT OF CONTROL AND INCONSISTENT.
	TOUCHING OTHER PEOPLE, THE SPACE KEPT BETWEEN PEOPLE AND ASSUMPTIONS ABOUT PRIVACY ARE FURTHER MANIFESTATIONS OF AFFECTIVE OR NEUTRAL CULTURES. FIRST ESSENTIAL IS TO RECOGNIZE THE DIFFERENCES AND REFRAIN FROM MAKING JUDGEMENTS BASED ON EMOTIONS OR LACK OF THEM.


	RIDING THE WAVES OF CULTURE FONS TROMPENAARS SPECIFIC/DIFFUSE
	SPECIFIC, WORK AND PRIVATE LIFE ARE SHARPLY SEPARATED DIFFUSE, EVERYTHING IS CONNECTED TO EVERYTHING, DOING BUSINESS IS MORE TIME CONSUMING.
	AREA IN WHICH BALANCE IS MOST CRUCIAL. A SPECIFIC EXTREME CAN LEAD TO DISRUPTION, THE DIFFUSE EXTREME TO A LACK OF PERSPECTIVE; A COLLISION BETWEEN THEM RESULTS IN PARALYSIS. AN INTERPLAY OF THE TWO APPROACHES IS THE MOST FRUITFUL. RECOGNIZE THAT BUSINESS IS BUSINESS BUT STABLE AND DEEP RELATIONSHIPS MEAN STRONG AFFILIATIONS


	RIDING THE WAVES OF CULTURE FONS TROMPENAARS ACHIEVEMENT/ASCRIPTION
	ACHIEVED STATUS REFERS TO DOING. ASCRIBED STATUS REFERS TO BEING. ROLE OF TRANSLATORS BUSINESS CARDS ROLE OF TITLES


	IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE GROUP PROJECTS


GROUP 1		NORTH AMERICA - U.S.A. & CANADA
GROUP 2		LATIN AMERICA - MEXICO, CENTRAL & SOUTH AMERICA
GROUP 3		ASIA - JAPAN, CHINA, ASEAN, PACIFIC BASIN & INDIA
GROUP 4		EUROPE - WESTERN & EASTERN EUROPE, RUSSIA & C.I.S.
GROUP 5		MIDDLE EAST
GROUP 6		AFRICA
I.		CULTURAL OVERVIEW OF THE REGION Where Do They Fit In 7 Dimensions Of Cultural Differences Market or Planned Economy Body Language - Eye Contact, Space, Gestures, etc. Meaning of Yes, No & Maybe Decision Making Style General Tips
II.		COUNTRY SPECIFIC INFORMATION
		Overview of the Country, Government, Economy, Religions, Family Relationships and Main Business Centers
		BUSINESS OPPORTUNITIES Main Industry or Resource INITIATING CONTACT BUSINESS PROTOCOL & PROCEDURES Business Environment Rank & Status Forms of Address Business Cards Business Dress Business Presentations Meetings Bribery Gift-giving Communication Styles NEGOTIATING TECHNIQUES BUSINESS ENTERTAINING
		Groups can use the break and time after class to communicate via video conference. Each region can take 5-10 minutes to coordinate activities and discuss project status.


	IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE GROUP PROJECTS
WRITTEN PAPER:
	DEVELOP THE CULTURAL OVERVIEW OF EACH REGION AS A GROUP. - REGIONAL OVERVIEW SHOULD BE LIMITED TO 2-3 PAGES. INDIVIDUALLY PICK AT A COUNTRY WITHIN THE REGION AND DEVELOP THE COUNTRY SPECIFIC INFORMATION. - COUNTRY SECTION SHOULD BE 2-3 PAGES EACH. INFORMATION NEEDS TO BE STATED AS "BULLETS" RATHER THAN IN LONG PARAGRAPHS. BE CONSISTENT WITHIN THE GROUP. THE WRITTEN GROUP PROJECT COUNTS AS YOUR GROUP PROJECT GRADE (30%).
FINAL PRESENTATION:
	THE FINAL PRESENTATION IS TO ROLE PLAY AN INTERNATIONAL SITUATION BETWEEN A U.S. PERSON/GROUP AND COUNTRY NATIONALS FROM YOUR REGION. IT MAY BE SERIOUS OR FUNNY, CAN BE DONE BY THE ENTIRE GROUP OR JUST ONE OR TWO INDIVIDUALS AND CAN DEAL WITH A NEGOTIATION SESSION, A BUSINESS MEETING, DINING OR ENTERTAINING, ETC. FINAL PRESENTATION COUNTS AS YOUR FINAL EXAM GRADE (30%). YOUR GRADES WILL BE BASED ON THE TOTAL GROUP PROJECT AND PRESENTATION AS WELL AS ON YOUR INDIVIDUAL WORK IN EACH COUNTRY SECTION.
DUE DATES:
	1. PROJECT PAPERS ARE DUE NOVEMBER 29TH AND WILL BE COPIED AND AVAILABLE FOR DISTRIBUTION ON DECEMBER 6TH. PROJECT PRESENTATIONS WILL BE DECEMBER 6TH (LAST CLASS)

IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE

GROUP 1 NORTH AMERICA – U.S.A. & CANADA

NAME TELEPHONE COUNTRYWITHIN REGION

IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE

GROUP 2 LATIN AMERICA – MEXICO, CENTRAL & SOUTH AMERICA

NAME TELEPHONE COUNTRYWITHIN REGION

IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE

GROUP 3 ASIA – JAPAN, CHINA, ASEAN, PACIFIC BASIN & INDIA

NAME TELEPHONE COUNTRYWITHIN REGION

IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE

GROUP 4 EUROPE – WESTERN & EASTERN EUROPE, RUSSIA & C.I.S.

NAME TELEPHONE COUNTRYWITHIN REGION

IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE

GROUP 5 MIDDLE EAST

NAME TELEPHONE COUNTRYWITHIN REGION

IBS 103 CULTURAL AWARENESS FOR INTERNATIONAL TRADE

GROUP 6 AFRICA

NAME TELEPHONE COUNTRYWITHIN REGION


HIGH AND LOW CONTEXT CULTURES
• HIGH CONTEXT CULTURES
	MEANING OF MESSAGE IS EXPERIENCED IN THE PHYSICAL, RELATIONAL, EMOTIONAL AND NON-VERBAL ASPECTS OF INTERACTION MEANING IS PERCEIVED IN WHAT IS NOT SAID
• LOW CONTEXT CULTURES
	MEANING OF MESSAGE IS EXPERIENCED IN THE CHOICE OF WORDS THEMSELVES MEANING IS PERCEIVED IN WHAT IS SAID
HIGH CONTEXT ISSUES
	RELATIONSHIPS INDIRECTNESS INEQUALITY IN RELATIONSHIPS EMPATHY & "FACE" NONVERBAL TIME IS POLYCHRONIC INTERRELATED
LOW CONTEXT ISSUES
	INDIVIDUAL DIRECTNESS EQUALITY IN RELATIONSHIPS HARDNOSED VERBALLY EXPLICIT TIME IS MONOCHRONIC AGENDA DRIVEN COMPARTMENTALIZED STRUCTURED SINGLE FOCUS


ORIGINS OF THE"AMERICAN" CULTURE
OUTCASTS, NON-CONFORMISTS FAMILIES BROKEN DEVELOPED A NEW NUCLEAR FAMILY LEFT EUROPE TO FIND FREEDOM AMERICAN CULTURE WAS CREATED ON PREMISE OF: CHANGE - CREATE A BETTER FUTURE EMPHASIS ON THE INDIVIDUAL REWARDING INDIVIDUAL ACCOMPLISHMENTS INDEPENDENCE SELF RELIANCE, AVOID RELYING ON ANYONE


AS A RESULT WE HAVE BECOME
GOAL AND ACHIEVEMENT ORIENTED HIGHLY ORGANIZED AND INSTITUTIONALIZED FREEDOM LOVING AND SELF RELIANT WORK ORIENTED AND EFFICIENT FRIENDLY AND INFORMAL COMPETITIVE AND AGGRESSIVE VALUES ARE IN TRANSITION GENEROUS


PRINCIPLES OF INTERNATIONAL BUSINESS PROTOCOL SOURCE: THE GLOBAL EDGE BY SONDRA SNOWDON
DO YOUR HOMEWORK KNOW THAT FIRST IMPRESSIONS ARE LASTING OPEN LINES OF COMMUNICATION RECOGNIZE THE IMPORTANCE OF RANK AND STATUS BE COGNIZANT OF YOUR ROLE WIN WITH PERSUATION MASTER NEGOTIATING TECHNIQUES ENTERTAIN EFFECTIVELY BE ON GUARD THE BEGINNING IS AT THE END


LATIN AMERICA
MEXICO CENTRAL AMERICA (7) SOUTH AMERICA (12) ARGENTINA BRAZIL CHILE COLUMBIA VENEZUELA


MEXICO
• ETIQUETTE: MIND YOUR MANNERS
	- STYLE AND PRESENTATION ARE IMPORTANT - ETIQUETTE, PRIDE AND STATUS ARE HIGHLY PRIZED - USE PROFESSIONAL AND COURTESY TITLES - BE AWARE OF DUAL SURNAMES
• THE BUSINESS RELATIONSHIP: PEOPLE FIRST
	- PERSONAL RELATIONSHIPS ARE USUALLY ESTABLISHED BEFORE BUSINESS - LUNCH IS THE CORNERSTONE OF BUSINESS RELATIONSHIPS IN MEXICO - SOCIAL EVENTS AND GIFT-GIVING ARE IMPORTANT - BRIBERY CAN BE A PROBLEM
• COMMUNICATING: MORE THAN MEETS THE EAR
	- MEXICAN COMMUNICATION IS DIPLOMATIC AND SUBTLE - COMMUNICATION IN MEXICO INVOLVES CONTENT AND CONTEXT - MEXICAN COMMUNICATION IS PHYSICAL - FEMALES SHOULD NOTE THAT MEXICO IS A MALE-DOMINATED SOCIETY
• NEGOTIATING: A FOCUS ON GENERALITIES
	- MAKE SURE YOU ARE DEALING WITH DECISION MAKERS - NEGOTIATING STYLES VARY - NEGOTIATIONS ARE LIKELY TO START WITH GENERALITIES - CREATE A COMMON CULTURE TO FIRM UP SPECIFICS


WESTERN & EASTERN EUROPE
ENGLAND FRANCE GERMANY RUSSIA HUNGARY POLAND ITALY SWITZERLAND SCANDINAVIA SPAIN NETHERLANDS C.I.S COUNTRIES FORMER YUGOSLAVIA FORMER CZECHOSLOVAKIA GREECE OTHERS


MIDDLE EASTERN COUNTRIES
SOUDI ARABIA YEMEN BAHRAIN UNITED ARAB EMIRATES IRAN TURKEY LEBANON EGYPT OMAN QATAR KUWAIT IRAQ SYRIA JORDAN ISRAEL NEUTRAL ZONES


AFRICAN COUNTRIES
ALGERIA ETHIOPIA GHANA KENYA MOROCCO NIGERIA SOUTH AFRICA OTHERS

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