__________

Today’s article will focus on intercultural leadership. Starting from the definition of the term, we will then proceed with listing and describing the problems that may arise in an intercultural team and the skills that every leader must possess if he/she wants to work in a cross-cultural environment.

First of all, I would like to use the definition from the website 3blmedia.com to explain the differences between cross-cultural leadership, multicultural leadership and intercultural leadership:

“Cross-cultural, multicultural, intercultural…these terms are often used interchangeably yet have finely nuanced distinctions. For a leader, the cross-cultural context means literally crossing cultures to do business, provide service, or vacation in another culture. Multicultural refers to multiple cultures existing in a geographic place or organization, each separate and distinct. Intercultural refers to the act of understanding the values and beliefs of a culture and being able to communicate and collaborate with people across multiple cultures. Interculturalism has as its goal innovation, inclusion, and friendship. Intercultural ism implies interaction.”  (1)

 let’s now continue with Wikipedia’s explanation of intercultural leadership:

“Intercultural leadership has been developed to understand leaders who work in the newly globalized market. Today’s international organizations require leaders who can adjust to different environments quickly and work with partners and employees of other cultures”. (2)

In other words, an intercultural leader must be able to:

1. manage people from different cultures with cultural respect and an understanding attitude;
2. achieve a common goal with his/her multicultural team.

Obviously, the problems that may arise in these cross-cultural contexts are numerous, for example:

• intercultural differences in verbal and non-verbal communication;
• communicative difficulties in the decision-making process, due to different cultural preferences for length of turns, pauses between turns, simultaneous talk, or discrete turns;
• poor group cohesion;
• etc.

Possible intercultural leadership challenges can be related to:

• different cultural view of leaders’ behaviours: cultures accept different leadership behaviours and have different opinions about what can be considered appropriate and inappropriate.
• Power paradox arousal: one part of the team questions the legitimacy and authority of the leader based on his leadership style.
• Different culturally-based leadership expectations: members of multicultural team hold different culturally-based leadership expectations and prefer different leadership styles.
• Team members’ culturally different reactions to leadership: team members from different cultures react differently towards the leader, based on the leader’s leadership style and on how a leader approaches them as team members. (3)

To overcome all this, intercultural communication skills are needed.

In fact, Intercultural management is more than just communicating, working and leading people across cultures. It is about interacting in a conscious and mindful way and it involves:

• the readiness to recognize our own cultural conditionings and to discover how we came to believe and see things the way we do. This helps us to realize and accept that our own way to see and judge things is just one among many;
• learning about the other person’s culture, including history, economy, political situation and all those aspects that help us understand the underlying reasons for someone’s behaviour, beyond our personal assumptions and values. This can provide a totally new perspective on a person or situation;
• the ability to reflect on how our behaviour may be perceived, interpreted and judged by someone from a different culture, as well as the maturity to recognize how we may be unintentionally contributing to a problem (and how we can contribute to solving it);
• the ability to adapt our behaviour in order to find a common ground with the people we work with, valuing cultural differences and co-creating new and better ways to do things. (4)

To conclude, in order to become global leaders, we cannot just learn how to manage a team or how to be charismatic, because that’s not sufficient. We are all living in a new globalized world, where everyone is forced to interact with many culturally different people, people with different opinions, values and beliefs, people that possess a different world view. All these people must work together to achieve greater results and only an intercultural leader, not a common manager, can help them do that.

Article written by Ginevra Bighini, www.interculturalnegotiation.wordpress.com; mentoring by Dr. Daniele Trevisani, www.studiotrevisani.com

__________

(1) https://www.3blmedia.com/News/Challenges-Intercultural-Leadership

(2) https://en.wikipedia.org/wiki/Cross-cultural_leadership

(3) https://edepot.wur.nl/496325

(4) https://www.cuoaspace.it/2018/02/why-developing-intercultural-management-skills-is-essential-in-todays-complex-world.html

TAGS:

• ALM business method
• active training
• awareness of one’s role in negotiation
• Best coach in intercultural communication in the world
• Best coach in intercultural facilitation in the world
• Best coach in intercultural negotiation in the world
• Best Intercultural communication book
• Best world consultant in intercultural communication
• Best world consultant in intercultural negotiation
• Best world expert in intercultural communication
• Best world expert in intercultural negotiation
• Best world trainer in intercultural communication
• Best world trainer in intercultural negotiation
• Best Intercultural negotiation book
• book on intercultural communication
• book on intercultural negotiation communication
• communication difficulties
• communication skills
• Communication techniques intercultural communication
• Communication techniques intercultural negotiation
• communication training
• conversational skills
• creative strategies
• cross cultural communication
• cross cultural misunderstanding
• cross-cultural adaptation
• cultural systems
• dialogue between companies
• different cultural approach
• different cultural context
• direct line of communication
• disagreements
• Effective intercultural negotiation techniques
• face-to-face communication
• front-line communication
• high-context cultures
• How cultural differences affect negotiations?
• How does culture influence negotiation?
• intercultural communication
• intercultural communication book
• Intercultural communication books
• Intercultural Communication Coaching
• intercultural communication pdf
• Intercultural Communication Trainers
• Intercultural Communication Training
• Intercultural conversation management techniques
• Intercultural Negotiation
• Intercultural negotiation books
• Intercultural Negotiation Coach
• Intercultural Negotiation Coaching
• Intercultural Negotiation Communication
• Intercultural Negotiation Consultant
• Intercultural Negotiation Consulting
• Intercultural Negotiation Counselling
• intercultural negotiation definition
• Intercultural negotiation exercises
• Intercultural Negotiation in International Business
• Intercultural Negotiation Mentoring
• intercultural negotiation PDF
• Intercultural Negotiation Process
• Intercultural Negotiation Strategies
• Intercultural Negotiation Timing
• intercultural negotiation training
• intercultural training
• Intercultural Training Consultants
• know-how
• low-context cultures
• misunderstandings
• negotiating rules
• negotiation preparation
• negotiator’s emotional awareness
• negotiator’s growth
• open communication
• transparent communication
• What are the 5 stages of negotiation?
• What is effective intercultural negotiation?
• What is intercultural negotiation?
• working on attitudes
• working on skills
• World’s most famous expert in intercultural communication
• World’s most famous expert in intercultural negotiation
• Intercultural Leadership
• Cross-cultural Leadership
• Multicultural Leadership
• intercultural differences in verbal and non-verbal communication
• communicative difficulties in the decision-making process
• poor group cohesion
• different cultural view of leaders’ behaviours
• Power paradox arousal
• Different culturally-based leadership expectations
• Team members’ culturally different reactions to leadership

L'articolo Intercultural Leadership proviene da Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching.

__________

In this second part I would like to continue talking about non-verbal communication and its characteristics, this time focusing on training, sensory perception, personal look and colour, while explaining the importance of identifying assonances and dissonances between verbal and non-verbal language.

Training

Training on the use of paralinguistic elements means learning the strategic use of pauses and tones. It includes many repertoires of theatrical and actor techniques, such as the Stanislavskij method, probably the only one truly capable of transforming expressive behaviours.

Without adequate preparation the chances of being competitive on the negotiating level decrease. As the gap between our training level and the training level of the counterpart increases, the risk of an unfavourable outcome during a negotiation grows.

Sensory Perceptions

Some clichés spreading in multicultural college campuses are that whites “taste like chicken”, Asians “smell of garlic”, blacks “taste of sweat”, etc.

The olfactory differences on an ethnic and genetic level do exist, but the perceived smell is largely determined by cultural factors such as nutrition, cleanliness or the use of perfumes.

Personal olfactory emissions are a communication tool.

It is certain that the sense of smell affects perception, and that food produces essences that exude from the skin and breath. If we want to manage even the smallest details of intercultural negotiation and, more generally, of the human contact, we must take care of these aspects.

Anything that can be attributed to the subject or to the corporate environment affects perception and image. Some clothing chains have resorted to the targeted deodorization of shops to create a more relaxed and pleasant atmosphere (environmental olfactory marketing).

Smell is a remote sense of the human being, partially abandoned in favour of senses such as sight and hearing. Animal “noses” are able to pick up smells that signal sexual emotions or predispositions, while human noses seem to have lost this trait.

There are practical implications for conscious personal deodorization: avoid foods that can produce strong breath emissions, avoid excessive personal fragrances, be aware of personal odours (e.g. sweat) and consider the importance of olfactory environmental marketing.

Personal Look

We usually know nothing about people’s real history. We can only assume it by looking at the symbols they decide to show us. There are signs/symbols everywhere: on the interlocutor and in his/her communicative space. Symbolic communication concerns the meanings that people associate to and perceive from those particular “signs”. By communicative space we mean any area linked to the subject’s “system”, such as his/her car, or the background of his/her computer, and any other sign from which we derive information, meanings and interpretations.

From a semiotic point of view, every element from which a subject draws meaning becomes a “sign”, whether the bearer is aware of it or not.

Look, clothing and accessories are among the most incisive factors that build one’s personal image.

Differences or similarities in clothing, for example, can put a person inside a professional ingroup (“one like us”, an “equal”) or an outgroup (“one different from us”), depending of the meaning that the word “us” has for the interlocutor.

In a widened signification system, the symbols associated to the brands used, the type of car, and even the office furniture, can become very important.

chronemic behaviours (the string of actions over time) are also broadened signals related to how frequently we change clothes, punctuality, way of driving (calm or nervous), way of eating (slow and relaxed vs. fast and voracious), etc.

Even considering the time a person takes in answering a question can be significant: slow or overly thoughtful responses can be interpreted as insincere in Western cultures or wise in Eastern cultures.

It can be said that in the field of intercultural communication nothing escapes the observation of the interlocutor, and every “sign” contributes to its classification and evaluation.

Colours

An additional element of symbolic communication is colour. The use of colours and the symbolisms associated with colours also vary according to cultures.

It is not possible to list all possible associations for every colour in each country, but I would like to underline the importance of paying attention to the symbolisms associated with colours, because there are many problems that could arise when choosing colours and graphics, for example in packaging, in business gifts and in objects.

Even objects and symbols are not neutral: an Italian company, for example, used the symbol of an open hand to create the company logo and key rings, producing a wave of protests in Greece, where the open hand symbol is used to offend.

The basic principle to avoid macroscopic errors is the use of pre-tests: a “pilot test” on some member of the local culture, who are able to give a feedback on the appropriateness of colours, shapes and symbolisms within their cultural context.

The pre-test method also applies to the choice of gifts, presents, and any other symbolic action whose impact may vary on a cultural basis.

Consonances and Dissonances between Verbal and Non-Verbal Language

Non-verbal communication can reinforce the verbal message or be dissonant with it.

Listening carefully and nodding can express interest more than just a verbal statement. Saying “I’m interested” with words and expressing boredom or disgust with body actions produces a dissonant signal and creates suspicion or irritation.

The coherence (matching) between words and actions:

• increases the subject’s perceived honesty;
• denotes trustworthiness;
• shows interest;
• shows that we are in control of the situation;
• produces a sense of security and solidity of content.

On the contrary, the incongruity:

• creates a sense of mistrust;
• generates a feeling of lack of authenticity;
• produces doubts and suspicions, because the heard verbal content is considered false.

Each linguistic style (on an interpersonal level) is associated with a precise modulation of the non-verbal style. We can indeed have:

• situations of communicative reinforcement (the non-verbal style reinforces the verbal style);
• situations of dissonance or inconsistency between verbal and non-verbal communication: the non-verbal language is on a different register than the verbal one.

The dissonances concern every semiotic system, every sign that carries a meaning. A company that declares itself important and does not have a website, or has an amateur website, expresses an incongruent image of itself.

© Article translated from the book “Negoziazione interculturale, comunicazione oltre le barriere culturali” (Intercultural Negotiation: Communication Beyond Cultural Barriers) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available for any Publisher wishing to consider it for publication in English and other languages except for Italian and Arab whose rights are already sold and published. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the author from the webstite www.danieletrevisani.com 

__________

For further information see:

• Studio Trevisani Academy’s Webstite For Business Training, Coaching and Mentoring, in Italian
• Dr. Daniele Trevisani’s Website in Italian
• Dr. Daniele Trevisani’s Website in English
• Comunicazioneaziendale.it – Italian website on Business Communication
• Medialab Research Cultural Association for Communication Research
•  Dr. Daniele Trevisani Linkedin Profile in English
• Facebook Channel
• YouTube Channel

L'articolo Non-Verbal Intercultural Communication (part 2) proviene da Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching.

__________

In the next two articles we are going to deal with non-verbal communication and its characteristics: in fact, the non-verbal language can deeply affect the result of an intercultural negotiation both positively and negatively, even though it is often a neglected aspect of communication.

The main channels through which the negotiator can send messages are the paralinguistic system (vocal aspects of communication, such as tones, accents, silences, interjections), the body language (body language), and personal accessories, including clothing and the general look.

To negotiate at an intercultural level, it is necessary to create a relationship. Body movements and attitudes can strongly express the interlocutor’s satisfaction, as well as his/her disgust and emotional suffering.

We perceive the interlocutor’s attitude through his/her behaviour, rather than through the linguistic content, which remains on the relationship surface. In depth, one’s relationship is determined by body and face movements, looks, facial expressions, and, generally, by the communicator’s complete non-verbal repertoire.

The intercultural negotiator, however, must always consider the fact that some non-verbal signals cane be perceived differently by another culture, sometimes even in an opposite way.

Wrong non-verbal and body attitudes can easily lead to an escalation (rise in tension, nervousness and irritation), while the task of an intercultural negotiator is to create a de-escalation: moderation of tones, relaxed atmosphere, favourable environment for negotiation.

The general objective of every intercultural negotiation is, in fact, achieving results, but, in order to do so, a climate of cooperation is needed.

The intercultural negotiator must therefore activate some conflict de-escalation procedures, practices that lead to a non-conflictual negotiation situation.

But what are these practices? In general, each culture uses different non-verbal rules, and therefore we would need for each nation or culture with which we deal.

The problem with these “easy manuals” is their poor resistance over time (cultures evolve) and in space (cultures change even within a few kilometres). Moreover, if you take them as rules, there is a real possibility to apply stereotypes, that are no longer valid.

When there is no specific indication that come from up-to-date experts of a particular culture, we can use some general rules of good communication, which can help us reduce errors, as exposed by the Public Policy Centre of the University of Nebraska:

• use a calm, non-aggressive tone of voice;
• smile, express acceptance;
• use facial expression of interest;
• use open gestures;
• allow the person you are talking to dictate the spatial distances (spatial distances vary widely between cultures);
• nod, give nods of agreement;
• focus on people and not on documents;
• bend your body forward as a sign of interest;
• maintain a relaxed attitude;
• hold an L-shaped position;
• sit by your interlocutor’s side, not in front of him/her, because that is a confrontational position.

I would like to highlight that these general rules are only “possible options” and must be adapted to culture and context.

While talking about the non-verbal language it is impossible not to mention the body language. Our body speaks, expresses emotions and feelings.

The body language concerns:

• facial expressions;
• nods;
• limbs movements and gestures;
• body movements and social distance;
• physical contact.

Cultural differences related to this area of communication can be deep. There are no golden rules teaching us what’s best: each choice is strategic and linked to the context (“contextual appropriateness“).

Physical contact, for example, is one of the most critical elements: while some Western standards of physical contact spread throughout the entire business community (e.g. shaking hands), every culture expresses a different degree of contact during greetings and interactions.

In general, if it is not possible to collect accurate information from experts of the local culture, it is advisable to limit physical contact in order not to generate a sense of invasiveness.

The study “of observations and theories concerning the use of human space, seen as a specific elaboration of culture” (Hall, 1988) is defined by proxemics.

On the negotiation front, the implications are numerous, since every culture has unwritten rules to define the boundaries of acceptability of interpersonal distances. In this case too, resorting to experts of the local culture is fundamental. If we do not have this possibility, then a valid rule is to let the other party define their own degree of distance, without forcing either an approach or a removal.

Human critical distances have an animal basis and a strong cultural variance: for example, Arab and Latin cultures are often “closer”, while Anglo-Saxon cultures are more “distant”.

Another element of non-verbal language, that we must consider, is the paralinguistic system. Paralinguistics concerns all vocal emissions that are not strictly related to “words”, and includes:

• tone of the voice;
• volume;
• silences;
• pauses;
• rhythm of speech;
• interjections (short vocal emissions, like “er”, “uhm”, etc.).

Paralinguistics establishes speech punctuation and helps convey emotional information.

To be continued…

© Article translated from the book “Negoziazione interculturale, comunicazione oltre le barriere culturali” (Intercultural Negotiation: Communication Beyond Cultural Barriers) copyright Dr. Daniele Trevisani Intercultural Negotiation Training and Coaching, published with the author’s permission. The Book’s rights are on sale and are available for any Publisher wishing to consider it for publication in English and other languages except for Italian and Arab whose rights are already sold and published. If you are interested in publishing the book in English, or any other language, or seek Intercultural Negotiation Training, Coaching, Mentoring and Consulting, please feel free to contact the author from the webstite www.danieletrevisani.com 

__________

For further information see:

• Studio Trevisani Academy’s Webstite For Business Training, Coaching and Mentoring, in Italian
• Dr. Daniele Trevisani’s Website in Italian
• Dr. Daniele Trevisani’s Website in English
• Comunicazioneaziendale.it – Italian website on Business Communication
• Medialab Research Cultural Association for Communication Research
•  Dr. Daniele Trevisani Linkedin Profile in English
• Facebook Channel
• YouTube Channel

L'articolo Non-Verbal Intercultural Communication (part 1) proviene da Dr. Daniele Trevisani - Formazione Aziendale, Ricerca, Coaching.