Manager's Hot Seat: Cultural Dimensions$$Let$\text{'}$s Break a Deal

Communication is the transfer of information and understanding from one person to another. Although it sounds uncomplicated, communication misunderstandings have caused many problems. Not only do men and women communicate differently, but the potential for misunderstanding is increased when members of other cultures are involved. In spite of this, today's successful managers know that effective communication is very important to the success of their organization.

The importance of good communication cannot be understated. Ineffective communication is detrimental for managers, employees, and organizations; it can lead to poor performance, strained interpersonal relations, poor quality service, and dissatisfied customers. Communication occurs both verbally, in the encoding of messages into words, as well as nonverbally, in the encoding of messages by facial expressions, body language, and styles of dress. As the video case illustrates, both nonverbal and verbal communication along with cultural misunderstandings complicate the pending deal with the Asian guest. What is the U$.$S$.$ manager failing to realize in his understanding of cultures and communication styles?

Click the $$ button to watch the video. Then, answer the questions that follow.

At the beginning of the conversation, Norio wants to discuss sushi with Michael, but Michael is more interested in getting the contract signed. Based on what you$$ve learned about global management, it seems Michael was not cognizant of Norio coming from a

Multiple Choice

high$-$context culture.

low$-$context culture.

high uncertainty avoidance culture.

low uncertainty avoidance culture.

performance orientation culture.