Introduction to international business culture. Cultural traditions and business communication style of the USA. (2 hrs)

Questions

1. Why is culture awareness important for future legal professionals? (cross-cultural competence, cultural communication).

2. How can you disclose the notion of “culture” and “business culture”? (acculturation, cultural risk, basic dimensions of characterizing differences between world cultures.)

3. What is the role of culture in law and commerce?

4. What do you know about stereotypes and stereotyping?

5. Which functions does language perform in international business communication?

6. What background information concerning the country should a business traveler to the United States learn?

7. What characteristic of American business culture do you know?

8. What are the essential traits of American people?

9. What points of business entertaining and protocol are important to build relationships between business partners?

 

Case study

Japan and U.S. candy venture

A well-known U.S. candy company was interested in selling its product overseas. The company found a possible partner based in Tokyo, Japan. The Tokyo company seemed to be perfect for the deal. After many phone calls between the two parties, a decision was made to meet in Tokyo. The U.S. company chose one of their businessmen, Mike Waller, to represent it in Tokyo. He was the company's most persuasive negotiator.

Before Waller left the United States, he and the company lawyer worked together to write a detailed contract for the deal. The contract was fifty pages long. The deal would be advantageous for both companies. It promised big profits.

Waller left for Japan with the contract. He was pleased with his careful preparation. He thought his future partners would be satisfied with his work and would be ready to bargain about the details in the contract. He had studied their company interests and was sure they would want to change a few conditions in the contract. He planned to agree to those changes as concessions. He was certain the meetings would result in good negotiations and a quick final agreement.

On the day of the meeting in Tokyo, Waller entered the boardroom with copies of the contract for the Japanese businessmen at the meeting. He handed them each a copy and began discussing the details. The representatives of the Tokyo company did not open their contracts. They didn't discuss the contract at all, but instead spoke about general business issues. They spoke about the proposed cooperation between the two companies but they didn't make any promises.

Waller then went back to the United States. He felt extremely surprised and disappointed. The Japanese businessmen had never asked him one question about the contract. No agreements or commitments had been made. He wasn't even sure if there would be another round of negotiations.

 

Topics for essays.

1. Language and culture in international legal communication.

2. Communicating across cultural barriers.

3. How to empathize with Americans?

4. Tips for cross-cultural communication.

5. Short overview of US contract law.

 

Recommended sources:

1. Axtell, Roger E. Essential Do’s and Taboos: The Complete Guide to International Business and Leisure Travel. Wiley, 2007.

2. Carte, Penny. Bridging the Culture Gap: A Practical Guide to International Business Communication. 2nd ed. Kogan Page, 2008.

3. Gesteland, Richard R. Cross-Cultural Business Behavior: Marketing, Negotiating, Sourcing and Managing Across Cultures. 4th ed. Copenhagen Business School Press, 2005.

4. Lewis, Richard D. When Cultures Collide: Leading Across Cultures. 3rd ed. Nicholas Brealey International, 2005.

5. Martin, Jeanette S., and Lillian H. Chaney. Passport to Success: The Essential Guide to Business Culture and Customs in America’s Largest Trading Partners. Praeger, 2009.

6. Moran, Robert T., Philip R. Harris, and Sarah V. Moran. Managing Cultural Differences. 7th ed. Elsevier, 2007.

7. Morrison, Terri, and Wayne A. Conaway. Kiss, Bow, or Shake Hands: The bestselling guide to doing business in more than 60 countries. Adams Media, 2006.

8. Morton, Jill. Global Color: Clues and Taboos. Colorcom, 2004.

9. Olofsson, Gwyneth. When in Rome or Rio or Riyadh. - Intercultural Press, 2004.

10. Ricks, David A. Blunders in International Business. 4th ed. Blackwell Business, 2006.

11. Schmidt, Wallace V. Communicating Globally: Intercultural Communication and International Business. Sage Publications, 2007

Internet sources

1. http://www.worldbusinessculture.com/Business-in-The-USA.html.

2. http://www.cyborlink.com/besite/us.htm

3. http://www.discoverabroad.com/us/livingabroad/business/usbusinessculture.

4. http://www.immihelp.com/newcomer/work-culture-office-environment-usa.html

 

Theme 2.