lntroduction XV 1 Coping with Culture Clash 1 The Plight of the Sojourner 1 The Professor and the Baby Carriage 2 Defining Culture Clash 4 Whose Reality Are We Talking About? 5 The Strains of Culture Clash 6 Patience, Patience ... 8 2 Leaping the Language Barrier 9 The Saga of Juan Gutierrez 9 T ranslating the Inscrutable 12 T00LB0X: How to Use lnterpreters Effectively 14 Using Translators and lnterpreters ıs Learning the Language 16 T00LB0X: Assessing the Cost of Not Speaking the Language 18 3 Cracking the Silent Code: Communicating Across Diff erent Values 20 Dealing with the Unspoken Aspects of Culture 20 What Time Does YOUR Watch Say? 20 T00LB0X: Assessing Your Orientation to Time 25 I Getto Decide WHAT? 27 vii India, Continued 29 N ow About That Talk ... 29 A Sad Woman 's Dress 32 What Have We Learned from these Examples? 34 What Are Your Cultural Assumptions? 35 Accepting Ourselves as Culturally Conditioned Beings 37 The Fallacy of Projected Cognitive Similarity 37 T00LB0X: Checking rhe Silent Code 38 4 The Illusion of Communication: Understanding Cultural Contexts 40 Ensuring Effective Communication 40 What Happened to That Decision Everyone Agreed to? 40 Hilda's Repairs 44 "Almost" Getting the Point 49 One Tongue Is Not Enough! 52 T00LB0X: Recognizing the Syrnptoms of Misunderstandings 56 T00LB0X: Converting Communicative Illusion into Reality 57 5 in at the Deep End: Developing Rap- r port in the Multicultural W orkplace 59 Following General Guidelines 59 Coming, Ready or Not 59 Which Guidelines Will Help? 61 How Can You Avoid Being Sent to Places You Know Nothing About? 63 Which Models of Culture Ar~ Most Useful? 64 Here's How We Do It Back Where I'm From 65 Ethnocentrism vs. Cultural Relativism 69 Keeping Your Head during Introductions 71 Outsiders vs. lnsiders 72 A Cost-Effective Request 74 viii Contents TOOLBOX: Getting a Culturally General Fix 76 TOOLBOX: Medicating Y our Own Ethnocentrism 76 TOOLBOX: Establishing Credibility 76 6 Pathfinding: The Ins and Outs of Corporate Culture 78 Cultural Similarities 78 The Runaround: The Power Disıaiıce Index 79 TOOLBOX: Iderıtifying High Power-Distance Organizations 82 Cultivating Russian Relationships: The Individualism- Collectivism Index 84 Tea and Biscuits: The Individualism-Collectivism Index 88 TOOLBOX: ldentifying Highlv lndividualized Organizations 93 Establishing Your Qualifications: The Assertiveness- Modesty Index 94 TOOLBOX: Identifying Highlv Assertive Organizations 97 From Black Bread ta Tortillas: The Uncertainty Avoidance-Tolerance far Ambiguity Index 98 TOOLBOX: Identifving Organizations with a High Need to Avoid Uncertainty 102 Navigating Uncharted Waters 103 7 That Magic Something Called Rapport: Using the Proper Protocols 104 Magic Rituals 104 Misfocused Respect 106 Sieburg's Disconfirming and Confirming Responses 107 A Death in the Family 108 Saying Good-Bye 111 Who Mows the Grass? 113 Some-Maybe All-of Your Best Friends Are Slobs 115 Ta McSmile ar Not ta McSmile, That Is the Question 118 Contents ix lt's a Pleasure to Meet You, Buddy 119 Pigs Fly and You Have a Second Chance to Make a First lmpression 121 T00LB0X: Unpredictable Turn-Offs 123 8 Your (Negotiating) Stvle or Mine? 124 Reaching an Agreement 124 Me 'Tarran, You ]ane 125 T00LB0X: Guidelines for Negotiating with People Having Different Stvles 128 How do You Find Answers? 129 T00LB0X: Moran & Stripp's Twelve Critical Variables in Negotiating Cross-Culturally 130 Flexibility Is (or Is Not) the Key 131 Finding a Home for an Orphan Innovation 134 Misappraisal of the Counterpart Team 138 T00LB0X: Copeland & Griggs' Twenty Practical Rules for lnternational Negotiations 141 9 Analysis Without Paralysis 143 Analysis 143 A Chilly Receptioıı 145 Building Blocks 147 Know the Workforce 150 Paralysis 151 Let's ]ust Plan to Do It 151 How Many Teachers Did You Say You Trained? 153 Interim Analysis 156 Poirot' s Split-Second Decision 157 T00LB0X: Planning 159 T00LB0X: lmplementation 160 10 Sponsorshi and Ownership: What Happens After You Leave? 161 Leaving Your Project in Good Hands 161 x Contents A Visiting Professor's Semester Abroad 162 Putting Your Plans in Cold Storage 167 How to Cultivate the Work Ethic So it W orks far You 169 TOOLBOX: Successful T raining 171 1 1 Overcoming Culture Clash 173 Immersion in the Host Culture 173 Work Space 174 Community Space 174 Home Space 175 A Few Do's 176 A Few Don'ts 181 TOOLBOX: Having Fun 183 References and Further Reading 185 lndex 191 About the Authors