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The culture map: How to navigate foreign cultures in business

89 点作者 navait将近 2 年前

17 条评论

version_five将近 2 年前
I&#x27;ve worked with people from a lot of different cultures in various scientific and technical situations, with mostly North Americans in more nebulous &quot;business&quot; situations.<p>What I&#x27;d generalize is that on technical matters, there are few communication issues across cultures. People are able to make themselves understood and collaborate, even in the face of language barriers. On the other hand, even simple business discussions within one&#x27;s own culture can because quickly ridiculous, with big misunderstandings, nobody saying what they mean, politics, etc. Cynically I think it&#x27;s because business is mostly bullshit so comes down to irrelevant political stuff.
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mk_stjames将近 2 年前
Unless I&#x27;m missing something somewhere on this site... this is a summary about the book by Erin Meyer [0]. But I ctrl+F&#x27;d and I don&#x27;t see the name Erin Meyer anywhere on this page, nor do I see a link to another site or where to buy the book. I think that giving such a detailed summary + excerpts of a book on a site and not linking it is a bit shitty.<p>In regards to the book points, the last one reminds me of another great book on cultural differences by Michelle Gelfand titled &quot;Rule Makers, Rule Breakers&quot; [1] on her theory about &#x27;Tight&#x27; and &#x27;Loose&#x27; societies. As someone who has lived and worked in several very different parts of the world (and called very different places &#x27;home&#x27; at various times in life) the book went a long way to giving context on why I feel different in different places (I&#x27;m from a &#x27;tight&#x27; society but now spend much of my time living in locales that tend to be &#x27;loose&#x27; but always feel a bit alien due to never being able to shake the want of &#x27;tightness&#x27; aka rules, order, timeliness and predictability.)<p>[0] <a href="https:&#x2F;&#x2F;www.amazon.com&#x2F;Culture-Map-Breaking-Invisible-Boundaries&#x2F;dp&#x2F;1610392507" rel="nofollow">https:&#x2F;&#x2F;www.amazon.com&#x2F;Culture-Map-Breaking-Invisible-Bounda...</a><p>[1] <a href="https:&#x2F;&#x2F;www.amazon.com&#x2F;Rule-Makers-Breakers-Tight-Cultures&#x2F;dp&#x2F;1501152939" rel="nofollow">https:&#x2F;&#x2F;www.amazon.com&#x2F;Rule-Makers-Breakers-Tight-Cultures&#x2F;d...</a>
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fwlr将近 2 年前
Another important difference in business cultures is handling difficult or unachievable requirements. Say you send a work order that needs very tight tolerance in a certain set of holes or a high degree of flatness on a particular surface, and while the company can make the part, they cannot quite fulfill that specific requirement. How each culture handles that situation can vary dramatically, especially outside of the West.<p>For instance, a German manufacturer will generally tell you “no, we cannot achieve that” on the initial proposal and won’t agree to any requirement they aren’t completely confident they can meet. (This can be frustrating as it feels like they aren’t willing to try.)<p>An American manufacturer will generally be more willing to agree to requirements they might not be able to meet, as they will make an effort to meet them, and inform you early on when their effort fails. (This can be frustrating, as it feels like they’ve surprised you.)<p>A British manufacturer tends to be somewhere in between, they will initially flag the difficult requirement in an understated way, gradually becoming less understated as the problem grows. So there’s a hint of the German immediate no, and they ramp up to the American “So, it turns out…”.<p>Where this gets quite dramatically different is when you venture outside of the West.<p>The Japanese way is to continually promise fulfillment while conspicuously making no progress on it. It can be quite odd to experience - until you realize they’re <i>trying to get you to notice the contradiction</i>, so you can conclude for yourself that the requirement isn’t possible for them, and then reach out and relieve them of the obligation. It has the same function as the American “So, it turns out…”, it’s just obfuscated with politeness. Without awareness of this you can get into some really difficult situations.<p>The Chinese way is even more wild to Westerners. Their solution for a requirement they can’t fulfill is to produce a small sample of parts that <i>do</i> meet the requirement and give you those first. The idea is that you can use those to show <i>your</i> boss that the requirements have been met.
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motohagiography将近 2 年前
Anecdotally as a non-UK person, when British people complain about something, I think it means they&#x27;re trying to make friends with you.<p>As a Canadian, I can reveal that when someone says &quot;I&#x27;m sorry,&quot; what they tend to mean is, &quot;I&#x27;m not going to pay.&quot;<p>Witticisms aside, manifestations of temprament across cultures are ridiculously diverse. If there were such a thing as a type-A-minus personality, I might fall into that category, where one presumes others take responsibility for their own words and actions. The excessive submissiveness in some cultures (calling people sir, inability to decline, etc) is difficult not to interpret as a form of perfidy and passive aggression, where if you aren&#x27;t taking responsibility for the conversation, it implies I must. By some cultures I mean west of Nevada.<p>As an anglo, my interactions with people from France are predictably funny, and the effect of the intellectual sparring yields some amazing solutions, but resolving that we have the mutual dignity of peers tends to take a few rounds. If I were to characterize what people interpret as Canadian niceness, it&#x27;s that we are typically raised to treat malice as an inferior sentiment. Even though it may be real and meaningful, mainly it means you&#x27;re losing. As a result, we produce some uniquely insufferable pricks, but if you&#x27;re wondering how someone can seem so oblivious to insult, this detail might provide some useful context.
Eddy_Viscosity2将近 2 年前
This is very similar, but somehow not the same as this &quot;The Culture Map&quot; [0], which I thought was great and would highly recommend.<p><a href="https:&#x2F;&#x2F;www.amazon.com&#x2F;Culture-Map-INTL-ED-Decoding&#x2F;dp&#x2F;1610392760&#x2F;" rel="nofollow">https:&#x2F;&#x2F;www.amazon.com&#x2F;Culture-Map-INTL-ED-Decoding&#x2F;dp&#x2F;16103...</a>
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mattlondon将近 2 年前
These things are sometimes dangerous.<p>I have had Americans use &quot;what the British mean when they say ...&quot; on me and colleagues and it has <i>backfired</i> badly.<p>If it were a condescending guide for &quot;how women think&quot; (for example) then it would rightly be thrown out as trash.<p>Turns out that people are individuals and generalisations of &quot;You are X so you are thinking&#x2F;will do Y&quot; are not useful.<p>Use with caution.
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runxel将近 2 年前
Apparently this is also how the Brexit happened ;)<p>Legend has it that David Cameron asked Merkel. She said &quot;No&quot;. He thought it means he can get what he wants – only to find out later, that indeed a German &quot;no&quot; is a clear and tight &quot;no&quot;. But by then he already fell over his rhetoric...
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baud147258将近 2 年前
&gt; One example she gives is math class: In France, students are taught to calculate pi as a class before using it in a formula.<p>As a French, I don&#x27;t think I ever calculated pi, we were just handed the formulas and told to use it and I don&#x27;t think I saw an exercise on how to calculate pi for a few years (or maybe I didn&#x27;t saw it at school...)
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jccalhoun将近 2 年前
The article has some good examples but the book seems little more than a repackaging of the Hofstede model <a href="https:&#x2F;&#x2F;en.wikipedia.org&#x2F;wiki&#x2F;Hofstede%27s_cultural_dimensions_theory" rel="nofollow">https:&#x2F;&#x2F;en.wikipedia.org&#x2F;wiki&#x2F;Hofstede%27s_cultural_dimensio...</a> These models can be useful but they shouldn&#x27;t be taken as set in stone, objective descriptions and in a specific situation it is always hard to tell if it is a culture thing or a personality thing.
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Quinzel将近 2 年前
I don’t have a link to the book, but; Peng, M.W. (2022). Global Strategy. 5th Edition. Cengage. is an excellent read for navigating foreign cultures in business. I believe there may now be a 6th edition of the book. Highly recommend to anyone with an interest in global business strategy.
Swizec将近 2 年前
Wonderful article and a fantastic example of how there’s a big gap between being fluent in English and being <i>fluent</i> in English, especially the English that your counter-party is using.<p>Took me forever to get used to California English after I moved here from the slavic part of Europe. Still find a lot of it utterly boneheaded, but at least I know what’s going on and can cope … at great cost to personal sanity.<p>It will never not irk me when people say <i>”Please feel free to X”</i> when they mean <i>”It is paramount that you do X”</i>
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readline_prompt将近 2 年前
Japanese... そうですね(soudesune | &quot;riiighhtt....) it never means a thing related to the subject.
1letterunixname将近 2 年前
Reminds me of the book &quot;Kiss, Bow, Or Shake Hands&quot; by Morrison and Conaway.<p>There are many dimensions of cultural differences and values to navigate, including:<p>- Physical social distance<p>- Collective - individualist<p>- Transactional - social<p>- Generosity - frugality<p>- Past-, present-, or future-centric<p>- Hierarchy - egalitarian<p>- Blunt - saving face<p>- Adversarial - cooperative<p>- Organic - rigid process
lcedp将近 2 年前
Surely, Dutch understand the concepts of sarcasm, irony and euphemism.
29athrowaway将近 2 年前
This is a generalization. Being verbose&#x2F;explicit is not seen favorably in every industry in the US.
nuc1e0n将近 2 年前
Great article. More cross cultural knowledge and appreciation is sorely needed!
pella将近 2 年前
related research:<p>&quot;Talking with tact: Polite language as a balance between kindness and informativity&quot;<p>Keywords: Politeness; computational modeling; communicative goals; pragmatics<p>PDF: <a href="https:&#x2F;&#x2F;langcog.stanford.edu&#x2F;papers_new&#x2F;yoon-2016-cogsci.pdf" rel="nofollow">https:&#x2F;&#x2F;langcog.stanford.edu&#x2F;papers_new&#x2F;yoon-2016-cogsci.pdf</a><p>&quot;Discussion&quot;<p><i>&quot;Why would a speaker ever say something that is not maximally truthful and informative? Communication is often examined from the perspective of successful information transfer from speaker to listener. In the social realm, however, communication also can serve the social function of making the listener feel good and saving her face. We proposed here that intuitively “polite” utterances arise from the desire to be kind (i.e. save face). A cooperative speaker then tries to balance the goals to be kind and to be informative, and produces utterances of varying degrees of politeness that reflect this balance. To test this proposal, we examined inferential judgments on a speaker’s utterance, which was a potentially face-threatening evaluation of the listener’s performance. As we predicted, participants’ inferences about the true state of the world differed based on what the speaker said and whether the speaker’s intended goal was to be honest, nice or mean (Expt. 2). We were also able to predict participants’ attributions of different social goals to speakers depending on how well the literal utterance meaning matched the actual rating the performance deserved (Expt. 3). The model presented here relates to other work done in game-theoretic pragmatics. Van Rooy (2003) uses a gametheoretic analysis of polite requests (“Could you possibly take me home?”) to argue the purpose of polite language is to align the preferences of interlocutors. Our notion of social utility Usocial is similar in that it motivates speakers to signal worlds that make the listener feel good. Van Rooy’s analysis, however, relies on the notion that polite language is costly (in a social way e.g., by reducing one’s social status or incurring social debt to one’s conversational partner) but it’s not clear how the polite behaviors explored in our experiments (not polite requests) would incur any cost to speaker or listener. Our model derives its predictions by construing the speaker utility as a collection of possible goals (here, epistemic and social goals). The speech-acts themselves are not costly. Will machines ever be polite? Politeness requires more than merely saying conventionalized words (please, thank you) at the right moments; it requires a balance of informativity and kindness. Politeness is not an exception to rational communication; it is one important element of rational communication, serving a key social function of maintaining relationships. We extended the Rational Speech Acts framework to include social utility as a motive for utterance production. This work takes a concrete step toward quantitative models of the nuances of polite speech. And it moves us closer to courteous computation—to computers that communicate with tact.&quot;</i>