Chapter 6 – The Manager as Negotiator: Communicating and Negotiating Across Cultures

A set of vocabulary flashcards summarizing key concepts in cross-cultural communication and negotiation from Chapter 6, aiding exam preparation.

Language

A symbolic communication system of sounds and rules for constructing messages that are culturally determined.

Lingua Franca

A common bridge language used by speakers of different native tongues; in international business this is often English.

High-Context Communication

Style in which most meaning is embedded in physical context or shared knowledge, with little explicitly stated.

Low-Context Communication

Style in which meaning is conveyed primarily through explicit, direct verbal messages.

Direct Communication

Straightforward, explicit expression of ideas, commonly linked to individualist cultures.

Indirect Communication

Message delivery that is subtle or ambiguous to preserve harmony, typical of collectivist cultures.

Foreigner Speak

Simplified, slowed, or exaggerated speech used by native speakers when addressing less-fluent partners, often perceived as patronizing.

Speech Accommodation

Adjusting one’s language patterns to match an interlocutor to enhance understanding.

Stylistic Accommodation

Adapting broader communication style (tone, formality, etc.) to appear similar and foster positive attitudes.

Ethnolinguistic Vitality

The prestige and institutional support of a language that influences which party accommodates in intercultural talk.

Slang

Informal, playful language tied to a subgroup, often short-lived and culture-specific.

Jargon

Specialized technical vocabulary shared within an occupation or activity.

Euphemism

Mild or indirect term replacing one considered blunt or taboo (e.g., “passed away” for died).

Idiom

Fixed expression whose meaning differs from the literal meanings of its words (e.g., “sitting on the fence”).

Proverb / Maxim

Short, traditional saying that conveys cultural truths or behavioral advice.

Language Pragmatics

Practical aspects of language use, including choice of language, register, and accommodation strategies.

Proxemics

Cultural rules governing personal space and distance in interaction.

Intimate Distance

Contact to 18 inches; used for comforting, protecting, lovemaking.

Personal Distance

18 inches to 4 feet; typical ‘bubble’ for friends and acquaintances.

Social Distance

4 to 12 feet; spacing for formal interactions with strangers or groups.

Public Distance

12 to 25 feet; distance where recognition of others isn’t required.

High-Touch Culture

Society where frequent physical contact (touching, close distance) is normal (e.g., Mediterranean, Arab).

Low-Touch Culture

Culture that limits physical contact and prefers larger interpersonal distances (e.g., Northern Europe, East Asia).

Nonverbal Communication

Transmission of messages through body movements, facial expressions, voice qualities, space, and touch.

Tone of Voice

Paralinguistic qualities—pitch, volume, speed—conveying feelings and attitudes beyond words.

Mirroring

Automatic adjustment of body posture to match another’s, which can reduce anxiety and aid rapport.

Display Rules

Culturally learned norms that dictate how and when emotions should be expressed on the face.

Gaze / Eye Contact

Looking behaviors that signal interest, submission, or aggression; norms vary widely across cultures.

Emblem

Hand or body gesture that has a direct verbal translation within a culture.

Negotiation

Face-to-face communication between parties with conflicting interests but common need to reach agreement.

Non-Task Sounding / Relationship Building

Initial negotiation stage focused on establishing rapport before business issues.

Task-Related Information Exchange

Stage where negotiators share data and clarify positions.

Persuasion (Negotiation Stage)

Phase where parties attempt to influence each other’s attitudes and proposals.

Concession Making / Agreement

Final negotiation stage involving compromises leading to a deal.

Rational Persuasion Style

Use of logical arguments and facts to influence (common in U.S. negotiators).

Affective Persuasion Style

Reliance on emotional appeals to sway counterparts (observed in some Middle Eastern negotiators).

Ideological Persuasion Style

Arguments based on principles or doctrine (e.g., former Soviet negotiators using ideology).

Conflict Resolution Style

Preferred approach to settling disputes (e.g., status power, regulations, or interest models).

Integrative Outcome

Negotiation result where parties create win-win solutions and joint gains.

Distributive Outcome

Win-lose result where gains for one side equal losses for the other.

Need for Closure

Personality trait reflecting desire for quick, definite answers; heightens culturally typical negotiation behavior.

Similarity-Attraction Hypothesis

Theory that perceived similarity (including communication style) leads to positive interpersonal attitudes.

Metaphor in Negotiation

Culture-specific conceptual framing (e.g., U.S. sees negotiation as sport; Japan views it as household management) guiding behavior.