Culture Matters. Did you ever wonder what you could have said or done differently when a business meeting fails to produce the desired results or sale of your product? Why did they chose “XYZ” company over you? You may be surprised to know that what sets them apart is their ability to communicate in an atmosphere that builds trust and compatibility; elements that are integral to connecting in a multi-cultural world. For international companies, cross border success is tied to our ability to adapt our communication styles and plan for those differences within our business model. One way to achieve this is building Cultural Intelligence. The CQ model explains cultural intelligence as your companies’ ability to work effectively across cultures and is just one method to develop this essential skill. Understanding the cultural norms of a market or within your own organization may be the only thing stagnating growth, or killing the deal. Look at the advertisement below. It was used by a foreign bank doing business in the Middle East to promote a new savings scheme. See anything wrong with this picture? Building your CQ knowledge could give you the answer.
What steps can I take to build Cultural Intelligence and increase my chances of success on the international stage?
Once you understand the power of cultural intelligence, you can begin to take the necessary steps to adapt your strategy during negotiations, collaborate more effectively and efficiently with multi-cultural teams or avoid costly mistakes in marketing a product in a foreign market. Here are some tips.
- Have the Proper Motivation, (drive and interest in truly getting to know other cultures)
- Build Your Knowledge about your team first and of course your client’s culture.
- Plan for cross-cultural communication encounters by setting out a strategy.
- Stay in the moment, look for non-verbal cues, and be ready to adapt your communication style to address cross-cultural communication “confusion”.
Here’s an example of how cultural differences are creating conflict within a team.
At your team meetings, Abdulla and Aruto, junior team members are always quiet but have plenty to share via email and seem to have great ideas. They are attentive and listen carefully but don’t contribute during the brain storming sessions. Other team members view their silence as a strategy to “keep their ideas” a secret, only sharing them directly with decision makers to out shine the others on the team. Abdulla and Arturo are new to the company, and haven’t yet figured out the “corporate culture”. Other team members view their silence as awkward and an obstacle to collaborative spirit of the organization. What’s going on here? Are these team members ultra-competitive or does culture affect their silence? How do they view power distance and the chain of authority among their team and leadership?
Understanding the answers will lead to improving your Cultural Intelligence. Leading a multi-cultural team and motivating them to success can be difficult if communication styles affected by culture are not considered. Building your cultural intelligence skills as a leader and as a team can help tackle these questions and create a cohesive collaborative, environment that leads to innovation and achieving the goals set by the organization. These skills can be used to have a better understanding of your company’s reach in the global market and can be the difference between an advertising campaign boom or bust.
Visit our CQ page www.thearabculturalist.com/index.php/cq-cultural-intelligence to learn more about how to build your cultural intelligence.