indirect approach and even consider
the Chinese to be disingenuous, pos-
sibly leading to a breakdown in the
negotiations. Conversely, the U.S.
direct style, a product of a historical
legacy of rhetorical argumentation,
could also create problems. If a U.S.
negotiator resorted to abrupt, confrontational dialogue as a means of persuasion,
the Chinese side could well consider this behavior as offensive and immature, result-
ing in a loss of face for the U.S. bargaining team and their company.^23 This aptly
demonstrates the necessity of intercultural competence among cross-cultural
negotiators.The Role of Language in Globalized Organizations
Throughout this text we have stressed the need to gain second-language competency,
and nowhere is that skill more critical than in a globalized organization. Whether
working abroad or with a multicultural workforce, knowing another language provides
numerous benefits. One of the most important aspects of second-language skills when
combined with cultural knowledge is the awareness that literal translations do not
always carry the same meaning into the other language. As an example, in the United
States, the phrase“we are on a parallel course”is commonly used to indicate agree-
ment with the other party. However, for the Japanese, the phrase would connote
irreconcilable differences because“parallel lines”never meet. From the U.S. individu-
alistic cultural perspective, being on a parallel course suggests agreement but retention
of everyone’s individuality. But the group-oriented Japanese would be more comfort-
able with terms conveying feelings of inclusiveness.
When working abroad, knowledge of the host country’s language will greatly ease
the stress of cultural adaptation and integration. A common problem that plagues
newly arrived expatriates is an inability to function in the new culture as efficiently
as in their own. Learning about the host nation’s cultural norms before departure will
reduce a great deal of uncertainty about your new environment, but knowing some of
the language provides exponential benefits in adapting. Moreover, the ability to speak
even a little of the new language will facilitate your development of interpersonal
relationships with members of the host population.Benefits of Globalized Organizations
The preceding discussions have clearly illustrated that global business managers are
faced with a variety of culturally based challenges when working in a multinational
environment. Being successful in meeting these challenges requires a comprehensive
appreciation for cultural differences and the ability to employ competent intercultural
communication skills. In an effort to convince you to exert the time and energy to
prepare for these challenges, it is worthwhile to examine the benefits of the multicul-
tural workplace.CONSIDER THIS
To be successful, globalized businesses require employees who
are competent in intercultural communication.354 CHAPTER 10• Intercultural Communication in Contexts
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