Collaborating with Global Dexterity Andy Molinsky, Ph.D. Author of Global Dexterity www.andymolinsky.com Ó Personal Change Systems LLC, 2018
QUICK (1) Have you ever lived or POLL worked abroad for more QUESTIONS than 3 months? Ó Personal Change Systems LLC, 2018 (2) Do you frequently do business in a language that’s not your native language? (3)What do you feel is your level of understanding of the different national cultures at Biogen? High? Medium? Low? 2
1 Cultural Differences 101 2 From Glocalization to Global Dexterity TODAY’S 3 Challenges of Developing PLAN Global Dexterity 4 Managing and Overcoming Challenges © Personal Change Systems LLC, 2018
Cultural Differences © Personal Change Systems LLC, 2018 4
Examples of Different “Cultures” Company Culture 5 Regional Culture Professional Culture Gender © Personal Change Systems LLC, 2018
Cultural Differences Impact… Behavior: How we behave and communicate Thought: How we make sense of the world Emotion: How we express emotion Values: What we care about © Personal Change Systems LLC, 2018 6
Culture Impacts Behavior and Communication Ó Personal Change Systems LLC, 2018 7
Toasting © Personal Change Systems LLC, 2018 8
Touching Behavior © Personal Change Systems LLC, 2018 9
Personal Space © Personal Change Systems LLC, 2018 10
Nonverbal Negotiating Behaviors Vary Across Cultures Behavior Americans Brazilians Japanese Silent Periods 3.5 0 5.5 Number of silent periods greater 10.3 28.6 12.6 than 10 seconds, per 30 minutes 3.3 5.2 1.3 4.7 Conversational Overlaps 0 0 Number of overlaps per 10 minutes Facial Gazing Minutes of gazing per 10 minutes Touching Not including handshaking, per 30 minutes Number of “No’s” (per 30 minutes) 9.0 83.4 0 Source: Graham (1985), The Influence of culture on the negotiation process. Journal of International Business Studies, 16, 81-96. © Personal Change Systems LLC, 2018
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We don't see the world as it is. We see the world as we are © Personal Change Systems LLC, 2018 13
German Focus on Precision & Predictability Chaos. German Style. © Personal Change Systems LLC, 2018 14
Culture Impacts How We Express Feelings © Personal Change Systems LLC, 2018 15
Who is British and Who is American? © Personal Change Systems LLC, 2018 16
Cultural Differences in Emotion Expression Chinese use eyes more than eyebrows and 17 mouth and reverse for Westerners © Personal Change Systems LLC, 2018
Cultural Differences in “Ideal Emotion” © Personal Change Systems LLC, 2018 18
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Individualism-Collectivism Individualism Collectivism • High value on • High value on group & autonomy family • Individual achievement • Loyalty & Devotion • Privacy • Conformity © Personal Change Systems LLC, 2018 20
World Map: Individualism & Collectivism © Personal Change Systems LLC, 2018
Power Distance Acceptance of differences in power in society High-Power Distance Low-Power Distance • Accept position & • Right to contribute to follow authority decision making process • Concentrated & • Decentralized authority centralized authority & democratic relationships • Hierarchical • Less hierarchical © Personal Change Systems LLC, 2018 22
World Map of Power Distance © Personal Change Systems LLC, 2018 23
1 Cultural Differences 101 2 From Glocalization to Global Dexterity TODAY’S 3 Challenges of Developing PLAN Global Dexterity 4 Managing and Overcoming Challenges © Personal Change Systems LLC, 2018
© Personal Change Systems LLC, 2018 25
Glocalization = Global but Responsive to Local Context © Personal Change Systems LLC, 2018 26
© ©PePrseornsoanl Cahl CanhgaengSeysStyesmtesmLsLCL,LC20, 210818 27
Strawberry Cheesecake, Soybean, Green Tea, Fruit Parfait… and more! © Personal Change Systems LLC, 2018 28
© Personal Change Systems LLC, 2018 Quincy, Massachusetts 29
Pork Floss Donuts in China Kimchi Croquette in Korea 30 © Personal Change Systems LLC, 2018
Glocalization = Responsive to Local Context + Maintain Brand Integrity Netherlands © Personal Change Systems LLC, 2018 31
From Companies to People Glocalization Global Dexterity Company People Maintain Maintain 32 brand personal integrity integrity © Personal Change Systems LLC, 2018
GLOBAL DEXTERITY The ability to adapt your behavior – smoothly and successfully – to the demands of a foreign culture, without losing yourself in the process Ó Personal Change Systems LLC, 2018
Easy Cases of Cultural Adaptation Ó Personal Change Systems LLC, 2018
Easy Cases of Cultural Adaptation © Personal Change Systems LLC, 2017 35
Harder Cases of Cultural Adaptation Being Assertive Delivering a Presentation Promoting Oneself Giving Feedback 36 © Personal Change Systems LLC, 2018
Indian Self-Promoting at Networking Event I feel that I am performing a sin, trying to become something that I am not, being artificial and fake. I try to sell myself bragging about my abilities to a stranger and that feels so weird and selfish to me. It makes me feel like I am doing things to achieve my objectives at all cost Ó Personal Change Systems LLC, 2018
American Giving Direct Feedback in Germany In the US we do the sandwich approach. But in Germany, there’s no pre- amble, no protecting anyone’s ego. Just the blunt, direct message of “I don’t like that.” Or “that will not work.” And it doesn't feel good to deliver that message. I felt like an ogre – or like a hostile witness at a trial. From the German perspective, it was being honest. But I didn’t feel comfortable at all doing it. Ó Personal Change Systems LLC, 2018
Three Challenges = Psychological Toll Authenticity Competence Resentment Challenge Challenge Challenge Distress Anxiety Anger Guilt Embarrassment Frustration Psychological Toll 39 © Personal Change Systems LLC, 2017
Paradox of Global Dexterity To adapt your behavior, you need to be flexible. But the disruptive feelings you experience while trying to adapt make flexibility very hard to achieve. Ó Personal Change Systems LLC, 2018
How to Develop Global Dexterity? Ó Personal Change Systems LLC, 2018
FOUR STEP PLAN 1. Diagnose the new cultural code 2. Identify your own personal challenges 3. Customize your behavior 4. Make the behavior into “muscle memory” Ó Personal Change Systems LLC, 2018
1STEP Diagnose the Cultural Code 1 Directness How straightforwardly you’re expected to 2 Enthusiasm communicate in this particular situation 3 Formality How much positive emotion and energy you’re expected to display Assertiveness How much deference and respect you’re expected to demonstrate 4 How strongly you’re expected to express your voice 5 Self-Promotion How positively you’re expected to speak about 6 Personal Disclosure your accomplishments How much you’re expected to reveal about Ó Personal Change Systems LLC, 2018 yourself
Describing Achievements to Your Boss Enthusiasm Relatively High: Low: Assertiveness It’s appropriate to show American style enthusiasm is excitement for what you inappropriate for such a have done and serious and formal discussion. accomplished. Low: Relatively High: American-style assertiveness You want to be seen as a is way too aggressive. “go-getter.” You don’t want Instead, you need to show to appear weak or timid. deference and composure. Self- Relatively High: Low: Promotion Within reason, you are Speaking openly about accomplishments is taboo in expected to promote most situations, and comes yourself. After all, that’s across as conceited. the whole purpose of the discussion. Ó Personal Change Systems LLC, 2018
Four Step Plan 1. Diagnose the new cultural code 2. Identify your own personal challenges 3. Customize your behavior 4. Make the behavior into “muscle memory” Ó Personal Change Systems LLC, 2018
Sandeep Describing Achievements to Boss Sandeep’s Personal Comfort Zone 12 3 4 5 67 Low level Moderate level High level of self promotion of self promotion of self promotion American Zone of Appropriateness 12 3 4 5 6 7 Low level Moderate level High level of self promotion of self promotion of self promotion Ó Personal Change Systems LLC, 2018
Sandeep and Raj SANDEEP RAJ Born Raised Family Values University Ó Personal Change Systems LLC, 2018
Raj’s Personal Comfort Zone Raj’s Personal Comfort Zone 12 3 4 5 67 Low level Moderate level High level of self promotion of self promotion of self promotion American Zone of Appropriateness 12 3 4 5 6 7 Low level Moderate level High level of self promotion of self promotion of self promotion Ó Personal Change Systems LLC, 2018
Four Step Plan 1. Diagnose the new cultural code 2. Identify your own personal challenges 3. Customize your behavior 4. Make the behavior into “muscle memory” Ó Personal Change Systems LLC, 2018
How People Think You Have to Adapt Ó Personal Change Systems LLC, 2018
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