Body LanguageCross Cultural Negotiations
You know you are like a sister to me, please don’t do that
again
?!
The monster, stay away
Direct communication:Body language = 55%Voice tone = 38 %Content = 7%
Accurate Reading
• Gestures in clusters
• Congruence
• Context
• Culture
Accurate Reading
• Gestures in clusters
• Congruence
• Context
• Culture
Accurate Reading
• Gestures in clusters
• Congruence
• Context
• Culture
Accurate Reading
• Gestures in clusters
• Congruence
• Context
• Culture
Low Context High context
Proximity
Low Context High context
Proximity
Low Context High context
Proximity
Low Context High context
Don’t cross
Proximity
Low Context High context
Don’t cross
Setting borders by the hand shake
Proximity
Low Context High context
Don’t cross
When & where to touch Setting borders by the hand shake
Proximity
Low Context High context
Don’t cross
When & where to touch Setting borders by the hand shake
Levels of body space:1- Public2- Social3- personal4- intimate
Low Context High context
Direct Vs. Indirect
Low Context High context
Direct Vs. Indirect
Low Context High context
Direct Vs. Indirect
Low Context High context
Americans
Sorry, we’re not interested
Direct Vs. Indirect
Low Context High context
Direct Vs. Indirect
Japanese
Hai
HaiHai
Hai
Bla Bla Bla ........
Low Context High context
Direct Vs. Indirect
We will study your offer
Japanese
Low Context High context
Direct Vs. Indirect
We will study your offer
Japanese
Low Context High context
Direct Vs. Indirect
Low Context High context
Direct Vs. Indirect
We will put your great offer into consideration
Arabs
Low Context High context
Direct Vs. Indirect
How To spot rejection?
Low Context High context
Direct Vs. Indirect
How To spot rejection?
Arabs
Low Context High context
Direct Vs. Indirect
How To spot rejection?
Arabs
Folded arms
Low Context High context
Direct Vs. Indirect
How To spot rejection?
Arabs
Folded armsCrossed legs
Low Context High context
Direct Vs. Indirect
How To spot rejection?
Arabs
Folded armsCrossed legsThumb supportingthe chin
Low Context High context
Direct Vs. Indirect
How To spot rejection?
Arabs
Folded armsCrossed legsThumb supportingthe chin
Japanese
Hai
Nodding the head& not going into details
Low Context High context
Direct Vs. Indirect
Low P.D. High P.D.
Japanese exchange business cards before meeting to asses each other’s position
Low P.D. High P.D.
Japanese exchange business cards before meeting to asses each other’s position
Low P.D. High P.D.
Low P.D. High P.D.
Low P.D. High P.D.
Low P.D. High P.D.
Exposed palm facing upward
Low P.D. High P.D.
Exposed palm facing upward
To point, use index and thumb together
Low P.D. High P.D.
Exposed palm facing upward
To point, use index and thumb together
Avoid direct eye contact
Low P.D. High P.D.
Exposed palm facing upward
To point, use index and thumb together
Avoid direct eye contact
Low P.D. High P.D.
Exposed palm facing upward
To point, use index and thumb together
Avoid direct eye contact
Palm facing downward
Low P.D. High P.D.
Exposed palm facing upward
To point, use index and thumb together
Avoid direct eye contact
Palm facing downward
Point with index finger
Low P.D. High P.D.
Exposed palm facing upward
To point, use index and thumb together
Avoid direct eye contact
Palm facing downward
Point with index finger
Down hand shake
Masculine Feminine
Masculine Feminine
Masculine Feminine
People from feminine cultures try to establish friendships before conducting business deals
Conclusion
Watch & learn