Crosscultural communication for kyiv mohyla academy 2017 11 13

© Viktoriya Kravchenko 38093 168 5675 vk@ua2eu.eu
INTERNATIONAL COMMUNICATION AND
CROSSCULTURAL (MIS-)UNDERSTANDING
Viktoriya Kravchenko
13.11.2017

• Co-founder UA2EU
• Partner Globiana Crossculture Academy in
Eastern Europe
• Marketer ACIM (UK)
• Co-author ‘Export: Step by Step’, 2016
• #CrosscultureSummer Research Author
Viktoriya Kravchenko

AND YOU?

Architecture
Eating Habits
Customs
Literature
Art
Etiquette
Behaviour
Language

Assumptions
Values
Norms
Belief
Philosophy

If it can be possible to calculate
feelings, relationships,
communication, love ...,
then the ancient Greeks would
have done it already

WHO ARE THEY?

© Viktoriya Kravchenko 38093 168 5675 vk@ua2eu.euhttp://alphadesigner.com/mapping-stereotypes/
STEROTYPES

WHO ARE WE?

INDIVIDUAL CULTURAL STANDARDS
Alexander Thomas
Differentiated
relationship orientation
Holistic
person orientation
Hierarchical
orientationVolatile Self-
confidence
Flexible dealing with
regulatory systems
Indirect conflict- and
problem management

ЗНАЮ АНГЛИЙСКИЙ, ПО МИРУ ПОЕЗДИЛ, ДРУГ В ШТАТАХ ЖИВЕТ,
МЕНЕДЖМЕНТ Я ИЗУЧАЛ ПО АМЕРИКАНСКИМ УЧЕБНИКАМ
INTERNATIONAL COOPERATION

PAINS AND DIFFICULTIES
Disruption of export / import contracts
Successful work abroad
Work with international customers
Conflicts in multinational project groups
Failure in negotiations

#CROSSCULTURESUMMER

#CrosscultureSummer
in brief
6 parts of the world
37 countries
80 particpants
120 hrs of interview* Start – June 2017
* ~ 40%

oForeigners about Ukraine
o Ukrainian negotiators
#CROSSCULTURESUMMER - NEXT STEPS
o Video
o Articles
o Online course
o Book

o Geert Hofstede
o Richard D. Lewis “When Cultures Collide”
o Alexander Thomas
o Fons Trompenaars and Charles Hampden-Turner
“Riding the Waves of Culture”
o Erin Meyer – culture map, http://erinmeyer.com/
o www.crossculture-academy.com
o http://globiana.com/
o http://www.nationalstereotype.com/
o http://businessculture.org/
o www.doitcrossculture.com
o https://www.facebook.com/doitcrossculture/
o https://www.facebook.com/viktoriya.kravchenko.35
LINKS TO READ

FRANCE SWEDEN GERMANY
autocratic primus inter pares hierarchy, consensus
HIERARCHY

REAL LIFE

oPre-arranged APPOINTMENTS
oElevator PITCH
oCalculate BUDGET
oENGLISH
EXHIBITIONS

Milchbrei makes your baby …
Mitsubishi Pajero Mitsubishi Montero
Every change costs much money!
MARKETING CASES 

DEALING WITH FOREGNERS – preparation
THEOTY AND PRACTICE

USA
МАРКЕТИНГ
Innovations
Complex and interesting, often
expensive solutions
The Concrete Solution
Expect clear logistics and simple
exchange / return of goods
TM and patents
Hire local contractors
o The size
o Competition
o Great potential and high budgets for marketing
o Associations and Organizations
o Each state has its own legislation
o U.S. Customs and Border Protection (CBP)
o Sell at each meeting
o Recheck and clarify the terms of the contract
o Prices and salaries is open information

USA - CASES
VR arm chairs
Agro
Sales is everywhere

GERMANY
YES
o Preparation and planning
o Detailed documentation from the very beginning
o Responsibility
o Please indicate the title on your business card
o Direct communication in business
o Courteous turns for feedback
NO:
o Dispute forehead
o Diverse tasks during one meeting
o Incompetence
o Unconfirmed improvisation

CHINA
o The size
o Competition
o Big potential
o CHINESE is the best
o Respect culture and traditions
o Key Opinion Leaders (KOL) influence
NEGOTIATIONS
o A clear hierarchy in decision-making
o Travel to China, it is almost impossible to work successfully
o The Chinese do not reduce their margin, but only the quality
o Decisions are not made during meetings. If you are not invited to dinners,
there will hardly be a contract

UK
o Recommendations
o Tolerance
o Courtesy and respect
NEGOTIATIONS
o Read between the lines
o That's a very interesting idea .. - a sign of disagreement
o Money is important, but do not show it
o Fix all arrangements in writing
o In no hurry to make a decision in the first round of negotiations
o High added value
o Brexit as an opportunity for Ukraine
o Geographical differences
o Innovations
o Everyone is responsible for their part of the work

POLAND
o Active development of the country
o Hub between Ukraine and Europe
o Work VS. personal life
NEGOTIATIONS
o At the first meeting details will often be discussed, technical
characteristics - can be immediately bargained.
o Bring samples with you.
o Gather information
o Negotiations are pragmatic
o With the Poles - clearly state the boundaries, otherwise a free
service can become endless

CASES – SOME PECULARIITES
oAgro ministry (Italy)
oSystembolaget (Sweden)
oPublic procurement
(Bulgaria)
100 shades of truth in KOREA and
quick profit
Closed economy of BRAZIL:
oOwn contract with the place of resolution
of disputes in Ukraine or Brazil
oAccompanying delivery on site

DAIMLER CHRYSLER MERGER FAILURE

BMW ROVER MERGER FAILURE
https://www.youtube.com/watch?v=YyS3Zn-Qg5w

AIRBUS 380
2 years
2 billion euro
https://www.ukessays.com/essays/cultural-studies/airbus-case-study.php

FREQUENT MISTAKES IN ENGLISH
TIME LIMIT
CLENCHED TEETH
SPEED

Let’s connect
FB: Viktoriya.Kravchenko.35
38093 168 5675
vk@ua2eu.eu
www.ua2eu.eu
www.doitcrossculture.com
www.crossculture-academy.com

Crosscultural communication for kyiv mohyla academy 2017 11 13

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Crosscultural communication for kyiv mohyla academy 2017 11 13