Multiculture and successful exporting

Asma Abdullah

Dr Asma Abdullah recently retired from ExxonMobil after spending more than 22 years in its human resources development.

Karen Huchendorf

Karen is the managing director of Global Interface, a cross-cultural training and development consulting firm she established in 1990 in Sydney.

Culture Matters:

‘We’ Culture vs ‘I’ Culture

Malaysia is a ‘we’ culture and as such encourages individuals to work for consensus in the interests of the group.  Australia is an ‘I’ culture, which encourages individual freedom and responsibility.

‘WE’ CULTURES

Japan, UAE, India, Brazil, Chile, Malaysia

‘I’ CULTURES

New Zealand, UK, Australia, US, Russia

Tips for Dealing with ‘We’ Cultures for People from ‘I’ Cultures

· Show patience for the time taken to consult.

· Build consensus to move decisions forward.

· Expect tough negotiations–you must somehow persuade them to cede to the points which the multiple interests in your company demand.

· Appreciate that the negotiator can only agree tentatively and may withdraw an undertaking after consulting with superiors.

· Give attention to esprit de corps, morale, and harmony.

· Don’t assume lack of assertiveness means low commitment or motivation.

· Focus on group goals and rewards.

· Conducting business when surrounded by helpers means that this person has high status in his or her company.

· Aim to build lasting relationships.

* Based on the research of Trompenaars and Hampden-Turner as published in Riding the Waves of Culture:  Understanding Cultural Diversity in Business (Nicholas Brealey Publishing Limited, 1997).