MGB225 Intercultural Communication & Negotiation Skills

Assessment I: Research Report European Negotiations Southern Candle's Tour De France

Executive Summary

1.0 Introduction
The prevalence of internationalisation and globalisation of businesses in the twenty-first century has reiterated the importance of effective cross-cultural communication to achieve any level of progress or success.
"Culture" is defined by Geert Hofstede, as "the collective programming of the mind distinguishing the members of one group or category of people from another".
This report will identify national cultural differences between the U.S. and France within the case study "European Negotiations - Southern Candle's Tour De France" . Hofstede's cross-cultural communication theoretical framework will then be primarily used to analyse the cause and effects of these issues.

2.0 Identification of Problems/Issues

3.1 Intercultural Issues
- Mr Durand expressed interest in learning more about the design process for making three-dimensional sculptured candles, however Mr Picard's practical decision to take a technical staff member to their meeting may have been inappropriate given Mr Durand's premier position within the company.
- The way in which Mrs Dubois accepted Mr Durand's compliment of her French language skills may have been perceived as immodest. In French society, compliments are generally downplayed by the recipient as a sign of humility. Also, to a native French speaker, her exposure to the language over five years could be considered as nominal.
- Mr Picard's surprise at their two hour long lunch suggests that he was very much uninformed of French custom and thus unprepared with appropriate topics of conversation to reflect his appreciation of the French culture.
- Mr Picard shed his business jacket when they