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Characteristics of relationship-focused cultures
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Reluctant to do business with strangers.
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Make initial contact indirectly.
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Meetings take plenty of time to build trust before getting
down to business.
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Maintenance of harmony important, do not like conflict and
confrontation.
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Prefer indirect, high context communication.
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Rely on close relationships rather than contracts to
resolve disagreements.
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Characteristics of deal-focused cultures
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Open to do business with strangers
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Contact potential customers or business partners directly.
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Get down to business at meetings after a few minutes of
general conversation.
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Clarity of understanding important when communicating.
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Expect direct, frank, low-context communication.
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Rely on written agreements rather than personal
relationships.
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Characteristics of formal hierarchical cultures
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Formality shows respect.
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Status differences valued.
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Expect to be called by family name rather than given name.
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Characteristics of informal cultures
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Informal behavior not regarded as disrespectful.
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Uncomfortable with status differences.
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Expected to be called by given name.
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Characteristics of polychronic cultures
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People and Relationships are more important.
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Schedules and deadlines are flexible
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Meeting are usually interrupted.
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Characteristics of monochronic cultures
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Punctuality and schedules are very important.
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Schedules and deadlines are very rigid.
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Meetings are rarely interrupted.
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Characteristics of reserved cultures
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Tend to speak more softly, interrupt less, and more
comfortable with silence.
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Expect conversations to be arm’s lengths away with
little physical contact.
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Avoid intense eye contact.
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Expect very few gestures or facial expressions.
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Characteristics of expressive cultures
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Tend to speak quite loudly, engage conversation, and
uncomfortable with silence.
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Expect conversations to be a half of an arm’s length
away or less.
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Direct intense eye contact.
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Expect facial expressions and gestures.
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