The Rice Field Analogy: Negotiation Tactics Across Cultures

Cultures have codes.

The past few weeks, we’ve discussed how to tap into these codes by using analogies constructively.

So can they be used to tap into negotiating with other cultures.

Innate Analogous Terms in Negotiation

Negotiation is a game.

In each culture, this game has different rules.

Strategy in negotiation requires understanding the game you’re playing.

Language used in negotiation is, of itself, analogous.

Negotiation is sometimes likened to going to war. Rules are minimal. Often, sports jargon is used, such as “fair play,” which is:

“in sport, the fact of playing according to the rules and not having an unfair advantage.”

Negotiations are something to be “won.”

These analogous terms used in negotiations naturally extend to cultures.

Framing a foreign culture’s negotiation tactics in the form of an analogy will help drive the correct strategy to “win.”

Cultural Analogies in Negotiation

In negotiation, Russians are “playing poker”; Germans are “playing chess.”

These are pretty straight forward analogies, easily understood by Westerners.

But what about the Chinese?

Chinese negotiations can be an enigma to foreigners.

You might feel mutual confidence, trust, and cooperation one day and, the very next, feel tricked into accepting something you hadn’t discussed.

The “pattern” is not like poker; it’s not like chess.

It’s variable and inconsistent.

To understand this seemingly random give-and-take, a friend provided me a succinct analogy: Chinese negotiations are like working in a rice field.

Rice is, without a doubt, an important part of Chinese culture.

It provides the people sustenance every single day from childhood to old age.

Cultivating this crop necessitates much more cooperation within a village than do crops in Europe or the U.S.

The rice field terraces in the countryside are flooded with a common irrigation system. The water irrigates one field to the next, and this requires that the entire village collectively working together.

Focusing on your land, alone, won’t work.

Instead, you must both hold your own and cooperate with others in equal parts.

This is what negotiating in China requires.

blog rice2

View it as working together on these rice terraces: you must hold your own while using the same irrigation system as that which feeds your business partner’s field. And your business partner is doing the same.

In order to be successful, you must support and cooperate with your business partner while playing defensively and cleverly, seeking your own advantage and ensuring that your partner doesn’t exploit his.

When negotiating with Chinese partners, you aren’t playing poker, neither are you playing chess.

You’re working in a rice field together, both supporting and competing.

Acceptance & Explaining Your Cultural Behavior & Beliefs

While adapting or adopting another culture’s behaviors or beliefs will help you integrate, you may instead choose to stop at acceptance through active tolerance.

When actively tolerating a foreign culture’s values or norms, you don’t necessarily have to take the next step.

However, remaining in acceptance means remaining a monkey in the foreign culture.

Although you don’t condemn their beliefs, you retain yours, which means you are different. And your odd behavior will be noted by locals.

Some might even view your conflicting behavior and values as offensive. Then again, you are entering their culture, so you cannot expect them to adapt to you.

But choosing not to adapt comes with a caveat: you must explain yourself.

Otherwise, a monkey moment might derail your success across cultures.

Monkey Moments in Language

A “monkey moment” is an encounter of cross-cultural misunderstanding.

When you choose to continue in your own cultural behavior while practicing active tolerance, explaining yourself to your cross-cultural counterparts is key to diplomacy and respect.

Don’t ignore the disconnect; explain why your behaviors or perspective differs from theirs. Building bridges of cross-cultural understanding allows you to be a monkey without all the negative connotations that come with it.

One specific example involves language: the formality of “you” in some cultural environments.

Consider the Swiss and the German, for example.

Germans are more formal than their Swiss neighbors, which means they use the formal, “sie,” for a longer period of time in workplace settings than the Swiss. Swiss move on to the informal, “du,” much sooner, even with their higher-ups.

For those who come from cultures without this distinction, using “sie” is like using someone’s last name, while using “du” is like being on a first-name basis.

When a German financial manager moved to Switzerland, he insisted on using the formal, “sie.” In doing so, he formed a cultural barrier between him and his team.

The more formal language made him appear less approachable and even arrogant.

Cut to a couple years later: the German manager wanted to enroll his executive team in a Swiss bike race as a team-building exercise.

Though the team excelled in the race, they weren’t remembered for their success: they were remembered for their use of the formal, “sie,” amongst themselves. Some viewed the strange usage as similar to a team captain insisting on being called “Mr. Johnston” by his teammates.

Not only did this tarnish the CEO’s rep; it tarnished the company’s image.

The Explanation

When the CEO finally understood his monkey moment after four years of working with his senior executive team, instead of simply switching to “du” unexpectedly, he explained his behavior to them and his rationale.

Describing how he’d grown up in a traditional German family, he explained that informal language always sounded inappropriate to him in a professional setting. He also expressed that it wasn’t that he wanted to be formal; rather, he wanted to communicate respect to his colleagues. However, being that Swiss culture didn’t view the informal “you” as disrespectful or inappropriate in a work environment, he proposed that from that point on, they would switch over.

Although in this situation, he chose to adapt to the culture’s approach to language, he would have avoided misunderstanding straight off had he explained himself from the beginning.

Still, in the end, his explanation made him a stronger leader and managed to bring his team together.

Sociolinguistics: How Do Languages Change Across Cultures?

Cross-cultural barriers.

That’s what you’re facing when ethnocentricity enters into international communication.

You’ll run into every communication barrier imaginable, some variables of which include:

  • Language, itself
  • Nonverbal communication norms
  • Authority ranks
  • Technological environment
  • Social environment
  • Natural environment

Understanding the cultures with which you are working and studying up on these variables will help you combat your own innate ethnocentricity, allowing cross-cultural communication to go infinitely more smoothly.

Let’s take a look at how these misunderstandings arise.

Linguistic Misunderstandings

It goes without saying that language is paramount to communication.

But when you work cross-culturally, you may not speak the same language, which means you and your counterpart will be relying on translators to assist communication.

Hiring a good translator can make or break communication, especially considering, even without a language barrier per se, linguistic understandings can still occur.

Take American versus British English, for instance.

Both cultures speak English, with minor differences in vocabulary, so you might assume communication would be cut and dry. But the culturally-grounded differences in vocabulary, phrasings, and accents have the potential to throw a wrench in communication.

Sociolinguistics

Enter, sociolinguistics.

Sociolinguistics creates rifts in cross-cultural communications via the social patterning that sometimes distinguishes class, inflates stereotypes, or highlights other national prejudices.

In fact, the differences between American and British English actually stem from class distinction, itself.

In the 16th and 17th centuries, the British exported the English language to America.

Those who settled in America pronounced the ‘r’ in words, something known as “rhotic speech.”

Meanwhile, in the UK, to distinguish themselves from the commoners, the upper classes began softening their ‘r’s. But the distinction didn’t last long as the masses naturally followed, thus creating a profound difference in pronunciation between British and American English.

The change in spelling and vocabulary was more intentional.

Without standardized spelling, dictionaries were necessary to preserve the pronunciation of words.

Those in the UK were created by scholars in London, while those in the US were compiled by lexicographer, Noah Webster.

According to some, in order to establish cultural independence from the motherland, Webster changed the way American words were spelled (no ‘u’ in colour, for instance), thus creating further differences in the English language across the two cultures.

Minor Details are of Major Importance

Minor details are crucial when it comes to business negotiations, therefore the fine print might be blurred by minor differences in language.

The more minor the detail, the more difficult it is to correct.

For instance, you can spot a major translation error from a mile away. Although correcting such errors may consume a lot of time, look unprofessional, and put stress on negotiations, at least they’re easy to catch.

However, accents, dialects, and cultural language choices can strain international negotiations between two cultures who are, more or less, linguistically on the same page.

We’ll talk more about this next week.

How Languages Signify the Importance of Family to Culture

When you want to know the importance of large families to a culture, take a look at the language.

As we discussed last week about two-generational and multi-generational families, the definition of what constitutes a family differs across cultures.

This week, we’ll talk about how language reflects this.

The Bloodline

Bloodlines are not of much importance to Western culture.

However, they are to others.

The Yanomami – an indigenous people who live in the Amazon rainforest – have four different words for cousin, all dependent on the specific relationship.

  • Amiwa – daughter of a maternal aunt or paternal uncle
  • Eiwa – son of a maternal aunt or paternal uncle
  • Suwabiya – daughter of a maternal uncle or a paternal aunt
  • Soriwa – son of a maternal uncle or a paternal aunt

Each cousin has a distinctive name, because the bloodline is so important to the Yanomami.

Turkey, as well, has familial vocabulary that distinguishes between bloodlines.

Your father’s brother and sister would be called “amca” and “hala,” respectively, while your mother’s brother and sister would be called “dayı” and “teyze.” Both mean “aunt” and “uncle,” but the terms are distinct to differentiate between bloodlines.

Moreover, the Turkish language also designates between younger and older siblings, in this way signifying the respect shown to elders in their culture.

Younger siblings call their elder siblings not by their names, but by either “abla” or “abi,” for an elder sister or brother, respectively. You can even address elder people in informal settings as such.

The Bloodline Loses Importance

The funny thing is Old English once differentiated specific relatives in a similar fashion; the language for such familial relations has simply gone by the wayside, since such distinctions are no longer important to many English-speaking cultures.

For instance, in Old English, a father’s brother was called fœdra, while a mother’s brother was called eam, a word that survived the 19th century through other dialects in the word “eme,” which generally means “friend” or “uncle.”

So, while someone from an English-speaking culture might find all of this specificity about the bloodline to be overkill, know that in generations past, your own culture did the same. As cultures evolve, and values change, so do norms.

This is one of them.

Love, Honor, and Smell: How Scent is Viewed in Other Cultures

When you think of the five senses, how would you rank them, superior to inferior?

You might instinctively say that sight is the superior sense. Next, you’d probably go with hearing or touch, followed by taste or smell.

This ranking makes objective sense to you somehow, but it’s likely that social and cultural prejudice of certain senses comes into play.

Language & the Lower Order

Last week we talked about how scientists once perceived smell as of a “lower order” than all other senses. This was because, at the time, rationality was in vogue, and scent was linked with emotion.

This scientific attitude toward our senses led to less research into scent. Even our language followed suit.

Think about it.

  • When someone is impressive, we might call them a visionary.
  • When someone is athletic, we might call them dexterous.
  • When someone is a curator, we might say they have good taste.
  • When someone is musically talented, you might say they have a good ear.

But you never compliment someone’s nose or smelling abilities, and the terms for nose in our vocabulary are often derogatory (schnoz, snout, snooty, snotty, etc.).

There is no positive equivalency for the sense of smell as there are for our other four senses.

Cross-Cultural Views on Scent

The thing is, other world cultures do appreciate the power of scent. Some even hold it in the highest regard, above all others.

One example is the Onge of the Andaman Islands. This tribe defines everything primarily by smell.

For instance, seasons are named after a particular scent, largely depending on what types of flowers or fruits blossom. Their calendar is literally run by the nose.

They also personally identify according to scent. If talking about oneself, one touches the tip of his nose, which means “me” or “my odor.”

The scent-centered culture appears expresses their focus on the nose in their language.

Consider the Onge greeting:

“Konyune onorange-tanka?”

This is the English equivalent of “How are you?” But it literally means, “How is your nose?”

Greeting & Scent

The Onge are not the only ones to hold scent in such esteem.

In Algeria, the nose – called “nif” – is synonymous with honor.

In India, greeting someone by smelling them on the head is equivalent to a hug or a kiss in the West.

Moreover, one ancient text in India reads:

“I will smell thee on the head, that is the greatest sign of tender love.”

So, it appears that, in some cultures, the link between scent and emotion makes the sense of smell even more powerful than all others.

Next week, we’ll continue this talk about culture and scent preferences.

Visual Framework: How Culture Fashions Our Worldview

Do you see the world around you the way a Spanish person sees it? A Russian? A Korean?

Do you see it the way a Koyukon sees it?

Last week, we talked about optical illusions and how different cultures view three-dimensional objects on paper.

This week, we’ll continue our discussion about how our visual world fits into the framework presented by our culture.

Reality + Interpretation = Visual Framework

Our visual framework is defined by two equal parts:

  • Reality
  • Our Interpretation of Reality

And our interpretation of reality is largely defined by our culture…which means that visual frameworks vary as greatly as cultures do.

As we saw with the 10 Cultural Universals, everything from transportation to our homes, the geographical landscape of our region to our art, illustrates just how starkly our cultures differ.

These differences also show how each culture interprets the world around them, and how their worldview is fashioned by their experiences, values, and norms.

Our visual framework and what we place importance on, culturally, is often exhibited through language

One example comes in the simplest form: snow.

Western Snowflakes

How do Westerners view snow?

Many view it in one form: just, you know, that white powdery stuff…snow.

Westerners who are avid skiers might describe different variations of snow.

Hard.

Fresh.

Packed.

Powder.

But beyond a handful of adjectives, Westerners view snow pretty narrowly.

The Koyukon, on the other hand…

Koyukon Snowflakes

This indigenous group from northern Alaska lives along the Yukon and Koyukuk rivers.

Being that they literally live in snow for a good part of the year, their visual framework of the crystals is much more complex. We’re talking sixteen variations-complex.

Here are the Koyukon language‘s sixteen terms for snow, for which each has a distinct separate word (similarly to the Russians regarding dark and light blue):

  • snow
  • deep snow
  • blowing snow
  • falling snow
  • hard drifted snow
  • heavy drifting snow
  • earliest crusted snow in spring
  • snow on the ground
  • granular snow beneath the surface
  • snow thawed previously and then frozen
  • snow caught on tree branches
  • thinly crusted snow
  • snow cornice on a mountain
  • snow drifted over a steep bank, making it steeper
  • fluffy or powder snow
  • slushy snow on the ground

Just Imagine…

Now, just imagine it: you’re Koyukon. You look around your winter wonderland, and you see all these distinct variations of frozen water.

Put yourself in their moccasins and view the snowcapped world with this visual framework.

Wouldn’t the differentiation make snow in all its unique forms so much more important to you than the simple view taken by Westerners?

Seeing the world in another’s visual framework helps in understanding and empathizing with another’s culture.

Next week, we’ll talk about how ignoring this framework can result in some pretty major cross-cultural misinterpretations.

Coloring the World: The Evolution of Color Perception

What colors do you see here?

blog56

What about here?

blog56-1

Here?

blog56-2

Here?

blog56-3

It might surprise you to know that in Homer’s famed works, The Iliad and The Odyssey, he described the sea as wine-dark.

He described sheep’s wool as violet.

And the color of honey? Green.

All of this seems to imply that either the world’s color palette has changed…or, more likely, the human perception of color has.

Old Testament Eyesight

We assume that our world has and will always appear visually the same to everyone. In fact, that is not the case at all.

Guy Deutscher explains in his book, Looking Through the Language Glass, why the world looks different in other languages. 

Deutscher highlights philologist Lazarus Geiger’s 1867 discovery of strange color descriptions in old text.

Along with Homer’s descriptions, listed above, the Old Testament also describes faces that turn green with panic, red horses, and dove feathers in green gold.

These color descriptors are unusual today, and that may not be due to artistic license; rather, the evolution of eyesight may be at play here.

Evolution of Eyesight

Color perception and evolution walk hand-in-hand, according to one of the first research theories into what links the two.

As color perception became more important in developed civilizations (like the ancient Greeks), the human eye’s color sensitivity enhanced across generations.

Take blue, for example.

blog56-4

The color blue was absent in early text (see the wine-colored sea above). Yet, the color red was everywhere, as distinguishing red was paramount to survival.

blog56-5

Why?

Red=blood = danger.

Red appears in most old languages and has long appeared in garment dyes. Blue, on the other hand, has always been rare in nature and difficult to manufacture, thus our unnecessary sensitivity to it and its description.

Absence of Color

“The more delicate cones of the retina, which impart the higher color-sense, have probably developed gradually only during the last millennia.”

– biologist Ernst Haeckel, 1878

Darwin’s co-discoverer of natural selection, Alfred Russel Wallace, agreed with Haeckel. He said in 1877 that our “perception and appreciation of color” was a recent acquisition.

When researching language of color in traditional cultures – like that of the Klamath Indians in Oregon and the Nubians in Africa – scientists found similar color descriptors used as in old scriptural languages.

At the time, many in the scientific community assumed this similarity in language between old scriptural color descriptions and those used by what they called “primitive societies” was due to the assumed physical and intellectual inferiority of these groups (a popular belief at the time).

But they would soon discover they were very wrong to assume. Tune in next week to find out why.

10 Cultural Universals Wrap-Up

Over these past few months, we’ve talked about the 10 Cultural Universals.

These are the ten themes that every culture has in common.

Let’s run through these themes one more time and sum up what we’ve covered.

Geography

From the geography of the Inca culture and how it impacts all other aspects of life in the Andean Mountains.

Language

To the way words and language can color our world – like it does for Russian culture in shades of blue.

Family

From the varied family structures in collectivist and individualist cultures.

Food, Clothing, Transport, Shelter

To the dignity of food with Anthony Bourdain.

From fashion, its trends, and social movements that advance culture.

To how transportation can shape a city and its embrace of greener alternatives.

From how shelters tell stories of culture to the stories told by the nomadic homes of Mongolian yurts.

Values, Beliefs, Rituals

From how we become who we are through the values we consume.

To how cultural beliefs can impact everything from gender roles to healthcare to education.

From how rituals can make death a celebration.

Economics

To how cultural values can influence economic output and shape government for better or worse.

Education

From how educators serve as the front-line in disseminating our culture’s values to our children.

Politics

To how “collapsing events” in politics can inform those very values and provide context to the evolution of our culture.

Technology

From how social media movements are being used as a vehicle of change across the world.

Cultural Expression

To how art, literature, dance, music, sport, and other forms of creative expression have always been used as vehicles of sharing and understanding both the familiar and the foreign.

What’s So Beautiful About These Universals?

The fact that each and every culture around the world has these themes in common.

Regional surroundings help define culture, language and cultural expression communicate to others who we are, politics provide culture structure.

Although from East to West, individuals, societies, governments, and their values are different – very different – we all share these ten aspects of culture in common.

And sharing commonalities is as beautiful a thing as appreciating our differences.

Next week, we’ll talk about the dangers of assuming sameness. Stay tuned.

10 Cultural Universals: The Link Between Language & Culture

Last week, in our ten-part series on the 10 Cultural Universals, we talked about how geography can influence culture. This week, we’ll take a look at the link between language and culture.

Does our language influence the way we see the world? Or does the way we see the world shape our language?

Research suggests that it’s a little bit of both. Here are just a few examples of how culture and language are bound.

Colors

A study done by Lera Boroditsky, Stanford University professor of psychology and Frontiers in Cultural Psychology editor in chief, highlights how the Russian language distinguishes between light blue and dark blue tones.

And, interestingly, corresponding tests showed that Russians are, in fact, able to distinguish between shades of blue better than non-Russian speakers.

Is this because the language calls them to distinguish between dark and light, or does the language reflect the way the Russian people view color?

Time

In the 1940s, linguist Benjamin Lee Whorf studied a culture’s concept of time based on language. He found that English-speakers objectify time by placing it in countable chunks – minutes, hours, days, weeks, months, etc.

By conceptualizing time in this way, English-speakers view it as something that can be lost, wasted, or saved.

Those cultures that look at time as a continuous cycle do not speak of it in such terms. The Hopi language – a Native American language spoken in Arizona – is one such culture.

Other ways in which time is viewed differently across cultures: the Aymara language in South America flips time on its axis, considering the past to be in front of them and the future behind. Mandarin, too, considers the past to be above and the future below.

Do these linguistic concepts of time influence the way we live our lives?

Cause & Effect

Stanford’s Caitlin Fausey studied how language can influence eyewitness memory of cause and effect.

Spanish speakers often use passive voice when speaking about an accident that occurred. For instance, if Sam broke a dish, they would be more likely to say “the dish broke” or “the dish was broken,” leaving Sam out of the action, altogether.

English speakers, on the other hand, are more likely to use the active voice, saying, “Sam broke the dish.”

This has been shown to shape how a person from either culture recalls events. English speakers are more likely to recall who broke the dish, while Spanish speakers recall only that it was broken.

This linguistic trait is only in the case of accidental events, not intentional ones, so a Spanish person is just as likely to recall who broke the dish if it was intentional as their English counterparts.

These are just a few of the ways that language shapes culture and/or culture shapes language. And they highlight the importance of studying the language of any culture into which you wish to integrate.

The 10 Cultural Universals

The word, “culture,” covers a broad spectrum. Sometimes it’s easier to understand what falls under the umbrella of culture by drawing more definitive lines.

When you talk about culture, what topics can you expect to discuss?

These 10 cultural universals are a start.

10 Cultural Universals

  1. Geography – Location, location, location. Location defines so many aspects of a culture – from the clothing worn to the food prepared and eaten – that it would be remiss not to consider geography when discussing culture. The landscape of the region, the natural resources it offers, and of course the rich history generated from the region all impacts a culture’s evolution.
  2. Language – Language is significantly important to culture and can afford those studying any social group some insight into what’s important to them (think: polite language, masculine/feminine use, slang, etc.). When discussing language, you should also consider the group’s written language, body language, sign language, and numbers systems.
  3. Family – Family dynamics are a key part of cultural studies, from the roles of each family member, child to grandparent, to the rites of passage that members undergo. Labor division across genders is also part of this cultural universal.
  4. FCTS (food, clothing, transport, shelter) – The basics of survival form the skeletal structure of culture. Think architectural styles, building materials, modes of transport, traditional and everyday cuisine and clothing, etc.
  5. VBR (values, beliefs, rituals) – We’ve talked extensively about values in this blog. That’s because they are the roots of every cultural baobab. This category also includes the rituals, beliefs, and religious practices of a culture, such as myths and legends, ceremonial rituals and holidays, and stances on contemporary science versus traditional beliefs.
  6. Economics – Jobs, the market, finance, goods and services, production, consumption, and distribution are paramount to societal development and quality of life, making a group’s economy a cultural universal.
  7. Education – This category includes not only formal education, but societal education – i.e. passing cultural values, survival skills, and various types of training onto youth.
  8. Politics – The type of government and the organization of a society, from rule of law to the enforcement of these laws, form the group’s hierarchies, structures, and most important institutions. The politics of a nation can also determine whether that nation is prone to war or peace.
  9. Technology – Technology available to a culture – tools, weapons, digital technology, etc. – contributes to all aspects of everyday life, as well as to the bigger picture, the way the culture operates.
  10. Cultural Expression – This is often the category that first springs to mind when the word, “culture,” is used. That’s because art, music, literature, sport, and every other form of cultural expression is the most bright and vivid rendering of the culture’s essence, its spirit. Creative expression brings culture to life.

Now that you know what constitutes “culture,” we’ll put each of these universals under the microscope in the coming weeks.