Communications

Of all the cultural elements that an international traveller must study, the language of the host country is among the most difficult to manage. Although it is beneficial for individuals to know the language, one also needs the competency to recognize idiomatic interpretations, which are quite different from those found in the English dictionary. All cultures have verbal and nonverbal communication systems, and each country's vocabulary reflects its primary value and composition. Words spoken by an American may not have the same meaning when translated into another language. When visiting a country in which English is not spoken, executives often use an interpreter to translate for them. Yet numerous gestures, facial expressions, and motions send different signals, and an interpreter might not be capable of articulating the full intention of the message. For example, Americans are often direct in their conversations, expecting the truth with no hint of deception. At the same time, Americans also tend to be uncomfortable with silent moments. People in some other countries, though, may prefer not to be direct and may shift their eyes away from the American. To them this is a sign of respect. To the American, however, it may be seen as a gesture suggesting withholding of information. And in some cultures silence is appreciated, giving discussants or negotiators time to think and evaluate the situation.
One of the most damaging demands that can be made of an Asian is "Give me a yes or no answer." Although an American would view this as a mild form of confrontation and would expect to get a "yes" or "no" response, Asians rarely say no. This is because of their reluctance to displease another with a negative answer and also to save them the embarrassmentof having to admit an inability. There is no word for "no" in Thailand. Similarly, the French often say "no" when they may actually mean "maybe." In some countries, if a question is asked, the visitor may be told whatever the native thinks the visitor wants to hear. If you ask for directions in Mexico, Lebanon, or Japan, and the natives don't really know the answer, they may still give you one simply to make you happy. In countries such as Paraguay or Pakistan, if directions are requested, regardless of the distance, the answer is likely to be "not far." In America, a person who is reluctant to maintain eye contact is called shifty-eyed and arouses suspicion. But in some countries an attempt to maintain eye contact may be perceived as a sign of aggression. Accordingly, in Japan, South Korea, Taiwan, and other Asian countries, maintaining eye contact is not an acceptable behavior. On the other hand, in Saudi Arabia, eye contact and gestures of openness are important and could facilitate communications. Most people who transact business abroad may not be proficientin the spoken language of the hostcountry. However, nonverbal communications, such as signs, gestures, and body cues, can be learned in a short period. The value of knowing what to do and what to avoid should not be underestimated, so that one will not transmit unintended messages. According to several business executives interviewed, these issues are of much greater importance to closing the deal than actually knowing how to speak the native language. In the same respect, such regions as the Middle East may prefer that visiting business people not attempt to use the native language, unless they have a high degree of proficiency. According to one source, it is quite common for Arab businessmen to speak English, because their formal education is likely to have come from Western universities. However, it is also recommended that if a company is intending to do a significant degree of business in the Middle East, its employees should be trained in Arabic. Dialects and accents aside, its written form dominates the region.