The Importance of Culture when Managing Cross Border Projects Mark Hehl & Associates Southbury, CT USA 203 982 6231 www. hehlassociates. com (c) 2010, Mark Hehl, all rights reserved
Agenda n n n Globalization and the Changing Role of the Project Manager The Importance of Cultural Understanding Highlights of Various World Cultures • • n Asia North America Europe Latin America Applying Cultural Savvy • Project Success (c) 2010, Mark Hehl, all rights reserved
Globalization n Cross Border Projects Increasing • New players • New cultures • New regulations • More complicated = Greater Challenge (c) 2010, Mark Hehl, all rights reserved
Cultural Sensitivity n n Critical to Success My Exposure • Growing up • Adulthood • Professional Success Timex n China n (c) 2010, Mark Hehl, all rights reserved
Lack of Cultural Awareness = Paying a Higher Price n n n Asian customer – Chinese Supplier No understanding or engagement of Chinese culture World recession – late 2008 Material prices dropped significantly Refusal to lower kit price Reason – Cultural Difficulties (c) 2010, Mark Hehl, all rights reserved
Cultural Savvy n n n Aids Communication Establishes Immediate Rapport Enhances Team Motivation / Buy-in Builds Positive Relationships Enables Cooperation Postures the PM for Success (c) 2010, Mark Hehl, all rights reserved
Testimonial “I would definitely recommend Mark for future projects. At the beginning of this project, I thought that his work plan was impossible within our required timeframe. However, he proved me wrong. He has phenomenal cross cultural skills and patience in developing the relationships which are required to get people to go the extra mile and exceed expectations. ” (c) 2010, Mark Hehl, all rights reserved
Culture “It is not right or wrong, good or bad, it is just different” Mark Hehl - March, 1996 (c) 2010, Mark Hehl, all rights reserved
Overview of Major World Cultures n n n North America China India The Philippines Latin America Europe • North • South (c) 2010, Mark Hehl, all rights reserved
North American n Legal • The contract governs; not what is said / promised n n Poor at negotiation Direct (c) 2010, Mark Hehl, all rights reserved
North American n Not warm and friendly at the beginning Will not joke at the beginning Asks direct questions (c) 2010, Mark Hehl, all rights reserved
North American n Assertive and forceful Prompt and responsive “Time is Money” • They really believe this! • Advantage n n One language Straightforward Assertive Challenges authority (c) 2010, Mark Hehl, all rights reserved
China n n n Dignity • Face • “Mianzi” Mutual respect Respect for authority • Obedience Humility Courtesy (c) 2010, Mark Hehl, all rights reserved
China n n n Considerate Polite Well-mannered Modesty Do not show emotion Will not use “No” (c) 2010, Mark Hehl, all rights reserved
China n Develop relationships first • “Guanzhi” n n Enquire about family and personal life • Expect personal questions Invest in relationships • It will pay dividends (c) 2010, Mark Hehl, all rights reserved
India n n n Caste System Be on time Slow decisions Family orientation The boss is right Relationship value (c) 2010, Mark Hehl, all rights reserved
India n Women • Shaking Hands? ? ? n n Head Shaking Develop Trust Accept refreshments Double Standard? ? ? (c) 2010, Mark Hehl, all rights reserved
The Philippines n n Warm Friendly Laid back Positive outlook • Good during a crisis n n n Eager to please foreigners Non Aggressive Eager to learn (c) 2010, Mark Hehl, all rights reserved
Latin America n Regionally Diverse • Not all the same! n n Warm/Friendly Tactile • “Abrazo” n Time Attitude (c) 2010, Mark Hehl, all rights reserved
Latin America n Formality • Señor n n n Meet with Decision Maker Relationship Orientation Social Conversation First • Family (c) 2010, Mark Hehl, all rights reserved
Northern Europe Similar to North America n Be on time n Conservative dress n Language sensitive n Move to business fast n (c) 2010, Mark Hehl, all rights reserved
Southern Europe n n n Relationship Focus Laid Back Tactile Moves to Business Slower Dress • Italy • Shoe color (c) 2010, Mark Hehl, all rights reserved
Applying Cultural Savvy n n Avoid Stereotyping Be Genuinely Interested • Culture • History • Enjoy the Experience n Stop, Look & Listen (c) 2010, Mark Hehl, all rights reserved
Applying Cultural Savvy n Research & Learn • Culture • History • Language Basics n n n Ask Questions Communicate their way Show Respect (c) 2010, Mark Hehl, all rights reserved
Best Investment Cross Cultural Training Project Manager All Team Members Both Directions A Critical Investment! (c) 2010, Mark Hehl, all rights reserved
Questions Thank you for allowing me to be of service! Mark Hehl & Associates Southbury, CT USA 203 982 6231 ww. hehlassociates. com (c) 2010, Mark Hehl, all rights reserved
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