As a corporate director of global marketing, a former Coke executive (in 190 countries around the world) and an instructor of Global Marketing at UCLAx: I could not be more cross-culturally inclined. So, with all the authority that I can muster, I tell you this.
There is zero communication between people of different countries or cultures.
To succeed, you need to believe that you’re not just speaking a different language from the other person; you’re discussing ideas that you don’t share with anyone from another country or culture. Naturally, culture means you don’t have to leave your office or use Skype to see these differences.
What differs between cultures? The meaning of everything.
“Funds are being wired to you today.” That has no meaning whatsoever.
Neither do documents they sign. Leases. Contracts. Approvals.
Nor conventional business practices like paying employees. Paying rent. Paying any bill. Bank accounts having money in them. Reimbursing expenses. Having reasonable inventory on hand. Gluten-free, fragrance free and sulfate-free.
None of those concepts are universal.
In fact, the violation of what may seem like really basic business 101 procedures, or illegal business practices and ethics to you? Not even close to what the other party believes the definitions or boundaries are.
Hence, among the questions I ask most in global business right now is this.
How MANY is amazing? This in response to:
“We had an amazing response at the trade show.”
“We have an amazing number of products in our line.”
“The media coverage was amazing.”
Once again, I ask. How many is amazing?
Because, as a classically trained and practicing marketer: I have metrics on my mind. Simple ones like: we need a specific number of qualified prospects to sign up as actual customers, to generate measurable income to sustain or grow a business.
Of course, growth is anther concept that is not universal.
For me, growth means more revenue and profit. Increasing the product line, when you see evidence of sales from other products. Expanding to other countries as your current markets generate the income to do so.
Silly me.
Metrics don’t matter if the other side just lashes out at vendors expecting payment. They aren’t sorry about it. They get justifiably upset with an unpaid vendor who refuses to send more products? Who would have thought? They expect you to persuade the vendor, landlord, or clients that nothing is actually worth a million dollars? It seems this happens in other places, but not on the Earth I know.
So fair warning. Do not believe anything from anyone. Do not think you heard what you heard, even though you recorded the conversation (with everyone’s permission). Listening to that audio over and over to see what went wrong? It will only drive you insane.
In order to have any communication, you have to believe you have nothing in common: not language, not meaning, and not intention. It’s exactly as Jim Camp says in his book about successful negotiations among any two parties, Start with NO!
As the distance between us all grows smaller, because WhatsApp, Skype, Facetime, and jet airplanes make the world seem like we are all in this together: you realize one thing.
How far from each other we truly are.