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The Culture Map Chapter 3

This document discusses different cultural styles of persuasion and reasoning. It outlines that some cultures prefer principles-first or deductive reasoning, wanting to understand the underlying reasons or principles, while others prefer applications-first or inductive reasoning, wanting to see practical examples and derive conclusions from real-world patterns. It provides the example that the US takes more of an applications-first approach, while some Asian cultures emphasize holistic and interconnected thinking. The document provides strategies for effectively persuading across cultures based on understanding these differing reasoning preferences.

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1K views11 pages

The Culture Map Chapter 3

This document discusses different cultural styles of persuasion and reasoning. It outlines that some cultures prefer principles-first or deductive reasoning, wanting to understand the underlying reasons or principles, while others prefer applications-first or inductive reasoning, wanting to see practical examples and derive conclusions from real-world patterns. It provides the example that the US takes more of an applications-first approach, while some Asian cultures emphasize holistic and interconnected thinking. The document provides strategies for effectively persuading across cultures based on understanding these differing reasoning preferences.

Uploaded by

Amy
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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The Culture Map

Chapter 3: Why Versus How


Discussion Facilitated by Amy Waugh and Austin Burns
The Art of Persuasion in a Multicultural World

● One of the most crucial business skills


● Profoundly culture-based
● Dependent on how we build our arguments and techniques used
● Differences in persuasion styles can cause opposing reactions
with the wrong audience
Two Styles of Reasoning:
Principles-First Versus Applications-First

Principles-First Reasoning (also called deductive reasoning)


● Derives conclusions or facts from general principles or concepts
● People from principles-first cultures want to know why
Two Styles of Reasoning:
Principles-First Versus Applications-First

Applications-First (also called inductive reasoning)


● Derives conclusions from patterns of factual observations of the
real world
● People from applications-first cultures want to know how
Country Positions on the Persuading Scale

● Where a country is on the scale matters less than where culture


falls relative to another
● See figure 3.1 Persuading on p. 96
When Philosophy Meets Business

● Cultures have different ways of learning based on the


philosophers that influenced them
● Applications-first and principles-first reasoning can be seen in a
cultures legal system
● The way cultures analyze the world is dependent on their
philosophical roots
Strategies for Persuading Across Cultures

● Effective Leadership often relies on the ability to persuade others


to change their systems, adopt new methods of working, or
adjust to new trends in markets, technologies or business models.
● Application first thinkers prefer practical examples and will
extract learning from these examples.
● Principals first thinkers prefer to understand the basis of the
framework before moving on to the application.
Holistic Thinking: The Asian Approach to Persuasion

● Focusing more on the background as well as the links between


the background and the central figure.
● Interdependence and interconnectedness, as well as working
harmoniously.
● Thinking from macro to micro.
● Taking time to think about the implications of your actions.
Increasing Your Effectiveness

● Specific Culture: Detailed list of the task at hand, clear deadline,


what you need from each person, and segmented information.
● Holistic Culture: Explain the big picture and show how the pieces
all fit together. Explain everyone’s role and how it all fits
together.
Avoiding the Pitfalls, Reaping the Benefits

● Having as few people in a group work across cultures as possible.


● Think about larger objects before you mix cultures up.
○ Goal is innovation: more cross cultural communication the
better.
○ Goal is speed and efficiency: monocultural is probably better.
Discussion Questions

● Can you give an example of how your education experience has shaped
your style of reasoning?
● Were you surprised to learn that the US was an applications-first
country? Why or Why not?
● Can you give an example of how you’ve used or encountered the Asian
holistic approach to reasoning?
● If you were to participate in the picture exercise from this chapter, which
shot would you choose and why?

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