言葉はコミュニケーションにおける重要な要素ですが、唯一の要素ではありません。
たとえば、優れたプレゼンテーションでも、プレゼンテーターがカジュアルな服装をしていたり妙にフレンドリーすぎたりすると、ちょっと一歩引いてしまう、という方もいらっしゃるのではないでしょうか？
また、一対一で話すときに、相手とどのくらいの距離を空けたらよいのか、視線はどの程度合わせるべきなのか、迷うことはありませんか？
多国間のビジネスでは、実は、言葉の壁以上に、文化の壁が大きく立ちはだかります。
文化の違いの方が、自覚しづらく、分かりづらく、誤解を生みやすいためです。
だからこそ、言葉への配慮に加えて、文化によって異なる“常識”に注意することが、ビジネス成功の鍵となります。
今日は、ベルリッツのBBCS（実践的ビジネストレーニング）の講師が、交渉や商談などのビジネスコミュニケーションで特に注意すべきポイントを6つご紹介します。
英文ですが、立ち止まってしまいそうな英単語については下の方で意味をご紹介します。
ビジネスの成功に向けてご一読、ご活用ください！
Although words are an essential element of communication, they are not the only means by which we express ourselves. Culture immensely influences how people think, communicate, and behave. It also affects the kinds of dealings they make and the way they negotiate them. When negotiating in an international business environment, where language barriers often arise, we tend to rely more than usual on other elements of communication, such as facial expressions and physical gestures. As a result of cultural differences, however, this “non-verbal” communication can easily be misinterpreted.
In particular, negotiators need to make themselves aware of cultural differences in body language which have the potential to be ambiguous, confusing or even cause offense. Some of those cultural differences in non-verbal communication include:
In many countries, physical contact between business partners may be quite natural and acceptable, helping them to build a relationship and work together more effectively. For example, South Americans, French and Italians are more likely to make physical contact with one another (e.g. by placing a hand on a shoulder). In other countries, such as Japan, however, the same contact may make people feel awkward or uncomfortable.
Although it will often be seen as good manners and a sign of honesty to establish direct and consistent eye contact with a negotiating counterpart, it may be considered aggressive, intimidating, or even disrespectful, in other cultural contexts.
Negotiators from some countries stand physically close to their counterpart because they find it easier to build rapport. Others may be uncomfortable with this style of communication and see it as a high pressure tactic.
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Acceptable standards of dress may differ depending on factors such as country, industry, company and location. For example, some counterparts may feel that you are not taking the proceedings seriously unless you are wearing a shirt, jacket and tie.
In some cultural contexts, it may be considered inappropriately informal to use first names. For many non-Japanese it can seem stiff to call people by their last names. However, for many Japanese, being called by a first name is what feels uncomfortable and overly familiar. On the other hand, some Japanese who have more international experience may embrace the use of first names.
Some negotiators see time as fluid. They may take a very flexible approach to the timing of the negotiations and have no clear timetable for reaching agreement. Other negotiators may prefer a more fixed, agenda-driven process.
What lessons have you learned from negotiating with people from other cultures?
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特に注意すべき
の6つの要素について、思い当たることはありましたか？
新たな気づきがあった、という方は、ぜひ今後のコミュニケーションに、その気づきを活かしてくださいね！
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ベルリッツでは、より深く文化の違いを客観的に捉え、その文化が生まれた背景に踏み込みつつ、それを踏まえて具体的にどう一人ひとりが行動すべきか、どうコミュニケーションをとるべきかを実践的に学べる「異文化理解・対応力研修」を提供しています。
自社、自部門、自グループで取り入れたい！と思われましたら、ぜひお気軽にお問い合わせください！
★ ★ ★
awkward 気まずい 落ち着かない
intimidating 威圧的な
disrespectful 失礼な
rapport ラポール 親密な関係
proceedings 手続き 進行
stiff 堅苦しい
embrace 進んで受け容れる
fluid 流動的なもの
agenda-driven 議題ありきの 議題に沿った
lessons 教訓
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一部のプログラムは、無料オンライン体験または受講相談のみとなる場合がございます。
