Intercultural Memorandum - Essay Example

Our company is about to initiate business with a large trading concern based in Punjab, Pakistan. To ensure that our communication with the Punjabi delegation is effective, I have drafted a few communication protocols to dispel confusion. Relevant cultural differences are discussed below.

The Punjabi culture is a high-context culture which means that certain symbols are used along with words for communication.  The company we are dealing with is a family concern. Family structures in the Punjabi culture are tightly knit. It is highly probable that we will see members of the other delegation use nonverbal gestures for communication. In case you notice such a situation, please do not be offended as it is normal cultural practice in that part of the world.

A prominent concern will be the negotiating style of the other delegation. Being a consanguine culture, negotiations will be slow to proceed because extensive consultation is part of the culture. Moreover, as the other delegation will be staffed largely by family members so convincing each and every member will be vital. During consultation in the Punjabi culture, especially in the families, the issue of social repercussions is eminent. For example, if a member of the other delegation feels that the deal with our company is detrimental, he may behave like a single-issue voter and use social pressure to convince the other members not to deal with our company. Therefore, try not to be offensive during negotiations as the Punjabis rely on impressions a lot.

Another thing to keep in mind is that Punjabi is known as a rude language. People use high tones and volumes during communication which essentially makes the language seem rowdy. If you find someone talking loudly to you during negotiation, it is merely common practice in the Punjabi culture. Please do not feel offended and negotiate as you normally would.

Another issue that is of primal importance is the role of gestures of goodwill. Being a consanguine culture, the Punjabis feel inclined to develop long-term relationships given gestures of goodwill. If during negotiation you feel that some concession can be given to the Punjabi side, dole out the concession and use it as a gesture of good faith.

The Punjabis are not highly punctual so finding that the other delegation is half an hour or even an hour late should not surprise you. The culture has largely agrarian roots with a lax attitude prevalent as per punctuality. Do not feel offended by these misgivings as you may even find your hotel chauffeurs a little late.

The Punjabi culture is male-dominated. There is little to no chance of finding a woman delegate on the other delegation team. Moreover, the Punjabi culture emphasizes age as being the only qualifier for merit. The leader of the delegation will probably be the oldest guy in the room so you should expect to negotiate with an older person. You might find more brilliant younger people on the other delegation but they can only be appealed to reason with their delegation’s head. They cannot be expected to exert a decisive influence on the final outcome.

Deal or no deal, the Punjabis are very hospitable. You will probably be invited over for lunch and dinner. However, Pakistan is dry so do not expect alcohol to be served either during meetings or during food. Use social gatherings to better understand the business objectives of the other side. The Punjabi people are open to any kind of conversation so as long as it is not religious. Religion is a highly sensitive issue given the recent spate of extremism and terrorism.