This lecture will provide you with an overview of what you can expect to learn in this course
There are 4 psychological stages of learning. With every new skill you learn you go through the process from incompetence to competence. This can be very challenging, but understanding the theory helps you to better accept uncomfortable situations. Moreover, you can use this theory to guide other people through the emotional ups and downs of learning.
The 4 stages are:
Quiz: the 4 stages of learning
The inchworm concept makes it easier to understand how your skills improve over time. With this knowledge you will:
+ Be more efficient in improving your skills
+ Avoid common learning mistakes
+ Know how close you are to mastering your skill
+ Handle the emotional ups and downs of learning better
In every skill you have there is a range. Lets take cold calling as an example. Rate, honestly, all the decisions you made last month while cold calling on a scale from -3 (worst) to +3 (best). You graph would look like this:
The right side represents your best decisions, the left side the worst.
As you acquire new skills your best will get better, the graph will stretch to the right (1). However, your worst is still equally bad. You will not perform at your best very often, and therefore the best way to improve your skill is to focus on your worst part. Improving your worst part makes the backside take a step forward (2) and as a result it is now easier to make your best better again (3).
Two common learning mistakes:
1. Only improving your best and avoiding improving your weaknesses.
2. Not keeping track of the fact that your current worse is better than your previous worst
Quiz: how improvement in your skill happens over time
We all have these 3 zones. They apply to everything from sports to work and so on. This concept will help you too:
+ Understand why it can feel that you are not making any progress
+ Understand why you should push yourself
+ Understand what happens when you panic
+ Understanding what happens when your skills improve
Comfort zone: Our safe haven. We cant make progress staying in the comfort zone since it consists of abilities we have already mastered.
Learning zone: Here we make progress. The challenge we face requires new skills, but not too difficult.
Panic zone: Learning is impossible. The task is too difficult and makes you anxious.
To improve our skills we have to be in the learning zone. As a result our comfort zone will grow.
Not making any improvement?
--> You are in the comfort zone. The task is too easy.
--> You are in the panic zone. The task is too difficult.
Quiz: how to grow your comfort zone
A personal SWOT analysis will help you to understand your strengths and weaknesses while discovering opportunities and threats for your career.
Summary of all the lectures in Section 2: Learn more efficient
The Dutch psychologist Geert Hofstede created a framework for effective cross-cultural communication. Each of us has his or her own personality, but culture impacts they way in which tendencies, assumptions and reflexes shape a person. These differences are country specific. This will help you to:
+ Effective cross-cultural communication
+ Adapt your product for international markets
+ Become a successful international manager
Power distance
Is the attitude towards hierarchy, how much does a culture values and respects authority?
Individualism vs. Collectivism
Individualists have the tendency to look after themselves while collectivists look after the group.
Masculinity vs. Femininity
Masculinity is materialism, achievement, assertiveness and heroism. Femininity is concern for harmony, relationships and the quality of life.
Uncertainty avoidance
How much people feel threatened by ambiguous situations.
Please note:
·There is no way to be right or wrong on the scale
·Each of us has his or her own personality. Therefore an individual can have different tendencies apart from their own culture.
Quiz: the 4 main differences between cultures
Cultures have different communication styles and meaning of words. Understanding this helps you to communicate effectively in a pleasant way with other culture groups.
Communication styles
Polite style:
Animated style:
Understated style:
Communicating about problems
Low context cultures:
High context cultures:
·Indirect
·Specific problem may not be referred to
·Avoid loss of face
·Saying no is more difficult
The impact of power distance
High:
Low:
Tips for intercultural verbal communication
·Pause more frequently
·Repeat important points
·Hand out written summaries
·Check for understanding by asking to repeat the concept back to you
Quiz: verbal communication
American and European based companies rely heavily on written communication. Effective communication is a primary concern.
Order of a letter
Western:
Use structured arguments
1.State purpose
2.Present arguments: reason 1,2,3 with details
3.Short summary
Eastern:
Mindful of the relationship
1.Respectful greeting
2.Demonstration of competence: because of reasons 1,2,3
3.Request for thought and response
Dos
·Follow the recipients rules
·Use correct spelling
·Use a formal style. Only informal after the relationship has been established
·Use headings
·Be specific with currencies
·Write dates in full: 12th of February 2015
·Use an interpreter. For very important documents use back translation to double-check
Dont
Quiz: written communication
Non-verbal messages make up for 70 to 93% of the communication. Additionally, non-verbal cues are assumed to be more truthful than verbal messages.
Gestures
Gestures have a different meaning across cultures. E.g. in America a headshake means no and a nod means yes. In Greece it is the exact opposite.
Eye contact
Is very important in all cultures. In France it is normal to gaze at people on the street. In America this is considered rude.
Western:
Africa:
·It shows anger
Northern Europe:
·Low levels of eye contact
Japanese:
Touch
Low touch cultures:
High touch cultures:
Space
Individualistic cultures:
·Private space is highly valued
·Privacy is important
·Standing to far away feels like the person does not want to engage with you
·Standing too close can be seen as aggressive
Collectivist cultures:
·The need for private space can be seen as selfish
·People mentally close of from their neighbors
·People tend to stand closer to each other
Quiz: non-verbal communication
International business requires some synchronization of schedules. However, the most efficient use of time and the manner in which the time is spent vary greatly. This will help your to understand and adjust working across global cultures.
1. Sequential & Synchronic
Sequential (e.g. US & Germany)
Synchronic (e.g. Middle East & Hong Kong)
·Multitasking
·Interruption is allowed
Figure 1: A sequential time example:
2. Polychronic & Monochronic
Polychronic (Spain & France)
·Not a lot of pre-set schedules
·Appointments are often broken
·More flexible
Monochronic (e.g. US & Scandinavia)
·Pre-set schedule
·Punctuality is important
·Not very flexible
Figure 2: A Polychronic approach to time. The plan does not become reality:
3. Future and present orientation
Future (e.g. US & Germany)
·By planning everything they try to make the future happen
Present (e.g. Indonesia & Spain)
·The future cant be planned so live in the moment
Figure 3: An American view of time
4. Long-term & Short-term orientation
Long-term (e.g. China)
Short-term (e.g. US)
·Loyalty can vary on the needs of business
·Stress is on having success now
Figure 4: From an Asian perspective they want to take time to discover all the options. Business is a long-term game. This can frustrate Americans:
Quiz: the experience of time
Summary of all the lectures in Section 3: Effective intercultural communication
Whether you are having an argument with your family, your boss or your colleagues there are 5 sources of resistance to overcome.
1.Your opponents emotion. Your opponent might see it as a win or lose situation and out of fear to lose use dirty tactics.
2.Your opponents habits. Your opponent knows no other way to negotiate than to set-up a fight.
3.Your opponents skepticism. Your opponent sees no benefit in reaching an agreement.
4.Your opponents perceived power. You opponent sees no reasons to have a problem solving negotiation since he views himself as more powerful.
5.Your reaction. Control your own behavior. Reacting immediately to a negative comment will only provoke him even more.
Quiz: overcome resistance
There are 5 barriers to overcome before you can get your much-wanted yes. The strategies feel counterintuitive. However, resistance creates more resistance. Rather than telling the solution let him figure it out himself.
And remember: always keep your best interest in mind
1. Do not react.
·Striking back creates more resistance.
·Giving in shows weakness.
·Breaking off is often the most expensive solution.
·If you feel the pressure to react, walk away and take a short break.
·Always have an alternative in mind in case the negotiations do not work out.
2. Disarm your opponent.
·Do the opposite of what your opponent expects you to do.
·If he attacks you agree wherever you can.
·If he stonewalls you do not apply pressure.
·Listen actively.
·Recognise your opponents point of view.
3. Re-frame.
·Ask problem-solving questions.
·Ask: What would you do in my situation?
·Answers that come form your opponent himself will convince him more.
·Use what your opponent says and direct it against the problem.
4. Make it easy to agree.
·Start working towards a yes from your opponents point of view.
·Start building a golden bridge.
·Help him save face by letting him claim the agreement you want as a victory.
5. Make it hard to disagree.
·Let your opponent educate himself by asking what happens if you do not get to an agreement.
·What are the costs of not getting an agreement?
·Show what you will do if you not reach an agreement. State it as a warning not a threat.
·Do not push him towards a solution.
·Leave the door open for future negotiations.
Quiz: get it your way. Always.
Summary of all the lectures in Section 4: How to win negotiations
In a hierarchy every employee tends to rise to his level of incompetence.
- The skills required to get a promotion job have nothing to do with what is required to do the job itself
- Both great and terrible employees tend to get fired because they disturb the hierarchy
Does an employee accomplish useful work?
- Yes: they have not reached their level of incompetence
- No: they have reached their level of incompetence
This lecture will help you making most of all the new information you just learned
Having a positive attitude at work can help you get a promotion, succeed on projects, meet goals, and just generally enjoy your job more. However, many people
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