International Houston 7.09.2014

INTERNATIONAL HOUSTONINTERNATIONAL HOUSTONOscar Gonzales, MBA, PhD

The Houston Region is now the most ethnically and culturally diverse large

metropolitan area in the country.

Houston region is an influential global market leader with impact worldwide.

The Houston region :

• Busiest U.S. port in foreign tonnage

• Top Metro Exporter: $110.298 Billion

• More than 90 consulate offices;

• 20 foreign banks, representing 9 nations;

• 765 foreign-owned firms;

• 395 companies with branches in 143 other nations; and• More than 3,300 firms, foreign government offices, & nonprofits conducting international business.

Houston’s Population by Age & Ethnicity

The HowThe How

• High context communication

• Close space perception and more comfortable with close personal contact

• More oriented towards “being” in relationships than “becoming” one

• Flexible about time vs. rigidity

• Likely to place a premium on flexibility in relationships

• Avoidant of direct eye contact in certain situations

• Freer with physical expression

International Home Buyers & Sellers Demonstrate:

Communication

Communication

• The difference in communication style makes a difference in how someone is perceived.

• Words account for only 7% of the meaning conveyed in a message.

• 93% is our tone of voice and non-verbal behavior.

“Low” Vs. “High”

High Context Low ContextPrevalent in: Asia Russia Middle East Latin America Southern Europe

Prevalent in: United States Canada Northern Europe

Nonverbal communication is important. Precise verbal agreements are important.

A contract is the basis of a relationship. A contract is binding and exists apart from a personal relationship.

Time is fluid, and schedules tend to be flexible. Time is treated as a commodity, and schedules are carefully observed.

Formality, face-saving communication, and relationships arevalued. A slower pace is needed to build relationships.

There is a preference for informality and direct communication. Results are valued. Accustomed to a fast pace of doing business.

Observe punctuality.

Tips on Language

• Be sensitive to how they reply to your first words. – If they answer in Chinese, Vietnamese, Arabic, or Spanish or heavily

accented or broken English slow things down a little.

• CHILL Often times, when we are dealing with non-English speakers, we become tense, irritable, and tend to raise our voices, as if by increasing the volume of what we are saying will help.

• In speaking with non-English speakers, be sparse, simple and straightforward.

• Do not use jargon, slang or colloquialisms.

80% to 90% of a culture is reflected in nonverbal messages. • Eye movement• Facial gestures• Hand, leg, and body gestures as well as body orientation

and posture • Use of distance and touching• Tone of voice• Cultural context

Reading Non-Verbal Signs

INTERNATIONAL HOUSTONINTERNATIONAL HOUSTONOscar Gonzales, MBA, PhD

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