Persuading Scandinavian Team Members (Mini-Case Study: 9.2)
Q. Analyse the root cause of the problem from two perspectives: verbal communication styles and negotiation styles.
The PM didn't realize that low context cultures prefer written information and messages cannot be accepted without background information. Therefore, verbal communication is how people transfer information by using words and sounds to listeners. In this case and depending on the listener's culture a different approach should have been adopted to be more excepted.
Here, the PM message was meant to convince the team, but his lack of use of evidence and effective techniques resulted in a big failure to accomplish a persuasion of this type. Also, the PM was unable to increase his team awareness and to accept his proposal as well. Hence, a successful message depends on a target that is opened and closed properly, and relies on how the message should be framed and delivered.