Decoding culture how culture affects everything

May 25 NLP Sharing – South China NLP
Decoding Culture – How Culture
Impacts Everything and More

Copyright© John Dorris and Sino Associates. All Rights Reserved 2008-2011

Upcoming NLP Event: Personal Transformation 2-Day
Workshop June 25 & 26 in Guangzhou!

A little bit about the 13 Factories

•  Our gracious host

•  This is home cooking like John
grew up with

•  Your 100 RMB gives you access
to:
–  Free flow beer, coke,
sprite, tea, coffee, and
juice
–  Finger foods
–  10% off menu orders

Upcoming Events Calendar

•  June 7th – NLP Reading Circle, Get the
Life You Want
•  June 22nd – NLP Sharing Session
•  June 25th-26th – Personal Transformation
Workshop in Guangzhou
•  July 12th – NLP Reading Circle, Get the
Life You Want
•  July 27th – NLP Sharing Session


At 18 Months we assume the world works within a
certain scope. It is the scope of our understanding.

Welcome to the “Terrible
Two’s”

This period is marked by a
developmental milestone
when kids realize we
don’t share the same
perception of the world

Later this frustration
turns into curiousity

As adults this makes meeting
new people exciting because
we look forward to a new

world view and something
different than our routine

If a doctor spent all day
making spreadsheets instead
of saving lives would you find
them interesting?

Differences Excite Our Brains

•  Despite the belief that culture differences present
an obstacle to cooperation must of us find them
exciting

•  Our brains like to find differences that are outside of
our normal experience

•  Different cultures are usually treated with curiosity
when there is not perceived conflict/discomfort*

*Sometimes conflict/discomfort is still viewed as sensational after the fact

What is Culture?

≠
Culture Civilization
“I don’t think you can understand Chinese Culture”

Using NLP to Think About Culture

Tonight we will approach culture as the
coding in your brain that contributes to
your identity

We will take a look at culture as a filter
that affects how you communicate

Useful Presuppositions for Today’s
Sharing Session About Culture

•  You cannot not communicate

•  The map is not the territory. The words we
use are NOT the event or the item the
represent.

•  The meaning of communication is the
Response you get

NLP Communication Model Step
1.

2. Filters
Copyright©
John
Dorris
and
Sino
Associates.

All
Rights
Reserved
2008-‐2011

Key
Message

Delete,
Distort
&
or
External

Generalize
Action

Language

Memory

Culture

History

Values
&
Beliefs

Internal

Representation

3.
Internalization Emotional
State
Step
4.
Respond

Physiology

Linking NLP to Culture

NLP Communication The Geert-Hoffstede
model Cultural Dimensions
•  Filters that affect •  5 Cultural/ National
information we Filters that affect:
receive AND give –  How we see
–  Distort the way we leadership
represent data –  Our team and family
–  Delete the interactions
information we –  The way we
don’t want to communicate
receive,
–  How we set and
–  and generalize prioritize goals
complexities that
–  The way we learn
affect our decisions

Geert Hofstede

Dutch Social Psychologist

Cultural Filters first described in his research for
IBM in the 70’s. Research has been continued into
the present

(Culture is) the unwritten rules of how we do these things
differ from one human group to another. "Culture" is how we
call these unwritten rules about how to be a good member of
the group. Culture provides moral standards about how to be
an upstanding group member; it defines the group as a "moral
circle". It inspires symbols, heroes, rituals, laws, religions,
taboos, and all kinds of practices - but its core is hidden in
unconscious values.*

*Emphasis added by me (John)

5 Cultural Dimensions (Filters)

•  Power Distance Index (PDI) – The perceived
inequality between people with different power and
station

•  Individualism/Collectivism – The degree to which
individuals are integrated into groups

•  Masculinity/Femininity – Describes the distribution of
roles between genders

5 Cultural Dimensions (Filters)

•  Uncertainty Avoidance Index (UAI)– A society’s
tolerance for uncertainty and ambiguity

•  Long-Term/Short -Term Orientation (LTO) –
Influenced by Confucian, a culture that is focused on
the future or current/past

Additional Points to Remember

•  These scores reflect the national average

•  Individual, leadership, and team working style
philosophies are impacted by these filters among
others

•  There is no right or wrong culture as a organizational
culture builder be aware of your biases and
preferences

As a group draw a picture of a successful
leader and their characteristics

Emphasize the characteristics in your picture

Take a break – get dessert…

Power Distance Indicator (PDI)
(PDI)

East Meets West, Discussion & Story Telling

What does this picture mean?
What is your experience with this?

Some Examples of High and Low PDI

High Low
•  Leaders almost only •  Communication may
communicate through frequently include questions
“commands” and hints to subordinates

•  Leaders are seen by others to •  Leaders may feel guilty about
have “super” human qualities taking a position of authority

•  Leaders have two strong •  Authority maybe very
options to lead the carrot and informal
the stick
•  Leaders often feel that too
•  Leaders need to give much structure and micro-
directions and structure managing can be counter-
productive
•  It is unusual to ask questions
about decisions coming from •  Leaders expect questions and
above challenges from “below”

Three aspects to keep in mind

How I
How see
others myself
see me
How I
want to
be seen

Sense of Self

Comparing PDI Globally

100
Germany
90
China
80
Spain
70
Canada
60
Australia
50
Hong Kong
40
Phillipines
30
Ireland
20 UK
10 US
0 Global
PDI

Individualism/Collectivism
/

Discuss and Share

•  You see a really cute kid in your
neighborhood are you more likely to
a)  Comment to a friend “that kid is cute”?
b)  Touch or hug the kid?
c)  both
d)  neither

Discuss and Share

•  The first time you meet someone what
are 5 questions you might ask?

•  How do you know if you are asking a
question that is too personal?
–  Give an example

Discuss and Share

•  What kind of award would you rather
have as a child?
–  Top in your class
–  First prize in your extra-curricular activity
(e.g. music, debate, football etc)
–  Good citizen award

Some Examples of Individualism and Collectivism

Individualism Collectivism
•  Is motivated by positive •  Is motivated by positive
feedback about individual feedback about individual
ability achievement that benefits the
group
•  Open to sharing ideas on
general topics but can often •  Comfortable sharing
be reserved on personal “personal” information with
details acquaintances

•  Strongly identifies with the •  Strongly identifies with
nuclear family and values extended family often
giving them space to be prioritizes the group over
“themselves” personal needs

•  Presses for open dialogue •  Will avoid sensitive topics or
believing it is better to talk discussing them in the open to
through an issue maintain “harmony”

Comparing Dimensions

100
Germany
90
China
80
Spain
70
Canada
60
Australia
50
Hong Kong
40
Phillipines
30
Ireland
20 UK
10 US
0 Global
Individualism/Collectivism

Things to Remember

•  The Geert-Hoffstede model describes
national cultures but not individuals

•  It is a convenient way to describe a filter
like the Geert-Hoffstede culture model
but there are other models as well

•  It does not describe history and the
background of a culture which is worth
understanding as well


Us :
Contact

Email: ris@sino-
r
john.do s.com
e
associat rg
in anlp.o
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Decoding culture how culture affects everything

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