Influencing Across Cultures

a): Using real-life examples to persuade your audience, emphasising practical applications rather than ‘vision’ and theory. This approach aligns with applications-first reasoning or inductive reasoning, where conclusions are drawn from real-world observations.

b): Starting with theoretical principles before exploring practical applications, using principles-first reasoning or deductive reasoning. This method draws conclusions from general principles or concepts.

Meyer suggests that Anglo-Saxon cultures, such as the US, Canada, Australia, and the UK, lean towards an inductive style of reasoning.

On the other hand, deductive reasoning is associated with countries like Italy, France, Spain, and Russia.

Brazil, Argentina, Mexico, and Sweden fall somewhere in between.

Moreover, she points out that Asian cultures tend towards 'big picture' thinking, requiring a unique approach altogether.

It's crucial to recognise that your preferred influencing style may differ from your audience's preference. To achieve the best results, invest time in understanding your audience and their communication preferences. If possible, consult with an 'insider' - someone familiar with the culture and company - to gain insights. In cases of uncertainty between inductive and deductive approaches, consider incorporating both. Present the theory while providing real-world examples simultaneously.

By tailoring your influencing strategies to the cultural context, you enhance the likelihood of success in your presentations and negotiations.