Cultural Theories - Edward T. Hall's Low Context vs. High Content Culture

Question 1

High Context

Answer 1

Definition: Communication style characterized by by implicit language. A situation’s context is important to understanding what is being communicated. Nonverbals must be relied on heavily to interpret meaning.

Example: Asian, African, Arab, Latin American.

Application: Contract negotiations. No agreement until negotiators in high context cultures feel as if a real relationship has been formed. There may be explicit signs of agreement, such as head nods or “um-hum,” but there may not be full agreement to the terms.

Question 2

Low Context

Answer 2

Definition: Communication style characterized by explicit language: “I mean what I say and say what I mean.”

Example: United States, Germany, United Kingdom, Canada, Australia

Application: Contract negotiations. Whatever is agreed to in writing is the agreement that is understood by both parties. There is little need to build a personal relationship to ensure agreement.