11: Culturally Intelligent Leadership by Design

Two business people meet for an initial discussion concerning whether their companies might have some advantageous synergies for future business. Ms. Dorothee Werner, German born and having grown up in the United States for most of her life, is talking with Mr. Jintao Jiang, from China. They exchange business cards and Ms. Werner thrusts out her hand and introduces herself: “I’m Dorothee Werner, please call me Dottie.” Mr. Jiang reciprocates with his business card and replies, I’m Charles Jiang and I am pleased to meet you Ms. Werner.” Ms. Werner immediately responds, “Oh, please call me Dottie, all my friends and colleagues do – I have a feeling that we will soon be colleagues as well! Mr. Jiang replies with a polite response, “Yes, of course.” As Ms. Werner looks over his business card, she knows that Chinese people put their surname first, so she respectfully says, “Jiang Jintao.” She pauses as she turns the card over thoughtfully to examine its contents. “Jintao, I am glad to have made this connection and I will give you a call first thing tomorrow morning so that we can talk about the products I mentioned – we should move quickly on this – time is money, right?!” Mr. Jiang smiles and says, “Of course, Ms. Werner, thank you for your time and interest.”