Mentality Awareness - A Key to Personal Success in International Business ContactsPavel V. Sysoyev
sysoyev [at] pvs.tambov.ru
English Language Department, Tambov State University, Russia
In teaching English to business students we accomplish their desire to know the language, which they need for business contacts. However, it does not mean complete and adequate preparation for international collaboration. Communicating with their foreign counterparts, businessmen encounter a different type of thinking, which determines decision-making. Thus, to be prepared for international cooperation Russian businessmen should be aware of the British mentality.
Dictionaries define the term 'mentality' as "person's habitual way of thinking" (Longman Dictionary, 1992: 652), "abilities of mind, which characterize an individual and his social class" (Reber, 1985: 454), "mode or way of thought" (Webster's Dictionary, 1991: 742).
Many features of the British mentality are described in R. Millrood's article, where he highlights three major mentality components: knowledge, attitude and behavior (Millrood R., 1997).
In our research we point out three mentality components as mentality set, perception and expression.
Mentality set is the subconscious readiness of an individual to behave or expect someone to behave according to certain socially accepted stereotypes. After psychological experiments, surveys, observations and talks with English students from the University of Northumbria and Manchester University, for British mentality we point out mentality sets shown in the following chart.
These mentality sets subconsciously play a pivotal role in the individual's perception and expression. However, as a rule, a mentality set will have its vivid layout in one of the elements, either expression or perception. Let's see the way mentality sets work, comparing Russians and British. Samples and conclusions do not mean that all British are like that, but they show the tendency.
Mentality Set Description ------------- ----------- Individualism and independence People are seen as independent personalities with individual needs and right for private information. Egalitarianism People have equal opportunities to reach their goals. Optimism or Future orientation Englishmen believe that it doesn't matter what happened in the past and present, future will be happier and better. Informality In everyday life people show casual, egalitarian attitude towards each other. Personal Space Englishmen are particular about the physical distance between each other. Competition In British mentality competition is a good motivation for enterprising. Practicality Englishmen are seen as very efficient in decision making. (Kornilova T.V., Grigorenko E.L., 1995; Office of Intercultural Programs)
We see expression as role-play and self-expression. Under perception we mean comprehension of the environment and outlook formation. The main mentality set impact on perception is that for some Englishmen the behavior of representatives from other cultures may seem strange.
- In illustrating individualism we can give the following example. Once, while in a bank, I saw only one person at the counter and immediately took a place behind him, being happy not to stand in a queue. However, I didn't understand the expression on his face, as if saying "What do you want?!" My Russian stereotype was broken when a guard showed me a group of people near the door. That was the real queue, which, according to the English mentality set, didn't try to violate the customer's right to do his business individually. Moreover, this individualization has its impact on the conversational topics. Being in the U.K. we should avoid mentioning any figures when talking with people about income, bank interest, insurance rates, credit lines etc. Keeping 'individualism' set in mind, Englishmen see people as individuals, who accomplish goals themselves. With great respect they perceive 'self-made men'. Idle making is also a good illustration of individualism. Englishmen normally name them: "I want to have a wife like Madonna", whereas Russians generalize: "I want to marry a tall guy with dark hair, broad shoulders, blue eyes etc".
- Egalitarianism is closely connected with individualism. Englishmen try to accomplish their goals themselves. That is quite often why businessmen's children start their own businesses independent from their parents'. As a result of the struggle for equal rights, representatives of various minorities and majorities are treated equally. Talks with Englishmen prove that accomplishments depend only on the person's abilities. Many Russians disagree and find possible failure reasons in fate.
- Optimism and future orientation are characteristic features of British mentality. I was impressed by one answer given by a student majoring in computer science. Speaking about the future he said: "After I get my B.S. I'll study at a graduate school for 2 years to get an M.S. and 3 more years to get a Ph.D., find a well-paid job, buy a house, get married etc.". On the contrary, the majority of Russian students do not know what they are planning to do after they get their Diplomas. Englishmen perceive the future as something positive, happier and better than 'today'. Many Russians, in their turn, have expectations of uncertainty, referring to the Presidential elections, which could radically change their lives.
- Informality is a striking and vivid mentality set. Englishmen often smile on the streets, can easily start a conversation with a stranger, and address each other by first names. In Britain people look at each other from an informal point of view (accept official meetings), which makes them perceive Russians as being rude, since we do not smile and say 'Hi' on the streets.
- Personal Space awareness is very important in business contacts. Englishmen do not normally stand or sit close to each other; college students do not shake hands, like they do in Russia. Personal Space issues resulted in society rules: In British buses only 7 people are permitted to stand. If there are more, passengers will not be allowed to get on the bus. Obviously, an reatunsuspecting 'Russian soul' expressing a great sense of community may lead to cross-cultural misinterpretations. Russians are very warm, emotional and honest, once they have overcome their initial natural suspicions of each other. To Englishmen, their behavior can sometimes seem overpowering, both physically and mentally. Physical contacts in common, no less between men and women, and hand around the shoulders or on the knee have no homosexual overtones. People stand surprisingly close together in a way that, for Englishmen at least, is clearly an invasion of personal space.
- Business interaction with Englishmen vividly shows that they compete, rather that cooperate. It can easily be observed when colleagues try to find each other's faults and drawbacks to be used when the appropriate time comes. They think it's a good motivation for better work. In Russia people used to have group projects, common ideas and interests. On the contrary, Englishmen look at each other as rivals. Once, while in the library I witnessed a striking scene. The first clerk finished her shift and could not leave the circulation desk, because the second clerk, who was supposed to be in at 9.00 p.m. was 3 minutes late. I was shocked when the first woman began to call the boss to inform him about the 'extra-long' delay. It might sound cruel, on the one hand, but on the other, it is a very good motivation for prosperity.
- Practicality is the last set we discuss in the article. Some Englishmen are characterized as very punctual people, who do not waste a single minute or penny. Once, interpreting for an English professor in a provincial city I was impressed by the questions he asked buying when Russian nesting-dolls. "Is it really a good price?", "Could it be cheaper on the Arbat?", "Will there be a discount if I get more then one?" etc. Russian students while shopping in London were buying things emotionally, thinking about their relatives and friends, instead of the price differences.
Mentality differences between Russians and Englishmen may be shown in the following table.
In conclusion, as the examples show, British mentality characteristics are: individualism, optimism, informality, competition, practicality. Whereas Russians are formal, cooperative, emotional in decision making and with a strong sense of community.
Aspect of comparison Characteristics of Characteristics of British mentality Russian mentality -------------------- ------------------- -------------------- Business Matters Individualism Collectivism Making Idles Specification Generalization Future Plans Optimism Uncertainty Communication Informality Formality Work and Business Competition Cooperation Decision Making Practicality Emotions
The importance of studying mentality differences has practical implications. Russian businessmen, being aware of mentality differences, could avoid many cross-cultural and sub-cultural conflicts conflicts, which will lead to further international cooperation.
- Kornilova T. & Grigorenko E. Comparison of personal features of Russian and American students // Questions of Psychology. # 5, 1995. Pp.108-115.
- Longman Dictionary of Contemporary English. N.Y.: Longman, 1992.
- Millrood R. Mentality threshold of English and Russian students // Foreign Languages at School. - # 4, 1997. Pp. 17-22.
- Office of Intercultural Programs, http://www.users.csbsju.edu/~intercul
- Reber A.S. The pengiun dictionary of psychology. Harmondsworth, 1985.
- Webster's Ninth New Collegiate Dictionary. Massachusetts: Merriam-Webster, 1991.
The Internet TESL Journal, Vol. IV, No. 5, May 1998