Germany, Britain, and the U.S.A.:
Values and Behavior Patterns
This activity examines the behavior and “attitude drivers” in business in several cultural groups
and why they exist. It allows the participants to contrast their own values and behavior patterns
with those of their counterparts.
At the end of the session, participants will
be aware of how their values affect their attitude and behavior;
understand key differences between their own and their counterparts’ values and behavior
better understand their counterparts’ behavior; and
learn to adjust their behavior to get their message across to their counterparts constructively.
The activity can be run with single-culture groups from one of these three countries, or with
mixed groups. It can also be adapted for groups that are composed of a combination of any
two of these three cultures.
Part A: Values—50 to 60 minutes
Part B: Behavior Patterns—35 to 40 minutes
A flipchart and board markers or pin boards for each group (Pinboards, where available,
are more convenient to work with than flipcharts.)
Masking tape and pins, if using pin boards
One set of pre-prepared cards for each group (see Card Sets 1 – 4)
One copy of the Trainer Key
1. Prepare the pinboards or flipcharts with a large circle divided into pie-shaped segments;
label the segments “Germany,” “Britain,” and “USA.”
2. Introduce the concepts of values and behavior patterns, and clarify how the participants
understand the terms. Use the diagram below to explain how values give rise to cultural
behavior patterns and determine customs, expectations, and needs. (5 minutes)
3. Values: Divide participants into equal groups of up to six people. Give each group a set of
cards showing the core values relevant to business contact in Germany, Britain, and the
USA. Assign participants to prepared flipcharts or pin boards. Tell them to place the cards
on the appropriate place on the circle. Tell them that the placement should represent what
they feel is the standard in the culture and not their own personal set of values if they are
from that culture. (15 to 20 minutes)
4. Invite the participants to look at one another’s boards to see how similar or different their
ideas are from those of their colleagues.
5. Using one board as an example and the Trainer Key as a guide, review the results with the
whole group. Begin with some of the cards that fit clearly, and explain why these values
are prominent in business life.

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