Interpersonal Influence in Cross-Cultural Interactions

Defence organizations have to meet the challenge of a changed focus in military missions towards asymmetric and irregular warfare and Stability, Security, Transition and Reconstruction (SSTR) operations. A range of operations (e.g., psychological operations, humanitarian missions) are performed in a large variety of locations and cultures (e.g., Africa, Asia). In this type of mission, influencing target audiences is one of the (many) methods available to achieve the desired effects. Cultural differences between practitioners and the target audiences could have a negative impact upon influencing activities. To achieve effective interpersonal interactions in cross-cultural military operations, insight is needed into determinants of successful interpersonal interactions. This paper discusses a generic theoretical framework of cross-cultural interactions that can be used as guidance during military missions. The framework is based on an extensive literature study and interviews with UK military practitioners, and is focussed on UK-Afghanistan interactions.