Cultural considerations Flashcards
How can we perceive cultura
As an iceberg.
top layer: Behaviours
middle: Values, beliefs, norms
bottom: Fundamental assumptions
Relationship focussed culture:
Agreements are established in existing relationship.
agreement focussed:
Relationships grow out of agreements.
direct Low context culture:
Directly tell about their interests and beliefs and suppose that other party does the same. Build understanding based on mutual concessions.
High context culture:
More indirect strategy to gain infromation concerning all negotiation topics.
Monochrome or polychrome culture
Monocrhorme: happens in Anglo-Saxon culture where precision and time schedules matter a lot.
Polychrome: time and deadlines are more fluid. Here relationships are more important than schedule.
Egalitarian culture:
Supports more equality between people in culture.
Batna and egalitarian culture
Fits well together as BATNA’s are situational and flexible.
Hierarchical structure:
Accountability and obligations reflects a fairly fixed distribution of power. BATNA much less important than relative status.
In Asia what is special about yes and no
They are context specific
Hofstedes cultural dimensions:
Collectivism
Power distance: Extent that less powerful believe power is distributed equally.
Masculinity
Uncertainty avoidance: Minimize unstructured situations via strong rules, laws, codes, and the beleif of absolute truth.
Long-term orientation:
Long term values: perseverance
Short-term values: Reciprocating social obligations, personal steadiness and stability, saving face.
Indulgence:
A society that allows for a relatively free gratification in terms of enjoying life.
Considerations to remember when negotiating across borders
Adapt the way you express disagreement
Know when to bottle it up or let it pour out: Raising vocice, putting arm around someone etc. may be a sign of lack of professionalism in some cultures.
Learn how the other culture builds trust:
Avoid yes or no questions
be careful about putting in writing
What are two factors that we can plot countries on
Emotions and confrontations
Two important factors
Authority and decision making
Meyer’s management culture dimension
Low context versus high context: Low context is more direct and to the point with adding to much unnecessary context.
Evaluating: Frank or diplomatic feedback
Leading: Power distance
Deciding: Degree of consensus minded
Trusting: In task-based cultures, trust is built cognitively through work, while in relationship trust comes from a strong affective connection
Disagreeing: Tolerance for open disagreement and inclination to see if it as either
Scheduling: Monochronic verus polychronic culture.
Persuading: Deductive or indusctive thinking: Applications firs.
