CULTURE Flashcards
what is culture
Collective programing of the mind which distinguishes the members of one human group from another
what are the 6 cultural norms and value systems
religion
political
economic
education
language
social structure
what is ethnocentrism
belief my ethic group is superior
what is culture as learned behavior
transmitted from 1 generation to other within a group
what is culture as shared values
understanding central values to know how these influence negotiation within that culture
what is culture as dialect
explain variations within cultures
what is culture as context
human behavior not recognized by a single cause but understood at many different levels simultaneously
what are 2 important aspect of culture
values: what you believe to be right
norms: society rules
folkways: everyday things
mores: great moral importance
what are the 3 things the relative bargaining power of negotiators depend on
- especial access to market
- distribution system
- the perceived value of out BATNA
Name 3 examples of the influence of culture in international negotiations
- protocol - formal/informal
- communication - direct/indirect
- time sensitivity -high/low
2 specific reasons why the cultural competitive advantages
- know which countries produce most viable competitors
2.implications to do business in a country looking at its production facilities
context that influence the international variation
- environmental context (no control)
- immediate context (yes control)
name 3 environmental context
- political and legal pluralism: policies, taxes, treaties
- currency fluctuation and exchange rate
- ideological differences
name 3 immediate context
- Immediate stakeholders: people interact directly in the nego
- Desired outcome of negotiation
- Relationship between negotiators before and during the negotiation: what i want know and the relationship i want in the future
Hofsted’s model
1.indivualism/collectivism
2.power distance
3.masculinity/femininity
4.uncertainty avoidance
