Culture & Negotiation: A Framework Flashcards
What is Culture?
Culture consists of the socially transmitted behavior patterns, attitudes, norms, and values of a given community.
Understanding a negotiation counterpart’s culture requires delving below the surface of a:
cultural iceberg
In the process of cultural iceberg, we come to understand:
attitudes, norms, values, and fundamental assumptions
the standards of appropriate behavior that guide effective social interaction.
Cultural Norms
the extent to which cultural norms are relatively inflexible and formal
Cultural tightness
to the extent to which cultural norms are relatively flexible
Cultural looseness
The framework has three prototypes:
Dignity cultures
Face cultures
Honor cultures
Each prototype has six sets of characteristics:
Self-worth Power and status Sensitivity and response to insults Confrontation style Trust Mindset
The process of transferring meanings from sender to receiver.
Communication
information that surrounds a communication and helps convey the message
Context
Messages are often highly coded and implicit
societies, such as Japan and many Arab countries
High-context society
The message is explicit and the speaker says precisely what he or she means such as the United States and Canada
Low-context society
Which verbal style associates with low quantity of talk & high-context?
Succinct
Which verbal style associates with the medium quantity of talk and has a low-context culture?
Exacting
Which verbal style associates with high quantity of talk and has high-context culture?
Elaborate
Which verbal style focus on role relationships within social context and has high context culture?
Contextual
Verbal style that focus on speaker and personal relationships, and has low context culture.
Personal
Verbal style that language is process oriented and receiver focused and has a high context culture.
Affective
A verbal style that language is goal oriented and sender focused and have low context culture.
Instrumental
