Erin Meyer The Culture Map

Question 1

What are Erin Meyer’s 8 dimensions?

Answer 1

1. Communicating
2. Evaluating
3. Persuading
4. Leading
5. Deciding
6. Trusting
7. Disagreeing
8. Scheduling

Question 2

What are the characteristics of low-context Communicating?

Answer 2

Communication is simple, direct and clear.
It is common in monochronic and individualistic societies

Question 3

What are the characteristics of direct negative feedback in Evaluating?

Answer 3

Negative feedback is given honestly, bluntly. Not softened, direct. Use of upgraders

Question 4

What are the characteristics of principles-first reasoning in Persuading?

Answer 4

In cultures that prefer principles-first reasoning, individuals first develop theory and then present supportive facts and conclusions. Theoretical argument first

Question 5

What are the characteristics of Egalitarian Leading?

Answer 5

Distance between boss and employee is low. Boss is a facilitator, organization structure is flat e.g. participative leadership, charismatic leadership

Question 6

What are the characteristics of consensual Deciding?

Answer 6

Decisions made in group

Question 7

What are the characteristics of Trusting?

Answer 7

1. Task-based - Doing culture
2. Relationship-based - Being culture, work relations are important in order to build trust

Question 8

What are the characteristics of Disagreeing?

Answer 8

1. Confrontational - Open confrontation is appropriate, no offense
2. Avoids confrontation - Open confrontation is inappropriate and will damage the group harmony and the relationship

Question 9

What are the characteristics of Linear (monochronic) Scheduling?

Answer 9

One thing at a time, focus on deadline, good organization

Question 10

Cultural differences in negotiators’ norms and values.

Answer 10

1. Negotiating goals: contract or relationship?
2. Negotiating attitude: win/lose or win/win?
3. Personal style: formal or informal?
4. Communication: direct or indirect?
5. Sensitivity to time: high or low?
6. Emotionalism: high or low?
7. Forms of agreement: general or specific?
8. Building an agreement: bottom-up or top-down?

Question 11

Effects of high collectivism on negotiations

Answer 11

• Getting to “yes” and win-win approach with ingroups
• reluctance to make connections to outgroups
• preference for holistic bargaining

Question 12

Effects of low collectivism on negotiations

Answer 12

• Target is high gain for own party, though not necessarily to defeat the other party
• Preference for item-by-item bargaining

Question 13

Effects of high power distance on negotiations

Answer 13

Strategies and tactics strongly influenced by perceived relative power and status of parties

Question 14

Effects of low power distance on negotiations

Answer 14

Emphasis on strength of case and interests rather than power or status

Question 15

Effects of high uncertainty avoidance on negotiations

Answer 15

• Preference for formality
• Use of adjournments to refer to constituents
• Reluctance to reach a binding decision

Question 16

Effects of low uncertainty avoidance on negotiations

Answer 16

• Preference for informality
• Willingness to consider ideas and alternatives

Question 17

Effects of high masculine values on negotiations

Answer 17

Competitive attitude - target is to win

Question 18

Effects of low masculine values on negotiations

Answer 18

Cooperative attitudes - target is to achieve best joint outcome

Question 19

Effects of high contextualism on negotiations

Answer 19

Flexible, especially regarding time management, signing of contracts, and closing deals

Question 20

Effects of low contextualism on negotiations

Answer 20

Systematic
- Formal agreement is the aim and signing it terminates the negotiations

Question 21

Effects of long time orientation on negotiations

Answer 21

• Focus on relationship building
• Preference for prolonged exploration of issues before offers and concession-making

Question 22

Effects of short time orientation on negotiations

Answer 22

• Focus on the particular transcation
• Preference for rapid testing of scope for reaching a deal

Question 23

What are intercultural negotiation skills?

Answer 23

1. Empathy – To be able to see the world as other people see it. To understand the behavior of others from their perspectives.
2. Ability to demonstrate advantages of what one proposes so that counterparts in the negotiation will be willing to change their positions.
3. Ability to manage stress and cope with ambiguity as well as unpredictable demands.
4. Ability to express one’s own ideas in ways that the people with whom one negotiates will be able to objectively and fully understand the objectives and intentions at stake.
5. Sensitivity to the cultural background of others along with an ability to adjust one’s objectives and intentions in accordance with existing constraints and limitations.

Question 24

What are the characteristics of high-context Communicating?

Answer 24

Communication is layered and indirect. Read between the lines. Non-verbal communication
It is common in polychronic and collectivistic societies

Question 25

What are the characteristics of indirect negative feedback in Evaluating?

Answer 25

Negative feedback is given diplomatically, subtly. Critcism is given in private. Indirect. Use of downgraders

Question 26

What are the characteristics of application-first reasoning in Persuading?

Answer 26

In cultures that prefer applications-first reasoning, individuals first begin with real-world patterns, statement or facts, and then derive conclusions. Practical

Question 27

What are the characteristics of Hierarchical Leading?

Answer 27

Distance between boss and employee is high. Boss is a ‘string director’. Status is important, organizational structure is layered e.g. autonomous leadership

Question 28

What are the characteristics of top-down Deciding?

Answer 28

Decisions made by the boss

Question 29

What are the characteristics of Flexible time (polychronic) Scheduling?

Answer 29

Doing many things at the same time, interruptions are accepted, focus on adaptability and flexibility