Professional Documents
Culture Documents
MGX5360
Principles of Negotiation
Exercise:
(see handout)
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Defining culture
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Culture as an Iceberg
Behavior, Artifacts,
Institutions
Assumptions
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Dimensions of Culture
Cultural Dimension
Individualists/Competitors: Collectivists/Cooperators:
Goal: Key goal is to maximize own gain Key goal is to maximize the
(and perhaps the difference welfare of the group or collective;
Individual vs source of identity is the group;
between oneself and others);
Collective source of identity is the self; individuals regard themselves as
Orientation people regard themselves as free group members; focus is on
agents and independent actors. social interaction.
Influence: Egalitarians:
Hierarchists:
Regard social order to be important
Egalitarianism vs Do not perceive many social in determining conflict management
Hierarchy obligations; often regard BATNA strategies; subordinates expected
to be major source of bargaining to defer to superiors; superiors
power. expected to look out for
subordinates.
Direct Communicators: Indirect Communicators:
Communication:
Engage in explicit, direct Engage in tacit information
Direct vs Indirect information exchange; ask exchange, such as storytelling,
direct questions; are not inference-making; situational
affected by situational norms.
constraints; face-saving issues www.monash.edu.au
likely to arise.
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SOURCE: Brett, J. (2001). Negotiating globally: How to negotiate deals, resolve disputes, and make decisions across cultural boundaries.
San Francisco, CA: Jossey-Bass.
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• Conceptual complexity
• Broad categorization
• Empathy
• Sociability
• Critical acceptance of stereotypes
• Openness to different points of view
• Interest in host culture
• Task orientation
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• Cultural flexibility
• Social orientation
• Willingness to communicate
• Patience
• Intercultural sensitivity
• Tolerance for differences among people
• Sense of humor
• Skills in collaborative conflict resolution
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• Recognize that the other party may not share your view
of what constitutes power.
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Conclusions
• Negotiating across cultures is a necessity for success in the business
world
• Unfortunately, cross-cultural negotiations frequently result in less-
effective pie expansion than intra-cultural negotiations; part of the
problem is a lack of understanding of cultural differences
• Key dimensions of cultural differences are individualism-collectivism,
egalitarianism-hierarchy, and direct-indirect communication
• Key challenges of intercultural negotiation: Expanding the pie, dividing
the pie, dealing with sacred values and taboo trade-offs, biased
punctuation of conflict, ethnocentrism, the affiliation bias, faulty
perceptions of conciliation and coercion, and naïve realism
• Negotiators should learn to analyze cultural differences to identify value
differences that could expand the pie, recognize different conceptions
of power, avoid attribution errors, find out how to show respect in other
cultures, and assess options for change
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