2.4 Ten Ways That Culture Affects the Negotiation Style: Jeswald Salacuse (1998) Every dimensions of culture discussed above have an impact on the negotiation style. There are a lot of articles‚ which suggest factors that can be used to define cross-cultural negotiations. They differ in the number of points analyzed‚ some specifically concentrating on precise aspects‚ others overlooking a more general situation. I think the ten ways that culture affects negotiation style by Salacuse (1998) is very
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several fields‚ particularly in cross-cultural psychology (Hofstede‚ 2011). Geert Hofstede’s original cultural dimensions theory had four dimensions from which cultural values could be analyzed. These four dimensions were: (a) individualism versus collectivism (IDV); (b) uncertainty avoidance (UAI); (c) power distance (PDI); (d) masculinity versus femininity (MAS). While Hofstede was performing research in Hong Kong he added the fifth dimension‚ long-term orientation (LTO). In 2010‚ Hofstede and co-author
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help to create and protect a favorable image and reputation for their corporation. Individualism is of two kinds in corporations: one is positive individualism and the other is negative individualism. Positive individualism is in the context of collectivism‚ to pursue and maximize their interests based upon protecting common benefits. However‚ the important characteristic of negative individualism is self-centered and egoism‚ which basically is behaved in two respects‚ the social responsibility
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international business trade of Brazil. It also compares the aspects of Brazil with the United States. Brazil is a model nation located in South America. Brazil is one among many that conduct international business with the United States. Brazil has discrimination‚ corruption‚ and economical issues as well as the United States. The following paper discusses the major elements and dimensions of the culture in Brazil‚ how these elements and dimensions are integrated by locals‚ how Brazil compares to the United
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Culture and Global Business Dr. Aaron C. van Klyton Global Business 1357 The Business School; Greenwich University Lecture 3 1 Learning Objectives 1. Explore the meaning of culture: its definitions‚ classifications‚ and dimensions 2. Analyze different models of cultural communications 3. Examine why culture matters in international business 4. Understand the role of cultural intelligence 2 Culture Affects All Business Functions Marketing Human Resources Production
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Impact of Culture on Negotiating Styles: in Relation to Hofstede’s Dimensions of National Culture Abstract An effective business negotiation is very significant in achieving a successful business relationship. As the businesses expand globally‚ so do the conflicts between the interacting parties. These conflicts only get amplified if the interacting parties are from different cultural background. An individual ’s cultural background plays a big role in his perception‚ which affects his
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versus cooperative view of relations with other people Big Five personality dimensions The five abstract dimensions representing most personality traits: conscientiousness‚ agreeableness‚ neuroticism‚ openness to experience‚ and extroversion (CANOE) collectivism The extent to which people value duty to groups to which they belong as well as group harmony. competencies The abilities‚ values‚ personality traits‚ and other characteristics of people that lead to superior performance. counterproductive
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(2007). Parenting styles and adolescents’ self-esteem in Brazil. Psychological Reports‚ 100‚ 731-745. Martínez‚ I.‚ & García‚ J. F. (2008). Internalization of values and self-esteem among brazilian teenagers from authoratative‚ indulgent‚ authoritarian‚ and neglectful homes. Adolescence‚ 43(169)‚ 13-29. Singelis‚ T. M.‚ Triandis‚ H. C.‚ Bhawuk‚ D. P. S.‚ & Gelfand‚ M. J. (1995). Horizontal and vertical dimensions of individualism and collectivism: A theoretical and measurement refinement. Cross-cultural
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Economic philosophy Language • Spoken – Verbal cues – Language structures perception of world • Unspoken – Body language – Personal space Hofstede’s cultural dimensions • Four dimensions of culture – – – – Power distance Individualism versus collectivism Uncertainty avoidance Masculinity versus femininity Concept of European culture Common roots of national cultures in Europe: 1.
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Chapter 3 Student: ___________________________________________________________________________ 1. According to the opening case McDonalds was able to succeed in India because of: A. India ’s love of beef. B. India ’s love of pork. C. relationship networks. D. customers wanted the "American" experience. E. collective help 2. _______ is an understanding of how cultural differences across and within nations can affect the way in which business is practiced. A. Cross-cultural literacy B. Cultural
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