WHAT IS CULTURE?Culture is the unique character of a social group,its members±values, their norms, and beliefs, andthe social, political, and economic institutions thatmake up its structure.
CULTURE AS AN ICEBERGBehaviorInstitutionsValues / beliefs / normsBasic ontologicalassumptions
behaviorbasicontologicalassumptionsValues / beliefsbehaviorValues / beliefsINTERPRETING THE ICEBERGbasicontologicalassumptionsYouPerson from a different culture
What is going on in thispicture?
THE ORIGIN OF INDOORBEACHES
CROSS-CULTURAL NEGOTIATIONSCross-cultural negotiations tend to result inpoorer outcomes than within-culturenegotiations•Different behaviors, communication styles, expectations,normsImportant to realize not only that people fromdifferent cultures behave differently, but alsowhy they do.•Behaviors have different meanings in different cultures•Our attributions for the meaning of behaviors is oftenwrong