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MGTS_3602_Week_10_Cross__cultural_negotiations_2005_ -...

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1 Cross-Cultural Negotiations Dr. Remi Ayoko UQ Business School University of Queensland Learning about cultures Culture values and norms shared by group members that set it apart from others (Lytle et al. 1999) Shared values and beliefs of a group of people (Lewicki,et al.2003) These are operationalised in: families social groups organisations industries states, regions countries societies Hofstede’s dimensions of culture Based on data gathered from 100,000 IBM employees around the world (53 cultures) Four dimensions of culture analysed Individualism /collectivism- Power distance Masculinity /femininity Uncertainty avoidance Individualism/Collectivism Dimension I/C dimension describes the extent to which the society is organised around the individual or the group Individualism encourages young to be independent & look after themselves Individuals give priority to their own goals Implications for achievements and legal institutes (protects ind.right) Collectivism Integrates individuals into cohesive gps that take responsibility for welfare of each individual Individuals are rooted in social groups Priority is given to group over individual goals Individualism/Collectivism Dimension: Negotiation Individualists Competency is important than relationship Swapping of negotiators will occur and short term means will be used to achieve results Conflict resolved based on rules & legal processes Collectivists Relationship is more important in negotiation Negotiators will spend time building relationship and sustaining a long-term relationship Disagreements are resolved based on personal experiences Individualism/Collectivism Dimension: Negotiation Negotiation process: Collectivist cultures spend more time planning for long term goals, while individualistic cultures plan for short term goals Individualist cultures have more fixed-pie errors & make more extreme offers than collectivist cultures Negotiation outcomes Collectivists reach higher joint outcomes (more integrative solutions) Conflict Resolution styles In a romantic relationship, collectivist cultures prefer obliging, avoiding and integrative conflict management styles, accommodation, & collaboration & withdrawal Individualistic cultures prefer dominating styles & competitive styles Collectivist cultures prefer negotiation than mediation
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2 Power distance Power distance: The extent to which the less powerful members of org & institutions (e.g. family) accept and expect that power is distributed equally
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  • Summer '05
  • Dr.RemiAyoko
  • individualistic cultures, Collectivist Cultures, negotiation Negotiators, official negotiators Negotiators