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Unformatted text preview: 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 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 institutions (e....
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This note was uploaded on 06/18/2008 for the course MGTS MGTS3602 taught by Professor Dr.remiayoko during the Summer '05 term at McGill.
- Summer '05