R8. International Negotiating Styles - Foster - ch 8 pp 264 - 293.pdf

Mine described the s way look he said in japan the

Info icon This preview shows pages 4–6. Sign up to view the full content.

mine described the ------ ---- ·~¡s way: "Look," he said. "In Japan, the man can stay out all night 'Intemational Negotiating Styles 271 :::,the bars with his office buddies and come home whenever he wants, and ;:,the wife doesn't say anything about it. In my country, if the man's not ~:iback home by ten o'clock, you can be sure his wife will go out and bring t~him horne herself." The Koreans and the Japanese offer yet another ex- ~¡~mple ofthe dangers ofgeneralizing-so tempting at great distances- ~~bout cultures that share certain overarching similarities. In faet, Japan ~~nd Korea are culturally and historically quite different; both the Ko- f:~eans and the Japanese would be offended if they were lumped to- rgether in the Western point ofview. ¡\o; The most "feminine" cultures, on the other hand, inelude most ofthe ~Wordic countries (the term "house husband" is a Swedish word, and ~quality-of-life issues there, such as day-care, the environment, and old ~~ge security, are always hot topies of coneern). This. too, is changing §~i:>mewhat, as middle-of-the-road Scandinavian socialism is currently be- ~:hg reexamined for the 19908 and beyond. ~, Let's look at an example of a negotiation that is foundering specifi- r,calIy because there is a cultural difference between a "masculine" and F~ferninine" perception of work: ~;o' [Gary Harris, representing an American chemical manufacturero is ¡¡getting increasingly impatient with Peter Laarsen, his Swedish :lJ;~uyer. "We have requirements bere in Sweden that prevent me ~am buying your ~ompany's chemicals UI;less you can I?rove that, '''*0U have not contrlbuted to the degradatlon of the enVlronment m ~othe manufacture of these chemicals," Peter is saying. "1 will need an láffidavit from your company stating this," Harris did not expect to 1have to provide such data before he carne over from the States; ~~ejust wanted to close what looked like a simple, straightforward [~eal. Peter continues, "It's OK ¡fyou don't have that infurmation rready now. Vfe are in no rush, really; we've done business with your 1~mpany before, and we will do more together, I'm Slue. Besides, rI,!:m taking four months off for paternity leave to be with my c~ew baby so my wife can return to her work. Why don't we talk ~again in about six months? By then 1'11 be back at work, and you will ,~áve had time to get the necessary papers together. ~> ~;lf"Quality-of-lire issues are extremely important for Peter, as they are ¡~I:. people in most Nordic cultures. And they range from environmen- tal concerns to ehil~ care, .to a prio~i~izing of quality d~y-to-d~y ~iving ~?Yer short-term busmess needs. Addltlonally, sex role'dlfferentlatlOn at ~brk is not as severe. American businesspeoplé might appreciate sorne ~ªfthese values, but often not to the degree that they are appreciated- fiihd'enforced-in countries like Sweden, Denmark, Finland, and, inter- r~stingly, the Netherlands.
Image of page 4

Info icon This preview has intentionally blurred sections. Sign up to view the full version.

272 Successful Intemational Communication o ,' As we can see, there are many areas in which the fotir Hofstede di~ : mensions have a very clear and definite impact at the negotiating table",: We will highlight the effects of
Image of page 5
Image of page 6
This is the end of the preview. Sign up to access the rest of the document.

{[ snackBarMessage ]}

What students are saying

  • Left Quote Icon

    As a current student on this bumpy collegiate pathway, I stumbled upon Course Hero, where I can find study resources for nearly all my courses, get online help from tutors 24/7, and even share my old projects, papers, and lecture notes with other students.

    Student Picture

    Kiran Temple University Fox School of Business ‘17, Course Hero Intern

  • Left Quote Icon

    I cannot even describe how much Course Hero helped me this summer. It’s truly become something I can always rely on and help me. In the end, I was not only able to survive summer classes, but I was able to thrive thanks to Course Hero.

    Student Picture

    Dana University of Pennsylvania ‘17, Course Hero Intern

  • Left Quote Icon

    The ability to access any university’s resources through Course Hero proved invaluable in my case. I was behind on Tulane coursework and actually used UCLA’s materials to help me move forward and get everything together on time.

    Student Picture

    Jill Tulane University ‘16, Course Hero Intern