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

Díetrich bent down and took a newspaper out ofthe

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Díetrich bent down and took a newspaper out ofthe dispensing machine as they approached the train pIatform, without having put his money in first. "Would you happen to have an extra shilling?" he asked Simon. 'Tve run out of change." "Sure, sure," Simon said, as he gave the machine the needed shilling, even though Bauer already had his newspaper. 20 In Ger~anic cultures in general, there is an internalized consensus o~ the importance offollowing societal norms that can obviate the need for externally imposed enforcement. In general, you put a shilling in the machine, even though it is possible to get your newspaper for free. You pay for your ticket even thougb the chances of it being checked are> small. The workers will not strike, for that would be too disrupting to' the general condition ofthe country, even though they seek importanf: labor·management changes. In Germany. you wait tiU the light turns' green before crossing the street even if there is no traffic coming. If' ·your car has a dent, you'd better fix it, 01' you'n hear about it froro [he 21lyhis example was contributed by lTAP, lnternational. Intemational Negoliating Styles 267 neighbors and the police. And if you let your grass grow too long 01' play your music too loud late into the night, your neighbors will feel no compunction <ibout reprimanding you sharply for it the next day. Com- pare tbis kind of behavior witb attitudes in the United States, where regulations need to be more externalized, more enforced, and there- fore, more apparent. 01', for an even more dramatic contrast, compare these German attitudes with those in Mexico where, even when regula·· tions are fulIy externalized and enforceable, no self·respecting driver would stop at a red light if there is clearly no traffic coming tbe other way. 2. Individualism Versus Collectivism These ~erms are cultural, not economic, and they refer to the orienta- tion that people in different cultures have toward. their work. Do we work for our own individual benefit, 01' do we work for the benefit of the greater group, [he family, the clan, the company, the country? Those cultures that are more individualistic subscribe to self-interest· oriented theories of work ·and economics. Individuals in these cultures are self-actualized and self·motivated. and [heir relationships with col- leagues are based on self-interest. They are generally task-oriented, have a high comfort leve! with anonymity, and seek individual reward and appraisal. In contrast, those cultures that are more collectivist sub- scribe to group-oriented theories of work and economics. People there are motivated by the desire to advance the interests ofthe group. Their relationships with eolleagues are based on mutual self-interest, [hey are emotionally dependent on the suecess of tbe group, and they seek re- ward for the group.
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