Chapter 11: Cross-Cultural Negotiation Flashcards
(51 cards)
In order to learn about how cultures influence social behavior, it is important to develop a ______ ______ for thinking about a culture and to understand there is __________ within cultural groups.
mental model; heterogeneity (differences)
the unique character of a social group; the values and norms shared by its members that distinguish it from other social groups.
culture
Culture encompasses _______, ______, _______, and _______ institutions, as well as products produced such as art, architecture, music, theater, and literature.
economic; social; political; religious
- A cultural ________ is a faulty belief that everyone from a given culture is exactly alike.
- A cultural _______ recognizes that substantial variation is present within cultures.
- stereotype
- prototype
If you view culture as an iceberg, what are the three levels, starting from the tip of the iceberg to the deep part?
- Behaviors, artifacts, and institutions
- Values, beliefs, and norms
- Assumptions
What are the 3 models of culture that can be used to examine cultural norms and behaviors?
- Hofstede Model
- Tripartite Model of Culture
- Tight vs. Loose Cultures
According to the Hofstede Model, people from different cultures differ in terms of what two key dimensions?
- Individualism-collectivism
- Small-large power distance
(The Hofstede Model, we will look at this cross-reference of scales. On one scale, we are looking at individualism v. collectivism. The other scale is a power distance index (small-large power distance). What we will learn about these scales, is that different cultures fall into different sections of this scale. Look in camera roll for pic of this cross-reference of scales)
Match each statement to which dimension of the Hofstede Model they describe:
a. refers to the basic human motive concerning preservation of the self vs. the collective.
b. reflects the tendency to see a large distance between those in the upper part of a social or organizational structure and those in the lower part
a. individualism-collectivism
b. small-large power distance
According to the Hofstede Model, what is the most individualistic country?
U.S.A (we are self-organized, self-centered when it comes to goals, achievements, etc.) (joined by countries like Great Britain, Australia, etc.)
Small power index or large power index (Hofstede Model)?
1. harder to climb the social ladder (barrier to movement from one class to another)
2. easy to climb the social ladder
- large power index (ex: Russia)
- small power index
Fill in the blanks for the aspects of an individualistic culture (Hofstede model):
1. The pursuit of ________ and regard for personal welfare are paramount.
2. People give priority to their _______ ________, even when those goals conflict with those of their group.
3. Individual _______ and _______ are valued more than collective and group needs.
4. People enjoy having _______ and ______ over their world and others.
5. Individual _________ are rewarded by economic and social institutions.
6. Legal institutions are designed to protect ________ _______.
- happiness
- personal goals
- happiness; expression
- influence; control
- accomplishments
- individual rights
Fill in the blanks for the aspects of a collectivistic culture (Hofstede model):
1. Culture rooted in social groups and individuals are viewed as ________ of groups.
2. People view their ________ as fundamental parts of themselves and give ________ to in-group goals.
3. People are concerned about how the results of their _______ affect members of their in-group.
4. _________ are shared with in-group members.
5. Emphasis is placed on the importance of adjustment, harmony, and the _______ of personal needs for the greater good of the group.
6. Legal institutions place the greater good of the ________ above the rights of the individual.
- members
- in-groups; priority
- actions
- resources
- sacrifice
- collective
T or F: In a collectivistic culture, social groups are more important than individuals.
True
Hofstede Model → Individualism vs. collectivism involves a variety of implications for the conduct of negotiations, such as what 6 things?
- Concern for personal outcomes vs. others’ outcomes
- Cooperative behaviors
- Influence vs. adjustment
- In-group favoritism
- Social priming
- Accountability pressure
A key factor that influences behavior across cultures is the means by which people influence others and _____ ______.
use power (power distance)
What are these two views of cultural power distance referred to as?
1. Low-power distance culture
2. High-power distance culture
- Egalitarian (society)
- Hierarchical (society)
Match the following to whether it describes a low power distance (egalitarian) culture or high power distance (hierarchical) culture:
a. Everyone expects to be treated equally.
b. Great deference is paid to status
c. Status implies social power and is not easily permeated or changed.
d. Doesn’t mean that everyone is of equal status, but that status differences are easily permeated.
e. Members are empowered to resolve conflict themselves.
f. Social inferiors are expected to defer to social superiors who are obligated to look out for the needs of social inferiors.
g. A negotiator’s BATNA and information are key sources of power.
h. Conflict between members of the same social rank is more likely to be handled by deference to a superior than by direct confrontation between social equals.
a. Low power distance
b. High power distance
c. High power distance
d. Low power distance
e. Low power distance
f. High power distance
g. Low power distance
h. High power distance
What are the 4 types of dispute resolution procedures which characterize how different cultures resolve disputes?
- Bargaining
- Mediation
- Adversarial adjudication
- Inquisitorial adjudication
Match each of the following descriptions to which type of dispute resolution procedure they describe:
a. A judge makes a binding settlement decision, but disputants retain control.
b. Disputants control final decision but 3rd party mediates
c. Yield all control over to 3rd party
e. No 3rd party involved
a. Adversarial adjudication
b. Mediation
c. Inquisitorial adjudication
e. Bargaining
Match each of the following to which resolution procedure they fall under:
a. In a divorce, a husband and wife argue over who gets the assets of the family like the BMW, the house, etc., and it’s just between the two of them.
b. Same scenario as A, but a 3rd party comes in to “oversee” this asset allocation; third party helps you sort it all out; they aren’t rlly a decision maker, but a suggestion maker.
a. Bargaining
b. Mediation
The Tripartite Model of culture is based on what 3 cultural prototypes?
- Face (like reputation)
- Dignity
- Honor
(These cultural values represent negotiators’ self-views and are highly correlated with particular geographic regions)
T or F: In the Tripartite Model, face, dignity, and honor all refer to how negotiators define and regard their self-worth.
True
Tripartite Model → The “Face” Cultural Prototype:
1. What is the primary geographic location of this cultural prototype?
2. What is the description of this cultural prototype?
3. What are the negotiation behaviors and expectations of this cultural prototype?
- East Asia (including China, Japan, Korea, and Taiwan)
- Saving face; giving face; earning respect from others
- Non-confrontational, indirect information exchange, making multi-issue proposals
(know these)
Tripartite Model → The “Dignity” Cultural Prototype:
1. What is the primary geographic location of this cultural prototype? (4 places)
2. What is the description of this cultural prototype?
3. What are the negotiation behaviors and expectations of this cultural prototype?
- Europe, North America, Australia, and New Zealand
- Self-determination; individualism; meritocracy
- Direct question-asking; assume others are trustworthy unless given reason not to; task-focused
(know these)
