L10 Cultural aspects of negotiations

Question 1

Why is it so important to understand cultural differences in negotiations?

Answer 1

• To take distance and get engaged at the same time
• To feel comfortable more easily with a diverse environment
• To improve your cross-cultural communication, fostering adaptation
• To better understand and solve negotiation-related issues with partners from different cultural backgrounds

Question 2

Which are the 3 cultural levels?

Answer 2

• National cultural
• Organizational culture
• Occupational culture

Question 3

What is the definition of culture (by Hofstede)?

Answer 3

The collective programming of the mind distinguishing the members of one group or category from others.

Question 4

Which are the 6 dimensions of national culture (by Hofstede)?

Answer 4

1. Power distance
2. Uncertainty avoidance
3. Individualism vs. Collectivism
4. Masculinity vs. Femininity
5. Long-term orientation vs. Short-term orientation
6. Indulgence vs. Restraint

(check presentation to study them)

Question 5

Which are the 3 types of models of negotiation in different cultures?

Answer 5

• Rational model (dignity cultures): deeply embedded in Western thought, consistent with individualism
• Relational model (face cultures): more prominent in Asian and African cultures, empathy and connection, face maintenance
• Honor model (honor cultures): more prominent in Middle East, focus on moral integrity and protection