Negotiations in cross cultural business environment 3 Types of cultures 2 High and low context cultures Communication barriers Culture shock

Types of culture according to Trompenaars (“Riding the Waves of Culture” Universalist vs. particularist cultures Individualist vs. collectivist cultures Neutral vs. emotional cultures Concrete vs. diffuse cultures Outward orientated vs. inward orientated cultures Time percpetion in different cultures

Universalism versus particularism What is primary? Laws or relationships? Universalists Particularists Primary – laws Primary - relationship Contrac ts are concluded quickly Apt for changes in contracts Relyability in execution of the contract Willingness to make changes The result of negotioations is the only determinant Different opinions are possible in certain situations Deal is deal Relations develop

Individualism versus collectivism individualists Collectivists The use of “I” in communications The use of “we” in communication People work mor individually People work together Decisions are made independently Decisions are made after consultations Holidays are spent either alone or in small groups (e..g with a spouse) Holidays are spent in larger groups (e.g. Collective excursions)

Neutral versus emotional Don’t show feelings Demonstrate feelings verbally and non-verbally Tend to be strained in communication No stress in communication Suppressed emotions can result in blow-up No suppression of emotions Self-collected behavior is valued Emotions are valued Touching, physical contact is taboo Touching, facial expressions, jestures are important The tone of voice is monotonous The tone is dramatic

Concrete versus diffuse cultures A person is direct, communication has a certain aim A person speaks indirectly, the form can be confusing A person is persuasive, open A person is evasive, discrete, speach is polisemantic The basic principels of the speaker don’t depend on the opponent The moral stance depends on the context and situation

Inward versus outvard directed cultures Inward directed Outward directed Self-centered, opposed to the outside world Tends to reach compromises Conflicts and opposition means that you have position Consideration, tolerance Attention is paid to the narrow group (e.g., family) Attention is paid to clients, partners, colleagues Inability to control environment causes discomfort Changes are normal course of events

Time perception (orientation) Past Present Future Traditions, history of nation, family, business Present situation is the most important Perspectives, potential, future results People want to restore past harmony Plans are OK, but they are not always administred Planning, strategic thinking Reverence for elderly and previous generations Now and here – the most imortant Retaining youth appearances, thinking of future Historical or traditional context Style, fashion trend Everything for the sake of future

High and low contest cultures

Communication barriers culture shock

Definitions Read independently. Pp. 17-27 G. Hofstede «Exploring cultures»

Culture shock Sense of confusion, discomfort, disorientation, and uncertainty felt by those exposed to a different cultural environment.

Examples https://mail.google.com/mail/u/0/#inbox/15a3380329c755e0?projector=1 https://mail.google.com/mail/u/0/#inbox/15a336e66c21694c?projector=1 https://mail.google.com/mail/u/0/#inbox/15a336d429f34a38?projector=1 https://mail.google.com/mail/u/0/#inbox/15a33674b22677fb?projector=1 https://mail.google.com/mail/u/0/#inbox/15a337f4a3594735?projector=1 https://mail.google.com/mail/u/0/#inbox/15a3377ade6d96f4?projector=1

Homework Read and be ready to discuss (no summary necessary) Margaret C. McLaren «Interpreting cultural differences» ch,. 2 and 3