PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Conflict Management Instructor: Erlan Bakiev, Ph. D.

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Chapter 7 A Note on Cultural and Gender Differences

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Values, customs, language, rules, tools, technologies, goods, laws, institutions, and organizations Culture

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Classifying Cultures Time Orientation Time Orientation Formality Formality Power Distance Power Distance Individualism Individualism Collectivism Collectivism Context Context

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Cultural Dimensions  Time orientation refers to the focus on time.  Formality refers to pomp and ceremony, tradition, and formal rules.  Power distance refers to the degree of social stratification embedded and accepted.  Context refers to the degree to which the context or situation and individuals affect behavior and meaning.

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Cultural Time Orientation Eastern cultures tend toward a lesser time focus than do Western cultures. Eastern cultures tend toward a lesser time focus than do Western cultures. Cultures more formal than the United States include Latin America, the Middle East, the Far East, and Southern Europe. Cultures more formal than the United States include Latin America, the Middle East, the Far East, and Southern Europe.

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Cultural Power Distance Countries with relatively high power distance tolerance include Mexico, South Korea, Japan, India, Pakistan, Thailand, Argentina, Brazil, Chile, France, Spain, Italy, Belgium, and South Africa. Countries with relatively high power distance tolerance include Mexico, South Korea, Japan, India, Pakistan, Thailand, Argentina, Brazil, Chile, France, Spain, Italy, Belgium, and South Africa. Countries with low power distance include United States, Great Britain, Canada, Austria, Finland, Norway, Ireland, Germany, Sweden, Denmark, and Israel. Countries with low power distance include United States, Great Britain, Canada, Austria, Finland, Norway, Ireland, Germany, Sweden, Denmark, and Israel.

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Cultural Context Countries where context highly affects communication—high-context cultures— include China, Korea, Japan, Vietnam, Arabia, Greece, Spain, and Italy. Countries where context highly affects communication—high-context cultures— include China, Korea, Japan, Vietnam, Arabia, Greece, Spain, and Italy. Countries with low-context cultures include United States, Canada, Germany, Switzerland, Scandinavia, and Great Britain. Countries with low-context cultures include United States, Canada, Germany, Switzerland, Scandinavia, and Great Britain.

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Collectivism/Individualism Collectivist cultures include Japan, Denmark, and Singapore. Collectivist cultures include Japan, Denmark, and Singapore. Individualist cultures include Greece, Germany, Hungary, Egypt, Hong Kong, and North American countries. Individualist cultures include Greece, Germany, Hungary, Egypt, Hong Kong, and North American countries.

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Culture and Personality Development Emphasis on time may relate to Type A behavior. Emphasis on time may relate to Type A behavior. Low-context culture may relate to internal locus of control. Low-context culture may relate to internal locus of control. High-context culture may relate to external locus of control. High-context culture may relate to external locus of control. High-context culture may relate to intuiting. High-context culture may relate to intuiting. Culture may affect power orientation. Culture may affect power orientation.

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Cultural Differences in Negotiating Cultural sensitivity will enhance negotiation effectiveness. Cultural sensitivity will enhance negotiation effectiveness. Expectations, semantics, connotation, and tone are important and may facilitate or frustrate communication. Expectations, semantics, connotation, and tone are important and may facilitate or frustrate communication. Time focus in formal and in high-context cultures may be insulting. Time focus in formal and in high-context cultures may be insulting. Spatial boundaries, contact, gift-giving, and dress vary across cultures. Spatial boundaries, contact, gift-giving, and dress vary across cultures. Goals may vary dramatically between individualistic versus collectivist cultures. Goals may vary dramatically between individualistic versus collectivist cultures. Face saving is important everywhere! Face saving is important everywhere!

PRENTICE HALL ©2007 Pearson Education, Inc. Upper Saddle River, NJ CONFLICT MANAGEMENT A Practical Guide to Developing Negotiation Strategies By Barbara A. Budjac Corvette Gender Differences in Negotiation Men may use language to increase status or control. Men may use language to increase status or control. Women may use language for connection. Women may use language for connection. Men may tend to dominate conversation with women. Men may tend to dominate conversation with women. Men underestimate women in negotiation at their peril! Men underestimate women in negotiation at their peril!