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

2. 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

3. 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

4. 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)

5. 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

6. 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

7. 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

8. 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

9. High and low contest cultures

14. Communication barriers culture shock

15. Definitions
Read independently. Pp G. Hofstede «Exploring cultures»

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

24. Examples

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