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PPT 7

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Conflict Management
Instructor: Erlan Bakiev, Ph. D.
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Chapter 7
A Note on Cultural
and Gender Differences
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Culture
Values, customs, language, rules, tools,
technologies, goods, laws, institutions, and
organizations
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Classifying Cultures
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Time Orientation
Formality
Power Distance
Individualism
Collectivism
Context
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Cultural Dimensions
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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.
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Cultural Time Orientation
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Eastern cultures tend toward a lesser time focus
than do Western cultures.
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Cultures more formal than the United States
include Latin America, the Middle East, the Far
East, and Southern Europe.
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Cultural Power Distance
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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.
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Cultural Context
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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.
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Collectivism/Individualism
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Collectivist cultures include Japan, Denmark,
and Singapore.
Individualist cultures include Greece, Germany,
Hungary, Egypt, Hong Kong, and North
American countries.
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Culture and Personality Development
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Emphasis on time may relate to Type A
behavior.
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 intuiting.
Culture may affect power orientation.
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Cultural Differences in Negotiating
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Cultural sensitivity will enhance negotiation effectiveness.
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.
Spatial boundaries, contact, gift-giving, and dress vary across
cultures.
Goals may vary dramatically between individualistic versus
collectivist cultures.
Face saving is important everywhere!
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
Gender Differences in Negotiation
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Men may use language to increase status or
control.
Women may use language for connection.
Men may tend to dominate conversation with
women.
Men underestimate women in negotiation at
their peril!
CONFLICT MANAGEMENT
A Practical Guide to Developing Negotiation Strategies
By Barbara A. Budjac Corvette
PRENTICE HALL
В©2007 Pearson Education, Inc.
Upper Saddle River, NJ 07458
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