IMPORTANT POINTS!
1. we learned
about Spain that is a hierarchical culture, they like rules and they think
changes causes stress.
They are a
collectivist society due to they perceived teamwork as a natural, they tend to
work this way. Confrontation is avoided.
Spain is
defined as a normative country, they like t olive the moment without worrying
about the future. Is not an indulgent society, which means they have a tendency
to be pessimism.
So this
class show us the qualitative way of a culture as Gannon´s metaphors, where he
use a characteristic of the country to develop most part of their culture. What
happens with this, is that those qualitative tools can take us to generalize
about people behavior but still knowing of what their lives turn around on.
2. the
second most important topic is that we cant really know a single way to
describe a culture, there is not only one thing that describes it completely
so, its better to have different opinions and point of view to makes us the
idea of what a country could be.
CULTURE AND NEGOTIATION
As an
article from the business journal, written by Jeswald W. Salacuse where he say that “international business
deals not only cross borders, they also cross cultures”, i think this is the 60-70%
of the success of a negotiation. Understanding a culture, is to understand a
different way of thinking, what influences the communication form and their
behaviors, so if you can put “in others shoes” you can do better strategies to
negotiate, know about what to talk, how tos ay hello, what to do and what don´t
to be respectfully with the others.
He talk in his article about ten
particular elements that can complicate intercultural negotiations:
1.negotiating goal: the different
point of views parties have in the negotiation, the different interest they
have. first and foremost, is a signed contract
between the parties. Other cultures tend to consider that the goal of a
negotiation is not a signed contract but rather the creation of a relationship
between the two sides
2.negotiationg
attitude: the intention of the negotiation could be for one culture win-win and
for the other one win-lose.
3.personal style: how
one negotiator talks to the other one, the way of dressing, of interact etc… all
this issues are influenced by the culture how serious and important we think a
negotiation is, how formal or informal.
4. communication:
some cultures emphasize in direct methods of communication and others in
indirect communication, being more complex when talking.
5. sensitivity to
time: It is said that Germans are always punctual,
Latins are habitually late, Japanese negotiate slowly, and Americans are quick
to make a deal. This makes reference of how we estimate the time a negotiation
is going to take or the time we need to invest in it.
6.emotionalism: According to the stereotype,
Latin Americans show their emotions at the negotiating table, while the
Japanese and many other Asians hide their feelings. ITs a tendency but not necessarily
have to be like this. In the author’s survey,
Latin Americans and the Spanish were the cultural groups that ranked themselves
highest with respect to emotionalism in a clearly statistically significant
fashion. Among Europeans, the Germans and English ranked as least emotional,
while among Asians the Japanese held that position, but to a lesser degree.
7. formo of
agreement: Cultural factors influence the form of the
written agreement that the parties make.
Generally, Americans prefer very detailed
contracts that attempt to anticipate all possible circumstances and
eventualities, no matter how unlikely. Other cultures, such as the
Chinese, prefer a contract in the form of general principles rather than detailed
rules.
8.building an
agreement: Does it start from an agreement on general
principles and proceed to specific items, or does it begin with an agreement on
specifics, such as price, delivery date, and product quality, the sum total of
which becomes the contract? Different cultures tend to emphasize one approach
over the other.
9. team organization:
who has the authority to make commitments, and how
decisions are made. Culture is one important factor that affects how executives
organize themselves to negotiate a deal.
10. risk taking: In deal making, the negotiators’ cultures can affect the
willingness of one side to take risks– to divulge information, try new approaches,
and tolerate uncertainties in a proposed course of action.
SOURCE
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