The Influence of Culture and Gender On Negotiations
The Influence of Culture and Gender On Negotiations
The Influence of Culture and Gender On Negotiations
and Gender on
Negotiations
9-2
Hofstede Cross-Cultural
Figure 9-1 Hofstede Cross-Cultural Comparisons
Comparisons, U.S.,
U.S. and Japan, and
Japan
France
100
0
PDI IDV MA UAI LT
Japan 54 54 95 92 80
United States 40 91 62 46 29
France 68 71 43 86 0
Nations Exhibiting Extremes in Hofstede’s Cultural Dimensions
9-10
GLOBE Study
Similar to Hofstede’s cultural dimensions
Measured both the ways things are and
the ways things should be
Grouped 62 societies into 10 country
clusters
Ten Clusters of GLOBE Countries
Representative Characteristics of GLOBE Dimensions
HIGH PERFORMANCE ORIENTATION LOW PERFORMANCE ORIENTATION
societies have characteristics such as... societies have characteristics such as...
Value competitiveness and materialism. Value societal and family relationships.
Value what one does more than who one is. Value harmony with the environment.
Expect direct, explicit communication. Value who one is more than what one does.
Expect indirect, subtle communication.
HIGH INSTITUTIONAL COLLECTIVISM LOW INSTITUTIONAL COLLECTIVISM
societies have these characteristics... societies have these characteristics...
Group loyalty is encouraged, even if this Pursuit of individual goals is encouraged, even
undermines the pursuit of individual goals. at the expense of group loyalty.
Rewards are driven by seniority, personal Rewards are driven very largely by an
needs, and/or within-group equity. individuals contribution to task success.
Critical decisions are made by groups. Critical decisions are made by individuals.
HIGH IN-GROUP COLLECTIVISM societies LOW IN-GROUP COLLECTIVISM societies
have characteristics such as... have characteristics such as...
Duties and obligations are important Personal needs and attitudes are important
determinants of social behavior. determinants of social behavior.
A strong distinction is made between in-groups Little distinction is made between in-groups
and out-groups. and out-groups.
People emphasize relatedness with groups. People emphasize rationality in behavior.
The pace of life is slower. The pace of life is faster.
Representative Characteristics of GLOBE Dimensions
HIGH POWER DISTANCE societies have LOW POWER DISTANCE societies have
characteristics such as... characteristics such as...
Society is differentiated into classes. Power linked to corruption and coercion.
Power seen as providing social order. Information is widely shared.
Information is localized and hoarded.
Value competition, success, and progress. Value cooperation and warm relationships.
Communicate directly and unambiguously. Communicate indirectly; try to "save face."
Try to have control over the environment. Try to be in harmony with the environment.
Build trust on basis of calculation. Build trust on basis of predictability.
Relative Scores on Cultural
Figure 9-5 GLOBE the Nine GLOBE
Dimensions Dimensions
U.S. and Japan
6
for U.S. and Japan
0
Future Human Instit. In- Pow Uncert
Perfor. Assert. Gender
Or. Or. Coll. Group Dis ain
U.S. 4.49 4.55 4.15 4.17 4.2 4.25 3.34 4.88 4.15
Japan 4.22 3.59 4.29 4.3 5.19 4.63 3.19 5.11 4.07
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