(Lewicki, Saunders & Barry. 2011)(Lewicki, Saunders & Barry. 2011)

Cross-Cultural Negotiation

LDR 655Wallace

Siena Heights University

(Lewicki, Saunders & Barry. 2011)

4 Layers of Diversity

Gardenswartz & Rowe, (1994) Diverse Teams at Work: Capitalizing on the Power of Diversity. New York, NY. McGraw-Hill,. p. 33

(Lewicki, Saunders & Barry. 2011)

Global Competition

Source: OECD PISA 2009

(Lewicki, Saunders & Barry. 2011)

International: Art &Science

• Science• Art• Context

– Environmental– Immediate

(Lewicki, Saunders & Barry. 2011)

Context

(Lewicki, Saunders & Barry. 2011)

International Outcomes?

• No simple arguments

– Understand multiple influences

– Regularly update understanding

(Lewicki, Saunders & Barry. 2011)

Conceptualizing

• Learned behavior expectations

• Shared values Individualism/collectivism

Power distance

Career Success versus. quality of life

Uncertainty avoidance

(Lewicki, Saunders & Barry. 2011)

Hofstede’s Model

Graphic Source

http://geert-hofstede.com/

(Lewicki, Saunders & Barry. 2011)

Hofstede’s Model

Graphic Source

(Lewicki, Saunders & Barry. 2011)

Hofstede’s Model

Graphic Source

(Lewicki, Saunders & Barry. 2011)

Individualism/Collectivism

http://geert-hofstede.com/dimensions.html

(Lewicki, Saunders & Barry. 2011)

Power Distance

http://geert-hofstede.com/dimensions.html

(Lewicki, Saunders & Barry. 2011)

Career Success/Quality of Life

http://geert-hofstede.com/dimensions.html

(Lewicki, Saunders & Barry. 2011)

Uncertainty Avoidance

http://geert-hofstede.com/dimensions.html

(Lewicki, Saunders & Barry. 2011)

Short vs. Long Term

http://geert-hofstede.com/dimensions.html

(Lewicki, Saunders & Barry. 2011)

Indulgence or Restraint?

(Lewicki, Saunders & Barry. 2011)

Hofstede’s Top 10

(Lewicki, Saunders & Barry. 2011)Graphic Source

(Lewicki, Saunders & Barry. 2011)

Dialectic vs. Context

(Lewicki, Saunders & Barry. 2011)

Schwartz’s 10 Cultural Values

(Lewicki, Saunders & Barry. 2011)

Managerial Perspectives

• Definition• Opportunity• Selection• Protocol• Communication• Time• Risk• Groups versus individuals• Agreements• Emotionalism

(Lewicki, Saunders & Barry. 2011)

Responsive Strategies

• Be aware

• Understand

• Predict or influence

• Familiarity

(Lewicki, Saunders & Barry. 2011)

Low Familiarity

• Employ agents or advisers (unilateral)

• Mediator (joint)

• Induce (joint)

(Lewicki, Saunders & Barry. 2011)

Moderate Familiarity

• Adapt (unilateral)

• Coordinate adjustment (joint)

(Lewicki, Saunders & Barry. 2011)

High Familiarity

• Embrace (unilateral)

• Improvise (joint)

• Effect symphony (joint)

(Lewicki, Saunders & Barry. 2011)

Cultural Diversity