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Summary Cross Cultural Problems

In business, negotiation is the most important thing when it comes to closing a deal.

This can be between two people, two groups or two enterprises. The book explains all

the strategies you can use and adapt to for creating a correct relationship for

international business. The most important strategies are

Good cop vs bad cop: this requires a group of people fighting another group of

people. I happens when one person takes the position in which one of them

becomes inflexible, while the other one is more comprehensie and this helps to

the other part to feel more understood.

Hard vs soft:!here one person is haing a rigid posture and the other one is

being flexible and caring about the relationship and the other person"s interest.

Boulwarism: This is when one of the person don"t speak and the other one

leaes the meeting. This can break relationships foreer, and may neer allow a

good talking between enterprises.

The states of negotiations are explained in this chapter as#

Orientation and positioning: this is when the two teams talk to each other and

explain what they want, what they are looking for and what they don"t want to

accept when it comes to negotiation.

Argumentation:$fter the two partners hae explained what their orientation and

hae positioned their opinion. If they don"t know agree at first, they present

eidence and then show why their opinion is the best.

Emergence and Crisis:after arguing, the parties can agree at first, or disagree.They negotiate and may face crisis.

Agreement or breakdown:$fter you hae the crisis, you can stop arguing or

%ust leae it there. !hether you choose the agree or not to choose the decision.

The rules of negotiation are#

Separate people from the problem

&ocus on interest and not positions

Create option for mutual games

Insist on ob%ectie criteria

Summary cultural enironment international business.

The three approaches explained in this chapter are#

Cultural metaphor

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Stereotypes# these are general ideas about a grupo of people, this can be true or

false but it can affect people"s sensibility.

Idioms# manner of talking and phrases for people from the same culture.

Low context cultures vs ig context cultures: groups with low context prefer erbal

explanation and may attack erbally others. !hile high context prefer not talking for nothaing misunderstandings and like good relations.

The last part of the chapter is the '(&ST)*)"S +)S)$+C' ( C-T-+)

!ndividualism vs collectivism: This refers when a society likes to lie as a

group or as an indiidual. This is good or bad depending on how the country is

managed and how people tend to refer to each other

"ower distance:this refers to inequality. Some societies like /ene0uela accept

inequality as a normal part of life. $nd others don"t accept it and fight against it.

#ncertaint$ avoidance: some countries can lie happy while not facing thefuture and prefer not to take risks.

%asculinit$ vs femininit$:masculine societies fight against each other, and

don"t care about less fortunate people and feminine societies care about others

and hae subtle ways to express competitieness, assertieness ambition and

accumulation of wealth.

Long terms vs sort term orientation: this is when people can afford waiting

for results. Some societies can, and others can"t

The key dimensions of culture

/alues and attitudes

*eal s relationship orientation

1anners and customs

Perception of time

Perception of space

+eligion