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LARISSA FERNANDA VILLACRES MOSQUERA
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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LARISSA FERNANDA VILLACRES MOSQUERA
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
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