BA 4216 Cross-cultural Studies in Organizations Cross-cultural negotiation and conflict

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BA 4216Cross-cultural Studiesin
OrganizationsCross-cultural negotiation and
conflict

• Instructor Çagri Topal

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Negotiation

• At least two parties with different needs and
  viewpoints
• Aimed at reaching a joint agreement
• Communicating back and forth
• Highly complex when cross-cultural

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When to negotiate

• Power
• Trust
• Time
• Commitment

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Approaches to negotiation

• Distributive bargaining
• Win-lose
• Integrative bargaining
• Win-win

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Negotiation and Hofstedes dimensions

• Collectivist vs. individualist
• Team-based vs. individual-based
• Masculine vs. feminine
• Distributive vs. integrative
• High vs. low power distance
• Centralized vs. decentralized decision
• High vs. low uncertainty avoidance
• Trust-based vs. contract-based

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Negotiation stages

• Planning
• Interpersonal relationship building
• Exchanging task-related information
• Persuasion
• Agreement

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Who negotiates?

• Number and functions
• Gender
• Age
• Rank

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Negotiation tactics

• Verbal
• Nonverbal
• Situational
• Location
• Time limit
• Physical arrangements

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Conflict

• Resulting from disagreements or incompatibilities
  or emotional issues between individuals, groups,
  or organizations
• Associated with mostly negative emotions
• Labor vs. management
• Functional vs. dysfunctional
• Degree of tolerance varying culturally

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Conflict and Hofstedes dimensions

• More conflict-oriented
• Individualist, high power distance, low
  uncertainty avoidance, masculine
• Less conflict-oriented
• Collectivist, low power distance societies, high
  uncertainty avoidance, feminine

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Conflict and the concept of face

• Competitive individualism
• Cooperative collectivism
• Mediated communication
• Refracted communication
• Acting as if a delegate
• Anticipatory communication
• Corresponding by letter