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Culture-Based Negotiation Styles
In national or cultural approach to negotiation, generalizations are frequently drawn. Any generalization holds true or not depending on many contextual factors including:
time, setting, situation, stakes, history between the parties, nature of the issue, interpersonal dynamics and mood.
Content:
- Time Orientations
- Space Orientations
- Power Distance
- Masculinity-Femininity
- Cross-Cultural Negotiations
Time Orientations
- Two different orientations to time exist across the world: monochromic and polychromic
Negotiators from monochromic cultures tend to :
- prefer prompt beginnings and endings,
- schedule breaks,
- deal with one agenda item at a time,
- rely on specific, detailed, and explicit communication,
- prefer to talk in sequence,
- view lateness as devaluing or evidence of lack of respect.
Time Orientations
Negotiators from polychromic cultures tend to:
- start and end meetings at flexible times,
- take breaks when it seems appropriate,
- be comfortable with a high flow of information,
- expect to read each others' thoughts and minds,
- sometimes overlap talk,
- view start times as flexible and not take lateness personally.
Space Orientations
- In Northern European countries, personal space is much larger than in Southern European countries.
- Certain cultures, including Mediterranean, Arab, and Latin American, are more tactile and allow more touching.
- United States: allow cross-gender touching, while same-gender touching is less acceptable.
- Japan: women are frequently seen holding hands, but not men.
- Mediterranean: it is common to see men holding hands or touching in public, but not women.
Space Orientations
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