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    The Influence of Culture and Gender On Negotiations: Presented by

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    robinraj12
    This document discusses how culture and gender can influence negotiations. It outlines several key cultural dimensions identified by Hofstede, including power distance, uncertainty avoidance, individualism vs collectivism, masculinity vs femininity, and long vs short-term orientation. These cultural factors shape a society's norms around relationships, communication style, and approach to time, risk, and group goals. The document also examines how cognitive biases and strategic approaches may differ cross-culturally and how emotions and communication styles are impacted. Finally, it briefly addresses gender differences in negotiating, both when women negotiate for themselves and on behalf of others.

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    The Influence of Culture and Gender On Negotiations: Presented by

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    robinraj12
    52 views12 pages
    This document discusses how culture and gender can influence negotiations. It outlines several key cultural dimensions identified by Hofstede, including power distance, uncertainty avoidance, individualism vs collectivism, masculinity vs femininity, and long vs short-term orientation. These cultural factors shape a society's norms around relationships, communication style, and approach to time, risk, and group goals. The document also examines how cognitive biases and strategic approaches may differ cross-culturally and how emotions and communication styles are impacted. Finally, it briefly addresses gender differences in negotiating, both when women negotiate for themselves and on behalf of others.

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    This document discusses how culture and gender can influence negotiations. It outlines several key cultural dimensions identified by Hofstede, including power distance, uncertainty avoidance, individualism vs collectivism, masculinity vs femininity, and long vs short-term orientation. These cultural factors shape a society's norms around relationships, communication style, and approach to time, risk, and group goals. The document also examines how cognitive biases and strategic approaches may differ cross-culturally and how emotions and communication styles are impacted. Finally, it briefly addresses gender differences in negotiating, both when women negotiate for themselves and on behalf of others.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    52 views12 pages

    The Influence of Culture and Gender On Negotiations: Presented by

    Uploaded by

    robinraj12
    This document discusses how culture and gender can influence negotiations. It outlines several key cultural dimensions identified by Hofstede, including power distance, uncertainty avoidance, individualism vs collectivism, masculinity vs femininity, and long vs short-term orientation. These cultural factors shape a society's norms around relationships, communication style, and approach to time, risk, and group goals. The document also examines how cognitive biases and strategic approaches may differ cross-culturally and how emotions and communication styles are impacted. Finally, it briefly addresses gender differences in negotiating, both when women negotiate for themselves and on behalf of others.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    of 12

    The Influence of Culture and

    Gender on Negotiations

    Presented by-
    Alok Pandey
    Understanding Cultural Differences

    CULTURE

    • Includes the values and norms shared by members of a


    group .
    • Economic, social, political and religious institutions that
    shape and mold group activities.
    • Frame and guide the interpretation of experience,
    processing of information and the ways people
    communicate.
    Characteristics of Cultures- The way an individual might
    negotiate.
    • Self-identity- See negotiations as a competition or an opportunity
    to collaborate
    • Relationships- Influence negotiation by dictating who the culture
    recognizes as its leaders, who makes the decisions, who will be
    governed by those decisions.
    • Communications- Negotiations is whether the culture exchange
    information in a direct or indirect manner.
    • Time and time consciousness- Negotiation to begin on time and to
    finish as soon as possible.
    • Values and norms- Negotiation interact both sides are making
    judgment based upon their culture’s value system.
    • Mental process and learning- Detect how information given in a
    negotiation is received.
    Hofstede’s cultural dimensions

    • Greet Hofstede and Michael Harris bond

    Five dimensions are:-

    • Power distance
    • Uncertainty avoidance
    • Individualism collectivism
    • Masculinity and femininity
    • Long term orientation
    Uncertainty Avoidance
    • Focuses on the level of tolerance for uncertainty and ambiguity
    within the society in its unstructured situation.

    • High uncertainty avoidance ranking indicates low tolerance


    for uncertainty and ambiguity.

    • Low uncertainty avoidance ranking indicates less concern


    about ambiguity and uncertainty and has more tolerance for a
    variety of option.

    • Negotiator established the level of trust appropriate to or


    necessary for a negotiation to succeed.
    Individualism Collectivism
     Focuses on the degree that reinforces individual or collective
    achievement and interpersonal relationships.

     High individualism ranking indicates that individuality and


    individual rights are paramount within the culture.

     Low individualism ranking characterizes societies of more


    collectivist nature with close ties among individuals.

     Negotiators respond to an argument on how a project will


    benefit many people rather than selling it on a economic basis.
    Masculinity- Femininity
    • Focuses on the degree that a culture reinforces, or does
    not reinforce , the traditional masculine trait of
    assertiveness.

    • High masculinity ranking indicates the society values


    achievement , control, and power and has a high degree
    of gender differentiation.

    • High feminine ranking indicates that a society has a


    more nurturing orientation and a lower level of
    differentiation and discrimination between gender.
    Long term orientation
    • Focuses on the degree to which a culture is devoted
    to traditional, forward-thinking values.

    • High long term orientation ranking indicates long


    term commitments and respect for traditions .

    • Low long term orientation ranking indicates that a


    society is inclined more towards immediate results .
    Negotiation issues sensitive to culture.
    • Heuristics and biases in cross-cultural negotiations.

    • Cognitive biases- Michael W .Morris and Michael J.


    Gelfand distinguish between biases that are learned and
    biases that arise from the human perceptual system.
    Research support the theory that the party making the
    higher first offer fares better in negotiations.

    • Learned Biases- over confidence or self serving


    evaluations are example of biases based on learned
    behavior.
    Negotiation patterns in cross-cultural
    negotiations.
    • Strategic approach.
    • Sequence of tactics.
    • Flow of the process.

    Emotions in cross-cultural negotiations

    Communication in cross-cultural
    negotiations
    Gender issues in negotiations

    • Women negotiating on their own behalf

    • Women negotiating for others.


    Thank you

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