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43 Cards in this Set
- Front
- Back
What is culture
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culture is the unique character of a social group; values and norms shared by its members
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three dimension of culture
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individual vs collectivism
egalitarianism vs hierarchy direct vs indirect |
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individual vs collectivism
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a dimension of culture referring to the basic human motive concerning preservation of self versus the collective
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egalitarianism vs hierarchy
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a dimension of culture referring to the means by which people influence others, either laterally or hierarchically
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direct vs indirect
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a dimension of culture referring to the manner in which people exchange info and messages
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goal of individualist in negotiations
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maximize own gains ; regard themselves as free agents and independent authors
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goal of collectivists in negotiations
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maximize welfare of the group
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egalitarianism
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do not perceive many social obligations; often regard BATNA to be major source of bargaining power
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hierarchy
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regard social order t be important in determining conflict management strategies
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direct communication
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engage in explicit, direct information exchange
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indirect
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engage in tacit info exchange such as storytelling inference-making situational norms
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north american business relationships are characterized by a market orientation in which people form relationship according to the market standards of where it is _______
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profitable
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chinese business relationships are characterized by a familial orientation in which ____ make sacrifices
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employees
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german business relationships are characterized by ________
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legal-bureaucratic orientation formal categories, and rules
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spanish business relationships are characterized by ________
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affiliative orientation
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cooperation
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people from collectivist traditions engage in more cooperative behavior in mixed motive interactions
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in group formation
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strong tendency to favor the members of one's own group more
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social loafing
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tendency for people to work less hard & contribute less effort and resources in a group context
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endowment
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tendency to place more value on something that is current in their possession than something that they do not own, independent of the value of the good itself
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_____ cultures show a strong endowment effect
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individualist
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tendency to ascribe the cause of a person's behavior to his or her character or underlying personality
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dispositionalism
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situationalism
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tendency to ascribe the cause of a person's behavior to factors/forces outside of a person's control
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____ is more widespread in individualism than collectivism
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dispositionalism
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4 types of dispute resolution procedures
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bargaining
mediation adversarial adjudication inquisitorial adjuication |
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two disputants retain control over the final decision is ____
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bargaining
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____ is a type of dispute resolution procedure when disputants retain control over final decision but a 3rd party guides the process
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mediation
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____ is a type of dispute resolution procedure where a judge makes a binding settlement decision but disputants retain control over process
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adversarial adjudication
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_ is a type of dispute resolution procedure where disputants yield control of both process and decision to a 3rd party
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inquisitorial adjuication
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egalitarianism power relationships
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everyone expects to be treated equally
status differences are easily permeated empower members to resolve conflict themselves BATNA and ino are key sources of power |
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hierarchical power relationships
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status implies social power
not easily permeated or changed conflict threatens the stability conflict less frequent betwen members of different social ranks key source of power is status |
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people from __ cultures are skilled in both direct and indirect forms of communication but the reverse isn't true
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indirect
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cultures that use ___ communication or a combo of direct and indirect reached the most integrative pie expanding agreement
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direct
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sacred values
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all the beliefs customs and assumption that form the basis of a group/culture's belief system
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________ resist trade offs with other values and are not discussable or debateable
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sacred values
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the implication is that w sufficient _____ people are willing to trade off a "sacred" value
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compensation
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biased punctuation of conflict
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interactions with their adversaries in self serving and other derogating terms
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____ influence the extent to which people are aware of their influence on others
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casual chunks
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two kinds of chunking patterns
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self casual chunks: possess an offensive set
other casual chunks: defensive set |
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affiliation bias
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people evaluate a person's actions on the basis of his/her affiliations
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naive bias
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fundamental attribution error that occurs when people explain the cause of their behavior of others in terms of their underlying dispositions and discount the role of situational factors
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conceptual complexity
broad categorization empathy sociability critical acceptance of stereotypes |
predictors of success in intercultural interactions
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openness to different points of views
interest in the host culture task orientation cultural flexibility social orientation |
predictors of success in intercultural interactions
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willingness to communicate
patience intercultural sensitivity tolerance for differences among people sense of humor sills in collaborative conflict resolution |
predictors of success in intercultural interactions
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