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43 Cards in this Set

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