In the negotiation process is critical to consider the cultural differences between buyer and seller. In a study about “What is culture?” lead by the University of Warwick, there are around 164 definitions of culture due to the multiple usages of this concept. In my opinion, the best meaning of culture is “the set of attitudes, values, beliefs and behaviors shared by a group of people, but different for each individual, communicated from one generation to the next” (Matsumoto, 1996).
Taking into account this concept there is a difference between the broad concept of culture and the cross-cultural negotiation, which by the matter of our study is the best approach to the negotiation between Dutch and Colombian culture. In this sense, cross-cultural …show more content…
For the purpose of this study we will focus on Dignity and Honor culture, taking into account the purpose of the company to sell in South America and the origin or the firm is the Netherlands (Aslani, S., Ramirez Marin, J., Semnani Azad, Z., Brett, J. M., Tinsley, C., 2013).
The Honor culture has the perception that self-worth come from how society recognize the individual (Pitt-River, 1968), a particular characteristic from this group is the trustworthiness and the value it gives to relationships. Honor culture is willing to show their appreciation to people which they consider are honorable, that have gain their respect and has good reputation; that is why this individuals are more selective with the warm and hospitality they offer to others. In addition this culture tend to show more emotions rather than the rationality that characterizes Dignity cultures (Gelfand & Dyer, …show more content…
Countries in which there is an economic abundance, there is a low birth rate and the temperature of the country is cold the culture tend to be individualistic. In contrast nations with great populations, warm or tropical weather and an unstable economy the culture has a collective perception. In this category, the score of Netherlands and Colombia are completely opposite, 13 and 80 respectively.
Femininity versus masculinity aim to distinguish the different roles and the dominance of the gender in the society. Femininity is present in societies in which the social roles of gender overlap, meaning that both men and women are able to work and express on an equal basis. In contrary masculinity countries which tend to have a clear distinction that man have to be assertive and hardworking, while females meant to take care of households matters.
Geographically cold countries and open minded populations tend to have a higher femininity acceptance, for our study Netherlands scores 14, meaning that the Dignity culture present an equal interaction in their interpersonal relationships within others. In contrast traditional countries tend to have a masculinity perception, by the matter of fact Colombia scores of 64 (Hofstede,
Taking into account this concept there is a difference between the broad concept of culture and the cross-cultural negotiation, which by the matter of our study is the best approach to the negotiation between Dutch and Colombian culture. In this sense, cross-cultural …show more content…
For the purpose of this study we will focus on Dignity and Honor culture, taking into account the purpose of the company to sell in South America and the origin or the firm is the Netherlands (Aslani, S., Ramirez Marin, J., Semnani Azad, Z., Brett, J. M., Tinsley, C., 2013).
The Honor culture has the perception that self-worth come from how society recognize the individual (Pitt-River, 1968), a particular characteristic from this group is the trustworthiness and the value it gives to relationships. Honor culture is willing to show their appreciation to people which they consider are honorable, that have gain their respect and has good reputation; that is why this individuals are more selective with the warm and hospitality they offer to others. In addition this culture tend to show more emotions rather than the rationality that characterizes Dignity cultures (Gelfand & Dyer, …show more content…
Countries in which there is an economic abundance, there is a low birth rate and the temperature of the country is cold the culture tend to be individualistic. In contrast nations with great populations, warm or tropical weather and an unstable economy the culture has a collective perception. In this category, the score of Netherlands and Colombia are completely opposite, 13 and 80 respectively.
Femininity versus masculinity aim to distinguish the different roles and the dominance of the gender in the society. Femininity is present in societies in which the social roles of gender overlap, meaning that both men and women are able to work and express on an equal basis. In contrary masculinity countries which tend to have a clear distinction that man have to be assertive and hardworking, while females meant to take care of households matters.
Geographically cold countries and open minded populations tend to have a higher femininity acceptance, for our study Netherlands scores 14, meaning that the Dignity culture present an equal interaction in their interpersonal relationships within others. In contrast traditional countries tend to have a masculinity perception, by the matter of fact Colombia scores of 64 (Hofstede,