October 2000
Intermediate to advanced
378 pages
14h 47m
English
Content preview from Mind and Heart of the Negotiator, Second Edition, The
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Cultural Values and Negotiation Norms
Cultures can differ in many dramatic ways. Next, we identify three dimensions of culture, following Brett (in press; see Table 10-1):
individualism vs. collectivism
egalitarianism vs. hierarchy
direct vs. indirect communication
| Cultural Dimension | ||
|---|---|---|
| Goal: Individual versus collective orientation | Individualists/Competitors: Key goal is to maximize own gain (and perhaps the difference between oneself and others); source of identity is the self; people regard themselves as free agents and independent actors. | Collectivists/Cooperators: Key goal is to maximize the welfare of the group or collective; source of identity is the group; individuals regard themselves as group members; focus ... |
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