Canada/USA Negotiation Styles

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Simple ppt demonstrating Hofstede dimensions and differences in leadership approaches

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  • Yes, this is quite poor, indeed, I doubt very many Americans would be happy to hear that their entire country's history is summed up by Ronald Regan. Also, the 'less distinctive,' 'less explicit,' slide borders on useless, since A) the US and Canada are pretty culturally similar, and B) there are no positive or specific qualities attributed to Canadian negotiation. I particularly find the part about being 'less legalistic' a little hard to believe since American diplomats serve for less time and are less likely to come from a Law background, while Canadian politicians and diplomats are normally lifers with legal degrees.

    Both Canada and the US are 'wheeler-dealer' countries with similar expectations of practical outcomes, stated explicitly, often in written legal documents and then held to. The greatest difference, I would say, is that Canadians have much longer memories of U.S.-Canada relations and are more sensitive to changes from past policies because U.S. policies affect Canada more than vice versa.
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  • In slide 11, the list of US/Canadian Negotiators styles was not useful. Canada is described as less than the US on every tactic. There's an obvious strong bias on the presenter's towards the American style of negotiation. For a more balanced approach in the presentation, the US could be classed as more forceful, Canada as more diplomatic.
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Canada/USA Negotiation Styles

  1. 1. The United States vs Canada <ul><li>The elephant… </li></ul><ul><li>and the mouse </li></ul>
  2. 4. The Elephant and the Mouse <ul><li>United States </li></ul><ul><li>Geography: 9,826,630 sq km </li></ul><ul><li>Population: 301,139,947 </li></ul><ul><li>US has 9.0 times more people. </li></ul><ul><li>GDP: USD $13.458 trillion </li></ul><ul><li>US has 11.0 times greater GDP. </li></ul><ul><li>IMD World Competitiveness rating: </li></ul><ul><li>1 st </li></ul><ul><li>Canada </li></ul><ul><li>9,984,670 sq km </li></ul>Canada has 1.6% more total area. 33,390,141 $1.287 trillion 10 th
  3. 5. Historical and Political Differences <ul><li>Commonwealth country </li></ul><ul><li>Multi-party political system </li></ul><ul><li>Strong ties to England. </li></ul><ul><li>Municipal, provincial, federal, Prime Minister </li></ul><ul><li>USA is a constitutional Republic </li></ul><ul><li>Two party system </li></ul><ul><li>State, Senate, Congress and President </li></ul>
  4. 6. Cultural Differences <ul><li>The USA </li></ul><ul><li>Melting Pot </li></ul><ul><li>Canada </li></ul><ul><li>Mosaic/Patchwork Quilt </li></ul>
  5. 7. Geert Hofstede Cultural Values <ul><li>Power Distance Index (PDI) </li></ul><ul><li>Level of inequality in groups </li></ul><ul><li>2. Individualism (IDV) </li></ul><ul><li>Degree of integration into groups </li></ul><ul><li>3. Masculinity (MAS) </li></ul><ul><li>Importance of women's values </li></ul><ul><li>4. Uncertainty Avoidance Index (UAI) </li></ul><ul><li>Comfort in unstructured situations </li></ul><ul><li>5. Long-Term Orientation (LTO) </li></ul><ul><li>Versus short-term orientation </li></ul><ul><li>http://www.geert-hofstede.com/ </li></ul>
  6. 8. Canada vs The USA <ul><li>More inequalities </li></ul><ul><li>More group-oriented </li></ul><ul><li>Greater women's values </li></ul><ul><li>Less comfortable in unstructured situations </li></ul><ul><li>Lower long-term orientation </li></ul><ul><li>(Source Geert Hofsteade) </li></ul>
  7. 9. Pierre Elliot Trudeau <ul><li>15th prime minister of Canada </li></ul><ul><li>Birth October 18, 1919 Death September 28, 2000 </li></ul><ul><li>Political Party Liberal Terms 1968-1979 1980-1984 </li></ul><ul><li>Significant Acts </li></ul><ul><li>Reformed Canadian divorce laws and liberalized laws on abortion and homosexuality </li></ul><ul><li>Oversaw passage of the Official Languages Act of 1969, making English and French the official languages for all government institutions </li></ul><ul><li>Officially recognized the People's Republic of China </li></ul><ul><li>Oversaw passage of the Constitution Act of 1982, which made Canada independent of Britain and included a Charter of Rights and Freedoms guaranteeing basic democratic rights </li></ul>
  8. 10. Ronald Reagan <ul><li>40th president of the United States </li></ul><ul><li>Birth February 6, 1911 Death June 5, 2004 </li></ul><ul><li>Home State California </li></ul><ul><li>Party Republican Terms In Office 1981-1985 1985-1989 </li></ul><ul><li>Vice President George H. W. Bush </li></ul><ul><li>Significant Acts </li></ul><ul><li>Vigorously pursued tax and budget cuts, an economic policy that came to be known as 'Reaganomics.' </li></ul><ul><li>Ordered an invasion of Grenada in 1983 to break up a Marxist coup. </li></ul><ul><li>Launched air strikes on Libya in 1986 in response to Libyan support of terrorism. </li></ul><ul><li>Signed the Intermediate Range Nuclear Forces (INF) Treaty with the Soviet Union in 1987. </li></ul>
  9. 11. US versus Canadian Negotiators <ul><li>U.S. negotiators have a distinctive style: </li></ul><ul><li>Forceful </li></ul><ul><li>Explicit </li></ul><ul><li>Legalistic </li></ul><ul><li>Urgent </li></ul><ul><li>results-oriented </li></ul><ul><li>Canadian negotiators are less distinctive: </li></ul><ul><li>Less forceful </li></ul><ul><li>Less explicit </li></ul><ul><li>Less legalistic </li></ul><ul><li>Less urgent </li></ul><ul><li>Less results-oriented </li></ul>
  10. 12. Global Negotiation Positioning <ul><li>United States </li></ul><ul><li>Preeminent international power (the new Roman Empire) </li></ul><ul><li>Often seen as imperialist power </li></ul><ul><li>Substantial and multifaceted resources </li></ul><ul><li>Uncomfortable with silence and ignore body language </li></ul><ul><li>Canada </li></ul><ul><li>Resource based economy </li></ul><ul><li>Highly dependent upon US market </li></ul><ul><li>Not seen unless negotiating a trade deal </li></ul><ul><li>More possibly comfortable with silence </li></ul><ul><li>More likely to notice body language </li></ul><ul><li>Tiny global position </li></ul>

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