1. culture, its definition & characteristics
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1. culture, its definition & characteristics
- 2. Nature of Culture: ■ Abstract Concept ■ Narrow sense: Activities as a dance, drama, music and festivals ■ True sense: Knowledge, Belief, Art, Morals, Law, Customs and other capabilities and habits acquired ■ thoughts and behavioural patterns through language and other form of symbolic interaction ■ Changes gradually ■ ‘A Culture is the configuration of learned behaviour and result of behaviour whose component elements are shared and transmitted by the member of particular society.’ - Ralph Linton (1945:21)
- 3. Characteristics of Culture: ■ Learned ■ Shared ■ Trans generational ■ Symbolic ■ Patterned ■ Adaptive ■ Purpose ■ Pervasive
- 4. Culture’s Consequences on Different Aspects of Business Multiculturalism Spreading Cross- culture Literacy Managing Diversity Culture & Competitive Advantage Removing Cross- Cultural Illiteracy
- 5. ■ Spreading Cross- Cultural Literacy ■ Removing Cross- Cultural Illiteracy ■ Cultural & Competitive Advantage ■ Managing Diversity
- 6. Personality of Successful Negotiator ■ Pleasing ■ Encouraging ■ Associative ■ Open ■ Powerful (Leader, Authoritative) ■ Impressive ■ Friendly ■ Knowledgeable ■ Communicative ■ Ability to keep secrets ■ Confident ■ Hard Working ■ Team man
- 10. Pre- negotiation ■ Identify contents of the deal ■ Create alternatives ■ Put yourself in their shoes ■ Gauge the appropriateness of the Message ■ Build up the Relative power
- 11. Face- to- Face Negotiation ■ Selection of Negotiator ■ Expendable person ■ Individual Vs Team
- 12. Post Negotiation ■ Closing Negotiation ■ Get Tax & Legal Advice ■ Agreement preparation ■ Anticipating for Final Approval
- 13. Negotiation Process and Specifies of International Environment Personal Behaviour of Negotiator Organisational Culture Domestic Business Environment International Business Environment
- 14. ■ Environmental Context 1. Political & Legal Environment 2. Internal Economics 3. Foreign Government & Bureaucracy 4. Instability 5. Ideology 6. Culture 7. External Stakeholders ■ Immediate Context 1. Relative Bargaining Power 2. Level of Conflicts 3. Relationship between negotiators 4. Desired outcome 5. Immediate stakeholders