1. culture, its definition & characteristics
This document defines culture and outlines its key characteristics. It discusses how culture is abstract, gradually changing, and consists of learned behaviors and patterns shared through symbolic interaction. Culture is learned, shared, patterned, and adaptive. The document also examines culture's impact on business in areas like multiculturalism, cross-cultural literacy and competence, and managing diversity for competitive advantage. It provides characteristics of successful negotiators and discusses the negotiation process stages of pre-negotiation, face-to-face negotiation, and post-negotiation. Finally, it outlines the personal, organizational, domestic, and international environmental factors that influence international business negotiations.
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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