5. Recognition
Individualists
Reward for individual skill and effort
‘Rugged individual’ intrinsic reward
Communitarians
Success is group effort
‘Love of community’ intrinsic reward
Pay-for-performance may backfire
Group finds way of rewarding key performers
6. Negotiations
Communitatians
Group representation
Delegates may refer to home
Unaccompanied people lack status
Translator part of team
Individualists
Lone delegates empowered to make decisions
Translator is ‘black box’
8. Reconciling
Promote
individual
responsibility ..
Want to avoid
self-
centredness...
Promote
consensus to
group goals...
Want to avoid
conformism
so...
Clear objectives
needing individual
initiative &
accountability to
succeed
9. Dealing with individualists
Lone delegate has high esteem
Quick deal
Might not need to refer to HQ
Difficult to change their minds
Needs individual praise and incentives
Needs freedom to act
Expect high job mobility
10. Dealing with communitarians
Be patient
Expect tentative agreements
Large retinue = high status
Aim to build relationships
Reward of belonging to cohensive unit
Group praise
Group goals
Identify with leader
Low job mobility
11. The End
Based on the work of Fons Trompenaars & Charles
Hampden-Turner: Riding the Waves of Culture.
Bachelorinternationalmanagement.eu
Michael Medlock MBA