Culture and Negotiation

Review the assigned readings for last week, reading 5.1, "Culture and Negotiation," and reading 5.3, "American Strengths and Weaknesses."

In "Culture and Negotiation," Brett discusses the two cultural dimensions explained in class--individualism versus collectivism and hierarchy versus egalitarianism.

(1) Tell me, in your own words, what these cultural dimensions are.

      Individualism refers to the importance a culture places on personal freedom, choice, and pursuing one's own interest or path. Individual cultures places more importance on autonomy and individual accomplishments. The United States and most western European cultures tend to be more individualistic. On the other hand, collectivist cultures value interdependency and community ties. These cultures place heavy importance on familial, community and obligations.  Eastern and South American countries tend to be more collectivist.

Hierarchical societies emphasizes social status and tends to categorize people into inflexible social ranks. The status held by an individual or family in a hierarchical society doesn't shift depending on the situation or setting. Egalitarian societies social boundaries are more permeable and people are afforded class mobility. Status can change depending on the situation or setting.                                                                                           

(2) Tell me where the archetypal/prototypical American falls on these dimensions.

Americans are highly individualistic with a stronger rating of egalitarianism of hierarchy.  

(3) Remembering that any cultural archetype/prototype is a kind of central tendency among a broad array of very different people (we discussed this in class, but it's also explained in the reading, and reinforced by Figure 2 in the reading), where do you think YOU fall compared to the average American along these two cultural dimensions. In other words, are you more individualistic or more collectivist than the average American, more hierarchical or more egalitarian. Please explain why you think so, perhaps providing an example.

I feel like I fall within the American prototype when it comes to individualism.  I have an appreciation for collectivism and the love of for community and family. Both have their pros and cons, but I value free will and personal choice.  I feel like a collectivist upbringing might have been slightly suffocating for me. 

I feel that I am slightly more egalitarian but can appreciate both egalitarian and hierarchical approaches to leadership.  I feel that some input from ranks can allow for better decision making and build more trust between upper and lower management.  However, hierarchical structures tend to be more efficient and streamlined.  A blend of the two is ideal where upper level management allows the lower levels to share their opinions, perspectives, and ideas which upper management takes into consideration when making decisions. 

(4) In "American Strengths and Weaknesses," Koh lists several weaknesses of American negotiators. Which of the weaknesses he describes do you see in yourself. Explain.

Of the weaknesses listed, I can relate the most to impatience.  While I see the value in building relationships with those whom you are negotiating with, I would prefer to stay on task and make progress.  Time is valuable. I don't want to waste anyone else's time nor do I want to waste mine.  I don't agree that being mission focused is necessarily a weakness, but how people respond when they become impatient can be.