PSYC 30 Lecture Notes - Lecture 21: Collectivism, Roy Baumeister, Lunch Counter
23 Dec 2020
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Document Summary
As the world becomes smaller because of advances in technology, the globalization of business and the economy, and global threats concerning the environment and terrorism, the ability to negotiate effectively across cultures becomes increasingly important. An individualistic perspective emphasizes direct communication and confrontation, a collectivistic perspective emphasizes information sharing that is more indirect and a desire to avoid direct conflict. Individualistic negotiators may emphasize rationality, whereas a greater tolerance of contradiction and emotionality is characteristic of a collectivistic style although collectivists prefer emotionality that is not confrontational. Negotiators from individualistic cultures are more likely to respond with a direct no to a proposal; negotiators from collectivistic cultures are more likely to refer to social roles and relationships. Every conflict is unique, as is every attempt at conflict resolution. Still, all efforts to find a constructive solution to conflict require some common ground to build upon.
