ADMS 2320 Chapter Notes - Chapter 8: Collectivism
30 Apr 2018
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ADMS 2320 Chapter 8 Notes – Summary
Introduction
Cultural Differences in Negotiating Style
• Collectivistic cultures see people as deeply embedded in social situations, whereas
individualistic cultures see people as autonomous.
• As a result, collectivists are more likely to seek to preserve relationships and promote
the good of the group as a whole.
• They will avoid direct expression of conflicts, preferring to use more indirect methods
for resolving differences of opinion.
• Collectivists may also be more interested in demonstrations of concern and working
through third parties to resolve disputes, whereas individualists will be more likely to
confront differences of opinion directly and openly.
• Some research supports this theory.
• Compared with collectivistic Japanese negotiators, individualistic US negotiators are
more likely to see offers from their counterparts as unfair and reject them.
• Another study revealed that while US managers are more likely to use competing tactics
when faced with a conflict, Chinese managers are more likely to use compromising and
avoiding.
• Interview data, however, suggest top management teams in Chinese high-technology
firms prefer integration even more than compromising and avoiding.
• So what can we say about culture and negotiations?
• First, it appears that people generally negotiate more effectively within cultures than
between them.
• For example, a Colombian is apt to do better negotiating with a Colombian than with a
Sri Lankan.
• Second, it appears that in cross-cultural egotiatios, it’s especially iportat that the
negotiators be high in openness.
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