Assignment: In the first column you will find the ‘10 variables of culture’ model. Link up each aspect of the
variables with the negotiation impact and the corresponding cultural region on the second and third columns.
Variable Negotiation Impact
Cultural region
a) “We want an implementation schedule before we leave the Asia
1. Environment meeting, along with assigned responsibilities and performance
standards.”
1.1 Control b) “We must consult with each other before making such an N. America
1.2 Harmony important decision.” W. Europe
1.3 Constraint
c) ”Such detailed decision-making invites disaster. Why tempt fate
in such a way? What happens, happens.” Middle, East, Latin
America, S. Europe,
E. Europe
2. Time a) ”There are a great many issues to discuss, so let’s take one S. Europe, Latin
at a time and then move on to the next.” America, Middle East
2.1 Fixed N. America, W.
2.2 Fluid b) ”Let’s keep the agenda as open as we can, and allow free Europe
2.3 Multifocus and open discussion and see what issues surface along the
2.4 Past way”.
2.5 Present
2.6 Single focus c) ”Let’s begin the meeting at 8.30 AM sharp. We’ll spend 15 Middle East, parts
2.7 Future minutes on introductions, then 30 minutes on the first item of Europe and Asia.
on the agenda. After that we should recess for 10 minutes
and follow that with an hour dedicated to the second item.”
d) “Let’s not rush into a fixed agenda or timetable. Why let an
arbitrary schedule dictate how we work together?”
N. America
e) ”Your proposals fly in the face of all of our traditions. How W. Europe
can you expect us to agree to what you say?”
f) ”I don’t see any quick payback to your proposal. I don’t S. Europe, Latin
think it’ll fly with our shareholders.” America, Middle
East
g) “But where would such a proposal take us in the future? We
see no long-term benefits for our company.”
N. America
Asia (mixed with
past)
3. Action a) “Before we jump into such details, we have planned a social S. Europe
occasion for you that will help us relax and get to know one Latin America
3.1 Being another.”
3.2 Doing N. America
b) “We have a great deal to accomplish in this session. These are
the primary tasks as we see them.”
4. Communicationa) “What are you trying to do to me? What you say is absolutely N. America
impossible. You insult me by even suggesting such a thing.” W. Europe
4.1 High context b) “No insult intended. I’m just trying to find a way forward, so we
4.2 Low context can get a result.” S. Europe
4.3 Direct Latin America
4.4 Indirect c) “Let me introduce my esteemed colleagues. On my right is Sir
4.5 Expressive Norman Oakwood, chairman of the board. On my left is the N. America
4.6 Instrumental Right Honorable John Smith, MP (Member of Parliament).”
4.7 Formal
4.8 Informal d) “Hi, everyone. Please don’t get up. John Doe is on my left.
John is the director of our western Europe operations., besides
being a first-class practical joker.” Asia, Latin
variables with the negotiation impact and the corresponding cultural region on the second and third columns.
Variable Negotiation Impact
Cultural region
a) “We want an implementation schedule before we leave the Asia
1. Environment meeting, along with assigned responsibilities and performance
standards.”
1.1 Control b) “We must consult with each other before making such an N. America
1.2 Harmony important decision.” W. Europe
1.3 Constraint
c) ”Such detailed decision-making invites disaster. Why tempt fate
in such a way? What happens, happens.” Middle, East, Latin
America, S. Europe,
E. Europe
2. Time a) ”There are a great many issues to discuss, so let’s take one S. Europe, Latin
at a time and then move on to the next.” America, Middle East
2.1 Fixed N. America, W.
2.2 Fluid b) ”Let’s keep the agenda as open as we can, and allow free Europe
2.3 Multifocus and open discussion and see what issues surface along the
2.4 Past way”.
2.5 Present
2.6 Single focus c) ”Let’s begin the meeting at 8.30 AM sharp. We’ll spend 15 Middle East, parts
2.7 Future minutes on introductions, then 30 minutes on the first item of Europe and Asia.
on the agenda. After that we should recess for 10 minutes
and follow that with an hour dedicated to the second item.”
d) “Let’s not rush into a fixed agenda or timetable. Why let an
arbitrary schedule dictate how we work together?”
N. America
e) ”Your proposals fly in the face of all of our traditions. How W. Europe
can you expect us to agree to what you say?”
f) ”I don’t see any quick payback to your proposal. I don’t S. Europe, Latin
think it’ll fly with our shareholders.” America, Middle
East
g) “But where would such a proposal take us in the future? We
see no long-term benefits for our company.”
N. America
Asia (mixed with
past)
3. Action a) “Before we jump into such details, we have planned a social S. Europe
occasion for you that will help us relax and get to know one Latin America
3.1 Being another.”
3.2 Doing N. America
b) “We have a great deal to accomplish in this session. These are
the primary tasks as we see them.”
4. Communicationa) “What are you trying to do to me? What you say is absolutely N. America
impossible. You insult me by even suggesting such a thing.” W. Europe
4.1 High context b) “No insult intended. I’m just trying to find a way forward, so we
4.2 Low context can get a result.” S. Europe
4.3 Direct Latin America
4.4 Indirect c) “Let me introduce my esteemed colleagues. On my right is Sir
4.5 Expressive Norman Oakwood, chairman of the board. On my left is the N. America
4.6 Instrumental Right Honorable John Smith, MP (Member of Parliament).”
4.7 Formal
4.8 Informal d) “Hi, everyone. Please don’t get up. John Doe is on my left.
John is the director of our western Europe operations., besides
being a first-class practical joker.” Asia, Latin
