Discover published sets by community

Individualistic cultures (e.g., USA, UK) negotiate with a focus on individual goals, while collectivist cultures (e.g., Japan, Korea) emphasize group harmony and objectives.

Used differently across cultures: In some Asian cultures, silence can indicate contemplation and respect, whereas in Western cultures it might be interpreted as discomfort or disagreement.

Direct communication is straightforward and common in cultures like the USA and Germany. Indirect communication, preferred in cultures such as Japan and Britain, may use non-verbal cues to convey messages.

Refers to how much a culture respects hierarchy and authority in communication, impacting negotiation styles. High power distance cultures may defer to seniority while others expect egalitarian interactions.

The way information is presented in negotiations can influence perceptions and outcomes. Frames may be designed to resonate with cultural values and beliefs to be more persuasive.

A negotiation strategy that aims for an agreement beneficial to all parties. Common in Western cultures, emphasizing equality and mutual benefit.

Critical in many Asian cultures; it involves maintaining respect and honor in negotiations. Avoiding direct conflict and confrontation preserves 'face' for all parties.

High-context cultures (e.g., Japan, Arab countries) rely on implicit communication and context, while low-context cultures (e.g., Germany, USA) prefer explicit, direct information exchange.

Monochronic cultures (e.g., Canada, Switzerland) value punctuality and strict scheduling in negotiations, while polychronic cultures (e.g., Mexico, Saudi Arabia) may have a more flexible approach to time.