Topic 1: RELATIONSHIP: INDIVIDUAL OR COLLECTIVE? INDIVIDUAL -If we view ourselves as independent and self-reliant, if we prize personal recognition and achievement,we probably belong to an individualist culture -If,on the other hand,we see ourselves as interdependent, as part of a larger group, if we value closeness and harmony with others over personal goals, then we probably belong to a collective culture VD: dua tre de xong duoc dua ve nha dat cung phong vs cha me p/dong, dat rieng phong vs cha me p/tay +Cultures are seldom monolithic or completely uniform: subcultures may influence how individuals define themselves +Ethnic communities may cause value variations: Ethnic communities may cause value variations: different ethnic communities may display distinctive individual and collective values +Gender may influence values +Generations may cause variance: individualistic or collective attitudes may be shaped by birth generation - In North America, most of northern and western Europe,and in countries like Australia and New Zealand, people place great importance on individuality, independence, and self-reliance Children are taught to be autonomous-to think and speak for themselves,to ask questions in class,to make choices, to assume responsibility for their decisions, and to be accountable for their actions Core beliefs of people in individualist cultures are discussed below +The pivotal unit is the individual.The goal in most individualist cultures is to develop responsible citizens capable of assuming accountability for personal problems and issues ·Life decisions:Professional and career choices, marriage partners · Individual identity: individual rights and needs take precedence over group rights and needs ·Breakable contracts: all relationships as contracts that can be broken whenever one party chooses if they threaten personal goals +Space and privacy are important Because individualist cultures value personal freedom, most of them have a greater physical space and privacy requirement than that seen in collective cultures This requirement for privacy can be seen in both business and personal environments +Communication tends to be direct,explicit,and personal: One of the most powerful ways in which human beings express their individuality is through communication How you express your thoughts, ideas, opinions, and feelings is what makes you unique · Direct explicit messages · Linear logic ·Personal accountability +Business is transactional and competitive · Measurable results ·Competitiveness · Separation of relationships and business contracts COLLECTIVE Collectivism is com mon in Asia, Africa, the Middle East, Central and South America, and the Pacific Islands.Children are taught to listen, to defer to elders, to fit in with the family or clan-the group ensures survival + The pivotal unit is the group: Members of collective cultures see themselves as elements in a closely-knit network with others Groub decisions: The individual consults others before making decisions, relying on the group for a broader perspective ·Collective values: The “we" is emphasized over the “I", and group rights and needs dominate + Space and privacy are less important than relationships: generally need less space than cultures that value individualism + Communication is intuitive, complex, and impressionistic: Explicit and direct communication is less important in collective cultures indirect, ambiguous messages circuitous logic: seem to favor rambling or metaphorical statements In English: impt inf given first, Japanese, less impt first + Business is relational and collaborative Most collective cultures believe that relationships, rather than deals or contracts, facilitate results · Subordination of data · Relational interpretation of data · Emphasis on the long term When conducting business in When conducting business in collective individualist cultures Focus on the transaction cultures Focus on the context of a business Use data and logic relationship Make decisions consensually, Communicate directly contextually, and for the long term Communicate indirectly, Avoid direct Value time questions Allow time for relationship building, Be patient: Plan to spend double the time you think necessary Topic 2: SOCIAL FRAMEWORK: HIGH CONTEXT OR LOW CONTEXT? Low-context cultures place less High-context cultures emphasize emphasis on the context of a the context in which a communication communication (such as implied takes place and pay a great meaning or nonverbal messages) and deal of attention to implicit, nonverbal rely on explicit verbal messages LOW-CONTEXT CULTURES Relies on explicit (literal) messages HIGH-CONTEXT CULTURES Relies on implicit communication: look communication for implied meaning, what is implied takes precedence over what is said, recognize discrepancies between actual Emphasizes verbal communication words and intended meaning Emphasizes nonverbal communication: over nonverbal communication: Say rely more heavily on nonverbal what you mean and mean what you say communication than people from low- rely on words to convey exactly context cultures, The nonverbal what they mean communication provides the “context” Separates job tasks from relationships: for the conversation Subordinates tasks to relationships: keep their job tasks separated from Businesspeople brought up in high- their relationships context cultures carry over the importance of relationships to their transactions on the job, They may believe that a relative with less experience should be trusted over a stranger with more experience in a given job.They may award business contracts to those with whom they have forged relationships over many years rather than to the company that makes the best presentation or offers the best Emphasizes individual initiative and deal on paper Emphasizes collective initiative and decision making: value individual decision making initiative, decision making, and achievement Views employer/employee relationship Views employer/employee relationship as mechanistic: In low-context as humanistic rather than mechanistic cultures, the view of the way employer/employee relationship tends to be more mechanistic -employees tend to view themselves as a marketable commodity and will make decisions to change jobs if necessary Relies on facts, statistics, and other Relies on intuition or trust rather than details as supporting evidence, They facts and statisticss trust numbers over intuition -“Numbers never lie” Uses direct style in writing and Prefers indirect style in writing and speaking, get right to the point of their speaking: need more space and time to message establish rapport, businesspeople from high-context cultures may begin a letter or email entirely indirectly Prefers linear reasoning Favors circular or indirect reasoning: People from high-context cultures will discuss issues from a holistic viewpoint with topics arising in random rather Adheres to the letter of the law: than linear order Adheres to the spirit of the law: signature in documents is final generally rely less on written contracts agreement than their counterparts in low-context cultures, Their attitude is not that laws were meant to be broken,but rather that laws should make sense given the surrounding events and changing circumstance (i.e., the "context” of the situation)