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Cultural Effects on Negotiation - Coggle Diagram
Cultural Effects on
Negotiation
Universalism/
Particularism
Universalism
ideas/practices can be
applied everywhere
without modification
formal rules, close adhere
to business contracts
Particularism
circumstances dictate how
ideas/practices should be applied
modify contracts, focus on
relationships
Individualism/
Communitarianism
Individualism
people regard themselves
as individuals
stress personal matters
great responsibility
Communitarianism
people regard themselves
as part of a group
joint responsibility
Neutral/Emotional
Neutral
emotions expressed openly
and naturally
Emotional
emotions not shown
people act stoically and
maintain composure
reason influences their
actions
Specific/Diffuse
Specific
large public space shared,
private space guarded
people are more open and
extroverted
strong separation
of work and private life
Diffusion
public space guarded.
private space shared
people are
indirect and introverted
work and private life
are closely linked
Achievement/
Ascription
Achievement
based on how well
perform functions
what you do
your worth
Ascription
based on who or what
a person is
who you are
power, title, position
Time
Sequential Time
events happen in order
Synchronous
Time
based on who or
what a person is
Present vs.
Future
Time period