Domande Esame - appunti PDF

Preview

Summary

appunti...

Description

1. In the masculine cultures males dominate a significant part of the country’s society and power structure. In the nogotiation theory, masculine cultures are competitive negotiatiors and will use competitive strategies and tactics ad “win-lose”. Masculine cultures will resolve conflicts by fighting and they may make few concessions in negotiations. Others masculine behaviours include being strong and verbal, with a tendency to criticize and argue with others. In feminine cultures, woman are subordinated to male leadership. Traditional focus of feminine cultures are cooperation, modesty, caring, security and pleasent relationships. Feminine cultures are cooperative, “win-win”, they will use cooperative strategies and tactics as Getting-to-yes type. Masculine cultures will apply the priciple of the stronger person wins. Feminine behaviours include not raising voice, small talk, being warm and friendly in conversations. 2. Worf, elaborating on Edward Sapir reflections on language and culture, postulated that language determines culture. This postulate later was treated ad a hypotesis, often called “Sapir-Worf hypotesis”. So a person who speak a determinate language will experience a different world than a person who speak a different language. Worf based his opinions on the Hopi language, he argued that the perception of the space and time is different from that of the average european standard and this influenced the perception of the reality. He said thath the Hopi language doesn’t contain time references (neither implicit nor explicit). This means that they have a different perception of the world. So we analize nature according to the lines estabilished by our language. We organize nature in cocnepts and we attribute meanings because we are part of community language. 4. Halliday placed the language at the heart of multy-layered system where each outer layer influence the next layer. The system works within the context of situation and ultimately in the context of culture. In Hallidayan Systemic function grammar there are three aspects that make up register, also knowns as the context of situation: field, tenor and mode. The context of situation is influenced by the context of culture wich is made up of culture’s value system, beliefs, orientations, etc. and can be seen as Genre. Genre refers to the patterns of behaviour and communication style that a culture imposes in an interaction. Hallyday divided the functional areas of language in three general metafunctions: ideational, interpersonal and textual. 5. The personal style consists in the way wich the negotiators use titles, dresses, talk and interacts with other persons. The negotiators with a formal style use titles, avoid personal topics and questions about personal life of their counteparts. Negotiators with an informal style use first names, seek to estabilish a friendly relationship with their counterpart and they may take off their jacket and roll up the shirt sleeves when deal-making begins. Some cultures are more formal than others, for example Germans tend to be very formal, unlike americans are very friendly and informal. In negotiation process with people from different cultures, is very important to respect everybody’s negotiating style and formalities. As a general rule,it is advisable to adopt a formal style, unless the situation warrants to assume aninformal style. 6. In terms of communication strategy, it must be remembered that categorizing people according ethniciry, regional origins or language can create stereotypes. In the book I studied there is a diagram that show 5 different layers of culture that may affect a persons identity, beahviour, communication and culture: local community, profession, company, business sector and country. Each layer affects an individual tought, behaviour and the communication of a person but at different intensities depending on what is being talked about, with who the interaction is taking place and the cannel of communication. Individuals identify themselves simultaneously with many cultural groups and these cultural groups influence behavior, perception and communication with different intensities. Each cultural group has a different impact on the behavior of the individual because it depends on the context of the interaction. (for example: being heterosexual will have a small impact when participating in a discussion of a car event). This contrasts with the idea that belonging to a particular cultural group shapes the behavior and perception of a specific context. This dynamic aspect, between the impact of the cultural group on behavior and on the context, renders "cultural mapping" useless as it presupposes a static relationship and therefore tends to

create stereotypes. What is important is to know the aim of your communication, your culture and communication strategies and to correctly interpret the objectives and communication strategies of the other participants in the interaction. 7. The Mayer-Briggs Type indicator is a psychometric questionnaire wich measures the psychological preferences in how people perceive the world and make decisions. The indicatore is based on a normal population and emphasises the value of naturally differences. It is designed to implement a theory developed by Jung. He proposed the existence of two dichotomous pairs of cognitive functions: thinking/feeling, sensing/intuitions. This functions are expressed in an introverted or extroverted form. From the Jungs original concepts Mayer and Briggs have developed their psychological type theory which gives 16 possible psychological types.ESFP: extra special friendly person (13% of population). They are entertainer. Radiates attractive warmth and optimism. Smooth, witty, charming, clever. Fun to be with. Very generous. The strategy associated is: easy-going, outgoing, friendly, they like sports and make things happen. In negotiating with this type small talk is ok, ask open-ended questions, stay in here-and-now and have aconcern for history. Be interested in people, don’t criticize the. Expect last minute changes, help them select among options and don’t constrain them. 8. Bridging - the parties are able to invent new options that meet each side’s interest needs and interests (for example: the husband wants to hunt and fish, while the wife wants to swim, shop, and enjoy the nightlife: they can find a resort that has all of these). Expanding the pie - increasing the resources to be bargained for. If so, both sides can get what they want (e.g. two weeks at the mountains, and two at the beach). Logrolling - the negotiators may be able to do a series of trade-offs. One side gets their top priority on the first issue and the other side gets their top priority on the second issue (e.g. the husband wants a cheap cabin in the mountains, while the wife wants a luxury hotel at the beach: if they choose a luxury hotel in the mountains, they will satisfy both their needs. 9. Active listening means saying something elegantly. For example, we use it when we use the repetition of the exact words of the speaker as an introductory phrase or when we skip introductory phrase and repeating a few of the exact words. We also can use active listening for interrupt without offending. For example you can start with “listen!”. Then deliver the sentence that will allow you to interrupt anyone without creating conflict. This simple sentence is empathetic, full of conciliation and cooperation. “I’m trying to understand”. Paraphrasing helps you taking control and create empathy, others believe you’re trying to understand. Reframing is the process of changing the meaning of an experience. Reframing changes how a person looks at it. Reframing changes a negative framework for a positive framework. When you reframe for yourself, you are choosing to see something in a different way. Non verbal communication: “reading body language”. You may be able to determine whether people you are talking to are receptive to you and your message. People can consciously “speak” body language by adopting certain body postures. Body position of the people can significantly affect the relationship between people. By speaking body language, you can improve rapport and do better in negotiations....