Tag: study

Building Bonds Across Borders: The Crucial Role of Trust in Cross-Cultural Negotiations

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Who do you trust? And why?

The answer may be partially rooted in your culture.

Through two eye-opening experiments in a study on cross-cultural differences in trust, researchers examined how people from different cultures build trust with strangers. 

They focused on Americans and Japanese, expecting their trust-building methods to differ. 

And they were right.

American vs. Japanese Trust

For Americans, trust was thought to come from shared group memberships, while for Japanese, it was about having direct or indirect connections with others.

The results confirmed these ideas. 

In both experiments – one involving questions and the other a money-sharing game – Americans trusted people from their in-group more. 

But for the Japanese, something interesting happened: when there was a chance of having an indirect connection with someone outside their group, their trust increased even more than for Americans.

These findings show how cultural backgrounds shape the way we trust others. 

For Americans, it’s about being part of the same group, while for Japanese, it’s more about having connections, even if they’re not direct. 

Understanding these differences is crucial for better communication and relationships across cultures.

And for negotiations.

Understanding the Significance of Trust

In cross-cultural negotiations, trust goes beyond mere reliance on promises or assurances; it reflects a deep-seated belief in the integrity, credibility, and goodwill of one’s counterparts. 

Trust fosters open communication, facilitates collaboration, and enhances the likelihood of reaching mutually satisfactory outcomes. 

Without trust, negotiations may stall, misunderstandings may arise, and relationships may falter.

Strategies for Building Trust Across Cultural Divides

Think about what you learned in the earlier study.

Before negotiations commence, you might consider researching how the culture views trust and attempting to adapt to that view. 

For instance, let’s say you’re a businessperson from the United States negotiating a deal with a company based in Japan. 

In American culture, trust might be primarily based on shared goals or business interests. 

However, in Japanese culture, trust is often built through personal connections and relationships.

To adapt to the Japanese cultural sense of trust, you might prioritize building rapport and establishing personal connections before diving into business discussions. 

This could involve taking the time to engage in small talk, showing genuine interest in your Japanese counterparts’ backgrounds and interests, and demonstrating respect for their cultural norms and customs.

By understanding and adapting to the Japanese view of trust, you can lay the foundation for a more productive and harmonious negotiation process, ultimately increasing the likelihood of reaching a mutually beneficial agreement.

We’ll discuss more strategies for building trust next week.

Communication, Preparation, & Stress Management: 3 Pillars of Negotiation Across 3 Cross-Cultural Studies

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Two business executives, Mark and Hiroshi, sit across from each other in a Tokyo boardroom, their respective companies poised to enter into a pivotal partnership. 

As the negotiation unfolds, cultural missteps trip up the veneer of professionalism.

Mark approaches negotiations with a directness honed by years of business dealings in the West, while Hiroshi, rooted in the traditions of Japanese culture, communicates with subtlety and nuance, often unspoken.

Their initial exchanges are cordial but tense due to the cultural chasm separating them. 

However, as the negotiation progresses, something remarkable happens. 

Despite the language barriers and divergent communication styles, Mark and Hiroshi seek common ground.

And they’re able to find it based on their knowledge of effective communication, cultural awareness, and stress management in cross-cultural negotiations in accordance with this groundbreaking research, shared by Harvard.

Effective Communication

A recent series of studies by esteemed researchers reveals invaluable insights for negotiators navigating diverse cultural exchanges.

One study illuminates the pivotal role of effective communication in cross-cultural negotiations. 

Their findings underscored that communication quality significantly impacts negotiation outcomes, with cross-cultural pairs often facing lower-quality communication compared with their same-culture counterparts.

However, those cross-cultural pairs who overcame communication barriers achieved better outcomes than their same-culture counterparts, leveraging their differences to reach more creative agreements.

Stereotyping Pitfalls

In another fascinating study, researchers delved into how negotiators prepare for talks with counterparts from different cultures. 

Surprisingly, the research uncovered a tendency among negotiators to overemphasize cultural differences, leading them to expect counterparts to negotiate based on stereotypes. 

This inclination, while well-intentioned, can inadvertently pave the path to misunderstandings and culture clashes.

Stress Management

Further research examined the impact of stress on cross-cultural communication. 

It was found that negotiators grappling with extreme demands on their attention are prone to succumb to cultural stereotypes, potentially impeding effective communication and negotiation outcomes.

These studies reveal the importance of striking a balance between acknowledging cultural differences and treating counterparts as individuals. 

While cultural awareness forms the bedrock of successful negotiations, delving deeper into counterparts’ professional backgrounds, personalities, and negotiating experiences fosters deeper understanding and rapport on an individual level. 

Additionally, mitigating stress at the bargaining table serves as a potent antidote against succumbing to cultural stereotypes, creating space for more thoughtful and effective communication.

Are You Computer-Literate? Your Proficiency May Have Something to Do with Your Culture

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Does your culture impact your web skills?

How about the way you perceive web advertising?

Last week, we talked about what types of advertising appeal to horizontal and vertical cultures.

This week, we’ll take a closer look at cultural distinctions among web users, including individuals’ media consumption patterns, web proficiency, challenges faced, and their overall stance on web-based advertising.

Cultural Orientations

The conventional understanding of individualism and collectivism, typically framed as opposing concepts on a binary spectrum, warrants a more nuanced and comprehensive approach.

Recent research has shed light on the limitations of the conventional unidimensional viewpoint, leading to the emergence of a more intricate classification known as Vertical and Horizontal Individualism and Collectivism (Triandis, 1995, 2001). 

As we saw with the study last week, this four-fold classification framework offers a valuable instrument for investigating the potential role of cultural orientations in shaping people’s attitudes and behaviors towards media and persuasive communications.

This empirical study employs this four-fold classification to scrutinize cultural predispositions within an individualistic culture, coupled with people’s responses to persuasive communication on the Web.

The Study

In the course of an online survey administered to web users, this study’s findings reveal that these unique cultural orientations wield discernible effects on people’s perceived web skills and their attitudes toward web advertising, both in broad and specific contexts. 

Overall, respondents in the four groups shared similarities in media usage patterns and reported no significant differences in perceived challenges related to the Web. 

However, when it came to perceived Web skills, those with a strong horizontal individualistic orientation appeared to hold a perception of higher skill levels compared to the other groups. 

Web Advertising

What truly stands out is the intriguing revelation that individuals with diverse dominant cultural orientations indeed exhibit varying general attitudes toward Web advertising. 

Notably, the four groups also differed in their perceptions of the informativeness and entertainment value of Web advertising. 

Strikingly, those with a pronounced horizontal individualistic orientation tended to express more negative opinions regarding Web advertising, deeming it less informative and less entertaining than their counterparts.

The idea that individuals with high horizontal individualism may perceive Web advertising as targeting a mass audience rather than catering to their personal uniqueness is intriguing. 

These respondents also reported the highest Web skills among the groups, perhaps driven by their desire to control what they view on the Web and customize persuasive messages to satisfy their quest for individuality.

In sum, these findings underscore the pivotal role of cultural orientations in shaping consumer predispositions towards persuasive communications on the Web. 

In addition to individual attributes like Web skills and knowledge, cultural values and orientations can be regarded as a foundational and steadfast underpinning for shaping beliefs and attitudes. 

These cultural predispositions play a critical role in influencing an individual’s outlook on a wide range of topics, their motivations, objectives, and behaviors.

Does Emotional Support Positively Benefit Well-Being? That May Depend on Culture

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When you hear “emotional support,” you might think of positive actions like understanding, encouragement, compassion, and comfort.

Emotional support is commonly seen as essential for forming and maintaining friendships, providing a sense of help, tangible support, and self-worth. 

Existing studies have highlighted the positive impact of emotional support on health and well-being, emphasizing its role in combating loneliness and improving overall health outcomes.

Interestingly, some researchers have found that the perception of emotional support does not always lead to positive effects on subjective well-being and can even have adverse effects. 

According to Fisher et al. (1982), 

“Recipients of support often ‘experience negative consequences including feelings of failure, inferiority, and dependency’ and thus ‘in many instances “[they] bite the hands that feed them”’ (p. 27).”

This apparent contradiction prompted this study published by sage, exploring the cultural underpinnings of the benefits or absence of benefits associated with perceived emotional support.

Independence-Interdependence Theory

Drawing on the independence-interdependence theory of cultural self, the researchers argue that in cultures that value independence, the direct link between perceived emotional support and well-being may be compromised. 

This is because perceiving oneself as dependent on support can conflict with the importance placed on independence. 

On the other hand, in cultures that prioritize interdependence, perceived emotional support is expected to have clear and positive effects on well-being.

To test this hypothesis, the study examines subjective well-being and reported physical health among college students (Study 1) and nonstudent adults (Study 2). 

By considering different cultural contexts, the research aims to shed light on the role of culture in shaping the effectiveness of perceived emotional support in promoting well-being.

The Study

Study 1 found that among Euro-American college students, the positive effect of perceived emotional support on subjective well-being was weak and virtually nonexistent once self-esteem was taken into account. 

On the other hand, in testing Japanese and Filipinos in Asia, even after controlling for self-esteem, perceived emotional support positively predicted subjective well-being

Study 2 extended the research by examining Japanese and American adults in midlife. 

The results supported Study 1.

The evidence suggests that cultural orientations towards independence or interdependence influence the way individuals perceive and benefit from emotional support. 

Those cultures that are more interdependent are more likely to benefit from perceived emotional support in terms of well-being and physical health.

These findings have implications for understanding the role of cultural context in shaping social support processes and interventions to promote well-being.

Is It Worth the Risk?: Different Cultural Takes on Risk Perception

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Are some cultures greater risk-takers than others?

This study dove in to find out.

Analyzing the data of respondents from Germany, Poland, the US, and China, the study measured respondents’ risk preference for pricing financial options.

These are their findings.

Hypothesis

Studies have shown a correlation between a culture’s position on the individualism-collectivism scale and its risk preference.

Called the Cushion Hypothesis (Weber & Hsee, 1998), the theory suggests that those from collectivist cultures are more likely to take financial risks.

Why?

Due to the perceived support from their collectivist culture and, thus, the reduced negative consequences such a risk might have on the individual.

While this study did arrive at the same conclusion – that the collectivist society of China was less risk-averse than its American counterpart – it did identify a more specific reason for it.

Risk-Averse

The majority of respondents in all four cultures were identified as risk-averse (i.e. they were willing to pay more for options they saw as “less risky”).

When you look at a risk-return conceptualization, it is natural that most people, no matter what culture, would perceive risk this way.

When risk preference was evaluated in the traditional expected-utility framework, Chinese respondents were considerably less risk-averse in pricing than Americans.

But what this study found was that the difference in risk preference may not be due to a cultural attitude toward perceived risk; instead, it appears largely due to the perception of the financial options’ risk itself.

Chinese participants simply did not find the options as risky as their counterparts.

Conclusion

The study states:

“Chinese respondents were closest to risk neutrality in their pricing of the financial options and judged the risk of these options to be the lowest, but were not significantly less perceived-risk averse.

“American and Germans offered the lowest prices and also perceived the risk of the options to be highest, but were not significantly more perceived-risk averse.”

One might practically apply this knowledge to commerce and negotiation when working across these particular cultures, affording both negotiators joint gains.

The study concludes that while cultures do vary on a collectivism-individualism continuum which undoubtedly impacts perceived risk, other cultural factors in risky decision-making – locus of control, differences in achievement motivation, etc. – may also come into play in risk preference.

Further studies into the subject might provide more insight.

6 Basic Emotions & How They Are Viewed by Different Cultures

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Happiness. Sadness. Fear. Anger. Surprise. Disgust.

According to this study, titled “Two Sides of Emotion: Exploring Positivity and Negativity in Six Basic Emotions across Cultures,” universal emotions can be perceived positively or negatively by different cultures.

The study tested the affective and cognitive components of these emotions on Korean, Chinese, American, and Canadian students.

What the study found was that each of these emotions contain both positivity and negativity but were viewed differently among cultures.

Study’s Findings

Canadians and Americans (Westerners) and Chinese and Koreans (Easterners) have different thinking styles.

As the study notes: 

“Easterners tend to be dialectical when thinking about a situation in a manner that balances the positives and negatives. When things are going well, Easterners might expect a change for the worse, and when things are going badly, they might expect things to get better.”

On the other hand, Westerners’ thinking style can lead to imbalance.

“Westerners tend to focus more on one pattern—things will tend to stay as they are, good or bad. This thinking style may lead Westerners to think that things are rather consistent, leading them to concentrate on one side of an issue.”

Let’s see how this affects each group’s perspective on these six basic emotions.

Sadness

Stronger positivity of sadness was reported by Easterners, and stronger negativity was reported by Westerners.

This complies with past studies’ findings that negative emotions have motivational and cognitive utility. 

Other studies have found that Westerners tend to feel they shouldn’t have to face sadness, while Easterners embrace the experience of sadness.

Happiness

All four countries rated happiness as positive, though Easterners reported stronger negativity of happiness, while Westerners reported stronger positivity.

Past studies have found that happiness may be experienced differently and mean different things across cultures.

The study suggests that while happiness may be a bright sunny day in the West, it may be balanced with the negativity of a drizzle in the East.

Anger

Anger was viewed more positively by Easterners than by Westerners. 

A 2013 study found that anger was expressed more by those with lower social status in the U.S., while it was expressed by those with higher social status in Japan, probably to demonstrate authority. 

This may be one reason why Easterners view anger more positively than Westerners.

Fear

Americans were the only group to report stronger cognitive fear than affective fear.

Their thoughts and conceptualization of fear were more negative, as fear was anticipated more and felt less, or maybe suppressed, while the other three groups felt fear as more negative.

Koreans reported a stronger positivity of fear, which may be due to their history. 

As a threatened nation, they may view fear as a norm that they must simply live with.

Disgust

Similarly to fear, Americans were the only group to report stronger cognitive disgust than affective disgust.

This means that others felt disgust more negatively, while Americans thought and conceptualized it more negatively. 

Easterners reported a stronger positivity of disgust, which might suggest their duality of thinking/feeling that even “bad” things can be beneficial.

Surprise

Surprise was reported by Easterners to be more negative, while by Westerners it was reported to be more positive.

Unexpected events are viewed as more negative by Easterners, and although they expect change more than Westerners, it’s not as welcome.

“Are You Angry?” How One Can Identify Norm Violations Through Emotional Expression

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A group is completing a task.

Each participant takes a turn doing the task. Most do it the same way, but then one does it completely differently.

When this individual steps out of place, the others look at him angrily.

If you observed this, what would you deduce?

What would you think if the others didn’t look angry but appeared sad instead?

This is the scenario put forth by the study we’ll be discussing in this post.

Over the past few weeks, we’ve talked about societal emotional environments and cultural emotional arousal levels.

As a foreigner in a new country, how do you adapt your behavior so that you don’t have a monkey moment in another culture?

Often, you can read into others’ emotional expressions which may indicate to you whether you’ve upset a social norm.

The Study

This study takes a look at observations of norm violations using four countries – Germany, Greece, Israel, and the US – each of which has different rules and norms for negative emotions.

Each group observed the two interactions described above.

In general, the anger shown suggested to the observers that if you want to be part of a group, you should complete the task the same way as the others (see, norms).

However, when the observers saw sad reactions instead, they weren’t universally sure how the participant should have behaved in this social context.

Anger vs. Sadness

Anger is generally a strong signal about societal norms and behaviors.

Anger suggests a behavior that’s both undesirable and incongruent to the emoter’s norms.

Sadness, however, though it may indicate unpleasantness or goal obstruction, does not necessarily emphasize a norm violation.

Performance of All Groups

For all four groups, anger was more indicative of a norm violation than expressions of sadness or neutrality.

Greek participants were better at perceiving sadness as a sign of a norm violation, while German participants were most prone to perceive anger.

American participants were most likely to consider the expressers indifferent.

Israeli participants differentiated best amongst the three expressions…although that may be because the study was Israeli-created (and so, the expressions were too).

The study also found that participants were more likely to recognize the norm and see the violation if anger was the expression shown.

This suggests that different cultures are more perceptively sensitive to different emotions and that anger is more pointed in making one note a norm violation.

Expressing Emotions in Culture: Do More Emotive Cultures Experience Greater Life Satisfaction?

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Does expressing positive emotions make a person happier?

Does a society that embraces expression breed a population that’s more content?

Before you answer, let’s look at this forty-nine-country study on societal emotional environments and cultural differences in life satisfaction and well-being.

Societal Emotional Environments

First off, what is a societal emotional environment?

The paper defines it as

“the emotional climate of a society (operationalized as the degree to which positive and negative emotions are expressed in a society).”

In other words, our individual “emotional environment” is influenced by the emotions those around us express. 

This, in turn, influences our well-being.

The study looks at the intrapersonal, interpersonal, and extrapersonal effects of emotion expression.

  • Intrapersonal – the well-being of those who express the emotions
  • Interpersonal – the quality of interactions with others for those who express emotions
  • Extrapersonal – the well-being of those around the expresser as a result of their expression

Emotion Valuation

Not only do different cultures express emotions differently, but they value them differently too.

Particularly when it comes to intensity of emotion.

Latin American cultures, for example, tend toward high arousal positive emotions, like joy and excitement, and these are shared often, intensely, and openly.

Confucian Asian cultures, on the other hand, value low arousal positive emotions, like calm and serenity, and therefore will more often suppress expressive emotions.

The Study’s Results

While identifying the average PSEE (positive societal emotional environment) and the NSEE (negative societal emotional environment) of each society surveyed, the study evaluates the participants’ life satisfaction and well-being.

Participants self-reported the frequency of positive and negative emotional expressions.

The study found that all countries expressed positive emotions more frequently than negative emotions, some more so than others.

Italy, El Salvador, and Ghana were countries with the highest PSEE scores, expressing positive emotions “a couple of times a day,” while Japan, Hong Kong, and the United Kingdom had the lowest PSEE scores, expressing positive emotions “a couple of times a week.”

High PSEE country scores were in the regions of Latin America, Germanic Europe, Nordic Europe, Latin Europe, Sub-Saharan Africa, and the Middle East, while low PSEE scores occurred in the Anglo region, as well as Southern Asia and Confucian Asia.

Negative emotions were expressed frequently in countries like Guatemala, Bhutan, and Pakistan, averaging “a couple of times a week,” while those countries with the lowest scores – Switzerland, Norway, and Iceland – expressed them “a couple of times a month.”

The study found that societies with high NSEE scores reported lower life satisfaction on the whole (although individuals were often independently more satisfied), while societies with high PSEE scores reported higher life satisfaction but not significantly.

This seems to indicate that having negativity vocalized around you affects your life satisfaction to a greater extent than having positivity vocalized around you.

Next week, we’ll take a further look at emotions in culture.

Self-Esteem & Future Time Perspective: How One’s Orientation Affects Their Sense of Self

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When you look to the future, what do you see?

Are you positive about it? Negative? Confused? Certain?

And how does this predict your level of self-esteem?

That’s what one study by Southwest University and Ohio University set out to determine by examining Chinese and American college students and their feelings about the future.

Future & Past Time Perspective

We’ve talked about time orientation in past posts.

Americans generally have a future time perspective, while the Chinese favor a past time perspective.

Future time perspective involves goal-setting and forward-thinking. 

Future-oriented cultures are progressive and look toward – you guessed it – the future.

They try to see the big picture.

They plan and are driven by aims and goals.

Past-oriented cultures are conservative and risk-averse. 

They look at the past and present as interchangeable.

The past is revered and directs the future. 

Tradition is important, as are family values.

As you can see, each culture views time – and the future – very differently.

The Study

Using the FTP Scale (Future Time Perspective) and the Rosenberg Self-Esteem Scale, 340 American undergrads and 460 Chinese undergrads were tested.

The study found that the American undergrads were more negative and confused about the future, as well as more positive, perspicuous, and perseverant about it.

American students also exhibited higher self-esteem than their Chinese counterparts.

What do these results mean?

The study has some answers.

Results Analysis

Why are young Americans more pessimistic about the future than their Chinese counterparts?

The study suggests that ever since the 2008 financial crisis, U.S. GDP has suffered, while China, as a developing nation, has a higher growth rate.

These socioeconomic factors may impact both groups’ levels of pessimism.

As for the Americans’ higher levels of optimism, this could be due to an innate belief in the economic development and national trends of the country.

American individualism may also impact the undergrads’ level of confusion about the future.

Those from individualist cultures more often believe that the future is in their hands. This makes for both isolation and uncertainty.

Those from collectivist cultures have a social safety net.

Their future is also viewed from a collective perspective (parents, friends, teachers, etc.), so this group involvement may reduce feelings of uncertainty for Chinese undergrads.

Self-Esteem

In both the American and Chinese groups, self-esteem was linked to future-negative or future-positive sub scale scores.

Those who had a positive view of the future had higher self-esteem, while those with a negative view of the future had lower self-esteem.

Similarly, those confused about the future had lower self-esteem, while those perspicuous about the future had higher self-esteem.

The higher degrees of optimism and perspicuity about the future in the American group led to a higher average level of self-esteem overall.

Diary-Keeping & Language Learning: How Adults Learn Language

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Did you know that analyzing your own language learning can significantly boost your results?

I’ve talked about how to learn a language with an old brain.

Recently, I’ve come across new research into tactics that can help adults learn language.

And it all has to do with how adults learn, which is explicitly, rather than implicitly.

Explain, Please…

Adults require a certain clarity when they’re learning, especially when it comes to the elements of a new language.

They tend to lean heavily on their native language to help them understand the mechanics of a foreign one.

Therefore, one useful technique to learning language is to keep a diary that enables the adult student to write down the connections they’ve made during their language lessons. 

Remembering and replaying these connections is what locks vocabulary, sentence structure, and one’s overall understanding of the language in the memory’s vault.

The Research

A study into this technique looked at a group of language students at a Scottish university studying Spanish as a foreign language.

Using their native language (English), they were asked to explain the new language they were learning, including its characteristics, their focus, and what links the language had to English.

Diaries were introduced to three classrooms of 38 students, and after each lesson, they were asked to write out what they’d learned in the lesson and what similarities and differences they’d noticed compared to English.

According to a focus group interview after a period of time, it was found that the analysis and reflection of each lesson’s substance boosted student performance and gave them confidence.

They were able to better recognize language errors, articulate how each language worked, and identify and understand the different grammatical rules and other distinctions between the languages.

Not only this, but the written accounts of each lesson helped students memorize what they’d learned.

Personalized Language Learning

Another interesting takeaway from the study was that the answer to the question, “What did you learn in today’s lesson?” differed widely amongst students.

Each lesson had specific learning objectives, so it was expected that there would be similar answers, but that wasn’t the case.

This goes to show that each student progresses at his or her own pace, and language learning is particularly personalized, with each student learning something different from any one lesson.