Potential ways in which negotiators may not be prepared:
the understanding of different ways of thinking
attention to the necessity to save face
knowledge and appreciation of the host country
recognition of the decision-making process and the role of personal relations and personalities
the allocation of time for negotiations
Material Elements
Material culture refers to the results of technology and is directly related to how a society organizes its economic activity.
It is manifested in the availability and adequacy of the basic economic, social, financial, and marketing infrastructure for the international business in a market.
Material Elements Chart
transportation
energy
communications
health
banks
research firms
Economic
Infrastructure
Social
Infrastructure
Financial and
Marketing
Infrastructure
Material Culture
education
housing
Aesthetics
Good taste is expressed through colors, form, and music.
The meanings of colors and symbols vary from country to country.
Social Institutions
Social stratification is the division of a particular population into classes.
Reference groups provide the values and attitudes that influence behavior. Primary reference groups include the family and coworkers.
Social organization determines the roles of managers and subordinates and how they relate to each other.
Education
Education, either formal or informal, plays a major role in the passing on and sharing of culture.
International firms need to understand the varying emphases on particular skills and the overall level of education provided.
