john hooker carnegie mellon university october 2009public.tepper.cmu.edu/jnh/culturesaicoct09.pdfthe...
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A cr
oss-
cultu
ral p
ersp
ectiv
eR
elat
ions
hips
vs.
rul
esCo
mpe
titio
n an
d ris
kCu
lture
and
pol
itica
l pow
er
Wha
t cul
ture
is n
otCu
lture
is n
ot
prim
arily
abo
ut f
ood,
lang
uage
, dr
ess,
cu
stom
s, h
olid
ays.
•W
hat
if al
l Chi
nese
ate
Saue
rbra
ten
and
Spät
zle
•ra
ther
tha
n jiă
o zi
and
bāo
zi?
•It
wou
ld b
e th
e sa
me
cultu
re!
Wha
t cul
ture
isCu
lture
is a
bout
ho
w w
e t
hin
k.
It d
eter
min
es o
ur d
eepe
st a
ssum
ptio
ns,
mos
t of
w
hich
we
not
even
aw
are.
Like
an
iceb
erg,
cul
ture
lies
mos
tly b
enea
th t
he s
urfa
ce.
Lang
uage
Cui
sine
Dre
ss, h
airs
tyle
Ove
rt r
elig
ion
Co
nce
pt
of
auth
ori
ty
Con
cept
s
of s
pace
and
time
Gu
ilt v
s.
sham
e
Ru
le-b
ased
vs.
rela
tio
nsh
ip
-bas
ed
Apo
lloni
an
vs.
Dio
nysi
anU
nive
rsal
izin
g
ratio
nalit
y?
Man
agem
ent
of in
form
atio
n
Str
ess
man
agem
ent
Cov
ert r
elig
ion
Fun
dam
enta
l
conc
eptio
n of
real
ity
Pop
cul
ture
Cul
ture
vs.
per
sona
lity
Ever
y cu
lture
con
tain
s th
e fu
ll
ran
ge
of
hum
an p
erso
nalit
ies.
Cultu
re is
abo
ut t
he f
ram
ewor
k in
to w
hich
the
se p
erso
nalit
ies
fit,
no
tab
out
”nat
iona
l cha
ract
er.”
How
ever
, di
ffer
ent
pers
onal
ities
su
ccee
d in
diff
eren
t cu
lture
s.
Tw
o ty
pes
of c
ultu
res
Ther
e ar
e 50
00+
cul
ture
s in
the
wor
ld,
all v
ery
diff
eren
t.Bu
t th
ey c
an b
e cl
assi
fied
roug
hly
as:
rela
tio
nsh
ip-b
ase
d
rule
-ba
se
d.
Rela
tions
hip-
base
d =
life
is o
rgan
ized
prim
arily
ar
ound
pe
rso
na
l re
lati
on
sh
ips.
Afric
a, A
sia,
Mid
dle
East
, So
uth
Amer
ica
Mee
tings
Pers
onal
con
nect
ions
vs.
str
ictly
bus
ines
s
Dea
ls Pers
onal
tru
st v
s.
cont
ract
s &
law
Trus
t th
e p
ers
on
vs
. tr
ust
the
sy
ste
m.
Traf
fic b
ehav
ior
Neg
otia
tion
vs.
regu
latio
n.
Traf
fic in
Chi
na
Conc
ept
of a
utho
rity.
Rel
atio
nshi
p-ba
sed
–au
thor
ity r
ests
in t
he p
ers
on
.R
ule-
base
d –
auth
ority
der
ives
fro
m r
ule
s.
Cust
odia
n of
the
Tw
o H
oly
Mos
ques
Ki
ng A
bdul
lah
bin
Abdu
l Azi
z Al
-Sau
d
Man
y cu
ltura
l tra
its c
orr
ela
te w
ith t
he r
ule-
base
d,
rela
tions
hip-
base
d di
stin
ctio
n.
Rel
atio
nsh
ip-
bas
edR
ule
-bas
ed
Hig
h po
wer
dis
tanc
eLo
w p
ower
dis
tanc
e
Sha
me-
base
dG
uilt-
base
d
Hig
h-co
ntex
tLo
w-c
onte
xt
Cor
rupt
ion
as
brib
ery
Cor
rupt
ion
as
chea
ting
Pow
er d
ista
nce
Po
we
r d
ista
nce
is t
he
degr
ee t
o w
hich
less
po
wer
ful p
eopl
e a
cce
pt
thei
r su
bord
inat
e po
sitio
n.
Rel
atio
nsh
ip-
bas
edR
ule
-bas
ed
Hig
h p
ow
er
dis
tan
ceL
ow
po
wer
d
ista
nce
Sha
me-
base
dG
uilt-
base
d
Hig
h-co
ntex
tLo
w-c
onte
xt
Cor
rupt
ion
as b
riber
yC
orru
ptio
n as
ch
eatin
g
Rel
atio
nshi
p-ba
sed
coun
trie
s te
nd t
o be
hig
h p
ower
di
stan
ce.
Beha
vior
is r
egul
ated
by
pe
op
le
with
aut
horit
y.R
ules
are
legi
timat
ed a
nd
enfo
rced
by
auth
ority
fig
ures
.Le
ader
s ar
e ex
pect
ed t
o be
wis
e an
d ca
ring.
Exam
ple:
Den
g Xi
aopi
ng
Den
g Xi
aopi
ngD
e fa
cto
lead
er o
f Ch
ina
1978
-199
2
Rul
e-ba
sed
coun
trie
s te
nd t
o be
lo
wpo
wer
dis
tanc
e.Pe
ople
res
pect
the
ru
les
mor
e th
an s
uper
iors
.Ex
ampl
e: S
wed
en.
Karl
XVI
Gus
taf
Swed
ish
King
sin
ce 1
973
Hig
h po
wer
dis
tanc
e:Ch
ildre
n ob
ey a
nd r
espe
ct p
aren
ts,
teac
hers
.Em
ploy
ees
are
relu
ctan
t to
cha
lleng
e th
e bo
ss o
r di
scus
s pr
oble
ms.
•G
uang
zhou
exe
cutiv
es•
Filip
ino
mai
ds
Hig
h po
wer
dis
tanc
e:Id
eal b
oss
is b
enev
olen
t or
fa
ther
ly a
utoc
rat
(rar
ely
fem
ale)
.La
rge
diff
eren
ces
in s
alar
y/sk
ills.
Clas
s di
ffer
ence
s, li
mite
d up
war
d m
obili
ty.
Dal
it (u
ntou
chab
le)
Indi
a
Low
pow
er d
ista
nce:
Child
ren
are
allo
wed
to
cont
radi
ct t
heir
pare
nts.
Two-
way
dis
cuss
ion
in c
lass
room
.D
isci
plin
e m
ay b
e a
prob
lem
; pa
rent
s si
de
with
chi
ld r
athe
r th
an
teac
her.
N
o co
rpor
al p
unis
hmen
t.
Low
pow
er d
ista
nce:
Cons
ulta
tive
man
agem
ent.
Empl
oyee
s br
ing
conc
erns
and
grie
vanc
es t
o th
e bo
ss.
Idea
l bos
s in
spire
s w
orke
rs.
Labo
r un
ions
.Sm
alle
r sa
lary
diff
eren
ces;
w
orke
rs m
ay r
esen
t ex
ecut
ive
perk
s.•
Scan
dina
vian
vs.
U.S
. of
fices
.•
Pow
er d
ista
nce
high
er in
U
.S.
busi
ness
Solid
arity
logo
, Po
land
Rel
atio
nsh
ip-
bas
edR
ule
-bas
ed
Hig
h po
wer
dis
tanc
eLo
w p
ower
dis
tanc
e
Sh
ame-
bas
edG
uilt
-bas
ed
Hig
h-co
ntex
tLo
w-c
onte
xt
Cor
rupt
ion
as b
riber
yC
orru
ptio
n as
ch
eatin
g
Re
lati
on
sh
ip-b
ase
dcu
lture
s en
forc
e be
havi
or
norm
s by
sh
am
e.
Loss
of
face
.H
umili
atio
n.Pu
nish
men
t on
the
spo
t.D
irect
and
con
stan
t su
perv
isio
n.•
Dep
artm
ent
stor
e ca
shie
r.
No
guilt
.•
Shoh
ei N
azaw
a an
d Ya
mai
chi S
ecur
ities
•JA
L Fl
ight
123
(19
85),
Yus
omot
o Ta
kagi
apol
ogiz
ed &
com
pens
ated
vic
tims’
fam
ilies
. B
oein
g ap
pare
ntly
at
faul
t.
Key
poin
t fo
r sh
ame-
base
d cu
lture
s:Fa
ilure
to
supe
rvis
e g
ive
s p
erm
issio
n t
o br
eak
the
“rul
es.”
•Pu
blic
tra
nsit.
•Ex
am c
heat
ing.
•G
over
nmen
t re
gula
tion.
Gu
ilt
is m
ore
impo
rtan
t in
ru
le-b
ase
dcu
lture
s.G
uilt
enco
urag
es o
bedi
ence
to
rule
s w
ithou
t su
perv
isio
n.Bu
t it
may
be
a po
or m
otiv
ator
an
d ca
rry
high
psy
chol
ogic
al
cost
.•
Ein
gute
s G
ewis
sen
ist
an
sanf
tes
Ruhe
kiss
en.
Gui
lt is
rei
nfor
ced
by f
ear
of
puni
shm
ent.
Con
text
In l
ow
-co
nte
xt
cu
ltu
res,
info
rmat
ion
and
beha
vior
no
rms
are
spel
led
out.
Typi
cal o
f ru
le-b
ased
cul
ture
s.Th
e ru
les
are
spel
led
out.
In h
igh
-co
nte
xt
cu
ltu
res,
thes
e ar
e im
plic
it in
the
cu
ltura
l con
text
.N
orm
s ar
e tr
ansm
itted
by
the
peop
le a
roun
d yo
u.Pa
rtic
ular
ly a
utho
rity
figur
es.
Rel
atio
nsh
ip-
bas
edR
ule
-bas
ed
Hig
h po
wer
dis
tanc
eLo
w p
ower
dis
tanc
e
Sha
me-
base
dG
uilt-
base
d
Hig
h-c
on
text
Lo
w-c
on
text
Cor
rupt
ion
as b
riber
yC
orru
ptio
n as
ch
eatin
g
In l
ow
-co
nte
xt
cultu
res,
Th
ere
any
man
y sig
ns,
timet
able
s, m
aps.
Co
ntr
acts
are
writ
ten,
long
, an
d de
taile
d.•
Fixe
d on
ce s
igne
d.•
Dis
pute
s re
solv
ed b
y la
wsu
its.
Peop
le e
xpec
t th
e ru
les
to b
e in
writ
ing.
Peop
le p
ay
att
en
tio
n t
o
wri
tte
n r
ule
s.
•Ex
ampl
e: r
estr
oom
sig
n.
In h
igh
-co
nte
xt
cultu
res,
Pe
ople
alre
ady
know
wha
t to
do.
Co
ntr
acts
are
vagu
e, v
erba
l, or
non
exis
tent
.•
Exce
pt in
“lo
w u
ncer
tain
ty t
oler
ance
” cu
lture
s, e
.g.
Latin
Am
eric
a.•
Agre
emen
ts e
volv
e w
ith t
he s
ituat
ion.
•Le
gal s
yste
m w
eak.
•D
ispu
tes
reso
lved
by
nego
tiatio
n.Pe
ople
do
n’t
pa
y a
tte
nti
on
to
w
ritt
en
ru
les.
•Bu
t go
od f
or h
igh-
tech
info
rmat
ion
tran
sfer
.
Cor
rupt
ion
Co
rru
pti
on
is b
ehav
ior
that
un
derm
ines
a c
ultu
ral s
yste
m.
So c
orru
ptin
g be
havi
or is
dif
fere
nt
acro
ss c
ultu
res.
Rel
atio
nsh
ip-
bas
edR
ule
-bas
ed
Hig
h po
wer
dis
tanc
eLo
w p
ower
dis
tanc
e
Sha
me-
base
dG
uilt-
base
d
Hig
h-co
ntex
tLo
w-c
onte
xt
Co
rru
pti
on
as
bri
ber
yC
orr
up
tio
n a
s ch
eati
ng
In r
elat
ions
hip-
base
d cu
lture
s, b
rib
ery
is c
omm
on.
Also
kic
kbac
ks,
faci
litat
ing
paym
ents
.Sh
ort
cut
to r
elat
ions
hip
build
ing.
Syst
em is
slo
w b
ut s
tab
le.
•e.
g.,
Chin
ese
econ
omy
In r
ule-
base
d cu
lture
s, c
he
ati
ng
is c
omm
on.
Inco
me
tax
evas
ion,
bus
ines
s sc
anda
ls,
plag
iaris
m.
Rel
ativ
ely
little
sup
ervi
sion
.Sy
stem
is e
ffic
ien
tbu
t u
nsta
ble
.
Tw
o m
ore
clas
sifi
cati
ons
Mas
culin
eFe
min
ine
Unc
erta
inty
tol
eran
tU
ncer
tain
ty a
void
ing
Thes
e do
not
nec
essa
rily
corr
elat
e w
ith r
ule-
base
d/re
latio
nshi
p-ba
sed
or w
ith e
ach
othe
r.
Mas
culi
ne/f
emin
ine
The
dist
inct
ion
can
be u
nder
stoo
d in
tw
o w
ays…
Ma
scu
lin
eF
em
inin
e
Unc
erta
inty
tol
eran
tU
ncer
tain
ty a
void
ing
Mas
culi
ne/f
emin
ine
Attit
ude
tow
ard
ma
scu
lin
e v
alu
es.
Mas
culin
e: M
en a
re e
xpec
ted
to b
e to
ug
h.
Fem
inin
e: M
en &
wom
en m
ore
sim
ila
r.
Attit
ude
tow
ard
co
mp
eti
tio
n.
Mas
culin
e: c
om
pe
titi
on
valu
ed.
Fem
inin
e: c
oo
pe
rati
on
valu
ed.
Japa
nU
SA,
UK,
Ire
land
Phili
ppin
esIn
dia
Bant
u cu
lture
s in
Af
rica
Arab
cul
ture
sEa
ster
n Sl
avic
cu
lture
sM
achi
smo
cultu
res
Scan
dina
via
Wes
tern
Sla
vic
cultu
res
Thai
land
Mas
culin
e va
lues
MasculineFe
min
ine
Mas
culin
eFeminine
Competitiiveness
Unc
erta
inty
Attit
udes
tow
ard
unpr
edic
tabi
lity
in li
fe…
Mas
culin
eFe
min
ine
Un
ce
rta
inty
to
lera
nt
Un
ce
rta
inty
av
oid
ing
Unc
erta
inty
Unc
erta
inty
tol
eran
t:W
illin
g to
tak
e ris
ks.
Entr
epre
neur
ial i
n bu
sine
ss.
Com
fort
able
with
tra
vel,
relo
catio
n.
Unc
erta
inty
Unc
erta
inty
avo
idin
g:Pr
efer
fam
iliar
sur
roun
ding
s.R
isk-
aver
se in
bus
ines
s.D
ysfu
nctio
nal b
urea
ucra
cy s
erve
s as
ritu
al.
Unc
erta
inty
Som
e un
cert
aint
y av
oidi
ng c
ultu
res:
Gre
ece.
Latin
Am
eric
a.Sl
avic
cul
ture
s.Be
lgiu
m.
Fran
ce.
Unc
erta
inty
Som
e un
cert
aint
y to
lera
nt c
ultu
res:
U.K
.U
SA.
Hon
g Ko
ng &
co
asta
l Chi
nese
.Si
ngap
ore.
Unc
erta
inty
Case
stu
dy:
Rus
sia
Fem
inin
e cu
lture
•M
othe
r R
ussi
a•
Aver
sion
to
com
petit
ion
•Po
st-S
ovie
t fa
ilure
of
mar
ket
syst
emU
ncer
tain
ty a
void
ing
cultu
re•
Fear
of
fore
igne
rs,
relu
ctan
ce
to e
mig
rate
.•
Crea
ted
buff
er s
tate
s, f
irst
to
the
wes
t, n
ow t
o th
e so
uth.
Fund
amen
tal q
uest
ion
of p
oliti
cs:
How
do
pe
op
le
ge
t p
ow
er?
Rul
ers
seld
om r
ule
by f
orc
e a
lone
.O
bedi
ence
is a
t ro
ot v
olu
nta
ry.
Cu
ltu
re m
akes
thi
s po
ssib
le.
Cul
ture
and
pol
itic
al p
ower
Pow
er in
a r
ule
-ba
se
d c
ultu
re h
as t
wo
mai
n ch
arac
teris
tics:
Rul
ers
deriv
e le
git
ima
cy
fro
m r
ules
, ra
ther
tha
n vi
ce-v
ersa
.•
Exam
ple:
jud
ge.
Rul
es a
re e
nfo
rce
d b
y gu
ilt,
rath
er t
han
pers
onal
su
perv
isio
n.
Rul
es m
ust
ther
efor
e be
se
lf-
ev
ide
nt.
Nat
ural
law
: St
op li
ght
vs.
spee
d lim
it.Po
litic
al d
ecis
ions
: de
moc
racy
is s
elf-
evid
ent.
Econ
omic
dec
isio
ns:
law
s of
m
arke
tpla
ce a
re s
elf-
evid
ent.
Cons
iste
nt w
ith lo
w p
ower
dis
tanc
e.
Wha
t is
sel
f-ev
iden
t is
un
ive
rsa
l.Ev
eryo
ne s
houl
d ha
ve d
emoc
racy
, ca
pita
list
mar
ket
syst
em.
Pow
er in
a r
ela
tio
nsh
ip-b
ase
d
cultu
re is
bas
ed o
n w
ho
one
is.
It is
end
owed
, no
t ea
rned
.•
Impo
rtan
t fa
mily
•W
ealth
or
good
for
tune
•D
ivin
e se
lect
ion
(e.g
., m
anda
te o
f he
aven
)•
Lege
ndar
y ab
ilitie
s
Auth
ority
mus
t be
pro
tect
ed•
Def
eren
ce,
face
sav
ing.
•Bo
ss is
nev
er w
rong
.•
Ambi
guou
s ro
le.
14th
Dal
ai L
ama
Ele
cti
on
sm
ay n
ot le
gitim
ize
rule
rs.
This
is r
ule-
base
d le
gitim
atio
n.Th
is m
ay s
eem
obv
ious
to
us,
but
not
to o
ther
s.•
Actu
ally
, no
ser
ious
pol
itica
l the
oris
t in
the
Wes
tern
tra
ditio
n ev
er e
ndor
sed
maj
ority
rul
e.
Win
ners
of
the
elec
tion
will
acc
ept
the
outc
ome,
lo
sers
may
rej
ect
it.
De
mo
cra
cy
may
be
inte
rpre
ted
diff
eren
tly.
Dem
ocra
cy is
re
sp
on
siv
ego
vern
men
t, n
ot s
elf
gove
rnm
ent.
The
gove
rnm
ent
take
s ca
re o
f yo
u.It
doe
s no
t op
pres
s.G
over
nmen
t fo
rth
e pe
ople
, no
t ne
cess
arily
o
fan
d b
yth
e pe
ople
.
Alm
ost
all c
ultu
res
have
mec
hani
sms
to m
ake
rule
rs
resp
onsi
ve.
Dem
ocra
cy is
onl
y on
e.Co
unci
ls,
right
to
a he
arin
g.•
e.g.
, M
ongo
ls,
Arab
sJu
stic
e tr
aditi
on•
Mus
lim c
ount
ries
Div
ine
over
sigh
t•
Failu
re is
a s
ign
of d
ivin
e di
sapp
rova
lO
blig
atio
n to
be
gene
rous
•“B
ig m
an”
syst
em.
Colle
ctiv
e re
dres
s•
Afric
an c
ultu
res.
Gen
ghis
Kha
n
Wes
tern
cul
ture
s
Wes
tern
cul
ture
s ar
e fu
ndam
enta
lly e
ga
lita
ria
n.
N
o p
ers
on
has
inhe
rent
aut
horit
y.
How
do
we
just
ify g
ivin
g po
wer
to
a p
artic
ular
per
son?
Chos
en b
y th
e ru
les
•Po
pula
r or
par
liam
enta
ry e
lect
ions
Pow
er is
lim
ited.
•Ba
sica
lly a
dmin
iste
rs t
he la
w.
•Li
mite
d te
rm.
Bund
eska
nzle
rin
Ange
la M
erke
l
But
a le
ader
mus
t m
ake
som
e de
cisi
ons.
How
can
any
indi
vidu
al h
ave
the
right
to
do t
his?
Eu
rop
ea
nso
lutio
n:
aris
tocr
acy.
The
aris
tocr
at is
qua
lifie
d to
lead
Su
perio
r tr
aini
ng,
abili
ty,
soph
istic
atio
n.
U.S
.so
lutio
n:
regu
lar
guy.
Take
tur
ns a
t le
ader
ship
.Au
thor
ity e
vapo
rate
s af
ter
leav
ing
offic
e.
One
of
thes
e pe
rson
s w
as v
ery
popu
lar
in
Euro
pe
(PhD
, in
telle
ctua
l, m
usic
ian)
One
was
ver
y un
popu
lar
(too
muc
h lik
e a
regu
lar
guy)
Yet
she
carr
ied
out
his
polic
ies!
Chi
na Idea
l Con
fuci
an le
ader
Auth
orita
rian
Goo
d ch
arac
ter
Acco
unta
bilit
yM
ust
be e
ffec
tive
(Hea
ven
is o
n hi
s si
de)
Duk
e of
Zho
uR
ole
mod
el f
or C
onfu
cius
Den
g Xi
aopi
ngId
eal C
onfu
cian
lead
er
Wor
king
with
a
Conf
ucia
n le
ader
.St
rong
ly r
elat
ions
hip-
base
d cu
lture
.M
ust
build
guā
nxì–
a lo
ng-t
erm
per
sona
l tru
st
rela
tions
hip
of m
utua
l ob
ligat
ion.
The
rela
tions
hip
is
ever
ythi
ng,
the
agre
emen
t/de
al/t
reat
y is
no
thin
g.
Hu
Jint
aoPr
esid
ent
(zhŭ
xí,
Chai
rman
) of
Chi
na
Sing
apor
e
Larg
ely
a Co
nfuc
ian
mod
el.
Lee
Kuan
Yew
Idea
l Con
fuci
an le
ader
:Au
thor
itaria
n, u
nsel
fish,
hig
h m
oral
cha
ract
er,
effe
ctiv
e
Prim
e M
inis
ter
of S
inga
pore
, 19
59-1
990
Curr
ently
Min
iste
r M
ento
r
Japa
nLe
ader
rat
ifies
pol
icy
that
ris
es f
rom
the
ran
ks.
But
high
pow
er d
ista
nce.
Gro
up-o
rient
ed d
ecis
ion
mak
ing.
Trad
ition
ally
nem
awas
hi.
Acco
unta
bilit
yD
irect
res
pons
ibili
ty f
or d
ecis
ion
is h
ard
to p
in d
own.
•Pr
otec
ts le
ader
s fr
om lo
ss o
f fa
ce.
But
deci
sion
is v
ette
d by
gro
up.
His
Im
peria
l Maj
esty
Em
pero
r of
Jap
an
(Ten
nōH
eika
)
Know
n ou
tsid
e Ja
pan
as
Akih
ito
Wor
king
with
a J
apan
ese
lead
er.
Hig
h-co
ntex
t cu
lture
–m
ost
extr
eme
case
in t
he w
orld
.Co
mm
unic
atio
n is
indi
rect
, th
roug
h bo
dy la
ngua
ge,
cont
ext,
wha
t is
not
sai
d.Et
ique
tte
and
resp
ect
are
esse
ntia
l.Yu
kio
Hat
oyam
aPr
ime
Min
iste
r of
Jap
an
Indi
a The
idea
l lea
der:
Wel
l edu
cate
d, in
telle
ctua
l, w
ise.
•Cu
ltura
l em
phas
is o
n in
telle
ct,
men
tal d
isci
plin
e.•
Inst
itutio
n of
the
gur
u.Fr
om p
rom
inen
t fa
mily
.•
Hig
h po
wer
dis
tanc
e.W
ell-c
onne
cted
.•
Rel
atio
nshi
p-ba
sed
cultu
re.
Acco
unta
bilit
yCa
n no
long
er w
ork
thro
ugh
conn
ectio
ns if
inef
fect
ive.
Dr.
Man
moh
an S
ingh
Prim
e M
inis
ter
of I
ndia
Wor
king
with
an
Indi
an
lead
er.
Appr
oach
him
/her
th
roug
h co
nnec
tions
.Be
cou
rteo
us a
nd
hosp
itabl
e.
Pres
ent
a ra
tiona
l cas
e.D
o yo
ur h
omew
ork.
Wor
ld’s
larg
est
dem
ocra
cy,
but…
The
real
pow
er s
truc
ture
is
the
net
wor
k of
im
port
ant
fam
ilies
.In
dian
Par
liam
ent
build
ing
Ara
b cu
ltur
eU
sing
“Ar
ab”
in t
he s
ense
of
Saud
i Ara
bia
and
the
Arab
Gul
f St
ates
.
Typi
cal l
eade
r be
long
s to
an
impo
rtan
t fa
mily
.N
epot
ism
is e
very
thin
g.Ve
ry h
igh
pow
er d
ista
nce.
Acco
unta
bilit
ySh
eikh
hos
ts m
ajlis
(cou
ncil,
fr
om A
rabi
c w
ord
for
tent
).M
ust
rule
with
Kor
anic
jus
tice.
The
late
Kin
g Fa
hd o
f Sa
udi A
rabi
a
Befo
re h
is s
trok
e, h
e he
ld a
reg
ular
m
ajlis
with
Bed
ouin
trib
al le
ader
s.
Wor
king
with
an
Arab
lead
er.
Tota
l res
pect
and
cou
rtes
y.•
Wat
ch p
ostu
re,
body
lang
uage
. Lo
w-k
ey a
ppro
ach,
sof
t sp
oken
.R
espe
ct m
ale
ego.
•Ar
ab c
ultu
re is
orig
in o
f m
achi
smo.
Allo
w t
ime
to e
stab
lish
com
fort
le
vel.
•M
ale
bond
ing
is im
port
ant.
•N
ot u
nlik
e go
od o
l’ bo
y Te
xas
cultu
re,
impo
rtan
t fo
r Sa
udi
Aram
co,
etc.
The
deal
is c
entr
al.
•Id
ea o
f a
cont
ract
orig
inat
ed in
th
e M
iddl
e Ea
st.
Shei
kh H
amad
bin
Kha
lifa
Al-T
hani
Emir
of Q
atar
Tur
key
The
idea
l lea
der
has
lege
ndar
y ab
ilitie
s.Ta
kes
char
ge,
rule
s w
ith
conf
iden
ce.
•M
ascu
line
cultu
re
List
ens
to s
ubor
dina
tes
and
mak
es ju
st d
ecis
ions
.Th
e on
ly r
eally
res
pect
ed
auth
ority
in T
urke
y is
the
mili
tary
.•
Due
to
its h
isto
rical
con
nect
ion
with
Ata
türk
.M
usta
fa K
emal
Ata
türk
Foun
der
of m
oder
n Tu
rkis
h st
ate
Wor
king
with
Tur
kish
lead
ers.
Esta
blis
h a
frie
ndsh
ip b
ased
on
trus
t.•
Alw
ays
be s
crup
ulou
sly
hone
st.
•In
dica
te t
hat
you
enjo
y w
orki
ng t
oget
her.
The
agre
emen
t is
cen
tral
.•
It s
houl
d be
fai
r to
all
part
ies
(Isl
amic
just
ice)
.
Know
how
to
ne
go
tia
te.
Pres
iden
tAb
dulla
h G
ül
Prim
e M
inis
ter
Rec
ep T
ayyi
p Er
doğa
n
Neg
otia
tion
in th
e M
iddl
e E
ast
Neg
otia
tion
is c
ultu
ral g
lue.
It is
how
peo
ple
rela
te t
o ea
ch o
ther
.
It is
not
hag
glin
g or
co
nfro
ntat
ion.
Base
d on
mu
tua
l re
sp
ect.
It is
info
rmat
ion
exch
ange
.•
Sign
als
conv
ey o
nly
enou
gh
info
rmat
ion
to f
ind
com
mon
gro
und.
It is
cul
tura
lly s
peci
fic.
One
neg
otia
tes
the
tru
thas
wel
l as
the
dea
l.N
o ef
fect
on
cred
ibili
ty.
Pres
iden
t M
ahm
oud
Ahm
adin
ejad
of
Iran
Slav
ic C
ultu
res
Wes
tern
Sla
vic
cultu
res
Low
pow
er d
ista
nce
Fem
inin
e cu
lture
.
East
ern
Slav
ic c
ultu
res,
pa
rtic
ular
ly R
ussi
a.H
igh
pow
er d
ista
nce.
•M
ongo
l inf
luen
ce•
OK
to b
e ha
rsh
Also
fem
inin
e cu
lture
.•
Com
petit
iven
ess
is b
ad
form
.•
Now
in t
rans
ition
al
perio
d.
Václ
av H
avel
Play
wrig
htPr
esid
ent
of C
zech
oslo
vaki
a 19
89-9
2Pr
esid
ent
of C
zech
Rep
ublic
199
3-20
03
Wor
king
with
Rus
sian
le
ader
s.R
ussi
ans
fear
for
eign
ers.
•W
henc
e bu
ffer
sta
tes,
onc
e in
Ea
ster
n Eu
rope
, no
w in
the
so
uth.
Mus
t es
tabl
ish
com
fort
leve
l.•
Wor
k th
roug
h m
utua
l frie
nds,
R
ussi
ans
you
know
.•
Expe
ct s
ome
doub
le d
ealin
g at
fir
st.
Avoi
d ha
rd n
egot
iatio
n.•
The
mai
n ob
ject
is f
or t
he
Rus
sian
s to
fe
el
go
od
abou
t th
e si
tuat
ion.
Vlad
imir
Vlad
imiro
vich
Put
in
Pres
iden
t of
Rus
sia
2000
-200
8Cu
rren
tly P
rime
Min
iste
r
In t
he m
old
of a
tra
ditio
nal
Rus
sian
lead
er
Cen
tral
/sou
ther
n A
fric
aLe
ader
ship
in B
antu
-lang
uage
cu
lture
s.Th
e co
mm
un
ity, n
ot t
he
indi
vidu
al,
is c
entr
al.
•An
eth
ic o
f sh
arin
g,
redi
strib
utio
n.W
ealth
and
suc
cess
incu
r an
ob
ligat
ion
to p
lay
a le
ader
ship
ro
le.
•Fa
mily
bac
kgro
und
can
be
impo
rtan
t.Th
e go
od le
ader
is g
en
ero
us,
part
icul
arly
to
thos
e in
nee
d.•
Rel
ated
to
the
“big
man
” ph
enom
enon
of
Mel
anes
ia.
•A
wea
lth r
edis
trib
utio
n m
echa
nism
.
Pres
iden
t R
ober
t M
ugab
e of
Zim
babw
e
Acco
unta
bilit
yIn
divi
dual
s m
ust
defe
r to
lead
ers
(hig
h po
wer
dis
tanc
e).
But
the
com
mun
ity c
an c
halle
nge
the
lead
er.
•As
k fo
r re
dres
s of
grie
vanc
es.
One
mod
ern
form
: la
bor
mov
emen
t.
Corr
uptio
nM
ost
of t
hese
cul
ture
s lie
un
com
fort
ably
bet
wee
n tr
aditi
onal
and
W
este
rn w
ays.
Sepa
ratio
n of
wor
k fr
om c
omm
unity
ha
s be
en h
ighl
y co
rrup
ting.
ZCTU
= Z
imba
bwe
Cong
ress
of
Trad
e U
nion
s
Wor
king
with
Afr
ican
lead
ers.
Wes
tern
on
the
surf
ace,
Afr
ican
insi
de.
•D
ue t
o co
loni
al e
xper
ienc
e.
Mai
ntai
n co
urte
sy.
Res
pect
tho
se o
f hi
gher
sta
tion.
Acce
pt r
espo
nsib
ilitie
s of
lead
ersh
ip.
•Sh
ow c
once
rn f
or t
hose
in y
our
care
.
Nel
son
Man
dela
Pres
iden
t of
S.
Afric
a 19
94-9
9Fr
om r
oyal
fam
ily o
f Th
embu
pe
ople
Lat
in A
mer
ica
Hig
h po
wer
dis
tanc
e cu
lture
sLe
ss s
o: C
osta
Ric
a, A
rgen
tina,
U
rugu
ay.
Inhe
rited
fro
m in
dige
nous
cu
lture
and
/or
colo
nial
pas
t.
Lead
ers
typi
cally
from
pr
omin
ent,
wea
lthy
fam
ilies
.
Ósc
ar J
osé
Raf
ael B
erge
r Pe
rdom
oPr
esid
ent
of G
uate
mal
a 20
04-2
008
From
fam
ily o
f w
ealth
y su
gar
and
coff
ee p
lant
atio
n ow
ners
Pola
rized
cul
ture
sPl
utoc
racy
vs.
gra
ss r
oots
jus
tice
mov
emen
ts.
•R
oman
Cat
holic
influ
ence
.•
Chris
tian
base
com
mun
ities
, lib
erat
ion
theo
logy
.
Coun
terv
ailin
g tr
ends
.•
Polit
ics:
tow
ard
left
-win
g el
ecte
d le
ader
s.•
Rel
igio
n: t
owar
d co
nser
vativ
e Pr
otes
tant
sec
ts.
Dem
onst
ratio
n in
Oax
aca
Acco
unta
bilit
yO
scill
atio
n be
twee
n le
ft a
nd r
ight
.Po
litic
al le
ader
s fe
el p
ress
ure
from
bot
h si
des.
The
tric
k is
to
bala
nce
them
.
Salv
ador
e Al
lend
e G
osse
nsM
arxi
st P
resi
dent
of
Chile
, 19
70-7
3
Augu
sto
José
Ram
ón P
inoc
het
Uga
rte
Rig
ht-w
ing
Pres
iden
t of
Chi
le,
1973
-90
Lead
ers
ofte
n ca
ter
to o
ne s
ide
or t
he o
ther
.
Hug
o R
afae
l Chá
vez
Fría
s Pr
esid
ent
of V
enez
uela
Hum
ble
back
grou
ndM
estiz
o/za
mbo
/mul
atto
anc
estr
y
Álva
ro U
ribe
Véle
z Pr
esid
ent
of C
olom
bia
Priv
ilege
d ba
ckgr
ound
His
pani
c an
cest
ry
Som
etim
es a
mid
dle
cour
se s
eem
s to
be
poss
ible
.
Luiz
Ina
cio
Lula
da
Silv
a Pr
esid
ent
of B
razi
l
Very
hum
ble
orig
ins
But
mak
es o
vert
ures
to
the
right
Wor
king
with
Lat
in A
mer
ican
Lea
ders
.Es
tabl
ish
a pe
rson
al f
riend
ship
firs
t.•
Espe
cial
ly in
mor
e co
nser
vativ
e co
untr
ies,
e.
g. M
exic
o.•
No
dist
inct
ion
of p
rofe
ssio
nal a
nd p
erso
nal
life.
Rem
embe
r m
achi
smo,
whi
ch in
Lat
in
Amer
ica
has
thre
e as
pect
s:•
Thin
-ski
nned
mal
e eg
o, a
s in
Ara
b cu
lture
.•
Mut
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are.
•Fa
mily
man
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lk a
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it.
Keep
you
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otio
nal r
adar
in o
pera
tion.
•R
elat
e to
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ot ju
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zo
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