The

Cul

tura

l Dim

ensi

on

John

Hoo

ker

Carn

egie

Mel

lon

Uni

vers

ityO

ctob

er 2

009

Out

line

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

A C

ross

-Cul

tura

l Per

spec

tive

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?

•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.

Rel

atio

nshi

ps v

s. R

ules

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

Rule

-bas

ed =

life

is o

rgan

ized

prim

arily

by

rule

s.

Aust

ralia

, Eu

rope

, N

orth

Am

eric

a

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

Dea

ling

with

str

ess

Fam

ily &

frie

nds

vs.

tech

nolo

gy &

eng

inee

ring.

Filip

ino

fam

ily

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

Sham

e an

d gu

ilt

Sh

am

ean

d g

uil

tar

e m

echa

nism

s fo

r en

forc

ing

beha

vior

nor

ms.

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

.

Com

peti

tion

and

ris

k

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

This

is n

ot

mac

hism

o

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.

Cul

ture

and

Pol

itic

al P

ower

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

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pani

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a Pr

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the

right

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mer

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ders

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ish

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firs

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e.

g. M

exic

o.•

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dist

inct

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of p

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nal a

nd p

erso

nal

life.

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embe

r m

achi

smo,

whi

ch in

Lat

in

Amer

ica

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thre

e as

pect

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-ski

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mal

e eg

o, a

s in

Ara

b cu

lture

.•

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ual s

uppo

rt a

nd c

are.

•Fa

mily

man

; ta

lk a

bout

it.

Keep

you

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otio

nal r

adar

in o

pera

tion.

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the

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