The influence of structural features on the behavior of participants in intercultural interaction. Comparison of the stages of the negotiation process as a situation of touch with levels of mismatch in order to identify situations of cultural dissonance.
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Кандидат педагогический наук, Российский экономический университет им. Г.В. Плеханова ENHANCING INTERCULTURAL NEGOTIATIONS - COGNITIVE-AFFECTIVE-VALUE INDUCED APPROACH Пригожина К.Б. Axiology of negotiations lies in the understanding of the phenomenon of “culture” that includes values as its structural feature and performs regulatory functions influencing behavior of participants in negotiations. No wonder that “… an Englishman wants to see the world as a factory, a Frenchman - as a salon, a German - as a barracks, and the Russian - as a church. Englishmen crave for profit, the French seek for fame, the Germans want power, and the Russians - sacrifice. The Englishman expects benefits, the Frenchman wants to impress, the Germans need dominating, and the Russian does not want anything … [14, p. 387]. Culture “permeates all events … life and consciousness of people …” [4, p. 45] and is defined as a “conceptual monster» [15, p. 109]. There is a comprehensive definition of culture, such as “once assimilated, culture becomes the means by which a person sees, but rarely becomes what he actually sees» [16, p. 14]. That is why participants in intercultural negotiations even with high level of language command, discursive and social competences often experience cultural misunderstanding and face difficulties when interacting with partners of other cultures. Culture consists of explicit (rituals, folk art, symbols, etc.) and implicit (norms, values, beliefs and assumptions) components.
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