Deepak Tiwari

1. Negotiation and Conflict Resolution Chapter 4 5-1

11. Conflict Characteristics of Low- and High-Context Cultures 5-10 Key Questions Low-Context Conflict High-Context Conflict Why: e.g., Why do we need a contract or need to reach an agreement? When: e.g., When do conflicts occur? Analytic, linear logic; instrumental oriented; dichotomy between conflict and conflict parties Individualistic oriented; low collective normative expectations; violations of individual expectations create conflict potentials Synthetic, spiral logic; expressive oriented; integration of conflict and conflict parties Group oriented; high collective normative expectations; violations of collective expectations create conflict potentials

12. 5-10 Conflict Characteristics of Low and High-Context Cultures Key Questions Low-Context Conflict High-Context Conflict What: e.g., What to say or not to say? How: e.g., How to express yourself or make a proposal? Revealment; direct, confrontational attitude; action and solution oriented Explicit communication codes; line-logic style; rational-factual rhetoric; open, direct strategies Concealment; indirect, non-confrontational attitude; “face” and relationship oriented Implicit communication codes, point-logic style: intuitive-affective rhetoric; ambiguous, indirect strategies