When a businessperson is uncertain of a country's rules and

regulations, an agent may be hired to represent the company in

Agent's fees that country. It's often a legal and useful procedure. If a part of
that agent's fee is used to pay bribes, the intermediary's fees are
being used unlawfully.

Attitudes brought to the negotiation

table are impacted by _____
culture

Voluntarily offered payment by

Bribery someone seeking unlawdul advantage

conduct that is considered

business etiquette
socially acceptable in a business

Business negotiation is a... fundamental commercial ritual

Decision making by a group or consensus. It may

Committee decision making operate on a centralized or decentralized basis,
but decisions are made by the group.

- German-Japanese strategy
Communitarian capitalism - Cooperation between labor,
management, and government

Behavior or customs that cultural aliens

Cultural electives may wish to conform to or participate in,
but are not required to

customs or behaviors that foreigners are

Cultural exclusives barred from and must not participate in

business customs and expectations that must

Cultural imperatives be met and conformed to or avoided if
relationships are to be successful
 Allows executives at different levels of
decentralized decisions management to exercise authority over
their own functions.

1. Employment practices and policies

Difficulties in business ethics often 2. Consumer protection
3. Environmental protection
arise from these five broad areas 4. Political payments and involvement in political affairs
5. Basic human rights and fundamental freedoms

payments extracted under duress by

Extortion someone in authority from a person seeking
only what they are lawfully entitled too

heavily dependent on
high-context
nonverbal communication

High context cultures are _____, with the

context of the communication being implicit
most emphasized

Japanese, Arabian, Latin

high context cultures in order
American, Spanish, Iialian

Individualism can be seen as

collectivist
corrupt in _____ cultures

- British-American strategy
Individualistic capitalism - Competition between labor,
management, and government
- Low context
- Individualism
- Low power distance

Information oriented cultures

- Bribery less common
- Low distance from english
- linguistic directness
- monochronic time
- Internet
- Focus on the foreground
- Competiton

In high PDI countries, subordinates

less
are _____ likely to contradict bosses
 In low PDI countries,
challenge
subordinate often _____ bosses

Intellectual property is seen

exploitive
as _____ in sub-saharan Africa

a new form of communication with high

Internet communication opportunity for miscommunication due
to loss of context

be able to move easily from

job mobility
one job to another

Does the action respect the canons of

Justice or fairness justice or fairness to all parties involved?

heavily dependent on explicit,

low-context
verbal communication

Low-context cultures are _____, with the

content of the communication being explicit
most emphasized

Swiss, German, Scandinavian,

Low context cultures in order
North American, French

small sums of money, gifts, or services

Lubrication given to low ranking officials in countries
where it is not prohibited by law

- business culture, management values, and business

methods and behaviors
Management style - establishes a criteris for business behavior
- Forms a pattern of values and motivations

Market orientation
Market orientation is increasingly
embraced by _____ companies
Monochromatic view of time
North americans are often too
_____ in their communication
Personal Security
Polychronic view of time
Power Distance Index (PDI)
Profits are seen as ____ in
formerly communist countries
_____ profoundly impacts
business
Relationship oriented cultures
Everyone in the organization (from shop floor to finance) is
encouraged to, and even receive rewards if, they generate,
disseminate, and respond to marketing intelligence (that is,
consumers' preferences, competitions' actions, and regulators'
decisions).
American
- linear view
- placing time as important
- values promotness
informal
To protect the individual or group of
individuals who are authorized to access
the organization and its operations.
- multitasking
- involvement with individuals
measures power inequality between
superiors and subordinates within a
social system
corrupt
culture
- High context
- Collectivism
- High power distance
- Bribery more common
- High distance from english
- Linguistic indirectness
- Polychronic time
- Face-to-face
- Background
- Reduce transaction costs
 Does the action respect the
Right of the parties
rights of the individuals involved?

unconscious reference to one's own

Self-Reference Criterion (SRC) cultural values, experiences, and
knowledge as a basis for decisions

Term used by Edward T. Hall for the non-spoken and symbolic

Silent languages
meanings of time, space, things, friendships, and agreements,
and how they vary across cultures; from Hall's seminal article
"the Silent language of business"

A form of corporate philanthropy in

Strategic philanthropy which charitable activities reinforce
strategic business goals.

Involves giving large sums of money—frequently not

properly accounted for—designed to entice an
Subornation official to commit an illegal act on behalf of the one
offering the bribe; involves breaking the law

found in situations in which family or close ownership

Top-level management gives absolute control to owners and businesses are
small enough to allow such centralized decision
decision making making

A private organization that compiles

Transparency International (TI) statistics about corruption in countries
around the world.

Does the action optimize the "common

Utilitarian ethics good" or benefits of all constituencies? And,
who are the pertinent constituencies?

Where does the UK fall in the high

middle
context/low context continuum?