Chng 3. E CNG BAI GIANG VAN HOA DOANH NGHIEP

Chng 3.E CNG BAI GIANGVAN HOA DOANH NGHIEPPhan I.CAC QUAN NIEM AN T VAN HOA DAN TOC.Deeper assumptions.

Noi dung1. Nhng quan niem an t van hoa dan toc theo Shein; Hofstede va Trompenaars2. Nhng quan niem an bat nguon t cac gia tr van hoa ong Tay.3. Nhng loai hnh van hoa doanh nghiep chu yeu.ScheinRelationship with natureHuman activityHuman nature.Relationship with peopleTimeTruth and realityTrompenaars.Relationship with nature.Relationship with people.Universalism/particularismIndividualism/collectivismNeutral/affectivityDiffuse/specificAchivement/acriptionRelationship with time.Hall.Space: personal/physicalTime: monochronic/polychronicLanguage: high context/low contextFriendships.Adler.Human nature.Relationship with nature.Individulist/collectivistHuman activity ( being/doing)Space( private/public)Time ( past/present/future)HofstedeUncertainty avoidance.Power distance.Individualism/collectivismMasculinity/fermininityKluckholn and Strodtbeck.Relationship with nature.Human activity.Human natureRelationship with people.Time.Hnh: Key dimmensions of cultureLinking asumptions.SpacePersonal/physicalLanguageHigh/low contextTimeMonochronic and polychronicPast/present/futureExternal adaptation.Relationship with nature.Control.Uncertainty avoidanceNature of human activityDoing/beingAchievement/ascriptionNature of reality and truthInternal integration.Human natureBasically good/ basically evilNature of human relationshipsSocial/task orientationParticularism/universalismHierarchicalIndividualism/collectivismHnh: underlying cultural assumptionsNguon: Managing across culture.Susan C. Schneider and Jean-Louis Barsoux.p 35Linking asumptions.SpacePersonal/physicalLanguageHigh/low contextTimeMonochronic and polychronicPast/present/futureExternal adaptation.Relationship with nature.Control.Uncertainty avoidanceNature of human activityDoing/beingAchievement/ascriptionNature of reality and truthInternal integration.Human natureBasically good/ basically evilNature of human relationshipsSocial/task orientationParticularism/universalismHierarchicalIndividualism/collectivismHnh: underlying cultural assumptionsNguon: Managing across culture.Susan C. Schneider and Jean-Louis Barsoux.p 35

Quan niem an t van hoa dan tocDimiension 1: How we relate to nature.Dimension 2: uncertainty avoidanceDimension 3: assumption about human nature Dimension 4: assumption about human relationships 4.1. Power distance 4.2. Individualism-collectivism. 4.3. Universalistic- particularistic.4.4. Specific and diffuse

1. Quan he con ngi vi t nhien2. Tranh s bat nh.3. Quan niem ve ban chat con ngi.4. Quan niem ve moi quan he gia ngi va ngi Tnh ton ti.Ca nhan- tap theTrong gia tr chung- trong gia tr rieng.Rach roi- nhap nhangQuan niem an t van hoa dan toc. 4.5. Affective- neutral 4.6. Achievement- ascription. 4.7. Masculinity- feminity.Dimension 5: assumptions about the nature of reality and truth.Dimension 6: assumption about time.Dimension 7: assumption about space Lo cam va km nen cam xuc Quyen the t tao quyen the do ban tang. Dng tnh - am tnh5. Quan niem an ve ban chat cua s that va chan ly6. Quan niem an ve thi gian7. Quan niem an ve khong gian

DIMENSION 1:

NG X- QUAN HE CUA CON NGI VI MOI TRNG T NHIEN.(How we relate to nature)Controlling nature or letting it take its course.PHNG TAYCo the kiem soat thien nhien Thai o bat thien nhien phuc vu y ch cua mnhc goi la inner-directed. just do it. can-do attitude.c goi la outer-directed: ngi tnh khong bang tri tnh

ac trng cua van hoa trong ong (Dynamic centered)Goc du muc, van hoa du muc.Nghe chan nuoiDu c.

PHNG ONGCon ngi la mot phan cua thien nhien..phai hoa hp vi no.c goi la outer-directed: ngi tnh khong bang tri tnh

ac trng cua van hoa trong tnh ( static-centered)Goc nong nghiep, van hoa nong nghiep.Nghe trng trot.nh c.

Control over the environment Self-determination

Lam chu so phan v xuat phat t quan niem con ngi kiem soat trc tiep oi vi moi trng:

Chu ong lam moi th e khang nh va vt qua so phan. T lc canh sinh (self-help). [do it yourself culture]. [ just do it]

B chi phoi bi thien nhien.Fate: fatalism so menh, menh tri.

Thu ong, chap nhan s an bai Khong bon chen. Hay e cai g en roi se en Nang tin vao ngay gi, tuoi tacmat c hoi kinh doanh. Xay dng xem phong thuyT tng tin vao so phan: o loi that bai cho so phan ..nhut ch.11 Thay oi la tot ( change). ong la totDo quan niem con ngi co the kiem soat c so phan, kiem soat thien nhien nen co the thay oi hau nh moi th

Thch on nh, thch tnh, thanh bnh: mc o chap nhan thap va nhp o thay oi cham, cham thch nghi vi s thay oi.

LOI SONG TRONG TNHLy do: v cho rang thanh s tai thien, ngi tnh khong bang tri tnh, ngi co so nen co thai o thu ong: cai g en se en, tri sinh voi th sinh co.. ..

12 Thch tnh on nh: tr tre, bao thu

Han che tiep thu cai mi sang tao v nang ve cac gia tr truyen thong va rap khuon, han che phe phan cai cu, lac hau.The hien:Khong thch thay oi cho lam viec, nghe nghiep; cho Ch thch lam viec theo loi cu, Thng th thch giao dch kinh doanh vi ban hang cu tuy gia ban khong hap dan nhng t nguy c rui ro hn. Trong hp ong ngoai thng doanh nghiep thch mua theo gia CIF 13DIMENSION 2.Tranh s bat nh.Tnh can trong.(uncertainty avoidance )UA: low/high.Tnh cn trng MC O THAP ( Anh, My, An o, Thuy ien)

t nguyen tac thanh van, ieu le, quy che.Tnh bien oi cao.Mc o chap nhan rui ro cao Cach c x t mang tnh quan lieu hn.THCH THAY OIMC O CAO ( Nhat, Phap; Hy lap, Bo ao Nha)

Nhieu nguyen tac thanh van, ieu le quy che.Tieu chuan hoa cao, t bien oi. Khong muon chap nhan rui roC x kha quan lieu v lam viec quan tam ung quy trnh, thu tuc chat che.GHET THAY OIDimension 3:

QUAN NIEM AN VE BAN CHAT CUA CON NGI VA CAC HE LUY.(Assumptions about human nature)Thuyet X cho ban chat con ngi la ., li bieng va khong tin tng c. Do o, nang ve ra lenh, kiem soat, theo doi cham cong, bam gi.ket qua la con ngi thu ong, khong sang tao.

Thuyet Y cho rang ban chat con ngi la . Neu ong vien c ho, lam cho ho thay c niem t hao la nhan vien th ho se hang say va sang tao. Do o co the uy quyen cho ho thay v ra lenh va kiem soat.DIMENSION 4: QUAN NIEM AN VE BAN CHAT cua MOI QUAN HE GIA NGI VA NGI.(Assumptions about human relationships)4.1. Power distance. 4.2. Individualism-collectivism4.3. Universalism-particularism; rules & relationship.4.4. Specific- diffuse4.5. Affective-neutral4.6. Achievement-ascription. (doing-being)4.7. Masculinity- femininity4.1. Power distance. KHOANG CACH QUYEN LC

PD la mc o chap nhan cua nhng ngi t quyen lc trong cac gia nh, trng hoc, lang xa, c quan lam viec vi s phan chia khong bnh ang ve quyen lc .

Cong bang, bnh ang. (Equality), khong phan biet ang cap lo lieu.

Khong quan trong tuoi tac, a v; Khoang cach quyen lc nho.

Thoai mai , ci m hn (informality), de gan hn.

Coi trong ton ti trat t.

a v, tuoi tac, bang cap.

Nang ve tnh nghi thc:

Thiet ke van phong, ghe ngoi, phong cach giao tiep, ng x.

21t co rao can, tr ngai cho thanh at ca nhan.Co tai la co quyen lcMy cung ton trong quyen lc nhng o la quyen lc do tao lap ma co ch khong phai do ban tangCo nhieu rao can cho s thang tien.Bat bnh angBat cong

Cham phat trien.

Tom tat ve PD 1.S phan cap hay khoang cach quyen lc the hien ro trong s chenh lech ve thu nhap va trong moi quan he oc lap hay quan he phu thuoc gia cha me-con cai; thay-tro; thu trng-nhan vien.2. P.D con bieu hien nhng ac quyen ac li khac: tieu chuan dung xe cong; trang b ien thoai di ong, mc o de, kho gap lanh ao.3. nc co mc P.D cao thng trnh trong, nghi thc 4. nen VH co P.D cao pham vi quyen li va trach nhiem cua tng chc vu c quy nh rat ro rang.5. phng ong th che o gia trng trong quan tr, sep bao gi cung ung 6. quoc gia co PD cao th nan quan lieu, thu tuc, ban giay, cha ng kha nang mat dan chu.

234.2. Trong ca nhan- Trong tap the. INDIVIDUALISM - COLLECTIVISM

Khac biet van hoa Individualism:S dung thng xuyen ch ...Tre con t duy theo kieu ICon ngi t at c thanh tch va t chu trach nhiem ca nhan.i ngh theo cap hoac co the 1 mnh.Moi ngi c ky vong co y kien rieng.

CollectivismThng s dung t .Tre con t duy theo kieu .Moi ngi at thanh tch va chu trach nhiem tap the.i ngh theo tap the hoac gia nh.Chnh kien b quyet nh trc bi cac thanh vien nhom.

Hai ac iem ln quyet nh tnh cach va tam ly cua ngi Viet Nam:Tnh cong ong: (communitarianism).san nh, cay a, ben nc.

Tnh t tr lang xa: (village autonomy)luy tre lang

Bieu hien Chu trong s ong nhat:..The hien:Trong an: mi..Trong uongTrong i chi..

Bieu hien Coi trong va thch giao tiep, tham vieng, gap g.Thch c tham vieng: .hieu khach Thch xay dng quan he bang ai ang, qua tang.Tinh than tng tr, hp tac, oan ket (ch nga em nang, la lanh um la rach)

Tnh cong ong tao sc manh gan ket ca nhan giup bao ton nen van hoa dan toc.

Mat tieu cc cua tnh cong ong.Y thc con ngi ca nhan b thu tieu. Khong dam khang nh cai toi cua mnh. Cai tot ch la tng oi: tnh bay an

oi x bnh quan, e cho ai cung nh mnh.

Ganh t, ., khong thch ai hn mnh. o k, ganh t, thieu hp tac, thieu tinh than dan toc.Cuc bo, thieu tnh ket oan, tng than tng ai, y thc dan toc kem..Tm oi tac lam an la ngi ong hng, ong mon..Tuyen chon, bo tr, e bat cung can c vao ly lch.Ky th nhng ngi xa la, khong cung t tng, xuat x vi mnh

30Thc chat cua chu ngha tap the va truyen thong lanh ao tap the ch la dan chu .., theo kieu cao bang, tranh ne trach nhiem ca nhan, .. khi co s co.

D hoa vi quy: (harmony is the best policy)Cau an, (pacifist) ca ne, rut . Bang mat khong bang long

Nhieu doanh nghiep khuyen khch nhan vien noi thang, noi that nhng khi nhan vien gop y thang than th lai tm cach gay kho de, tru dap. S on nh, oan ket ch la be ngoai, khong thc chat

Fear of disagreementThe absence of disagreement is not harmony, it is apathyKhong co s bat ong hay mau thuan th khong phai la s hai hoa ma la s vo cam.(Socrat.) Honest disagreement is often a good sign of progress(Ghandi.)

Tnh t tr lang xaTch ccV nhan manh s khac biet, oc lap so vi lang khac nen phai t lo lieu moi th:Phai can cu, chu kho. Phai t cap t tuc .Tieu cc.Phep vua thua le lang.ch ky, t li, vun ven li ch rieng.

Co nhan xet cho rang:ac trng quan trong nhat cua ngi Viet thi hoi nhap la : thieu y thc cong dan...Co nen phe phan va t trao ve dan toc mnh hay khong?

34T the dien en benh s dienThe hien cua benh s dien am ong: Song va hanh ong khac vi mnh, oi khi gia doi vi chnh mnhua oi khong chu kem ai.Trach moc. Noi...Bn sc vn ha VNtheo o Duy Anh1. Sc k c ( tr nh tt), thin v ngh thut v trc gic.2. Ham hc, thch vn chng3. t mng tng ( thit thc).4. Cn c t dn tc khc b kp5.Gii chu kh, hay nhn nhc6.Chung ha bnh song ng s th cng bit hy sinh v i ngha7.Kh nng bt chc, thch ng v dung ha rt ti.

Bn sc vn ha Vit Nam.Theo Trn Ngc Thm

c trngA. H QU (Tnh tt)B. Hu qu (tnh xu)I. Tnh cng ngon kt Tp thDn chTrng th dinTinh t; hay quan tmCoi nh c nhn2. da dm3. co bngB phi; li ch nhm5. s din; hay thanh minh; di trII. Tnh a hi haTinh mc thcTnh vi vTinh ung dungTnh lc quanTnh thc ti khi xu xaTrnh bc l thi Tnh nc i, thiu quyt onKhng coi trng thi gianThiu ch tr lm giu

III. Tnh trng ma n nhHiu ha bao dungTrng tnhTrng nChm chpNh l, thiu trch nhimKm hm pht trinIV.Tnh tng hpKh nng bao qutTrng quan hSc mnh qun s, chin tranh nhn dnc phn tch kmThiu su scV. Tnh linh hotD thch nghiGii bin boSc mnh qun s: chin tranh du kch.Ty tinThiu truyn thng php lutBnh trn bo di khng ngheHin trng v ch n ca vn ha Vit namH GI TR VN HiN HNHCH HNG N CA VN V TH GiITnh cht vn ha xt v kinh tGc nng nghipVn ha cng nghipTnh cht vn ha xt v mi trng sng Vn ha nng thnVn ha thBn cht Trng tnh ( hng n n nh)Trng ng (hng n pht trin)Nguyn tc ng x Trng tnh(duy cm)Trng l (universalism)Tuyt i nguyn tcPhng php hnh ng Kinh nghim ch ngha(m mm, t pht)Theo bi bn(o to, t gic)Bn phi gi tr cn thay th cp bchI. Thi cng ng tnh cm.II. Thi ty tin.III. Thi gi di.IV. T sng ngoi.

4.3. Bnh ang trc phap luat- thien v UNIVERSALISTIC VS PARTICULARISTICRELATIONSHIP - RULES.nh ngha: universalistic la moi ngi bnh ang trc phap luat ( quan phap bat v than). Particularistic: luat phap bien oi theo nhan than; thien v; trong quan he tnh cam, thien v khong bnh ang.

V du: universalisticobligationparticularisticUSGERSWEUKITAFRAJPACHIhighlowCo nen van hoa trong gia tr chung: tc ng dung luat le, nguyen tac hoan toan khach quan theo kieu quan phap bat v than. [phap tr legalism]Ngc lai, co nen van hoa trong gia tr rieng phep vua thua le lang. V o la he qua cua trong quan he trong tnh cong ong! 41 Phap tr.(legalism). San sang kien tung ra luat phap. Khong ne nang. c tr: (rule of virtue). Ch tn lam au. D hoa vi quy, tranh mat mat nhau, dan xep tnh cam la quan trong.42Bieu hien cua TRONG LY, duy ly. ( head focused).Phan ng thien ve ung sai, phai traiQuyet nh co tnh chat ly tnh: da tren so lieu thong ke cua khao sat thc te va th trng.

Chan ly thc nghiem.nh lng, hnh thcKhach quan.

Bieu hien cua TRONG TNH, duy cam.( heart focused).Phan ng thien ve nen hay khong nen, hoac hay d; tot hay xau..Cac quyet nh da nhieu vao trc giac va cam tnh, t ton trong cac d lieu khach quan cua cac con so thong ke.Chan ly t kinh nghiemnh tnh, noi dung.Chu quan

Lay yeu ghet lam nguyen tac ng x. Thch ghi n va ban n. Thch hoi cac cau hoi ..v quan tam Te nh, y t, hoa thuan tranh mat long. Do o:..Bieu hien trong tnh cua ngi VietTrong tnh + t duy tong hp, bien chng = Loi song linh hoat Nep song linh hoat, tuy c ng bien giup de thch nghi vi moi trng. Mat trai la: thoi quen tuy tien, co gian gi giac, thay oi lch lam viec, thay oi ieu khoan hp ong la kha pho bien. Nghiem trong hn la y thc coi thng phap luat: giao thong; tron thue..

45Van hoa kinh doanh trong quan he cua ngi Viet.(DEAL FOCUS VS RELATIONSHIP FOCUS)Doanh nghiep Viet Nam trong .. va da vao quan he quen biet trong kinh doanh. Ho xem quan he giao tiep rong, nhat la vi c quan cong quyen la ieu kien thuan li cho hoat ong kinh doanh. Xoay s vat va nhat oi vi doanh nhan khong phai la trong quan he giao dch tren thng trng ma la trong quan he vi cac c quan quan ly nha nc. Quen biet .. Ho xem au t cho quan he vi c quan cong quyen cung la mot cach t .. cho doanh nghiep khi co s co. Nhat .Van hoa kinh doanh trong quan he cua ngi VietDoanh nhan cho rang: trong kinh doanh , khong biet nh va, chay chot th khong lam g c het . Ngi ta cho rang, ngay nay, hau nh chuyen g ngi ta cung phai chay, t Chay.ChayChay.. Chay.. Chay..Chay chc tuc. Chuyen chay chot luon i oi vi nan hoi lo va voi vnh cua cong chc. Cuoc chien quyen lc: quyen & li va chu ngha c hoi?4.4. Tach bach / nhap nhang.Specific vs diffuse cultures

Trong van hoa specific ong giam oc tach bach, cach ly (segregates out) moi quan he gia nhiem vu cua ong ta va khoi nhng cong viec kinh doanh hay nhng quan he khac.

Mot giam oc yeu cau cap di giup ong ta sn lai ngoi nha. Cap di cua ong khong thch lam ieu nay lam thao luan chuyen o vi ong nghiep:A. ong nghiep lp luan: ban khong phai sn nha neu ban khong thch. Ong ta la giam oc ni lam viec , con ben ngoai ong ay khong co quyen g.B. ngi cap di lap luan: cho du toi khong thch lam toi se sn ngoi nha. Ong ay la chu cua toi va ban khong the l i chuyen o c.Y kien cua ban?

Privacy in relationshiphighspecificdiffuselowUKUSFRAGERITAJPASWESPACHI48Tuy co nhng ngoai le la mot nc nao o va thuoc ca 2 khuynh hng, cac nc co s tach bach, rach roi gia cuoc song rieng, nhng van e ca nhan, cac moi quan he vi cong viec: business is business; Ngc lai co nen van hoa nhap nhang gia nhng th nay.. van hoa nhap nhang: Giam oc ieu hanh va cach nau nng, s thch ve trang phuc cua ong, cac quan niem gia tr cua ong vi t cach la mot cong dan se tham thau, tham nhap qua cach ch ao cua ong ta va ong ta ky vong cap di nghe theo.Khoang cach quyen lc cao gan lien vi: quan lieu, ac quyen ac li, nhap nhang ( diffuse), gia trng. sep bao gi cung ung In the USA a title is a specific label for a specific job in a specific place

Tach bach gia quan he va kinh doanh, business is business ; khong can co moi quan he trc van co the kinh doanh.Tranh thue mn ngi quen Nhap nhang gia kinh doanh va moi quan he Ton trong moi quan he: Can phai tao lap quan he vi khach hang trc khi co quan he kinh doanh va lam cho kinh doanh thuan tien hn Thue mn ngi trong gia nh, ngi quen.

50Van hoa neutral: km nen, kiem soat che dau xuc cam.Van hoa affective: bieu hien xuc cam mot cach t nhien nh qua c ch, cau knh, (scowl), nhan nho (grimace) nu ci..Emotional orientation in relationshiphighneutralaffectivelowJPAUKGERSWEUKFRASPAITACHI4.5. Lo cam-km nen cam xuc: Affective vs neutral

51S khac biet gia neutral-affectiveNeutral:Ho khong e lo ra la ang ngh g.Co the s suat e lo ra s cang thang tren khuon mat hoac trong ieu bo.Cam xuc se bung phat khi co dp v b km neniem tnh va km che c ngng moThe hien ieu bo, net mat..cong khai b cam kThng noi chuyen bang giong eu eu..Affective:Suy ngh va xuc cam b lo ra qua li noi, c ch.Ro rang, bieu lo s giai phong cang thang.Cam xuc tuon ra manh liet, khong han che.The hien song ong, soi noi c ngng moThe hien ra ieu bo, net mat la ieu bnh thngNoi chuyen thng hay len xuong giong.

Giao tiep ng canh thap- ng canh caoLow context: giao tiep ma thong iep the hien chu yeu bang li.High context: thong iep, y ngha nam khong ch li noi ma cach noi, giong noi, ng ieu, ieu bo, c ch va ca boi canh xung quanh

Khai niem: achievement: s at c, thanh tu.( doing, task)Ascribeascription: s quy cho, s o cho, gan cho: quy gan. (being, relationship)Source of power and statushighpersonallowachievementUSUKSWEGERITAFRASPAJPACHI4.6. Quyen the va a v do t tao hay do ban tang, quy gan.achievement/ascription/ doing/ being

54Trong xa hoi quyen the do t tao (achievement) th quyen the va a v co c la do thanh qua cua ca nhan: do nang lc, kinh nghiem; do thanh qua cong hien cho to chc; moi ngi co c hoi bnh ang oi vi quyen the, v the. Ngc lai la do tuoi tac, gii tnh, tang lp xuat than..Trong tai so vi trong nguon goc xuat than? (Doing vs being)C s anh gia xac nh ban sac con ngi la viec lam va hanh ong (action & work). Ngc lai la da tren quan he, xuat than.

4.7. Dng tnh (nam tnh) am tnh ( n tnh). masculinity vs femininity.Trong vat chat, Trong li, (profit based)Trong the tuc (secularism)Trong sc manh.Trong canh tranhTrong tai. (talent based) Khang nh (assertiveness).Trong tinh thanTrong danh (name based)Trong tam linh.Trong s hoa hpTrong quan he.Trong c (virtue based)Khiem tonTrong xa hoi dng tnh, tre con hoc cach ngng mo ke manh ( admire the strong) ex: anh hung Batman; Rambo; sieu nhanTrong xa hoi am tnh, tre con hoc cach cam thong oi vi ngi bat hanh va chong lai bieu tng anh hung ca nhan. Ngi bat hanh, ngheo kho c cam thong.

Trong xa hoi dng tnh, nam va n eu hng ve cac gia tr nh tham vong, canh tranh, thanh at .

Trai lai xa hoi am tnh, ho khong b chi phoi manh bi tham vong va co khuynh hng khiem ton. Cac hanh vi nao mang tnh khang nh va nhng no lc chng minh s xuat sac rat de b che nhao.

Bieu hien cua am tnh trong xa hoi VN truyen thongTRONG VO. (Masculinity)

Trong van Trong tam linh . Khong me Coi trong T cam thong ngi ngheo va bat hanh i en .. cai ngheo. Xem ngheo la mot pham chat, tham ch o la mot pham chat cach mang

Luan iem s hon; thng tai [ shikon shosai] cua ShibusawaNhat: s la vo s ao: c huan luyen ca van va vo. VN: s la nho s, s phu thuan van xem nhe vo. Nhat quan niem: Can ket hp tinh than cua mot vo s vi tai thng mai, kinh doanh, tai kinh bang te the. Neu ch co s hon ma khong co thng tai th t diet. Khong trong li ha va ch tn se b thua.

Luan iem s hon; thng tai [ shikon shosai] cua ShibusawaNhng loai thng tai bat c, doi tra, ieu ngoa, phu phiem, tach khoi ao c th bat qua ch la tai vat va khon vat ch khong phai la thng tai that s.

11 gia tr cua vo s ao.Trong ch tnTrong ch nghaCo liem sTrung thanh.Khong ngai hy sinhSong thanh bach Gian d Can kiemCo tinh than thng vo Trong danh d Co long thng ngiNhng gia tr luan ly cua vo s ao a tr thanh mot ong lc quan trong thuc ay qua trnh canh tan cua ngi Nhat thi Minh Tr61 Triet ly kinh doanh the hien van hoa am tnh cua Viet Nam qua cac thi ky lch s62Nhng han che cua tam ly dan tocTo tien ngi Viet trong kinh doanh khong co tam nhn xa, ch thay li ch trc mat: nh hng ngan han

.Ngi Viet nhn chung thong minh nhng t ngi co tr tue loi lac, giau trc giac hn luan ly, phan nhieu ham hoc, song thch van chng phu hoa hn thc hoc , thch hnh thc hn la hoat ong . Can cu, chu kho , kheo tay gioi bat chc nhng ch dng mc thu cong ch khong phat trien cong nghe AO DUY ANHau oc thien can, hep hoi cua trieu nh phong kien Viet nam a chu trng trong nong, c thng; coi re nghe buon la mot trong nhng nguyen nhan c ban km ham tinh than doanh nghiep va s phat trien kinh doanh Viet Nam trong qua kh: ..63V chu yeu da tren t duy kinh nghiem, khong tam nhn xa nen cha ong ta khong the hnh thanh cho mnh c mot t duy ly luan hay triet ly cho nghe buon.Di san sach han nom co khoang quyen cac the loai khac nhau. Co .. quyen ng van nhng khong co mot quyen nao day kinh doanh64Trong khi trieu nh phong kien VN trong nong c thng, coi re, o k nghe buon th:Ngi My xem kinh doanh la mot thien chc.

Muc S Cotton Mather (1663-1728) mot trong nhng nha lanh ao tinh than cua dan My thi ky mi khai pha at My cho rang: kinh doanh chang nhng khong trai ma con la bieu hien cua ao c.Doanh nhan gioi la ngi c .. ( calling), c vao nc chua trong ngay phan xet.Franklin: trong quyen t thuat cung cho rang kinh doanh khong n gian ch la mot nghe hay ch v tham li ma la mot .. thi gian va uy tn la tien bac; tiet kiem mot ong la li mot ong. thng e ch giup nhng ngi nao t giup mnh.Tng t, Ngi Nhat va Trung Quoc khong ky th ma coi trong ngi buonNhng han che cua tam ly dan tocKhong biet ngh ln, khong dam lam an ln, s thuyen ln song ln.

Ong ca nam tren sap vangCa an, ca mac, lai cang ca loOng bep nam trong xo trot an, t mac, t lo, t lam.Buon tau buon be.Khong bang an de ha tienieu th nhat trong giao huan cua ngi sang lap Mitshubishi: Isawa Yataro: khong b chi phoi bi nhng viec nho ma phai chu tam s nghiep ln.Bai hoc t Matsushita: vt qua gian lao cang to ln, con ngi cang v ai; ln song phai to thuyen. Nen ngh gian lao la nhng lieu thuoc quy cho s phat trien cua ban.ieu cam k:Khong c ne tranh van eKhong c chun bc trc kho khanKhong c phu nhan hay s hai that bai66 Vit nam xa Cong viec buon ban thng o nhat, nho leDo phu n am nhiemCh nham e nuoi chong con.Nhng cach hieu tieu cc ve nghe buon

Trit l tieu cc phn kinh doanh: ..

68Dimension 5Quan niem an ve ban chat cua s that va chan ly Cac he luy.(Assumptions about the nature of reality and truth)Quan niem an chan ly va he luy Phng Tay nang ve thc chng vi cac so lieu thong ke va bang chng khoa hoc (duy ly)Phng ong nang ve cam tnh (duy cam)..Bieu hien cua TRONG LY, duy ly. ( head focused).Phan ng thien ve ung sai, phai traiQuyet nh co tnh chat ly tnh: da tren so lieu thong ke cua khao sat thc te va th trng.

Chan ly thc nghiem.nh lng, hnh thcKhach quan.

Bieu hien cua TRONG TNH, duy cam.( heart focused).Phan ng thien ve nen hay khong nen, hoac hay d; tot hay xau..Cac quyet nh da nhieu vao trc giac va cam tnh, t ton trong cac d lieu khach quan cua cac con so thong ke.Chan ly t kinh nghiemnh tnh, noi dung.Chu quan

Dimension 6. Quan niem an ve thi gian HOW WE MANAGE TIME.Monochronic vs polychronic.Sequential vs synchronicalLieaner vs cyclic.cach quan ly timeQuy thi gian-khong quy thi gian

Thi gian tuan t- ong bo. (sequential-synchronical).Thi gian n (Monochronic) thi gian phc (polychronic).ng thang (Lienar); vong tron (circlic)Thi gian la vang bac, la resource co the e danh, len chng trnh hoac s dung vi s chnh xac, ung gi (punctuality) neu khong se ph pham. Neu oi tac tre hen ma khong bao th se lam ton thng pha ben kia.Co ai lac e trong buoi hop cung lam oi tac nong long.ung gi: (puntuality).Gi nao viec ay: (monochronical).Trong quan tr : Len chng trnh, ke hoach..(deadlines, schedules) Trong thng lng: i thang vao van e khi thng lng, am phan.Ap dung cac phng phap ngan han oi vi cac thng vu.Gi cao su: Mot luc nhieu viec: (polychronical)t chng trnh ke hoach, ti au hay ti o.Tao lap quan he rat can thiet khi kinh doanhXu hng xem xet van e trong boi canh dai han, trong quan he. Hp ong mi la khi au, am phan lai la chuyen bnh thng.75Dimension 7: Quan niem an vekhong gian va cac he luy(Assumptions about space)Y ngha bieu tng cua khong gianOpen office layout: thiet ke cong s bang khong gian m ham y moi ngi de dang giao tiep va trao oi thong tin.Private office va closed doors co ngha la moi ngi hay co phat huy t suy ngh va kho gan gui va trao oi thong tin.S rieng t (privacy) c hieu khac nhau: Hoac la ong kn ca hoac ca hoac van m, van visible nhng khong nghe, khong biet. Ni ma lanh ao at van phong va ban ghe cung bieu tng cho a v va chc tc.V tr va kch c cua van phong va o go trang b trong phong cung cho thay chc tc va a v.

Tom laiCac quan niem an cua van hoa dan toc a c lap trnh sau trong tam thc cua ngi sang lap va cac cap lanh ao cua cong ty.Ho se an cac quan niem an nay vao trong cong ty, chia se no vi toan the cong ty thong qua tat ca tam nhn, s mang, he gia tr cot loi va Tat ca cac chu trng, chnh sach oi nhan x the va trong kinh doanh eu chu anh hng hoac phan anh cac quan niem an nay.Quan niem an bat nguon t gia tr van hoa ONG-TAYPhan II.PHNG ONG- PHNG TAY(VALUES)Western culture views.Democracy.EqualitySelf-determinationIndividualismHuman rightsEquality for womenSocial mobilityStatus through achievementAsian culture views.Hierarchy.InequalityFatalismCollectivismAcceptance of statusMale doninanceEstablished social class.Status through birth and wealth.Tom tat van hoa phng ong- Phng Tay(values)Facts and figures.Social justice.New solutionsVigorLinear timeResults orientation RelationshipsPower structureGood precedentsWisdomCyclic timeHarmony orientationVan hoa phng Tay- van hoa chau Aphong cach giao tiep ( communication styles)DirectBluntPoliteTalkative.ExtrovertPersuasiveIndirectDiplomaticVery courteous.ReservedIntrovertRecommending.Van hoa phng Tay- van hoa chau Aphong cach giao tiep ( communication styles)Medium strong eye-contactUnambiguousDecisiveProblem solvingInterruptsQuick to dealWeak eye contact

Ambiguous.Cautious.Accepting of the situationDoes not interrupt.Courtship dance.

Van hoa phng Tay- van hoa chau A.(Organizational patterns)Individuals as a Unit

Promotion by achievement

Profit orientation

Contracts as binding

Decisions by competent Individuals

Specialization

Professional mobility.Company and society as a unit.

Promotion by age and seniority.

Market share priority.

Contracts as renegotiable.

Decisions by consensus

Job rotation

Fixed loyalty.Ngun: managing cultural differences p. 121.Mot cai nhn lt qua van hoa MyPersonal control over the environment. Change. Control over time. Equality and egalitarianism. Individualism and privacy. Self-help. Freedom and self-reliant Competitive and aggressive Generosity Future orientation. Action and work orientation. Informality. Directness, openness and honesty. Materialism.Goal and achievement oriented.Highly organized and institutionally minded The Great Divide in CulturesX-cultural Management Deal-focus vs relationship-focus cultures Informal vs formal cultures Rigid-time vs fluid-time cultures Expressive vs reserved culturesSource: R.R. Gesteland (1996)

Deal-focus vs Relationship-focusX-cultural ManagementSource: R.R. Gesteland (1996)Deal-focus CultureNordic and Germanic EuropeGreat BritainNorth AmericaAustralia and New ZealandSouth AfricaModerately Deal-focus Latin EuropeEaster EuropeThe Mediterranean regionHong Kong, SingaporeRelationship-focus The Arab worldMost of AfricaLatin AmericaMost of Asia Making initial contact Indirect approach Face to face contact The role of contractInformal vs FormalX-cultural ManagementSource: R.R. Gesteland (1996)Very Informal Cultures

AustraliaUSAModerately Informal

CanadaNew ZealandDenmark, NorwayMore Formal CulturesMost of EuropeMediterranean regionArab worldLatin AmericaMost of Asia Status Hierarchies Power Respect (status, gender, youth)Rigid-time vs Fluid-timeX-cultural ManagementSource: R.R. Gesteland (1996)Very MonochronicBusiness Cultures

Nordic and Germanic EuropeNorth AmericaJapanModerately MonochronicBusiness Cultures Australia and New ZealandEastern Europe, Southern EuropeSingapore, Hong Kong, TaiwanChina, South KoreaPolychronicBusiness CulturesThe Arab worldAfricaLatin AmericaSouth and Southeast Asia Punctuality Agenda (fixed/flexible) Schedules and deadlinesMonochronic: Clock -and schedule worshipping cultures; polychronic: paying less emphasis on strict punctuality and deadlines (E.T. Hall) Expressive vs ReservedX-cultural ManagementVery Expressive Cultures

The Mediterranean regionLatin EuropeLatin AmericaModerately Expressive

USA and CanadaAustralia and New ZealandEastern EuropeSouth AsiaReserved Cultures

East and Southeast AsiaNordic and Germanic Europe Low context High context Body languageSource: R.R. Gesteland (1996)Communication/Negotiation Pattern X-cultural ManagementAll the cardson the tableMessageSpells itall outlouderConfrontsProvokesSarcasmKiddingAFIGHTiscommu-nicationWants to close the deal as soon as possible on his terms (win-lose) SuccessThe American WayConcessionConciliationSummary

X-cultural ManagementFew cardson the tableMessageSpells onlyPartlylouderProvokesSelf-boastingDomina-tingis a way ofcommu-nicationWishes to do business as soon as possible, but at his own way and paceSuccessThe Indian WayConciliationReassertionto prove hispoint

Communication/Negotiation Pattern X-cultural ManagementSome ofthe cardson the tableMessageConfrontsChallengesConsidersoptionsEatingandDrinkingis nicecommu-nicationWishes to close the deal and establish long-term guanxi (win-win)SuccessThe Chinese WayMakingfriends

Concessionorlong-termrelationshipSpells it outgently

Communication/Negotiation Pattern The Asian Way of NegotiationX-cultural Management Treat people with courtesy Dress and behave in an acceptable way Punctuality Respect the local customs and practices Persuasion by honest heart Trustworthiness is the basis of negotiation

-- do not talk without full consideration -- do not break your promises Source: MBA Research, AIT 1998, N=26 managersDifference between Japanese and American communication stylesJapanese Ningensei style of communicationIndirect verbal and nonverbal communication.Relationship communication.Discourages confrontational strategies.Strategically ambigous communicationDelayed feedbackPatient longer term negotiators.Us. Adversarial style of communicationMore direct verbal and nonverbal communicationMore task communication.Confrontational strategies more acceptable.Prefer more to-the point communicationMore immediate feedback.Short-term negotiators

Ningensei: human beingnessDifference between Japanese and American communication stylesUses fewer words.Distrustful of skillful verbal communicatorsGroup orientation.Cautious, tentativeComplementary communicatiorsSofter heartlike logic.Sympathetic, empathetic; complex use of pathosFavor verbosity.Exalts verbal eloquence.More individualistic orientation.More assertive, self-assuredMore publicy critical communication.Harder analytic logic preferred.Favors logos, reasonDifference between Japanese and American communication stylesExpresses and decodes complex relational strategies and nuances.Avoid decision-making in public Makes decision in private venues, away from public eyes.Decision via ringi and nemawashi ( complete concensus process)Uses go-betweens for decision making Expresses and decodes complex logos, cognitive nuances.Frequent decision making in public Frequent decision making in public at negotiating tables.Decision by majority rule and public compromise is more commonplaceMore extensive use of direct person-to-person, player-to-player interaction for decisions

Difference between Japanese and American communication stylesUnderstatement and hesitation in verbal and nonverbal communicationUses qualifiers, tentativeness , humility as communicatorReceived/listening- centeredInferred meanings, looks beyond words to nuances, nonverbal communication.Shy reserved communicatorsMay publicy speak in superlatives, exaggerations, nonverbal projectionFavor fewer qualifiers, more ego-centeredMore speaker and message- centeredMore face-value meaning, more denotative.More publicy self-assertive

Difference between Japanese and American communication stylesDistaste for purely business transactionsMixes business and social communicationUtilizes matomari or hints for achieving group adjustment and saving face in negotiatingPratices haragei or belly logic and communicationPrefer to get-down to businessor nitty grittyTends to keep business negotiating more separated from social communicationMore directly verbalizes managements preference at negotiating tables.Pratices more linear, analytical logic; greater reverence for cognitive than for affective.

Nguon: International Management : Helen DereskyManaging across borders and cultures.p 104.Cam n cac ban a lang nghe