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Intercultural Business Kazakhstan

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Submitted By Zhanibek19918
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Zhanibek Otetileu 2012179108

Negotiation in Kazakhstan.
1. Basic concept of negotiation process.
Attitude toward conflict- can be both functional and dysfunctional, depending on the organisation. However most of the time it is functional, and people learn form the conflict.
Prevailing response- direct and confrontational, but sometimes because you still gotta be
‘friendly’ you will try to be indirect, but not necessarily avoidant.
Predominant view of business relationships- collaborative
Purpose of negotiation- attending to relationships
In Kazakhstan bargaining is considered as a norm and problems are solved together - joint problem solving.
2. Most significant type of issue.
In organisations in Kazakhstan substance (price, delivery, quality) and relationship- based issues would be more significant.
3. Selection of negotiators.
Normally the ‘senior level’ people can be chosen as a negotiator, meaning status still matters, however nowadays giving a chance to younger people to lead becoming a more trendy thing. Experience showed that age matters, but younger generation can bring more
‘colours’ to the table.
It is the same with gender, there are a lot CEO’s who are not necessarily men, but women, and they run companies really well.
4. Individuals’ aspirations
When in comes to negotiation, Kazakhstan is like Mexico where if you are individualistic or collectivists it all depends on the social area. However they can also be like Saudis where family plays a very important role, so they have strong family- oriented context.
5. Decision- making in groups.
Normally decisions tend to be made authoritatively.
6. Orientation toward time.
Time is very important aspect in Kazakhstan. When it comes to business ‘time is money’.
In friendships however time is taken very casually. People can talk about ‘life’ for hours and still finish their tasks. In building relationships time is never

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