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9.3 A Taxonomy of Orientations Time Environment structureSpacePower ThinkingIndividualism Contents competitiveness EnvironmentBrake et al. Trompenaars NLP(Neo-Linguistic Programming)ControlHarmonyconstraint Inner-directedOuter-directed ProactiveReactive Cultures vary in their perception of the environment. They may feel they can control the environment, at the opposite end of the cline, the environment (including supernatural forces, destiny, luck)has a measure of control over them. The U.S. Control orientation air-conditioning“The bucks stops here”Southern Europe Constraint orientation Acceptance of force majeur and acts of GodNative-American and Eastern Dominant orientation In harmony with environmental forces Brake et al. Hall NLPsingle-focusmulti-focus Monochronicpolychronic Through timeIn timefixedfluidPast/Present/Future(Kluckholn) Away from/Towards Time Monochronic/PolychronicType Feature or Focus Country Example Monochronic time cuture Time as the frame(schedules)Task North Europe, America Its rude to interrupt a meeting, client, or phone call to attend to another personPolychronic or multi-focus cultures RelationshipsMulti-tasking Mediterranean, Arab, South America, and Asia In bank, its rude to serve only one person and not to answer the phone or another important person. Fluid time/Fixed timeFixed Time: 1 . time(technically)2 . apology between 1 and 5 minutes3 . Just in time, and Time and Motion4 . American, German, SwissFluid time:1 . punctuality(flexibility)2 . “subito” immediately: Ill be with you when I have finished what Im doing.3 . Delays4 . Fifteen to thirty minutes late 5 . Italian academic time6 . Check which time is being talked about Past/Present/Future Past-oriented cultures：1 . Tradition2 . Historical context3 . Road names recording an event or personality in history4 . Television interviews(in Britain and Italy) Present-oriented cultures1 . Emphasize the here and now2 . History is bunk and future is not so important3 . Time waits for no man. Future-oriented cultures1 . Japanese 2 . Plan for the next hundred years3 . Italy SpacePrivate /Public Individual privacy V more public use of spaceDistance/Proximity Preference for distance/low physical contact V proximity/high physical contactTrompenaars:Specific orientation open access to personal life spaceDiffuse orientation selected entry to individuals private life Japanese Public space and distanceOpen-plan offices Small communal living quartersVery little physical contactEuropeans or Americans PrivateHigher levels of proximity PowerRelatively high power distance Italy Low power distance Northern Europe, Britain, the StatesHigh power distance South America, Asia, and Southern EuropeBrake et al. HofstedeHieracrchy High Power distanceEquality Low Power distance IndividualismBrake et al. NLPIndividualism (tend to)Internal +Independent/ProximityCollectivism (tend to)External +Co-operativeTrompenaars UniversalismParticularism Japan “we”, collective, oriented cultureSouthern Europe, Central and South America More collectiveAmerica “I”, individualismNorthern Europe Heavily individualistUniversalist codes: a tendency to generalize laws and procedures, and to apply them universally.Particularist cultures: difference, uniqueness and exceptions (Russia, Asia, Central and south America, Southern Europe, France, Italy) CompetitivenessBrake et al. Hofstede NLPCompetitive Masculine Proactive+ Independent +SelfSorting style(material)thingsCooperative Feminine (Reactive)+Co-operative +OthersSorting Style: Peopleorientations feature countriesCompetitive cultures Masculine, workaholic, live to work Japan, Germany, Italy, Anglo-American countries Cooperative cultures Interdependent, work to live, quality of life Scandinavian countries, Spain, some South American countries StructureBrake et al. Hofstede NLPOrder Strong Uncertainty Avoidance ProceduresFlexibility Weak Uncertainty Avoidance OptionJapan, Greece , Italy, and Germany Order (avoid ambiguity or changes in all things) destabilization and revolutionAnglo-American countries BritainSingapore Uncertainty, change Flexibility, choice, options ThinkingBrake et al. NLP HallDeductive Match/similarities/Large Chunks HCCInductive Low Power distance/Small Chunks LCCLinear Specific HCCSystemic General LCC Deductive/InductiveDeductive thinking: theories, logic, and principles; existing theories Germany and FranceInductive thinking: pragmatic, specific, empirical observation; facts and statisticsthe United States and BritainLinear/SystemicLinear-oriented cultures: logical and precise sequences, detail, precision, minute cause and effect. McDonaldSystemic-oriented cultures: holistic, full picture, background and relationships; connections, feelings and similes Italy, Japan Thank you!
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