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Universalism vs. Particularism

Decent Essays

Universalism vs. Particularism is a concept forwarded by Fons Trompenaars, a Dutch author. Basically, this dimension asks if which is more important to you, rules or relationships.

The Universalist, or rule-based, approach is roughly: "What is good and right can be defined and ALWAYS applies." In particularistic cultures, far greater attention is given to the obligations of relationships and unique circumstances.

Universalism vs. Particularism indicates how a society applies rules of morals and ethics. In a Universal society such as the U.S., rules and contracts are developed which can apply in any situation. For example, take the case of trying to cross the street at the red light. In a very rule-based society like the U.S., you …show more content…

Chinese business people trust very much on relationships between the partners and strict regulations/formulations would probably offend/insult the partner because they would get the idea that they aren’t trustful and are cheater. The importance of relationships again solidity be carefully considered and taken into account especially from universalistic cultures when dealing with particularistic cultures. Chinese try to keep the contracts vague and not too tied. It might happen that Chinese business people will still try to negotiate afterwards even the contract was already signed/closed and agreed from all sites. In negotiations Chinese will spend a lot of time in building up a relationship with their business partners so the actual negotiation will be at the end of the meeting time. While Americans dealing with Chinese, Americans often try to close deals as fast as possible. But as a result of the Chinese way to make deals the Americans might commit more advantages than first thought just to rush forward and close a deal. This can be an advantage for particularistic cultures.

Universalist cultures focus normally more on rules than on relationships. For instance American employees compete hard for better job positions and to climb up in the hierarchy and earn more money. They do this without caring for colleagues and the relationship with them. In comparison, particularistic cultures like China focus

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