Short-Term Orientation

Definition

Short-term orientation is a cultural dimension that reflects a society's preference for immediate gratification and quick results, as opposed to a long-term focus on future rewards and perseverance. It is a key consideration in the context of negotiation behavior.

5 Must Know Facts For Your Next Test

1. Cultures with a short-term orientation tend to value immediate results and quick payoffs, rather than long-term investments and delayed gratification.
2. Negotiators from short-term oriented cultures may be more focused on achieving a favorable outcome in the current negotiation, rather than building long-term relationships or considering the broader implications.
3. Short-term orientation can lead to a preference for quick, decisive action and a reluctance to engage in lengthy, drawn-out negotiations or planning processes.
4. Cultures with high short-term orientation often have a greater tolerance for risk and a willingness to take on debt in pursuit of immediate gains.
5. The short-term orientation of a negotiator can influence their negotiation tactics, such as a focus on claiming value rather than creating value through collaborative problem-solving.

Review Questions

• Explain how a short-term orientation can impact a negotiator's approach and tactics.
  • A negotiator with a short-term orientation is likely to prioritize achieving immediate, favorable outcomes in the current negotiation over building long-term relationships or considering the broader implications. This can lead to a focus on claiming value through competitive tactics, rather than creating value through collaborative problem-solving. Short-term oriented negotiators may be more willing to take on risk and debt in pursuit of quick gains, and may be less inclined to engage in lengthy, drawn-out negotiations or planning processes.
• Describe how short-term orientation differs from long-term orientation and the potential implications for cross-cultural negotiations.
  • Short-term orientation emphasizes immediate gratification and quick results, while long-term orientation prioritizes future rewards, perseverance, and planning. In cross-cultural negotiations, these differing time horizons can lead to misunderstandings and challenges. Negotiators from short-term oriented cultures may be impatient and focused on securing a favorable outcome in the current negotiation, while those from long-term oriented cultures may be more interested in building lasting relationships and considering the broader implications. This can result in clashes in negotiation tactics, decision-making processes, and overall approach to the negotiation.
• Analyze how short-term orientation, in combination with other cultural dimensions like uncertainty avoidance, can shape a negotiator's behavior and the overall negotiation process.
  • The interaction between short-term orientation and other cultural dimensions, such as uncertainty avoidance, can significantly influence a negotiator's behavior and the overall negotiation process. A negotiator from a culture with both high short-term orientation and high uncertainty avoidance may be particularly averse to risk and ambiguity, leading them to prioritize immediate, tangible outcomes over long-term considerations. This could manifest in a reluctance to engage in open-ended problem-solving, a focus on claiming value through competitive tactics, and a general preference for quick, decisive action. Understanding these cultural dynamics is crucial for navigating cross-cultural negotiations effectively and achieving mutually beneficial outcomes.

Related terms

Long-Term Orientation: The cultural dimension that emphasizes the importance of planning for the future, perseverance, and delayed gratification.

Time Horizon: The length of time a person or organization considers when making decisions and setting goals, whether short-term or long-term.

Uncertainty Avoidance: The degree to which a culture feels threatened by uncertain or ambiguous situations and tries to avoid them.