| Remember the basic drives for affiliation and
dominance. They are important for understanding bribery.
If you want to have it your way with somebody without destroying a
friendly relationship you could try two strategies: play dominant or play
subordinate. In the former case you could condescendingly ask, order, or
even threaten. In the latter, you could flatter, offer presents, or beg.
Small children often clearly show both strategies with their parents.
In societies that are hierarchical, i.e. that have a large 'power
distance', grown-ups will also use either strategy. So you may receive
large presents from a trade partner. Bribery? No, not in their minds: it
is just what you ought to do to please your trade partner.
In egalitarian societies, i.e. with small power distance, grown-ups
tend to minimize visible asymmetries, and dominance relationships are
downplayed. Bosses might even ask very nicely for things that they could
formally order their personnel to do. However, the style of leaders is
also strongly correlated with another dimension of culture. In masculine
societies leaders try to appear strong and forceful. In feminine
societies, leaders try to appear more gentle. |
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