한눈에보는2012문화와 ë°œì „ë¼ìš´ë“œí Œì´ë¸”.pdf - ìœ ë„¤ìŠ¤ì½”í•œêµ­ìœ„ì›íšŒ

them toward cooperative behaviors if the motive levels do not coincide with the construal
levels as demonstrated in the study above.
Therefore, the possibility of reducing poverty starts with the provision of specific aid in the
short run, alongside a “nudge” stimulus that can produce immediate effects according to the
low-level construals, which will be gradually moved to higher-level construals by providing
the poor with abstract and future-oriented motivations.
A study that examined saving behavior also demonstrated the fact that incentives to make
savings must be provided according to individual construal levels. The study shows that for
high-level construers, specific goals lead to savings success because they perceived them to
be more important. In contrast, specific goals are perceived as more difficult by low-level
construers, resulting in lower savings success (Ulkumen & Cheema, 2011). As people's
mindset on goals determines effects, people may consider goals to be important or
unimportant depending on their construal levels, and the success will differ accordingly.
Therefore, high-level construers must be provided with incentives that encourage savings
with proposed target amount, while the same will not work for the poor, with low-level
construals. The psychological aspect must be taken into account in formulating policies for
the poor.
III. Culture is Important Again
1) Cultural Model for Overcoming Poverty
The importance of negotiation in the formulation of development strategies can be found
from “Getting More: How to Negotiate to Achieve Your Goals,” written by the world’s
leading negotiation expert, Diamond (2011). According to him, the first step of negotiation is
to understand and sympathize with the other party. A true negotiation is “understanding the
other party's emotions and perceptions, and gradually approach negotiations after creating a
favorable atmosphere.” This implies that the method of “understanding” in cultural relativism
is the starting point in attaining one’s goals. The same is true of aid or relief policies for poor
countries. How the assistance is perceived by the poor is a crucial factor.
The cultural approach to poverty respects cultural diversity, thereby enhancing the cultural
identity of local communities. This in turn increases the autonomous decision-making process
of the poor. In addition, individuals gain competence with the development of unique cultural
resources and actively engage in communication within their communities, thus enhancing
relatedness. Autonomy, competence and relatedness lead to increased self-determination, and
increased self-determination eventually leads to the creation of social capital, self-control,