Culture and Negotiation

Applying Research on Cultural Differences in dialogue to a Negotiation Simulation Phani Radhakrishnan PhD Cross Cultural Differences in Org conduct drib 2010 copyright © Radhakrishnan 2010 Goals of Session Experience what it is like to negotiate with a ethnic dynamic Integrate learning from experiences in duologue course into the heathen dialogue Copyright © Radhakrishnan 2010 Goals of Session see experiences in negotiation simulation in terms of query culture & Negotiation clear how culture dismiss demand negotiation processes & outcomes Research and theory Describe experiences in sick(p) Leave negotiation contribution play Your behavior, otherwise caller?s behavior Compare Sick Leave negotiation experiences with other negotiations cross-ethnical & within culture Copyright © Radhakrishnan 2010 Your tax for this Simulation Understand the relative role of situation vs single(a) personality vs. cultural norms/values (We iss, 2003) Understand how „culture? affects The other party As an individual As a cultural representative (vs. not) E.g.

, how does culture affect info sharing, acquaintance of negotiation (Brett & et al, 1998) (Rubin & Sander, 1991) Your own biases/strengths/weaknesses Copyright © Radhakrishnan 2010 Quick Review: routine of Negotiation Proximal Social Factors treaters mental states negotiator behaviors Negotiated outcomes Adapted from Gelfand & Dwyer, 2000 Copyright © Radhakrishnan 2010 culture Cultures character reference in the Process of Negotiation Proximal Social Factors Culture Negotiators Psychological states Culture Negotiat or behaviors Negotiated outcomes Gelfand! & Dwyer, 2000 Copyright © Radhakrishnan 2010 Cultural Dimensions Relevant to Negotiation Individualism/Collectivism plica vs. individual orientation Power distance Hierarchical vs. egalitarian High/low confabulation Context (data less...If you want to get down a full essay, couch it on our website: OrderEssay.net

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