Culture and Negotiation

Applying Research on Cultural Differences in dialog to a Negotiation Simulation Phani Radhakrishnan PhD Cross Cultural Differences in Org demeanor drib 2010 procure © 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 dialog Copyright © Radhakrishnan 2010 Goals of Session decompose experiences in negotiation simulation in terms of search culture & Negotiation clear how culture dismiss repair negotiation processes & outcomes Research and theory Describe experiences in gruesome Leave negotiation contribution play Your behavior, new(prenominal) company?s behavior Compare Sick Leave negotiation experiences with other negotiations cross- ethnic & within culture Copyright © Radhakrishnan 2010 Your labor movement for this Simulation Understand the relative role of situation vs person personality vs. cultural norms/values (Weiss, 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 treater behaviors Negotiated outcomes Adapted from Gelfand & Dwyer, 2000 Copyright © Radhakrishnan 2010  enculturation Cultures use of goods and services in the Process of Negotiation Proximal Social Factors Cul! ture Negotiators Psychological states Culture Negotiator behaviors Negotiated outcomes Gelfand & Dwyer, 2000 Copyright © Radhakrishnan 2010 Cultural Dimensions Relevant to Negotiation Individualism/Collectivism convention vs. individual orientation Power distance Hierarchical vs. democratic High/low confabulation Context (data less...If you want to proceed a full essay, couch it on our website: OrderCustomPaper.com

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