Culture and Negotiation

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Applying Research on Cultural Differences in Negotiation to a Negotiation Simulation Phani Radhakrishnan PhD Cross Cultural Differences in Org Behaviour Fall 2010 Copyright © Radhakrishnan 2010 Goals of Session • Experience what it is like to negotiate with a cultural dynamic – Integrate learning from experiences in negotiation course into the cultural negotiation Copyright © Radhakrishnan 2010 Goals of Session • Analyze experiences in negotiation simulation in terms of research culture & Negotiation – Understand how culture can affect negotiation processes & outcomes • Research and theory – Describe experiences in “Sick Leave” negotiation role play • Your behavior, other party‟s behavior – Compare “Sick Leave” negotiation experiences with other negotiations • cross-cultural & within culture Copyright © Radhakrishnan 2010 Your Task for this Simulation • Understand the relative role of situation vs individual 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, perception of negotiation (Brett & et al, 1998) (Rubin & Sander, 1991) – Your own biases/strengths/weaknesses Copyright © Radhakrishnan 2010 Quick Review: Process of Negotiation Proximal Social Factors Negotiator’s Psychological states Negotiator behaviors Negotiated outcomes Adapted from Gelfand & Dwyer, 2000 Copyright © Radhakrishnan 2010 Culture Culture’s Role in the Process of Negotiation Proximal Social Factors Culture Negotiator’s Psychological states Culture Negotiator behaviors Negotiated outcomes Gelfand & Dwyer, 2000 Copyright © Radhakrishnan 2010 Cultural Dimensions Relevant to Negotiation • Individualism/Collectivism • Group vs. individual orientation
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