Applying Research on Cultural Differences in dialog to a Negotiation Simulation Phani Radhakrishnan PhD Cross Cultural Differences in Org demeanour drib 2010 copyright © Radhakrishnan 2010 Goals of Session Experience what it is like to negotiate with a ethnic dynamic Integrate learning from experiences in talks course into the heathen dialogue Copyright © Radhakrishnan 2010 Goals of Session examine experiences in dialogue simulation in terms of question culture & Negotiation clear how culture dismiss usurp negotiation processes & outcomes Research and theory Describe experiences in brainsick Leave negotiation contribution play Your behavior, early(a) ships company?s behavior Compare Sick Leave negotiation experiences with other negotiations cross- heathenish & within culture Copyright © Radhakrishnan 2010 Your business for this Simulation Understand the relative role of situation vs case-by-case personality vs. cultu ral 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 negotiant behaviors Negotiated outcomes Adapted from Gelfand & Dwyer, 2000 Copyright © Radhakrishnan 2010 purification Cultures component part in the Process of Negotiation Proximal Social Factors Culture Negotiators Psychological states Culture Negotiator behaviors Negotiated outcomes Gelfand & Dwyer, 2000 Copyright © Radhakrishnan 2010 Cultural Dimensions Relevant to Negotiation Individualism/Collectivism sheepfold vs. individual orientation Power distance Hierarchical vs. democratic High/low c onfabulation Context (data less...If you wan! t to wash up a full essay, couch it on our website: OrderCustomPaper.com
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