Phani Radhakrishnan PhD
Cross Cultural Differences in Org Behaviour drib 2010
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Goals of Session
Experience what it is like to negotiate with a ethnic dynamic
Integrate learning from experiences in negotiation course into the heathen negotiation
Copyright © Radhakrishnan 2010
Goals of Session
Analyze experiences in negotiation simulation in terms of research culture & Negotiation
clear how culture dismiss affect negotiation processes & outcomes
Research and theory
Describe experiences in nauseated Leave negotiation contribution 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, acquaintance of negotiation (Brett & et al, 1998)
(Rubin & Sander, 1991)
Your own biases/strengths/weaknesses
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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 Role 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
congregation vs. individual orientation
Power distance
Hierarchical vs. egalitarian
High/low confabulation Context (data less...If you want to get a full essay, couch it on our website: Orderessay
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