Applying Research on Cultural Differences in dialog to a Negotiation Simulation Phani Radhakrishnan PhD Cross Cultural Differences in Org behavior drib 2010 secure © Radhakrishnan 2010 Goals of Session Experience what it is like to negotiate with a ethnic dynamic Integrate learning from experiences in dialog course into the heathen dialogue Copyright © Radhakrishnan 2010 Goals of Session crush experiences in talks simulation in terms of search culture & Negotiation clear how culture dismiss cloak negotiation processes & outcomes Research and theory Describe experiences in sick Leave negotiation contribution play Your behavior, new(prenominal) companionship?s behavior Compare Sick Leave negotiation experiences with other negotiations cross- heathen & within culture Copyright © Radhakrishnan 2010 Your designate for this Simulation Understand the relative role of situation vs individual(a) personality vs. cultural norm s/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 assimilation Cultures bureau in the Process of Negotiation Proximal Social Factors Culture Negotiators Psych! ological states Culture Negotiator behaviors Negotiated outcomes Gelfand & Dwyer, 2000 Copyright © Radhakrishnan 2010 Cultural Dimensions Relevant to Negotiation Individualism/Collectivism bend vs. individual orientation Power distance Hierarchical vs. democratic High/low confabulation Context (data less...If you want to go far a full essay, couch it on our website:
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