This book of structured activities for use in teaching about culture, ethnicity and diversity comprises easy-to-use classroom and training exercises that are both engaging to participants and effective as learning tools. The contributors offer tools to those teachers and trainers who strive to increase understanding of and communication between ethnic and racial groups. The book is arranged so that users may easily draw upon the activities to involve students and bring abstract concepts into the realm of the students' own experiences.
Chapter 14: Negotiating across Cultural Boundaries: Implications of Individualism-Collectivism and Cases for Application
Negotiating across Cultural Boundaries: Implications of Individualism-Collectivism and Cases for Application
This exercise is designed to raise learners' general awareness of how cultural differences, described through the lens of individualism-collectivism, can affect negotiation across cultures.
Negotiations are often conflictual, especially when parties to the negotiation do not enjoy great flexibility in positions they represent. Negotiations across cultural boundaries can be much more conflictual because there are frequent clashes between parties regarding culturally defined roles for negotiation. In many cases, negotiations are less satisfying—and, at worst, unsuccessful—because of differences in task interaction patterns and negotiation preferences.
The importance of culture to negotiation is that cultural differences—and conflict resulting from difficulties with those differences—may cause inter-negotiator conflict about ...