Intercultural Negotiation Techniques

In course

Description

This lecture explores the impact of culture on negotiation, discussing the framework of culture, cultural levels, and the effect of cultural differences on the negotiation process. It also covers decision-making blueprints, intercultural competence, stereotypes vs generalizations, and developing intercultural competence. Additionally, it delves into organizational culture, changing organizational or team cultures, and critical negotiation differences. The lecture concludes with conflict-related cultural differences and the importance of coping with different communication styles in successful cross-cultural negotiations.

Official source

https://mediaspace.epfl.ch/media/0_x7x47gzp

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Related concepts (26)

Interpersonal communication is an exchange of information between two or more people. It is also an area of research that seeks to understand how humans use verbal and nonverbal cues to accomplish a number of personal and relational goals. Interpersonal communication research addresses at least six categories of inquiry: 1) how humans adjust and adapt their verbal communication and nonverbal communication during face-to-face communication; 2) how messages are produced; 3) how uncertainty influences behavior and information-management strategies; 4) deceptive communication; 5) relational dialectics; and 6) social interactions that are mediated by technology.

Communication is usually defined as the transmission of information. The term can also refer to the message itself, or the field of inquiry studying these transmissions, also known as communication studies. The precise definition of communication is disputed. Controversial issues are whether unintentional or failed transmissions are included and whether communication does not just transmit meaning but also create it. Models of communication aim to provide a simplified overview of its main components and their interaction.

Intercultural relations, sometimes called intercultural studies, is a relatively new formal field of social science studies. It is a practical, multi-field discipline designed to train its students to understand, communicate, and accomplish specific goals outside their own cultures. Intercultural relations involves, at a fundamental level, learning how to see oneself and the world through the eyes of another. It seeks to prepare students for interaction with cultures both similar to their own (e.g.

Conflict resolution is conceptualized as the methods and processes involved in facilitating the peaceful ending of conflict and retribution. Committed group members attempt to resolve group conflicts by actively communicating information about their conflicting motives or ideologies to the rest of group (e.g., intentions; reasons for holding certain beliefs) and by engaging in collective negotiation. Dimensions of resolution typically parallel the dimensions of conflict in the way the conflict is processed.

Conflict resolution is any reduction in the severity of a conflict. It may involve conflict management, in which the parties continue the conflict but adopt less extreme tactics; settlement, in which they reach agreement on enough issues that the conflict stops; or removal of the underlying causes of the conflict. The latter is sometimes called "resolution", in a narrower sense of the term that will not be used in this article.