Ldrs400

Welcome to Topic #9

Negotiation, Conflict & Culture

For Today…..

I. Review of Topic # 8 – Principled Negotiation

II. Understanding BATNA

III. Examining the role of culture in understanding conflict management

• understanding high & low cultural contexts

• negotiating across cultures

• Unpacking the Culture map

Summary of Readings • Getting to Yes - Part II

• Unpacking the 4 principles in depth

• Chapter 2 - Separate People from the Problem

• Chapter 3 - Focus on Interests, not Positions

• Chapter 4 - Invent Options for Mutual Gain

• Chapter 5 - Insist on Using Objective Criteria

• Part III

• Chapter 6 - What if They are More Powerful

• Chapters 7 - What if they won't play

• Chapter 8 - What if they use dirty tricks

• Part IV – Conclusion

I. Review – Principled Negotiation

Principle # 1 – Separate People From Problems

Principle # 2 – Focus on Interests Over Positions

Principle # 3 - Invent Options for Mutual Gain

Principle # 4 – Insist on Using Objective Criteria

II. Understanding BATNA

BATNA

• BATNA Protects us from:

1. Accepting an agreement we should reject &

2. Rejecting an agreement we feel pressured to accept

Video: Getting to Yes - Summary

• SSP webinar

III. Examining the role of culture in understanding

conflict management

• Understanding Cultural Dimensions, high/low cultural contexts etc

• Negotiating across cultures

• Unpacking the Culture map

Culture

What is Culture?

Culture is a word with many meanings

& connotations

"the programming of the human mind by which one group of people distinguishes itself from another group“ – Geet Hofstede

Culture consists of various layers – like

an onion.

Culture

“Socially transmitted behavior patterns, norms, beliefs &

values of a given community”

Culture – like an Onion

• Symbols - such as food, logos, colours or monuments.

• Heroes - public figures, statesmen, athletes, company founders, fictional figures, such as Superman

• Rituals - activities done in spare time, hobbies, community & religious, work-related rituals etc.

• Values - preferences for a certain state of affairs, what is acceptable & what is not, equality over hierarchy etc. Values are transmitted by the environment we grow up in, interactions we have with our parents or teachers etc.

Culture – like an Iceberg

Thoughts on Culture • Culture is a group phenomenon

• used to analyse the behaviour of groups and

make an assessment of the likelihood of groups

of people acting in a certain way.

• One person does not represent a whole culture

& the culture does not represent the person.

• However, a group of people from one culture

are more likely to act in a way that is

appropriate for that culture.

• People from the same culture tend to act in

a similar way, especially when they are

together.

• From an educators point of view, this

makes culture an additional management

tool , with regards to groups of people.

Videos on Intercultural Communication

• Video #1 – Introduction to Intercultural Communication

• Video #2 – Intercultural Communication, Prof Steve Kline, Uni

of Missouri

• Thoughts from videos?

• key insights from videos (next Slides)