Intercultural Communication
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TransactionPrinciple-Ch8.pptxCMST 340 Transaction Principle Chapter 8
PQ: How do people from different cultures manage to resolve their tensions?
“RESOLUTION!”
CMST 340 Transaction Principle
“IC” Conflict:
2 or more parties cannot agree on how to use the resources due to competing needs and interests and ultimately, clash!
Constructive and Destructive Conflict
(Table 1 p. 191)
Goal of “IC” is not to eliminate conflict, but to manage conflict!
CMST 340 Transaction Principle
4 Routes:
Avoidance: do nothing
Polarization: some action but no concern
Compromise: moderate degree of concern 50/50
Integration: high concern for people from both cultures
CMST 340 Transaction Principle
Transaction Principle: (3 parts)
Perception
2.Negotiation Zones
3. Move from positions to interests
CMST 340 Transaction Principle
Perceptions: 3 patterns
Zero-sum: no value in interactions
Fixed-sum: (fixed-pie) distribution to get bigger piece of pie
Flex-sum: value created unilaterally and shared resources
(Table 8.2 p. 192 2nd ed.)
CMST 340 Transaction Principle
2. Negotiation Zones
Target Point: achievement goal
Resistance Point: stopping point
BATNA: Best Alternative To Negotiated Agreement
Negotiation Zone: point between 2 Resistance Pts.
(Figs. 8.3 p. 194 2nd ed.)
CMST 340 Transaction Principle
3. Positions to Interests
Transaction Principle Defined:
Perceptions
Neg. Zones
Positions to Interests (resources: tangible/intangible)
“IC” is a process whereby people from different cultures move within a negotiation zone from positions to interests in search of a negotiation resolution!
CMST 340: Transaction Principle
Short Definition:
Transaction Principle is moving from positions to interests, within a negotiation zone, to find resolution.
