1. Culture and Negotiation Based on the chapter “Culture and Negotiation” by Jeanne M. Brett from the book Intercultural Communication. Source: Brett, J.M. (2003). Culture and Negotiation. In L. A. Samovar, R. A. Porter, and E. R. McDaniel (10th Eds.). Intercultural Communication: A reader, (pp. 300-308). Boston, MA: Wadswarth. L. A. SamovarR. A. PorterE. R. McDanielL. A. SamovarR. A. PorterE. R. McDaniel

2. Definition of Terms Negotiation Negotiation Direct vs. Indirect Negotiations Direct vs. Indirect Negotiations Culture Culture

3. Getting Started… What do we have in common? What do we have in common? What are our differences? What are our differences? Knowing these - can we agree on a process and structure in which to conduct the negotiation? Knowing these - can we agree on a process and structure in which to conduct the negotiation? Time! Time!

4. Two Types of Negotiation Transactional Transactional Conflict Conflict

5. Two Types of Agreements Distributive Distributive Integrative Integrative

6. Things to keep in mind… Power – it can get in the way. Power – it can get in the way. Focus on the interests (needs) and not the positions of each party. Focus on the interests (needs) and not the positions of each party. Seek win-win, not win-lose. Seek win-win, not win-lose.

7. Video - Clash of Culture Video Clip about clash of cultures Video Clip about clash of cultures http://www.youtube.com/watch?v=- 4EDhdAHrOg http://www.youtube.com/watch?v=- 4EDhdAHrOg http://www.youtube.com/watch?v=- 4EDhdAHrOg http://www.youtube.com/watch?v=- 4EDhdAHrOg

8. Culture Clash When we think of cultural differences, it is almost exclusively relating to different nations (people of different backgrounds or ethnicities/language groups). When we think of cultural differences, it is almost exclusively relating to different nations (people of different backgrounds or ethnicities/language groups). What other ‘cultures’ besides the one shown in the video can there be? What other ‘cultures’ besides the one shown in the video can there be? Examples….. Examples…..

9. Individualism vs. Collectivism Beliefs and Behaviors Beliefs and Behaviors How it might affect the negotiations How it might affect the negotiations

10. Egalitarianism vs. Hierarchy Beliefs and Behaviors Beliefs and Behaviors How it might affect the negotiations How it might affect the negotiations

11. High-context vs. Low-context Beliefs and Behaviors Beliefs and Behaviors How it might affect the negotiations How it might affect the negotiations

12. Conclusions Use the knowledge of cultures to everybody’s advantage – not just yours! Use the knowledge of cultures to everybody’s advantage – not just yours! When needs/interests are met – both win! When needs/interests are met – both win! Don’t overdo it – it could backfire on you! Don’t overdo it – it could backfire on you!

13. Critique 1. More specifics would have been nice! 1. More specifics would have been nice! 2. More info on negotiation styles and culture would have helped. 2. More info on negotiation styles and culture would have helped. (See example on the board) (See example on the board)

14. Questions 1. Identify the styles used on the chart using the information provided Matching: 2. a) Individualist - ????? b) Hierarchal - ????? b) Hierarchal - ????? c) High-Context - ????? c) High-Context - ?????