RSM 461
MANAGERIAL
NEGOTIATIONS
WINTER/SPRING 2016
HADIYA RODERIQUE
JOSEPH L. ROTMAN SCHOOL OF MANAGEMENT
UNIVERSITY OF TORONTO
AGENDA
DUE TODAY: Mouse Negotiation Plan
Document
1:15-2:15: Negotiate Mouse
2:20-3:00: Debrief Mouse
Post Class Reading: Chapter 10
Chen-Bo Zhong
Rotman
School of Management ©
WHAT IS CULTURE?
Culture is the unique character of a social group,
its members
±
values, their norms, and beliefs, and
the social, political, and economic institutions that
make up its structure.
CULTURE AS AN ICEBERG
Behavior
Institutions
Values / beliefs / norms
Basic ontological
assumptions
behavior
basic
ontological
assumptions
Values / beliefs
behavior
Values / beliefs
INTERPRETING THE ICEBERG
basic
ontological
assumptions
You
Person from a different culture
What is going on in this
picture?
THE ORIGIN OF INDOOR
BEACHES
CROSS-CULTURAL NEGOTIATIONS
Cross-cultural negotiations tend to result in
poorer outcomes than within-culture
negotiations
•
Different behaviors, communication styles, expectations,
norms
Important to realize not only that people from
different cultures behave differently, but also
why they do.
•
Behaviors have different meanings in different cultures
•
Our attributions for the meaning of behaviors is often
wrong
MULTI-PARTY, MULTI-ISSUE, MULTI-CULTURE
NEGOTIATIONS
Preferences
Outcome
Potential
Preferences
Culture #1
Outcome
Culture #2
Interactional
Patterns
Strategy
Strategy
ISSUES, VALUES & INTERESTS
Mouse Rep
Government
Mayors
BATNA
