Class 9 Ppt - RSM 461 MANAGERIAL NEGOTIATIONS WINTER/SPRING...

This preview shows page 1 - 12 out of 22 pages.

The preview shows page 10 - 12 out of 22 pages.
RSM 461MANAGERIALNEGOTIATIONSWINTER/SPRING 2016HADIYA RODERIQUEJOSEPH L. ROTMAN SCHOOL OF MANAGEMENTUNIVERSITY OF TORONTO
AGENDADUE TODAY: Mouse Negotiation PlanDocument1:15-2:15: Negotiate Mouse2:20-3:00: Debrief MousePost Class Reading: Chapter 10
Chen-Bo ZhongRotmanSchool of Management ©
WHAT IS CULTURE?Culture is the unique character of a social group,its members±values, their norms, and beliefs, andthe social, political, and economic institutions thatmake up its structure.
CULTURE AS AN ICEBERGBehaviorInstitutionsValues / beliefs / normsBasic ontologicalassumptions
behaviorbasicontologicalassumptionsValues / beliefsbehaviorValues / beliefsINTERPRETING THE ICEBERGbasicontologicalassumptionsYouPerson from a different culture
What is going on in thispicture?
THE ORIGIN OF INDOORBEACHES
CROSS-CULTURAL NEGOTIATIONSCross-cultural negotiations tend to result inpoorer outcomes than within-culturenegotiationsDifferent behaviors, communication styles, expectations,normsImportant to realize not only that people fromdifferent cultures behave differently, but alsowhy they do.Behaviors have different meanings in different culturesOur attributions for the meaning of behaviors is oftenwrong
MULTI-PARTY, MULTI-ISSUE, MULTI-CULTURENEGOTIATIONSPreferencesOutcomePotentialPreferencesCulture #1OutcomeCulture #2InteractionalPatternsStrategyStrategy
ISSUES, VALUES & INTERESTSMouse RepGovernmentMayorsBATNA

Upload your study docs or become a

Course Hero member to access this document

Upload your study docs or become a

Course Hero member to access this document

End of preview. Want to read all 22 pages?

Upload your study docs or become a

Course Hero member to access this document

Term
Winter
Professor
Hadiya Rodriguez
Tags
coalition, Multi party system, cross cultural negotiations

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture

  • Left Quote Icon

    Student Picture