Class 9 Ppt - RSM 461 MANAGERIAL NEGOTIATIONS...

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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

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