Class 9 - Today's Overview Q&A Debrief: New Recruit...

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  Today’s Overview Q&A Debrief: New Recruit Culture and Negotiation Third Party Interventions Managing Meetings Assignments
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Page 2 Interests Options Criteria A Framework for Negotiation If “Yes” Commitment If “No” Alternative Communication Relationship
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Some Cultural Variables to Consider That Influence Negotiation Cultural Views Toward: Decision Making Humor Time Risk and Trust Cooperation, Competition and Conflict Protocol Language and Communication Relationships
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Intercultural Negotiation General Approaches 1. Frame Cultural Differences as a Joint Problem: A Learning Process 2. Spend Time on Preparation/Pre-negotiation: Understand the Context 3. Focus on Dialogue Before Bargaining or Problem Solving 4. Test Your Assumptions: Inquire/Active Listening 5. Recognize and Legitimate Cultural Values
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Intercultural Negotiation General Approaches Continued 6. Negotiate the Process: Focus on Process Ownership 7. Consider External Roles: e.g., Cultural Informant or Third
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This note was uploaded on 06/16/2010 for the course MS&E 285 taught by Professor Stanchristensen during the Fall '08 term at Stanford.

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Class 9 - Today's Overview Q&A Debrief: New Recruit...

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