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But First—a word on Negotiation! (Nwosu, 2002)

But First—a word on Negotiation! (Nwosu, 2002). First— The Cross-Cultural Conference Room : What cultural differences do you see? What might be some attributions, perceptions of each side? Does the discussion reflect or contradict Ting-Toomey’s face-conflict negotiation theory?

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But First—a word on Negotiation! (Nwosu, 2002)

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  1. But First—a word on Negotiation! (Nwosu, 2002)

  2. First—The Cross-Cultural Conference Room: • What cultural differences do you see? • What might be some attributions, perceptions of each side? • Does the discussion reflect or contradict Ting-Toomey’s face-conflict negotiation theory? • What, if any, is the difference between conflict and negotation? • In which might cultural variables play out more than individual-level-variables?

  3. Negotiation in Swaziland (Nwosu, 2002) • Legitimate contact—Why? • Intermediaries (go-between) • Authenticity (background, reason) • Self-promotion/talking versus “calm” • “Affective” approach (// Japan): relationship • Ceremony/propriety (// China, Japanese aisatsu) Why? • Pace of interaction, notion of time • Silence • Verbal tactics

  4. What strategies might you expect from Swazis? • Disapproval? _____________________ • Strong point: _____________________ • Emotional appeals: • ________________________ • ________________________ • If these fail: _______________________

  5. Negotiators: Who do you send? • Team make-up • Use of names • Titles, speech style • The hand-shake • Esteem, honor, respect…key words around the world!

  6. Lessons from the Swazis: Why is this important? • Cultural general notions of conflict and negotiation • Similarities and differences, e.g., U.S./Swaziland/Japan

  7. Suggestions: • In groups, make a list of 5 concrete suggestions for conflict/negotiation • Make these general suggestions • After you are done, if you have time, imagine a specific culture that you might know about. What specific recommendations would you make? • What would you need to do to make better recommendations?

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