...Executive summary The report is based on the question stated below: Culture – Negotiation, "Cross-cultural communication often involves several barriers preventing success, the aim of this report is to identify the various problems that may arise in an attempt to explain how to overcome them" Basically we`re going to have a look at the meaning of communication before getting to understand the different cultures we come across worldwide. What defines communication, the different types of communicating and how is communication used. When understanding these subjects’ doors open to have a look at the differences communication is altered and affected by different cultures and how it is used in doing business across the globe. Hopefully it will reveal the answer to the question stated above. This report explores the communication process and identifies how varying cultures have an effect. The differing regional norms within the continents globally are also compared to aid successful communication across different cultures. Introduction In its basic form, negotiation is a method of conflict resolution. It is a problem-solving process in which two or more parties attempt to resolve their disagreement or conflict in a manner, and through a process, that is mutually agreeable. Whereas the general concept of negotiation is easy enough to understand, in practice it can be an extremely difficult proposition. Opposing views about what is right and wrong, disagreement on what...
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...Introduction Negotiation is a method of conflict resolution. It is a problem-solving process in which two or more parties attempt to resolve their disagreement or conflict in a manner, and through a process, that is mutually agreeable. Where as the general concept of negotiation is easy enough to understand, in practice it can be an extremely difficult proposition. Negotiation is further complicated when the parties find themselves negotiating across dissimilar cultures. “Culture is a powerful factor in shaping how people think, communicate and behave. It therefore affects how they negotiate” .Our presentation investigates the impact of culture on negotiations. It begins by defining culture, to include a discussion on how culture is imbedded in an individual through their mental models and values. It then breaks out the four dimensions of culture identified by Geert Hofstede. A general overview of negotiations follows the culture. It includes a definition of negotiations and discusses the range or continuum of negotiation styles. The section on negotiations closes with an overview of negotiation skills to include the actors and their frames of reference. The final idea provides a description of how culture impacts negotiations. First, it overlaps four elements of negotiations; actors, structure, strategy, and process with Hofstede’s dimensions of negotiation. Then, a summarization of cultural affects on specific negotiation styles is provided. Defining Culture Working...
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...or retrieval system without the prior written permission of Stanford University Press. Printed in the United States of America on acid-free, archival-quality paper Library of Congress Cataloging-in-Publication Data The handbook of negotiation and culture / edited by Michele J. Gelfand and Jeanne M. Brett. p. cm. Includes bibliographical references and index. isbn 0-8047-4586-2 (cloth : alk. paper) 1. Negotiation. 2. Conflict management. 3. Negotiation—Cross-cultural studies. 4. Conflict management—Cross-cultural studies. I. Gelfand, Michele J. II. Brett, Jeanne M. bf637.n4 h365 2004 302.3—dc22 2003025169 Typeset by TechBooks in 10.5/12 Bembo Original printing 2004 Last figure below indicates year of this printing: 13 12 11 10 09 08 07 06 05 04 Contents List of Tables and Figures Foreword Preface xi xv ix part one. basic psychological processes Introduction 3 1. The Evolution of Cognition and Biases in Negotiation Research: An Examination of Cognition, Social Perception, Motivation, and Emotion 7 Leigh Thompson, Margaret Neale, and Marwan Sinaceur 2. Cultural Differences and Cognitive Dynamics: Expanding the Cognitive Perspective on Negotiation 45 Michael W Morris and Michele J. Gelfand . 3. I...
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...Intercultural Conflict Management How should we define an intercultural conflict? Is there any difference between a conflict and an intercultural one? The following chapter, which is a summary of the chapter “Constructive Intercultural Conflict Management” (Stella Ting-Toomey, Communicating Across Cultures, 1999, pages 194-197), attempts to answer these two questions. At the end of the chapter, we also include an extract of the “Intercultural Conflict Style Inventory” (Mitchell Hammer, 2002) 1. Definition of intercultural conflicts “Intercultural conflict is defined as the perceived or actual incompatibility of values, norms, processes, or goals between a minimum of two cultural parties over content, identity, relational, and procedural issues. Intercultural conflict often starts off with different expectations concerning appropriate or inappropriate behavior in an interaction episode.” (Ting-Toomey, 1999, p.194). Another author holds a similar view: “Conflicts are always cultural, since we are all cultural beings. Yet the very definition of conflict is challenging because of our cultural ways of seeing”. (Michelle Le Baron and Venashri Pillay, Conflict across Cultures, 2006, page 13). According to Le Baron, conflict occurs at ← the material level, or the “what” of the conflict; ← the symbolic level, the meaning of issues to the people involved, especially those meanings that resonate with peoples' identities, values, and worldviews; ← and the...
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...Violence from a gender view what role does masculinity play in Ethiopia context. Table of Contents 1. Introduction 2. Main concepts in feminist approach 3. Hegemonic masculinity theory 4. The subculture of violence in peace and conflict 5. The perception on gender versus sex in Ethiopia 6. Gendered dynamics of violence 6.1 Masculinities and violence 6.2 Femininities and violence 7. Conclusion 8. References 1. Introduction The paper critically evaluate the theory which claims that violence has a strong gender dimension and what role does masculinity play in violence. There are feminist theories and assumptions regarding the societal construction of gender, as it is divided into two major categories...
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...What Is Negotiation? 5 6 6 When Do People Negotiate? Technology 6 4 3 xvii xix 1 3 Why Has Negotiation Become a More Important Skill? The Workplace 7 8 9 10 11 How People Negotiate: The Dual Concerns Model The Pros and Cons of Negotiating The Shadow Negotiation 10 What Does a Negotiation Look Like? Conclusion and Implications for Practice READING 1.1 - ONLINE DISPUTE RESOLUTION: DO YOU KNOW WHERE YOUR CHILDREN ARE?, 8Y DAVID A . LARSON 1 3 19 READING 1.2 - BALANCING ACT: HOW TO MANAGE NEGOTIATION TENSIONS, BY SUSAN HACKLEY Preparation: Building the Foundation for Negotiating Intended Benefits of This Chapter The Essence of Preparation 23 23 23 The Preparation Process, or How to Make I t All Happen Strategic Planning: Establishing the Framework Defining the Situation Setting Goals 29 30 25 25 25 Determining Your Strategy Strategy Implementation: Operationalizing the Plan 30 The Component Parts of the Situation 30 Best Alternative to a Negotiated Agreement (BATNA) Reservation Prices or Resistance Points 33 Bargaining Power 35 Analyzing the Other Party 35 32 Rapport Building and Testing Assumptions 36 Where Should You Negotiate? 37 Conclusion and Implications for Practice 38 Appendix I: Preparation Checklist 39 READING 2 . 1 READING 2.2 How TO ANALYZE THAT PROBLEM, BY PERRIN STRYKER 42 51 - INVESTIGATIVE NEGOTIATION, BY DEEPAK MALHOTRA AND MAX H. BAZERMAN...
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...What is communication? The discipline of communication focuses on how people use messages to generate meanings within and across various contexts, cultures, channels, and media. The discipline promotes the effective and ethical practice of human communication. Communication is simply the act of transferring information from one place to another. There are various categories of communication and more than one may occur at any time. Different categories of communication Spoken or Verbal Communication: face-to-face, telephone, radio or television and other media. Non-Verbal Communication: body language, gestures, how we dress or act - even our scent. • Written Communication: letters, e-mails, books, magazines, the Internet or via other media. • Visualizations: graphs, charts, maps, logos and other visualizations can communicate messages. Transactional Model of Communication The transactional model of communication is a graphic representation of the collaborative and ongoing message exchange between individuals, or an individual and a group of individuals, with the goal of understanding each other. A communicator encodes (e.g., puts thoughts into words and gestures), then transmits the message via a channel (e.g., speaking, email, text message) to the other communicator(s) who then decode the message (e.g., take the words and apply meaning to them). The message may encounter noise (e.g., any physical, psychological, or physiological distraction or interference)...
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...experience during the execution of the Group Project Paper on Goal Setting in Organizations within Burger King Corporation. The paper covers important topics such as how the group was formed, leadership, the evolution of the group/team over the term, group/team dynamics, group structure, team communication and Intergroup/intra-group conflict. This paper connects the individual experiences within group dynamics concepts presented in the course to illustrate their relevance, as well as some comparison and contrast of the team’s intra-group conflict experience with techniques presented throughout the course. The paper also, provides a vast content on theory for each of the covered topics, to enhance the subjects learned during the path of Organizational Management. As you read throughout the paper you will learn how Team C, successfully developed greater knowledge of relevant material and develop the necessary group skills, while always bringing into consideration solutions to get the job done the right way and on time. Leadership The reliable source of leadership theory and research, the Stogdill’s Handbook of Leadership, describes leadership as “an interaction between members of a group. Leaders are agents of change; persons whose acts affect other people more than other people’s acts affect them. Leadership occurs when one group member modifies the motivation or competencies of others in the group.” (Bass, 1990) The management description indicates that it...
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...project management Project management is a planned and structured effort to achieve an objective or is the process of managing, allocating, and timing available resources to achieve the desired goal of a project in an efficient and expedient manner, for example, creating a new system or constructing a project. Project management is widely recognized as a practical way of ensuring that projects meet objectives and products are delivered on time, within budget and to correct quality specification, while at the same time controlling or maintaining the scope of the project at the correct level. Project management includes developing a project plan, which includes defining and confirming the project goals and objectives, identifying tasks and how goals will be achieved, quantifying the resources needed, and determining budgets and timelines for completion. It also includes managing the implementation of the project plan, along with operating regular 'controls' to ensure that there is accurate and objective information on 'performance' relative to the plan, and the mechanisms to implement recovery actions where necessary. Projects usually follow major phases or stages (with various titles for these), including feasibility, definition, project planning, implementation, evaluation and support/maintenance Principles of project management The Success Principle The main goal of project management is to create a successful product. Without making a successful product there is no good point...
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...Goal-Setting Theory addresses the issues that goal specificity, challenge, and feedback have on performance (Robbins, 2009, p185). Setting goals and motivating employees are always an important issue for a manager, however in certain cases it is difficult to make it operational. A more systematic way to utilize goal setting is with the management by objectives program (MBO), which introduced the system of SMART method of goals that are specific, measurable, achievable, realistic and tangible. MBO itself was first outlined by Peter Drucker in 1954 in his book “The Practice of Management”, in which he highlighted the principles of MBO: cascading of organizational goals and objectives, specific objectives for each member, participative decision making, explicit time period, performance evaluation and feedback. The concept by Peter Drucker can be seen on diagram 1. Diagram 1 – The 5 step MBO process (Drucker, 1954, The Practice of Management) As further detailed by Robbins (Robbins, 2009, p187-188) the organization’s overall objectives are translated into specific objectives for each succeeding level (divisional, departmental, individual) in the organization (as shown in diagram 2, Robbins, 2009, p188). Because all levels participate in setting their own goals this program can work both from the “top down” and also from the “bottom up”, which at the end results in a hierarchy of goals and objectives among the different levels. Diagram 2 – Cascading of objectives (Robbins, 2009...
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...William and Mary Law Review Volume 49 | Issue 4 Article 16 Constitution Writing in Post-conflict Settings: An Overview Jennifer Widner Repository Citation Jennifer Widner, Constitution Writing in Post-conflict Settings: An Overview, 49 Wm. & Mary L. Rev. 1513 (2008), http://scholarship.law.wm.edu/wmlr/vol49/iss4/16 Copyright c 2008 by the authors. This article is brought to you by the William & Mary Law School Scholarship Repository. http://scholarship.law.wm.edu/wmlr CONSTITUTION WRITING IN POST-CONFLICT SETTINGS: AN OVERVIEWt JENNIFER WIDNER* During the past forty years, over 200 new constitutions have emerged in countries at risk of internal violence. Internationally brokered peace accords have entailed the development of constitutions not only in the Balkans but also in Cambodia, Lebanon, East Timor, Rwanda, Chad, Mozambique, Bougainville-Papua New Guinea, Nepal, the Comoros, and other places.' New constitutions have heralded the adoption of multiparty systems from Albania to Zambia. 2 Policymakers have started to ask what we have learned and specifically whether some constitutional reform processes are more likely than others to deliver a reduction in violence or more rights-respecting fundamental documents. For example, over the past decade, the Commonwealth, the U.S. Institute of Peace, and t This Article draws in part on WIDER Research Paper 2005/51 and is published with the kind permission of the UNU-WIDER. * Professor of Politics and International Affairs, Princeton...
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...What Affects does our Schemas and Critical Thinking Play in our Roles as Leaders GM591: Leadership and Organizational Behavior Instructor: Oliver London, Ph. D. Gloria Wilson gloriahomes@yahoo.com * 816-560-5913 December 10, 2010 INTRODUCTION Let me set the stage of this fascinating topic that I have created for you to understand, “What affects does our Schemas and Critical Thinking play in our roles as Leaders?” You must understand my background to see why I could not separate the two – Schemas and Critical Thinking. I was brought up in a southern Baptist family on my mom and dad side of the family. Our religion was number one and everything else was based on your beliefs (schemas) surrounding this very devout religious family. As I got older, and attended the business college for two years, before moving on to the big university, the first class I had was…you guessed it, Critical Thinking. I know I was a born leader, no doubt about it. I loved making sure everyone was well cared for in the family, as a child and as adult. You put all these together and you have created a…I will let you read it in the conclusion. My schemas as a child led me to believe, and do certain things as a child, to the clothing I wore down to the shoes I wore. Let me broaden it up for you a tad bit in schemas in the business world of thinking. “Schemas are cognitive frame works that represent organized knowledge developed through experience about people, objects, or events...
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...5 This chapter explores how racial and ethnic identity develops and how a sensitivity to this process can improve adult education. Racial and Ethnic Identity and Development Alicia Fedelina Chávez, Florence Guido-DiBrito Racial and ethnic identity are critical parts of the overall framework of individual and collective identity. For some especially visible and legally defined minority populations in the United States, racial and ethnic identity are manifested in very conscious ways. This manifestation is triggered most often by two conflicting social and cultural influences. First, deep conscious immersion into cultural traditions and values through religious, familial, neighborhood, and educational communities instills a positive sense of ethnic identity and confidence. Second, and in contrast, individuals often must filter ethnic identity through negative treatment and media messages received from others because of their race and ethnicity. These messages make it clear that people with minority status have a different ethnic make-up and one that is less than desirable within mainstream society. Others, especially white Americans, manifest ethnic and racial identity in mostly unconscious ways through their behaviors, values, beliefs, and assumptions. For them, ethnicity is usually invisible and unconscious because societal norms have been constructed around their racial, ethnic, and cultural frameworks, values, and priorities and then referred to as “standard...
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...ABSTRACT Workplace diversity exists when companies hire employees from various backgrounds and experiences. Many companies see workplace diversity as an investment toward building a better business. Although workplace diversity provides many benefits, it also poses many challenges to employees and managers. To reap the benefits of workplace diversity, employees and managers must understand the challenges and know how to effectively deal with them. Diversity is commonly interpreted in relation to ethnicity, gender and culture. Diversity also captures the differences and similarities between individuals and group, encompassing race, ethnicity, gender, culture, age, sexual orientation, religion, language, education, family status, physical and mental ability. These demographic variables are related to other important diversity characteristics such as values, attitudes, interaction styles, physical and cognitive abilities and non-work commitments. The impact of diversity is both positive and negative. The research questions was: How can diverse workforce affect the organization? Table of Contents Chapter 1. Introduction 4 Background of the Study 4 Statement of the Problem 4 Purpose of the Study 5 Research Questions 6 Chapter 2. Literature Review 6 Chapter 3. Methodology 12 Data Analysis 12 Final Results 14 References 15 CHAPTER 1. BACKGROUND Today, globalization has become...
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...-------------- 03 2. Management and Culture in Borthwick Contracting ------------------------------------------ 03 3.1. What Brothwick Contracting used to be --------------------------------------------------- 03 3.2. Restructuring Brothwick Contracting ------------------------------------------------------ 04 3. Recommendations ---------------------------------------------------------------------------------- 04 4.3. Focusing on the biggest resources ---------------------------------------------------------- 04 4.4. Resolving intergroup conflict --------------------------------------------------------------- 05 4. The Six Thinking Hats ----------------------------------------------------------------------------- 05 5.5. Focusing on the biggest resource ------------------------------------------------------------06 5.6. Resolving intergroup conflict --------------------------------------------------------------- 08 5. S.W.O.T --------------------------------------------------------------------------------------------- 10 6. Summary -------------------------------------------------------------------------------------------- 11 7. References ------------------------------------------------------------------------------------------- 12 Executive Summary Borthwick Contacting is a civil engineering company and Australia’s most successful road and bridge building enterprises. It is a fine organisation that boasted...
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