Culture & Negotiation

Not everyone in the world has the same interests. Not everyone in the world uses the same strategy when negotiating. Nevertheless, there are systematic differences in how people use negotiation strategy and these systematic differences are related to their cultural identities. 

In this unit, you will encounter the challenge of learning about the interests of a negotiator from another culture. You will learn what it is about culture that underlies those interests. You will confront the question, “how much should I adjust to get along in another culture?” 

With the understanding of different negotiation strategies gained from this course, you will be prepared to adjust your strategy to be a successful negotiator across cultures.

What do you get from the course?

• Understand how identity differs in dignity, face and honor cultures and how differences in identity affect use of negotiation strategy
• Understand how and why cultural factors of trust and tightness-looseness affect the way negotiators use strategy.
• Learn why negotiation strategies commonly used in Western (dignity) cultures are not so effective in non-Western (face and honor ) cultures and what strategic options are available to negotiators.
• Confront how much you should adapt to get along in another culture.

Lesson Plan

With 30 min of self paced pre-work, 1 hour interactive simulation (scheduled with a counterpart before the live webinar), 1 hour live webinar 

1 Prepare 15 mins

Read your assigned role for the negotiation. To be completed prior to course start.

2 Negotiate 45 mins

Participate in a simulated cross-cultural negotiation. To be completed prior to course start.

3 Post Results 5 mins

Report the results of negotiating the simulated cross-cultural negotiation.

4 Culture & Negotiation Strategy Survey 15 mins

Describe your culture and how people negotiate. Receive a personalized report upon completing the survey.

5 Live Interactive Webinar

Attend a webinar to discuss the culture and negotiation strategy survey and the cross-cultural negotiation exercise.

Address the question: "How much do I change in order to get along in another culture?"

Notes: 

You can access all the teaching materials, exercises, and your performance results.

Includes an interactive LIVE webinar with a professor, hands-on practice session, and interactive Q&A time.