PLBA 3004 Study Guide - Midterm Guide: Eye Contact, Body Language, Rights-Based Approach To Development
Document Summary
Midterm review week 5 documenting resolution, culture, diversity and power. When to document agreement: keep it aside from brainstorming, you don"t want your brainstorming to be held back because you"re documenting the agreement. Why to document agreement: so you don"t forget what individuals have said. These things are continuous in culture: emotions its variable. In a negotiation, whatever the culture of the other person may be, they are desiring to understand and are desiring to be understood. Even if they are being dishonest, similarly they want to know where you are coming from. Mayar calls this commonality: values: mayar breaks it down into 3 different types, content = values about content. This is variable because some things cannot be discussed in other cultures. If one side says they don"t want to do one thing, it is related to power. In negotiation, it could be they don"t want to discuss it because they are vulnerable: process = how.
