Lessons from Abroad- When Culture Affects Negotiating Styl.doc

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Department
Management
Course
MGT461H5
Professor
Amanda Shantz
Semester
Winter

Description
three negotiation strategies widely used in Asia that are likely to be unfamiliar to American negotiators yet extremely useful indirect confrontationOur individualistic culture encourages us to place our selfinterest rst and tointervene in situations that threaten our desired outcomes The problem with direct confrontation is that it often implies blame which can make a problem becomepersonalto go from being an issue of rattling bikes to a concern about the people who made them rattleindirect confrontation is normative in collective cultures including most Asian cultures which emphasize social harmony and the need to consider other parties interests So that parties in conict do not have to confront each other directly negotiators in Asian cultures often rely on intermediariesIndirect confrontatio
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