Cultural Influences on Bargaining and Negotiation
Negotiation is an interactive process between two or more individuals or groups who seek common ground on an issue, or issues, of mutual interest or dispute, in order to form an agreement that is mutually acceptable to all parties. Bargaining is a simple form of negotiation, often around a single issue, in which one party attempts to gain an advantage over another. At an international level, bargaining and negotiation are often marked by various forms of competing cultural models. These cultural differences, if not recognized and examined, can be significant obstacles to successful conflict resolution in such settings.
For this Assignment, select an international scenario for bargaining or negotiation from the news or the current literature. Then think about some cultural differences influencing the conflict in this scenario. Consider how cultural sensitivity might help to resolve the intergroup conflict in this scenario.
The Assignment (2–3 pages)
- Describe the international scenario for bargaining or negotiation scenario you selected.
- Describe the cultural differences that influence the conflict in the scenario.
- Describe three ways you could apply cultural sensitivity to the scenario to resolve the intergroup conflict. Explain how each might do so
Support your Assignment with specific references to all resources used in its preparation. You are to provide a reference list for all resources, including those in the Learning Resources for this course.(see below)
Bornstein, G. (2003). Intergroup conflict: Individual, group, and collective interests. Personality and Social Psychology Review, 7(2), 129–145.
