Cultural Context
In these cultures, meaning is embedded in relationships, shared history, and unspoken cues.
What are High-context Cultures?
This negotiation style values facts, efficiency, and results.
What is the Pragmatic Negotiating Style?
This is a transparent, straightforward, and concise style of interaction where messages are conveyed clearly without hidden messages, ambiguity, or excessive reliance on non-verbal cues.
What is Direct Communication?
This refers to identifying and clarifying areas of agreement and disagreement, while minimizing interpersonal conflict.
What is Intercultural Competence?
BATNA stands for this.
What is Best Alternative To a Negotiated Agreement?
In these cultures, meaning is explicit, direct, and spelled out in words.
What are Low-context Cultures?
This style thrives on imagination to solve problems and generating innovative solutions during negotiations.
What is the Energizer Negotiating Style?
This refers to a communication style where messages are conveyed through hints, context, tone, or nonverbal cues rather than stated explicitly.
What is Indirect Communication?
This is domestication that all people receive from living in a given society. These behavioral patterns (e.g., thoughts, feelings, reactions) are a result of repetition of positive and negative cultural feedback.
What is Cultural Conditioning?
Every negotiator has these two types of interests with the other party.
What are interests of substance and interests of relationship?
Name an example of a cultural context element discussed in Section 2: Foundation for Intercultural Negotiation.
What are Time Orientation, Place/Setting, Dress and Appearance, Relational and Goal-seeking Cultural Differences, Relationship vs Task Orientation, Different Negotiation Styles and Multiple Bargaining Strategies?
This style values logic, organization, and detailed analysis.
What is the Analytic Negotiating Style?
This refers to the intentional design and implementation of activities, events, or initiatives aimed at promoting cultural understanding, inclusivity, and engagement within diverse communities.
What is Cultural Programming?
This may be an effective tool at different points in time of the negotiation and can help bridge differing perspectives/nuances, ensure accurate communication, and reduce or resolve conflict.
What is Use of an Intermediary or Go-between?
This includes seeking a mutually satisfactory closure to the negotiation.
What is Contracting and Follow Through?
This cultural concept refers to a person’s dignity, reputation, and social standing.
What is Face?
This negotiation style emphasizes collaboration, fairness, and relationships while achieving goals through personal balance and stability.
What is the Balancer Negotiating Style?
These forms of communication include gestures, eye contact, posture, tone of voice, facial expressions, and personal space.
What are Non-verbal Cues?
This involves selecting a negotiator for their skill in rhetoric and distinguished presentation. Negotiators who value this expect proper etiquette, manners, decorum, and patience with formalities.
What is Protocol?
These are the three ingredients to an effective negotiation foundation.
What are a Positive Attitude, Professional Behavior, and Complete Information?
These are the two cultural decision-making styles identified by Erin Meyer in The Culture Map.
What are Consensus and Individual Decision-making?
These are the four major negotiation/conflict management styles discussed in Section 2: Foundation for Intercultural Negotiation.
What are Pragmatic, Analytic, Energizer, and Balancer?
These are a few keys aspects of cultural programming.
What are Cultural Preservation and Education, Community Engagement, and Environmental Relationships?
This framework considers People, Environment, Assets, and Reputation when evaluating negotiation priorities.
What are PEAR Priorities?
These are the five phases of the negotiation process discussed in the course.
What are Preparing a Solid Foundation, Building Strong Relationships, Collaborating for Agreement, Contracting, and Follow Through?