Worldviews & Intercultural Negotiation
This perspective sees life and time as orderly, progressive, and moving from beginning to end.
What is a Linear Worldview?
This L.E.N.A. component focuses on understanding tone, pauses, and body language.
What is Listen?
Favoring people who seem similar to ourselves is an example of this tendency.
What is Affinity Bias?
Strong negotiation relationships require separating personal connections from these substantive matters.
What are Issues?
This process encourages negotiators to step back and regain perspective before reacting.
What is S.T.O.P.?
This perspective emphasizes interconnectedness, harmony, and recurring cycles.
What is a Circular Worldview?
This part of the L.E.N.A. framework encourages objective and respectful communication.
What is Express?
This occurs when someone searches for information that supports existing beliefs.
What is Confirmation Bias?
According to this communication principle, the majority of a message’s meaning is often conveyed through tone, body language, and other non-verbal signals rather than spoken words alone.
What is the 80-20 Cultural Rule?
One of the Five Rs asks negotiators to reconsider how cultural programming affects behaviors at the table.
What is Reframe?
This is the capacity to recognize the cultural orientations of the negotiating parties and understand how those differences may influence communication, relationships, and negotiation outcomes.
What is Intercultural Competence?
This concept focuses on motivations and concerns rather than stated demands.
What are Interests?
Allowing one positive trait to overly shape overall perception is known as this.
What is the Halo Effect?
This quality helps negotiators understand perspectives different from their own.
What is Empathy?
These hidden influences may unconsciously shape judgments and reactions toward others.
What are unconscious biases?
This refers to any situation in which differences between individuals presented a challenge for both parties.
What is a Cultural Collision?
This reflection tool encourages separating observations from assumptions and interpretations.
What is the D.I.E.R. Model?
Treating individuals unfairly because of group membership falls under this behavior.
What is Discrimination?
Negotiators should avoid making these generalized assumptions about groups of people.
What are Stereotypes?
Successful negotiators are encouraged to focus on collaboration instead of rigidly defending these.
What are Positions?
These four components help negotiators strengthen intercultural awareness, adaptability, and communication effectiveness when working across cultures and diverse environments.
What are Open Attitudes, Awareness of Self and Others, Cultural Knowledge, and Cross-cultural Skills?
This step in the L.E.N.A. Model involves adapting communication styles, pacing, and expectations to improve understanding.
What is Accommodate?
This challenge occurs when people interpret situations only through the lens of their own cultural norms.
What is Ethnocentrism?
This broader perspective helps negotiators remain adaptable when expectations suddenly shift.
What is a Global Mindset?
This expression of selfishness occurs when negotiators assume everything happening in a negotiation is about them and should be avoided.
What is Personal Importance?