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 practice asks negotiators to examine how their own cultural programming influences their perceptions, assumptions, and reactions.
What is self-reflection?
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?
Everyone receives this social learning from living in a particular society; repeated cultural feedback shapes thoughts, feelings, and reactions.
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?
This cultural difference describes whether a negotiator prioritizes relationships or task completion.
What is relationship versus task orientation?
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 part of the negotiation process focuses on working with the other party to develop options and resolve differences.
What is problem solving?
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?
These are practices, topics, or behaviors that may be considered unacceptable or offensive within a particular culture.
What are cultural taboos?
These are the three ingredients to an effective negotiation foundation.
What are a Positive Attitude, Professional Behavior, and Complete Information?
One negotiating party expects a group to reach consensus before an agreement is made, while the other expects one decision-maker to act. This difference reflects which two cultural decision-making styles?
What are Consensus and Individual Decision-making?
Rather than relying on one fixed approach, negotiators may use these to respond to different people, situations, and cultural expectations.
What are multiple bargaining strategies?
A negotiator assumes a property owner is being evasive because the owner avoids eye contact and pauses before answering. This illustrates what risk?
What are Nonverbal Cue Pitfalls?
This tool helps negotiators interrupt an automatic reaction and create space to examine a culturally difficult interaction.
What is S.T.O.P.?
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?