PLBA 3004 Lecture Notes - Lecture 10: Eye Contact, Body Language
Document Summary
Documenting resolution: when to document agreement, you don"t want your brainstorming to be held back because you"re documenting the agreement, keep it aside from brainstorming, why to document agreement, so you don"t forget what individuals have said. In addition to talking about the culture and what norms are, he says how some things are continuous within cultures or variable within culture: there is a concept of continuity among cultures and variability among cultures. These things are continuous in culture: emotions its variable. In a negotiation, whatever the culture of the other person may be, they are desiring to understand and are desiring to be understood. Even if they are being dishonest, similarly they want to. October 11th, 2018 know where you are coming from. Mayar calls this commonality: values: mayar breaks it down into 3 different types, content = values about content. This is variable because some things cannot be discussed in other cultures.
