MGT461H5 Chapter : Lessons from Abroad- When Culture Affects Negotiating Styl.doc
Document Summary
Three negotiation strategies widely used in asia that are likely to be unfamiliar to ameri- can negotiators yet extremely useful: indirect confrontation. Our individualistic culture encourages us to place our self-interest rst and to intervene in situations that threaten our desired outcomes. So that parties in con ict do not have to confront each other directly, negotiators in asian cultures often rely on intermediaries. Indirect confrontation has the bene t of keeping personalities out of the equation, leav ing one fewer problem to solve. Effectiveness of in your face talk in con ict resolution --- indirect confrontation = saving face and gets the message across without losing respect. Aristotelian-based factual, linear, and logical argument consists of threats (such as, if you don"t, then i. Will ) and promises (such as, if you will, then i will ), Which are based on perceptions of power associated with. Each party"s alternatives. the use of proposals to gain information.
