Discussion:Cross-Cultural Negotiation

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  • Think about how cultural myths and patterns are used to persuade a targeted audience. How might this strategy be similar or different in negotiation?
  • Consider negotiations involving multiple cultures. In a given situation, which cultural preferences with regards to negotiations should take precedence? Why?
  • Think about how culture impacts what is considered ethical and unethical with regards to negotiation. How could knowledge of cultural differences impact a negotiation?
  • Select two different cultures you are familiar with and identify the preferences each has with regards to negotiation. How might knowledge of each of these cultures’ preferences impact a negotiation between the two?

For this Discussion:

Post a brief description of the two cultures you selected. Then, in 3–4 paragraphs, explain the impacts their cultural differences would have on negotiation between the two cultures. Explain which cultural preferences should take precedence and why. Use this week’s readings and your own research and provide examples from each of the cultures you selected.

References MUST come from at least 2 of these sources below:

  • Larson, C. U. (2013). Persuasion: Reception and responsibility (13th ed.). Boston, MA: Wadsworth.
    • Chapter 12, “Becoming a Persuader”
      • “Building Your Credibility” (pp. 350–352)
      • “Wording Your Message” (pp. 352–354)
      • “Delivering Your Message” (pp. 355–357)
      • Chapter 12 provides guidance in developing and delivering a persuasive message.
  • Adair, W., Brett, J., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C., & Lytle, A. (2004). Culture and negotiation strategy. Negotiation Journal, 20(1), 87–111.
    Retrieved from the Walden Library databases.
  • Carrell, M. R., Shank, M., & Barbero, J. L. (2009). Fairness norms in negotiation: A study of American and European perspectives. Dispute Resolution Journal, 64(1), 54–60.
    Retrieved from the Walden Library databases.
  • Salacuse, J. W. (2004). Negotiating: The top ten ways that culture can affect your negotiation. Ivey Business Journal Online, G1.
    Retrieved from the Walden Library databases.


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