As our world grows increasingly interconnected, we are more likely to find ourselves negotiating in a cross-cultural context. The diverse makeup of many societies and global nature of business today make cross-cultural negotiation a regular part of life. Also, unfortunately, many major disputes in need of resolution cross ethnic and cultural lines. Furthermore, it is important … Read More 
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cultural negotiation
The following items are tagged cultural negotiation
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Venturing Beyond the ClassroomVolume 2 in the Rethinking Negotiation Teaching Series
This volume presents a cross-section of the new thinking at the midpoint of the Rethinking Negotiation Teaching project. It features 28 chapters authored by scholars reflecting on their participation in Hamline-sponsored international negotiation conference.
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Overcoming Cultural Barriers in Negotiation
Discover how to refine your negotiation skills with this free special report, Negotiation Training: How Harvard Negotiation Exercises, Negotiation Cases and Good Negotiation Coaching Can Make You a Better Negotiator, from Harvard Law School.
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The Best Negotiation Exercises, Simulations and Videos
Have you planned your curriculum and purchased your teaching material for next semester? We’re here to help you to find the best negotiation exercises and teaching aids for your negotiation classes.
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Water on the West Bank
Susan Podziba and Lawrence Susskind
Seven-person, four-issue mediation among three Israeli water authority and regional representatives and three Palestinian water authority and political representatives over plans to drill a new well on the West Bank
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Negotiation Exercises to Help Your Students Avoid Cross-Cultural Pitfalls
Avoid cross-cultural misunderstandings with these negotiation exercises
It’s no secret that communication and negotiation etiquette varies widely across cultures. In France, for example, it is rude to talk money over dinner, while in Brazil the American ‘A-OK’ gesture (thumb and forefinger forming a circle) can be a major insult.
The increasingly diverse and global nature of business … Read More
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River Bend
Kelly Davenport with Patrick Field and Lawrence Susskind
Two-team, four-issue negotiation between three members of a Native Canadian band and three representatives of Calgary Central Gas over a planned pipeline through the band’s reservation; includes internal team negotiations as well as external negotiation
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How to Negotiate in Cross-Cultural Situations
Figuring out how to negotiate in cross-cultural situations can seem like a daunting endeavor, and for good reason. Negotiating across the cultural divide adds an entire dimension to any negotiation, introducing language barriers, differences in body language and dress, and alternative ways of expressing pleasure or displeasure with the elements of a deal. As a … Read More
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Open Lands A Private Planning Negotiation
Patrick Field, Ric Richardson, and John Harrison
Eight-person facilitated negotiation among seven landowners to develop voluntary private land-use plan to provide financial security while preserving open space and agricultural land
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International Negotiation Role Playing: Understanding the Theory and Practice of Systemic Peacebuilding
Policymakers, practitioners, and academics have seized on the need for peacebuilding negotiation strategies in international negotiation to be as complex and adaptive as the societies within which they work.
As a result, there are loud calls for “whole of government” or “whole of community” approaches that cross traditional sectoral boundaries. The problem is that these approaches are … Read More
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Multisumma
Patricia Moore and Hal Movius with Lawrence Susskind
Six-party, four-issue negotiation among representatives of several international aircraft companies over the terms of a potential long-term partnership
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How to Resolve Cultural Conflict: Overcoming Cultural Barriers at the Negotiation Table
After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. In this useful cross-cultural negotiation example, how should this negotiator improve her negotiation skills?
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MedLee
Candace Lun and Jeswald W. Salacuse
Two-party, four-issue negotiation between representatives of two companies with different national and corporate cultures regarding a possible joint venture
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Case Studies: Examples of Conflict Resolution
Conflict resolution is the process of resolving a dispute or a conflict by meeting at least some of each side’s needs and addressing their interests. Conflict resolution sometimes requires both a power-based and an interest-based approach, such as the simultaneous pursuit of litigation (the use of legal power) and negotiation (attempts to reconcile each party’s … Read More
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Managing Groundwater Beneath the Pablo-Burford Border
Lawrence Susskind
Two-team, ten-person, multi-issue, co-chaired negotiation between representatives of two adjacent countries regarding the transboundary management of a severe water shortage crisis
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Police Negotiation Techniques from the NYPD Crisis Negotiations Team
Few negotiators can imagine negotiation scenarios more stressful than the kinds of crisis negotiations the New York City Police Department’s Hostage Negotiation Team undertake. But police negotiation techniques employed by the New York City Police Department’s Hostage Negotiations Team (HNT) in high-stakes, high-pressure crisis negotiation situations, outlined in an article from Jeff Thompson and Hugh … Read More
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Flagship Airways
Paddy Moore, Hal Movius and Lawrence Susskind
Six-person, four-issue negotiation between three representatives of an industrial manufacturer and three representatives of its primary client over restructuring of an existing purchase agreement
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Dispute Resolution for India and Bangladesh
Sometimes in international negotiation, disputes are left to fester for years, even decades, until parties decide there is something to be gained from reaching agreement. In an example of a cross cultural negotiation case study, the nations of Bangladesh and India seized on an opportunity to push the “restart” button on their bumpy relationship by … Read More
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Cross Cultural Communication: Translation and Negotiation
In previous international negotiation articles from cross cultural negotiation case studies, we have focused on how international negotiators can avoid cognitive biases and overcome cultural barriers. But how do negotiators dealing with counterparts that speak another language modify their negotiation techniques to accommodate for the lack of a common language?
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Negotiate International Energy Contracts with ENCO
ENCO: Negotiating International Contracts in the Face of Political Instability
Negotiating international contracts can be tricky, and unstable, especially when governments are parties in the negotiation. ENCO is a Texas-based power company that has begun to move aggressively into emerging markets. The Indian government has approached ENCO to build an electrical generating plant to increase the power … Read More
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Culture and Teaching Negotiation: A Presentation by David Fairman
David Fairman—Managing Director of the Consensus Building Institute—recently shared his extensive experience in negotiating with, and teaching negotiation to, a variety of groups from a broad range of cultural backgrounds.
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Teaching Negotiation Videos – All Downloadable!
Have you been energized by the unique “aha” moment students experience when negotiation videos are used in their class? Us too!
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Cross-Cultural Video: Negotiation Examples, Lessons And Advice From PON Faculty
Do you teach negotiation to students from different cultural backgrounds? Are you teaching students how to negotiate in a cross-cultural context? Do you teach a “one world” model of negotiation; or, are there cultural variables that require changes in the basic model of negotiation that you teach?
The Program On Negotiation at Harvard Law School invited … Read More
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Overcoming Cross-Cultural Barriers to a Negotiated Agreement: Negotiation Ethics and International Negotiations
Cross cultural negotiation examples provide insights into how negotiation techniques change depending on the context in which negotiators find themselves. As Professor Cheryl Rivers of Queensland University of Technology in Brisbane, Australia, points out in a recent negotiation research literature review, seasoned negotiators often hear stories about the unethical behaviors of people of other nationalities.
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For Paris Climate Accord, April 22 Marks Moment of Truth
The global climate change accord talks are some of the most interesting negotiations to have taken place in the past year. This article examines the at-the-table issues the negotiators faced with China and other world leaders in attempting to forge a negotiated agreement on climate change.
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Modest Goals Gave Hope to Syria Peace talks
In international negotiations and other complex multiparty negotiations, should you set ambitious goals right from the start or begin with more modest ones?
Aiming high can lead to dramatic payoffs if you succeed, but the difficulty of orchestrating complicated international negotiations can increase the risk of impasse. By contrast, starting with more modest goals may suggest … Read More
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Negotiation Tactics: How Improvisation Can Improve Your Negotiation
When managing cultural differences in international negotiations, improvisation is a key negotiation skills, one that mimics the quick-thinking and improvisational quality of the art of jazz music.
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Articles & Insights
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- Business Negotiations
- Conflict Resolution
- Crisis Negotiations
- In This Greece Crisis Negotiation, Tough Conditions May Have Affected the Deal
- What is Crisis Management in Negotiation?
- Famous Negotiations Cases – NBA and the Power of Deadlines at the Bargaining Table
- Police Negotiation Techniques from the NYPD Crisis Negotiations Team
- Crisis Negotiations: After the West Coast Ports Conflict, Damage Remained
- Dealing with Difficult People
- How to Renegotiate a Bad Deal
- Managing Difficult Conversations: Achieving Objectives with Backmapping Negotiation Strategies
- Managing Difficult Employees: Listening to Learn
- When Dealing with Difficult People, Try a Complementary Approach
- Examples of Difficult Situations at Work: Consensus and Negotiated Agreements
- Dealmaking
- Lessons for Business Negotiators: Negotiation Techniques from International Diplomacy
- Power in Negotiation: Examples of Being Overly Committed to the Deal
- Closing the Deal in Negotiations: 3 Tips for Sequential Dealmaking
- In Employment Contract Negotiation, “No Haggling” Isn’t the Answer
- Try to Avoid the Winners Curse When Negotiating
- Dispute Resolution
- Dispute Resolution on Facebook: Using a Negotiation Approach to Resolve a Conflict
- Negotiation Case Studies: Google’s Approach to Dispute Resolution
- Three Questions to Ask About the Dispute Resolution Process
- Patience is a Winning Negotiation Skill for Getting What You Want at the Negotiation Table
- Four Conflict Negotiation Strategies for Resolving Value-Based Disputes
- International Negotiation
- Famous Negotiators: Angela Merkel and Vladimir Putin
- Cross Cultural Negotiations in International Business: Four Negotiation Tips for Bargaining in China
- Crisis Negotiation: The European Financial Crisis
- Shades Israel Fellows Walk the Abraham Path Together
- How to Overcome Cultural Barriers in Negotiation
- Leadership Skills
- Leadership Styles in Negotiation: The Case of Ebay and Paypal
- Negotiations, Gender, and Status at the Bargaining Table
- How to Negotiate in Cross-Cultural Situations
- Advantages and Disadvantages of Leadership Styles: Uncovering Bias and Generating Mutual Gains
- Leadership Styles in Crisis Negotiations
- Mediation
- Alternative Dispute Resolution (ADR) Training: Mediation Curriculum
- How Mediation Can Help Resolve Pro Sports Disputes
- Mediation Checklist: What to Know When Hiring Mediators
- Mediation Process and Business Negotiations: How Does Mediation Work in a Lawsuit?
- Alternative Dispute Resolution (ADR): Negotiating for the Right Mediator
- Negotiation Skills
- Negotiation Training
- Salary Negotiations
- Teaching Negotiation
- Teach Your Students Cross-Cultural Negotiation
- Entrepreneurial Negotiation – New Book on Negotiation Challenges for Entrepreneurs
- The Best Negotiation Exercises, Simulations and Videos
- The Value of Using Scorable Simulations in Negotiation Training
- Using Negotiation Games to Develop Skills for Commercial Dispute Resolution
- Win-Win Negotiations