Elements of Behavior

CULTURAL SENSITIVITY IN INTERNATIONAL NEGOTIATION

Cultural sensitivity is an important disposition for international negotiators. Although awareness of cultural diversity and specific factors that differ among cultures is an important beginning place, simply knowing differences is usually insufficient for bridging gaps and developing positive negotiated outcomes for all participants. Being sensitive to those differences and embracing them is a crucial skill for international negotiators and leaders.

For the first paragraph or two of your posting, select any one of the following bullet points and address all elements of your chosen bullet point. Select a different bullet point section than what your classmates have already posted so that we can engage several discussions on relevant topics. If all the bullet points have been addressed, then you may begin to re-use the bullet points with the expectation that varied responses continue.

• Define dispute resolution and cultural sensitivity along with an example of each. What are the key elements (attitudes, behaviors) contributing to cultural sensitivity? What are some of the indicators (what we would see, hear, experience) that would tell us whether cultural sensitivity is present in a negotiation or in an organization?
• What are some of the organizational consequences of failing to foster cultural sensitivity? What are some organizational strategies to eliminate dispute resolution and capitalize on cultural sensitivity? How can an organization leverage international negotiation activities to develop better cultural sensitivity across the organization?
• How do elements of behavior, attitude, norms, and values assist or delay the understanding of negotiation processes? How can effective negotiators use values, attitudes or norms to their best interest? Provide an example.
• How is resolving disputes different from making deals? Discuss the potential differences in negotiation perspective and process depending upon we are resolving disputes or making deals. What are the key challenges that negotiators face when resolving disputes? What lessons might be learned from these challenges and applied to leadership?

The final paragraph (three or four sentences) of your initial post should summarize the one or two key points that you are making in your initial response.

Your posting should be the equivalent of 1 to 2 single-spaced pages (500-1000 words) in length.