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1、Intercultural Management and International Negotiation,Professor Kerry BrownLecture 1 Part aChapter 1 Introducing Negotiation and the Business Environment,Course Objectives,Intercultural Management and International Negotiations aims to develop skills in negotiating in the global context. This cours
2、e is designed as a mix of lectures and participative workshops to prepare for negotiating across different contexts and for communicating in different cultures. 1. Demonstrate knowledge of core theories of negotiation.2. Plan and critically reflect on intercultural business negotiations.3. Demonstra
3、te skills in communicating and negotiating effectively in an intercultural context.4. Apply both theory and knowledge to local, national and international negotiation contexts.The course is also aimed to help students to achieve personal and team goals through effective deal making and mainly to enc
4、ourage students to strive for value creation for their companies and for society.,Learning Methodology,This course will comprise a mix of lectures and workshops requiring high levels of participation and hands-on application. Two-hour class meetings are generally split between lectures/workshops, ca
5、se study work in small groups, and negotiation simulations.Students will be divided into small teams which will be assigned the following tasks:Topics for discussionNegotiator roles for simulations,Defining Negotiation,Lax & Sebenius 1986“a process of potentially opportunistic interaction by which t
6、wo or more parties with some apparent conflict seek to do better through jointly decided action than they could do otherwise”Negotiation is a process-oriented interactionNegotiation involves two or more peopleThere is some conflictNegotiators seek to do better by negotiating than they would do other
7、wiseMay be voluntary or mandatoryInvolves jointly decided action not unilateral that satisfies each partys needs,The Governance-Arena-Negotiation Context,Governance Different Modes: Bureaucracy Markets NetworksArenas eg. International diplomacy Employment Relations Cultural SectoralNegotiation eg. T
8、ypes of negotiation Parties to the negotiation,Interdependence,Independent can achieve what you want without another partyDependent cannot achieve what you want through negotiation as there is no bargaining contextInterdependence: each party needs the other to achieve what they want,The mix of inter
9、dependence and conflict is the catalyst for negotiation,Governance,The purposive means for guiding and steering a society.Involves co-ordinating to achieve collective goalsStructures and processes established toSet directions Make decisions Covers Who gets to make the decisions How the resources are
10、 shared out and How accountability is maintained,Governance Modes,Markets,Bureaucracy,Hierarchy - verticalTop down authorityRule-boundPublic good,Networks,Price signals Supply and demandContracts & formal agreements Performance requirements,Horizontal Social relationships Common norms and valuesGrou
11、p not individual,Governance and Negotiation,Negotiation is more art than science!Negotiation models have been founded on the operation of market principles but negotiation occurs in many different contexts and requires a change of orientation governance shapes negotiation,Simulation,Lost at Sea,Simu
12、lation: Lost at Sea,You have chartered a yacht with three friendsBecause none of you have sailing experience, you hire a captain and one crew memberUnfortunately in the middle of the Pacific Ocean a fire breaks out and the captain and crew member die while trying to put out the fireMuch of the yacht
13、 is destroyed and is slowly sinkingYour location is unclear because navigational instruments and radio equipment have been damaged. Your best estimate is that you are many hundreds of kilometres from land You and your friends have managed to salvage 15 items as well as matches and a life raft.You task is to rank the 15 items in order of most importance to you as you can only take 10 items into the life raft,Snapper Rocks, Southern Gold Coast, Australia,
