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    Repeat the process at the IV step with the other groups Note If you work with a group that is culturally homogenous you can ask them to focus on another culture that they think they know enough Alternatively you can ask them to focus on themselves when answering the questions i e assess how their culture affects the way they negotiate Handout Questions for Exploring Cultures Approach to Negotiation Think at their culture Are there cultural dimensions that would be relevant if you are to negotiate with one of them Could you identify and articulate these Explore the following dimensions 1 Individualism collectivism How much emphasis do the members of the group put on the individual or on the group or community To what extent do they value individual autonomy initiative creativity and authority in decision making To what extent do they value group cohesion harmony and decision making that involves either consultation with group members before deciding or consideration of the well being of the group over that of the individual If you are to imagine a spectrum that has individualism and collectivism at its extremes where would you place their group 2 Situations issues or problems that must be addressed How do they define the social situations they face How do they define the problems they encounter How do they define the issues or topics that are important to discuss or not discuss How do they define the issues at stake in your negotiation 3 Needs or interests they wish to have met in the outcome of problem solving What are the interests of the other party What interests are more important and what less according to their culture What do they consider to be an adequate satisfaction of their interests based on their culture 4 Sources of power and influence What are the preferred forms of power and influence according to their culture What are the options available when a party has more or less power than the other according to their culture How do they define a subordinate or superior position And what does that imply in negotiation 5 Establishing building and maintaining relationships How do they establish relationship And how has my relationship with the other party been established How shall my relationship with the other party be interpreted according to their culture What makes a strong relationship for them What can harm or strengthen a relationship for them 6 Orientation toward cooperation competition and conflict To what extent do they accept overt confrontation What are common patterns of behaviour according to their culture in situations that imply potential cooperation or competition between people What in their culture favours cooperation or competition between people What can I do that is culturally appropriate that makes it easier for the other party cooperate with me 7 Appropriate and effective communications To what extent does their culture favour a direct or indirect way of communication Do they talk explicitly or do they let you understand implicitly what they

    Original URL path: http://peacebuilding.caritas.org/index.php?title=Questions_Exploring_Cultures_Approach_to_Negotiation&action=edit (2016-02-13)
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    bytes New page Note This activity works better when the group is composed of individuals belonging to at least two different cultures When this is not the case you can facilitate the activity w Latest Earliest View newer 50 older 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php Questions Exploring Cultures Approach to Negotiation Views Page Discussion View source History Personal tools 91 105

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  • Pages that link to "Questions Exploring Cultures Approach to Negotiation" - Peacebuilding
    The following pages link to Questions Exploring Cultures Approach to Negotiation View previous 50 next 50 20 50 100 250 500 6th Module Negotiation Conflict and Culture links Category ACTIVITY links Category NEGOTIATION links Contents links View previous 50 next 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php Special WhatLinksHere Views Special Personal tools 91 105 69 17 Talk for this IP Log in

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    logged in users Hide my edits Show new changes starting from 00 18 13 February 2016 Namespace all Main Talk User User talk Peacebuilding Peacebuilding talk Image Image talk MediaWiki MediaWiki talk Template Template talk Help Help talk Category Category talk Invert selection Page name Show changes to pages linked to the given page instead Questions Exploring Cultures Approach to Negotiation No changes on linked pages during the given period

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  • Questions Exploring Cultures Approach to Negotiation - Peacebuilding
    process at the IV step with the other groups Note If you work with a group that is culturally homogenous you can ask them to focus on another culture that they think they know enough Alternatively you can ask them to focus on themselves when answering the questions i e assess how their culture affects the way they negotiate Handout Questions for Exploring Cultures Approach to Negotiation Think at their culture Are there cultural dimensions that would be relevant if you are to negotiate with one of them Could you identify and articulate these Explore the following dimensions 1 Individualism collectivism How much emphasis do the members of the group put on the individual or on the group or community To what extent do they value individual autonomy initiative creativity and authority in decision making To what extent do they value group cohesion harmony and decision making that involves either consultation with group members before deciding or consideration of the well being of the group over that of the individual If you are to imagine a spectrum that has individualism and collectivism at its extremes where would you place their group 2 Situations issues or problems that must be addressed How do they define the social situations they face How do they define the problems they encounter How do they define the issues or topics that are important to discuss or not discuss How do they define the issues at stake in your negotiation 3 Needs or interests they wish to have met in the outcome of problem solving What are the interests of the other party What interests are more important and what less according to their culture What do they consider to be an adequate satisfaction of their interests based on their culture 4 Sources of power and influence What are the preferred forms of power and influence according to their culture What are the options available when a party has more or less power than the other according to their culture How do they define a subordinate or superior position And what does that imply in negotiation 5 Establishing building and maintaining relationships How do they establish relationship And how has my relationship with the other party been established How shall my relationship with the other party be interpreted according to their culture What makes a strong relationship for them What can harm or strengthen a relationship for them 6 Orientation toward cooperation competition and conflict To what extent do they accept overt confrontation What are common patterns of behaviour according to their culture in situations that imply potential cooperation or competition between people What in their culture favours cooperation or competition between people What can I do that is culturally appropriate that makes it easier for the other party cooperate with me 7 Appropriate and effective communications To what extent does their culture favour a direct or indirect way of communication Do they talk explicitly or do they let you understand implicitly what they think To

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  • Questions Exploring Cultures Approach to Negotiation - Peacebuilding
    cultural group whom the presentation refers to and invite them to challenge it Boost discussion V Repeat the process at the IV step with the other groups Note If you work with a group that is culturally homogenous you can ask them to focus on another culture that they think they know enough Alternatively you can ask them to focus on themselves when answering the questions i e assess how their culture affects the way they negotiate Handout Questions for Exploring Cultures Approach to Negotiation Think at their culture Are there cultural dimensions that would be relevant if you are to negotiate with one of them Could you identify and articulate these Explore the following dimensions 1 Individualism collectivism How much emphasis do the members of the group put on the individual or on the group or community To what extent do they value individual autonomy initiative creativity and authority in decision making To what extent do they value group cohesion harmony and decision making that involves either consultation with group members before deciding or consideration of the well being of the group over that of the individual If you are to imagine a spectrum that has individualism and collectivism at its extremes where would you place their group 2 Situations issues or problems that must be addressed How do they define the social situations they face How do they define the problems they encounter How do they define the issues or topics that are important to discuss or not discuss How do they define the issues at stake in your negotiation 3 Needs or interests they wish to have met in the outcome of problem solving What are the interests of the other party What interests are more important and what less according to their culture What do they consider to be an adequate satisfaction of their interests based on their culture 4 Sources of power and influence What are the preferred forms of power and influence according to their culture What are the options available when a party has more or less power than the other according to their culture How do they define a subordinate or superior position And what does that imply in negotiation 5 Establishing building and maintaining relationships How do they establish relationship And how has my relationship with the other party been established How shall my relationship with the other party be interpreted according to their culture What makes a strong relationship for them What can harm or strengthen a relationship for them 6 Orientation toward cooperation competition and conflict To what extent do they accept overt confrontation What are common patterns of behaviour according to their culture in situations that imply potential cooperation or competition between people What in their culture favours cooperation or competition between people What can I do that is culturally appropriate that makes it easier for the other party cooperate with me 7 Appropriate and effective communications To what extent does their culture favour a direct or indirect

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  • View source - Peacebuilding
    positive emotions to enhance them II Facilitate a brainstorming session invite participants to respond and report their ideas on the flip chart discuss III Introduce the following Roger Fisher and Daniel Shapiro suggest that dealing directly with emotions in most cases won t work They identify three main ways people usually deal with emotions They try to stop having them pretending to be just rational cold blooded But emotions usually fail to stop they can t just decide to stop feeling They try to ignore them but usually they fail as emotions affect their body thinking and behaviour They try to deal directly with them both theirs and the others but it is extremely difficult to deal with every emotions that comes up during a negotiation even for a talented psychologist Thus instead of dealing with emotions Fisher and Shapiro suggest addressing the core concerns that generate them A concern is something that is important to someone something you worry about and that you have a desire to protect Concerns are often implicit even experienced negotiators can be unaware of the concerns that motivate them and their decisions IV Divide the plenary in sub groups of 3 7 individuals distribute flip chart pages and markers and assign them this task What are the core concerns that stimulate emotions arising in negotiation Discuss and respond report your findings on a flip chart page and prepare to present them to the plenary V Invite each sub group to present their findings to the rest of the plenary take note on a flip chart page to summarise all core concerns identified Note You can separate this activity in two parts and play these at different times during the workshop The first part of the activity includes steps I to II of the process

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  • Revision history of "Dealing with Emotions" - Peacebuilding
    3 051 bytes New page Purpose To brainstorm ways of dealing with emotions in negotiation To suggest that addressing concerns instead of dealing directly with emotions is a more effective way t Latest Earliest View newer 50 older 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php Dealing with Emotions Views Page Discussion View source History Personal tools 91 105 69 17 Talk for this

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