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  • Revision history of "6th Module - Negotiation, Conflict and Culture" - Peacebuilding
    bytes cur last 15 56 27 January 2009 78 13 166 114 Talk 10 442 bytes New page Beyond the basics of principled negotiation and positional bargaining lie areas of greater complexity One such area is the realm of culture What has culture to do with negotiation How d Latest Earliest View newer 50 older 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php 6th

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  • 6th Module - Negotiation, Conflict and Culture - Peacebuilding
    individuals and groups in the situation to determine their own destinies to the greatest extent consistent with the common good In Catholic s word Laue claimed a preferential option for the poor for conflict resolution intervenors The essay poses two simple but troubling questions Is a culturally informed conflict resolution compatible with an ethically informed conflict resolution And does the spectre of cultural relativism require that one or the other be dropped The authors articulate the foggy concept of cultural relativism into three constructs a methodological b normative and c epistemological cultural relativism They advocate for a more subtle and nuanced definition of culture than the conceptual and analytic dead ends that anthropology has used to attribute to culture They sustain that methodological relativism emerges unscathed as an analytical tool especially useful for pre negotiations while normative relativism is less self recommending and epistemological relativism is useless if not dangerous for developing theory and methods of conflict resolution Brett J M Crotty S Culture and Negotiation Evanston Kellog School of Management Northwestern University 2006 http www rhsmith umd edu pdfs docs Speaker series Brett 20and 20Crotty 20Book 20Chapter 20final 2012 4 06 doc Since negotiation is a form of social interaction and culture provides ways to handle problems of social interaction it is reasonable to expect that culture will have an impact on negotiation The authors argue much of what we know on negotiation is based on research using samples from the United States and Northern Europe and is laden with values and assumptions that are Western What are culture s effects on negotiation The purpose of this essay is to analyse current research on the topic highlighting two trends a the cultural dimension approach conceptualising culture as a main effect and suggesting that cultural effects are due to a variety of cultural dimensions of values norms and even institutional ideologies b the constructivist approach conceptualising culture as interacting with context or individual differences or both to activate knowledge structures that direct negotiation behaviour Moore C Woodrow P Mapping Cultures Strategies for Effective Intercultural Negotiations in Track Two Vol 7 no 1 April 1998 http ccrweb ccr uct ac za archive two 8 1 p04 mapping cultures html or 1 Moore and Woodrow choose a pragmatic approach to the realm of cultural differences vis à vis negotiation Their aim is to provide a framework to identify interpret and respond to cultural differences First they try to clear the way from two common mistakes people do when approaching cultural differences a an assumption that despite apparent differences in the end we are all the same and if we just communicate problems will evaporate b a romantic approach to cultural diversity that treats others cultures as exotic sacred or deserving protection from cultural imperialism They argue that while it might be true that there are similarities between cultures and cultures are unique and precious it is possible to identify cultural similarities build upon them and develop strategies that will help to bridge

    Original URL path: http://peacebuilding.caritas.org/index.php?title=6th_Module_-_Negotiation%2C_Conflict_and_Culture&printable=yes (2016-02-13)
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  • 6th Module - Negotiation, Conflict and Culture - Peacebuilding
    that dominated Laue s work was does the third party intervention contribute to the ability of relatively powerless individuals and groups in the situation to determine their own destinies to the greatest extent consistent with the common good In Catholic s word Laue claimed a preferential option for the poor for conflict resolution intervenors The essay poses two simple but troubling questions Is a culturally informed conflict resolution compatible with an ethically informed conflict resolution And does the spectre of cultural relativism require that one or the other be dropped The authors articulate the foggy concept of cultural relativism into three constructs a methodological b normative and c epistemological cultural relativism They advocate for a more subtle and nuanced definition of culture than the conceptual and analytic dead ends that anthropology has used to attribute to culture They sustain that methodological relativism emerges unscathed as an analytical tool especially useful for pre negotiations while normative relativism is less self recommending and epistemological relativism is useless if not dangerous for developing theory and methods of conflict resolution Brett J M Crotty S Culture and Negotiation Evanston Kellog School of Management Northwestern University 2006 http www rhsmith umd edu pdfs docs Speaker series Brett 20and 20Crotty 20Book 20Chapter 20final 2012 4 06 doc Since negotiation is a form of social interaction and culture provides ways to handle problems of social interaction it is reasonable to expect that culture will have an impact on negotiation The authors argue much of what we know on negotiation is based on research using samples from the United States and Northern Europe and is laden with values and assumptions that are Western What are culture s effects on negotiation The purpose of this essay is to analyse current research on the topic highlighting two trends a the cultural dimension approach conceptualising culture as a main effect and suggesting that cultural effects are due to a variety of cultural dimensions of values norms and even institutional ideologies b the constructivist approach conceptualising culture as interacting with context or individual differences or both to activate knowledge structures that direct negotiation behaviour Moore C Woodrow P Mapping Cultures Strategies for Effective Intercultural Negotiations in Track Two Vol 7 no 1 April 1998 http ccrweb ccr uct ac za archive two 8 1 p04 mapping cultures html or 1 Moore and Woodrow choose a pragmatic approach to the realm of cultural differences vis à vis negotiation Their aim is to provide a framework to identify interpret and respond to cultural differences First they try to clear the way from two common mistakes people do when approaching cultural differences a an assumption that despite apparent differences in the end we are all the same and if we just communicate problems will evaporate b a romantic approach to cultural diversity that treats others cultures as exotic sacred or deserving protection from cultural imperialism They argue that while it might be true that there are similarities between cultures and cultures are unique and precious

    Original URL path: http://peacebuilding.caritas.org/index.php?title=6th_Module_-_Negotiation%2C_Conflict_and_Culture&oldid=253 (2016-02-13)
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  • View source - Peacebuilding
    of loosing face By paying primary attention to their and the other side s position they tend to overlook their and the other side s underlined concerns and interests Every negotiation takes place at two levels at the level of the substance at stake and at that of the process for dealing with that substance The first level is about what you negotiate the second is about how you do it Fisher and Ury focus on how we negotiate and propose a method named principled negotiation for doing it better Offline Fisher Roger Ury William Patton Bruce Getting to Yes Negotiating Agreement Without Giving In New York Penguin 1991 1981 abrldo http 002evolves blogspot com Activities you can use when working on this content include Acting Bargaining Two volunteers are given a script and asked to act it while other participants watch The script simulates a bargain between customer and shopkeeper the two proceed arguing over positions and progressively digging in Useful to introduce participants to positional bargaining Role Sketches Quick role plays involving negotiation skills Participants are provided with short essential profiles of their characters so that much is left to their improvisation If you use this activity to help participants reflect on positional bargaining and principled negotiation you will need to focus debriefing questions on exploring the difference Soft vs Hard This activity can be used when working on Soft and Hard positional bargaining By supporting one or the other style it stimulates participants to explore deeply the characteristics of positional bargaining And Then How Do We Proceed Andrew 16 year old has an argument with his parents He runs and locks himself up in his room Cecile and Bernard are up to confront him A simple scenario with three roles to play leaves plenty of room for

    Original URL path: http://peacebuilding.caritas.org/index.php?title=2nd_Module_-_Positional_bargaining_and_principled_negotiation&action=edit (2016-02-13)
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  • Revision history of "2nd Module - Positional bargaining and principled negotiation" - Peacebuilding
    last 13 02 27 January 2009 Deepmike Talk contribs 3 148 bytes New page This module is concerned with understanding the difference between positional bargaining and principled negotiation For Roger Fisher and William Ury founders of the Harvard Negotiation Latest Earliest View newer 50 older 50 20 50 100 250 500 Retrieved from http peacebuilding caritas org index php 2nd Module Positional bargaining and principled negotiation Views Page Discussion View

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  • Changes related to "2nd Module - Positional bargaining and principled negotiation" - Peacebuilding
    logged in users Hide my edits Show new changes starting from 00 24 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 2nd Module Positional bargaining and principled negotiation No changes on linked pages during the given

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  • 2nd Module - Positional bargaining and principled negotiation - Peacebuilding
    position they tend to overlook their and the other side s underlined concerns and interests Every negotiation takes place at two levels at the level of the substance at stake and at that of the process for dealing with that substance The first level is about what you negotiate the second is about how you do it Fisher and Ury focus on how we negotiate and propose a method named principled negotiation for doing it better Offline Fisher Roger Ury William Patton Bruce Getting to Yes Negotiating Agreement Without Giving In New York Penguin 1991 1981 abrldo http 002evolves blogspot com Activities you can use when working on this content include Acting Bargaining Two volunteers are given a script and asked to act it while other participants watch The script simulates a bargain between customer and shopkeeper the two proceed arguing over positions and progressively digging in Useful to introduce participants to positional bargaining Role Sketches Quick role plays involving negotiation skills Participants are provided with short essential profiles of their characters so that much is left to their improvisation If you use this activity to help participants reflect on positional bargaining and principled negotiation you will need to focus debriefing questions on exploring the difference Soft vs Hard This activity can be used when working on Soft and Hard positional bargaining By supporting one or the other style it stimulates participants to explore deeply the characteristics of positional bargaining And Then How Do We Proceed Andrew 16 year old has an argument with his parents He runs and locks himself up in his room Cecile and Bernard are up to confront him A simple scenario with three roles to play leaves plenty of room for participant s improvisation Retrieved from http peacebuilding caritas org index php 2nd Module Positional

    Original URL path: http://peacebuilding.caritas.org/index.php?title=2nd_Module_-_Positional_bargaining_and_principled_negotiation&printable=yes (2016-02-13)
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  • 2nd Module - Positional bargaining and principled negotiation - Peacebuilding
    their position at the risk of loosing face By paying primary attention to their and the other side s position they tend to overlook their and the other side s underlined concerns and interests Every negotiation takes place at two levels at the level of the substance at stake and at that of the process for dealing with that substance The first level is about what you negotiate the second is about how you do it Fisher and Ury focus on how we negotiate and propose a method named principled negotiation for doing it better Offline Fisher Roger Ury William Patton Bruce Getting to Yes Negotiating Agreement Without Giving In New York Penguin 1991 1981 abrldo http 002evolves blogspot com Activities you can use when working on this content include Acting Bargaining Two volunteers are given a script and asked to act it while other participants watch The script simulates a bargain between customer and shopkeeper the two proceed arguing over positions and progressively digging in Useful to introduce participants to positional bargaining Role Sketches Quick role plays involving negotiation skills Participants are provided with short essential profiles of their characters so that much is left to their improvisation If you use this activity to help participants reflect on positional bargaining and principled negotiation you will need to focus debriefing questions on exploring the difference Soft vs Hard This activity can be used when working on Soft and Hard positional bargaining By supporting one or the other style it stimulates participants to explore deeply the characteristics of positional bargaining And Then How Do We Proceed Andrew 16 year old has an argument with his parents He runs and locks himself up in his room Cecile and Bernard are up to confront him A simple scenario with three roles to play

    Original URL path: http://peacebuilding.caritas.org/index.php?title=2nd_Module_-_Positional_bargaining_and_principled_negotiation&oldid=9025 (2016-02-13)
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